Meeting Title: Uttam <> Zack Date: 2024-11-05 Meeting participants: Uttam Kumaran, Zack Morin
WEBVTT
1 00:01:42.540 ⇒ 00:01:43.780 Zack Morin: You, Tim, you there.
2 00:01:46.930 ⇒ 00:01:47.823 Uttam Kumaran: Hear me!
3 00:01:48.270 ⇒ 00:01:53.010 Zack Morin: Yeah, I can hear you. There’s a little bit of a I think there might be a little bit of a delay, but it might get better.
4 00:01:57.230 ⇒ 00:02:00.019 Uttam Kumaran: Okay, yeah. It might be my machine. I
5 00:02:00.330 ⇒ 00:02:04.170 Uttam Kumaran: just struggling on a Tuesday afternoon. So sorry.
6 00:02:04.670 ⇒ 00:02:08.129 Zack Morin: Sure. Okay, should we? Do you want to kill the video? Would that help or.
7 00:02:09.256 ⇒ 00:02:14.449 Uttam Kumaran: Yeah, give me a sec. Let me just see if that it’s coming back.
8 00:02:14.910 ⇒ 00:02:16.429 Uttam Kumaran: Okay, I think it’s fine. Now.
9 00:02:16.960 ⇒ 00:02:20.328 Zack Morin: Yeah, it’s caught up. There you go. So
10 00:02:21.980 ⇒ 00:02:24.860 Uttam Kumaran: I live in Austin. I’m in like East Austin.
11 00:02:25.240 ⇒ 00:02:28.689 Zack Morin: That’s right. That’s right. You lived in the east coast before Gotcha.
12 00:02:29.430 ⇒ 00:02:35.330 Uttam Kumaran: I was in New York before I was in the city and then I went to Bucknell. Like Central PA.
13 00:02:36.190 ⇒ 00:02:38.728 Zack Morin: Oh, yeah, no, I know. Bug Nell, my son
14 00:02:39.280 ⇒ 00:02:55.619 Zack Morin: is a freshman at Lafayette College. He’s there on a lacrosse scholarship, so I know all about Patriot League Schools, and Bucknell is one of the good one of the one of the great ones. So I was. I saw your B. On the on the thing I’m like I was guessing that was Bucknell. So
15 00:02:55.760 ⇒ 00:02:57.030 Zack Morin: good for you. A lot of.
16 00:02:57.030 ⇒ 00:03:00.219 Uttam Kumaran: People don’t think it’s Boston College, and I’m like, no way
17 00:03:00.578 ⇒ 00:03:05.800 Uttam Kumaran: but yeah, I I grew up in the Bay area, and then my dad
18 00:03:07.150 ⇒ 00:03:09.620 Uttam Kumaran: was, you know, really
19 00:03:10.110 ⇒ 00:03:11.669 Uttam Kumaran: a fan of like
20 00:03:12.240 ⇒ 00:03:26.900 Uttam Kumaran: like Patriot League and Liberal Arts. It’s turned out to be the best decision ever like. I just had some Bucknell folks staying with me for the weekend, and just had like great friends from school. So it’s an awesome experience. So I’m sure your your son’s gonna have a blast.
21 00:03:28.120 ⇒ 00:03:32.936 Zack Morin: Yeah, no, I think there, there’s a good culture amongst all the Patriot League schools for sure. And it’s
22 00:03:33.420 ⇒ 00:03:35.919 Zack Morin: They definitely seem to all preach
23 00:03:36.500 ⇒ 00:03:37.380 Zack Morin: that good
24 00:03:37.870 ⇒ 00:03:47.240 Zack Morin: that brotherhood and sisterhood and staying connected and and working your alumni network, you know it’s in a lot a lot of big schools. You might think they have that, but they really don’t.
25 00:03:47.330 ⇒ 00:03:48.610 Zack Morin: And so I think it’s.
26 00:03:48.610 ⇒ 00:03:58.940 Uttam Kumaran: Yeah, like, I have friends that went to Berkeley and Michigan, and everybody went to those schools. And so it’s not only so competitive while you’re there. Yeah, you just feel like one in in like
27 00:03:59.000 ⇒ 00:04:16.120 Uttam Kumaran: millions and millions of people. I love bucknet. I mean, I studied engineering. And that was like what I wanted to do, but I had the chance to do a lot of finance. I was doing a lot of business stuff while I was there. I was in a fraternity when I was there, so I got all these experiences like, I know
28 00:04:16.120 ⇒ 00:04:40.370 Uttam Kumaran: no way. No, I did not think I’d have any opportunity to have, you know, and I had that there, and still help some people from Bucknell and you know the only reason I got to be in New York was through a cold emailed a Bucknell alum who was working at a startup at the time. And then I cold emailed. And he was like, you seem like a cool guy. You don’t know anything about what we’re doing, but I’ll let you get a pass through. And
29 00:04:40.700 ⇒ 00:04:49.289 Uttam Kumaran: I don’t know. Stuff like that really helps. I was never like amazing at school. So having those connections gives you a little leg up so.
30 00:04:49.620 ⇒ 00:04:54.906 Zack Morin: That’s great. No, that’s that’s a really, that’s a good. That’s a pretty good story to hear what
31 00:04:55.680 ⇒ 00:04:57.039 Zack Morin: and when do you graduate.
32 00:04:58.070 ⇒ 00:05:00.139 Uttam Kumaran: I graduated in 2018.
33 00:05:00.640 ⇒ 00:05:03.964 Zack Morin: Okay, yeah. And I could tell you I could tell you’re young. So
34 00:05:05.160 ⇒ 00:05:07.680 Zack Morin: so good for you. That’s awesome. So is
35 00:05:07.900 ⇒ 00:05:12.312 Zack Morin: is Brainforge. Is that yours? Is that your startup, or is that.
36 00:05:13.080 ⇒ 00:05:34.159 Uttam Kumaran: Yeah, that’s my company. So my background, like data engineering, I worked as a data engineer for a bunch of startups in New York primarily and then in the side. I kind of did some consulting gigs in between jobs. And you know, I worked for my 1st job out of school was working at wework like one of the kind of biggest startups and.
37 00:05:34.160 ⇒ 00:05:35.379 Zack Morin: Yeah. Oh, yeah.
38 00:05:35.380 ⇒ 00:05:47.629 Uttam Kumaran: The team there and then worked at a number of different companies, use Snowflake and a lot of the modern data tools like my whole career. And then, more recently, I was leading product development at a data company kind of just like got
39 00:05:47.630 ⇒ 00:06:14.919 Uttam Kumaran: like was not feeling how the company was going quit. And was like, Okay, what do I do? My options are either go to another startup, or maybe go to a big company. But you know I done some of these contracts, as I said, and I understood I had some friends in the consulting world, and I decided, okay, let me see if I can not only go pick up some clients on my own, but begin to like, form a team around it. And so that’s what I did last April is when I quit by July I had like a client, and then a little bit after I had 2 clients.
40 00:06:14.920 ⇒ 00:06:30.359 Uttam Kumaran: and then slowly built a team so kind of built like an onshore offshore team, but really focused initially on data data engineering. So everything around snowflake 5 trend like data modeling data engineering, and then have also started to do a lot of stuff in AI and automation consulting just like.
41 00:06:30.360 ⇒ 00:06:30.960 Zack Morin: Let’s.
42 00:06:30.960 ⇒ 00:06:52.870 Uttam Kumaran: I would say the data stuff is really my bread and butter. But the AI stuff is really like brand new right now, and I think there’s a lot of demand my feeling on that was there wasn’t going to be a lot of people who are actually digging holes. There’s gonna be a lot of people with putting shovels out to the market, not a lot of people being able to. Actually, you know, implement those. And I was like perfect. I think if I can build a team around, that’d be great. So
43 00:06:52.870 ⇒ 00:07:02.362 Uttam Kumaran: you know, we have about 10 people right now, most of which are on the engineering side, and then a couple of people who’s helping, who are helping on content and marketing
44 00:07:02.820 ⇒ 00:07:28.649 Uttam Kumaran: and then, yeah, I got I knew I got put in touch with Jodi by a friend, Danny Phillips, who works for Lrb. Consulting. They are an sap consulting company based out of North Carolina and just like friend of a friend, and we connected. And you know I asked him a little bit about his journey, and you know he’s been in a lot of different situations, kind of in consulting on solo and kind of, you know, with a with a big team. So he just
45 00:07:28.650 ⇒ 00:07:34.239 Uttam Kumaran: I’ll kind of. I’ve kind of explained a little bit about. You know where we’re at in the company, but he said you’d be an amazing.
46 00:07:34.240 ⇒ 00:07:58.960 Uttam Kumaran: you know, resource to talk to. And you know, for me I’m like a sponge. I just love hearing people’s stories about how to do this. And for me, I’ve run engineering teams and stuff like that, but doing a business and everything that comes around to it. I think it’s like a constant evolution. You know, I feel like. Initially, I was able to manage just me and a few people. Now we have a bunch of other people. Now, we’re really trying to hit this like next step, which is like, how do I build? Reliable.
47 00:07:58.990 ⇒ 00:08:15.209 Uttam Kumaran: you know, sales, pipeline? And also like, How do I not burn out? Okay? So yeah, that’s kind of where we’re at, you know. I’ve heard a lot of, you know great things about how you’re able to kind of scale sales up at different organizations. And
48 00:08:15.504 ⇒ 00:08:20.885 Uttam Kumaran: you know, do some creative things. And Jody mentioned, you know, working closely with you on a on a lot of different deals. And
49 00:08:21.150 ⇒ 00:08:24.819 Uttam Kumaran: yeah, just interested. To have a conversation. So.
50 00:08:25.210 ⇒ 00:08:27.620 Zack Morin: Sure. No, definitely. Yeah. Joey’s
51 00:08:28.010 ⇒ 00:08:31.843 Zack Morin: probably being a little too nice. About me.
52 00:08:32.539 ⇒ 00:08:34.939 Zack Morin: but well, tell me a little bit more about
53 00:08:36.108 ⇒ 00:08:51.449 Zack Morin: your customers now. So you have. I assume you have some customers. Now, right? Okay. Tell me, tell me about the use case. I’m I’m a i am a dumb sales guy, right? So I’m in. I know sap to a certain degree. But
54 00:08:51.963 ⇒ 00:08:54.899 Zack Morin: yeah, so I know a little bit about business process.
55 00:08:55.260 ⇒ 00:08:58.669 Zack Morin: I know about the technical side of sap
56 00:08:58.910 ⇒ 00:09:00.015 Zack Morin: and
57 00:09:01.530 ⇒ 00:09:06.320 Zack Morin: what it takes to run a a healthy sap platform.
58 00:09:06.490 ⇒ 00:09:12.060 Zack Morin: But I’m not a data. I don’t know much about data. I mean, I kind of know about Snowflake. I
59 00:09:13.560 ⇒ 00:09:19.659 Zack Morin: you know, I have a respect for data modeling. I I have some basic, some high level. But tell me about
60 00:09:20.267 ⇒ 00:09:28.519 Zack Morin: the used cases or the pain you solve and what you’re and give you some customer examples, and I’ll ask you some more questions from there.
61 00:09:28.700 ⇒ 00:09:43.409 Uttam Kumaran: Yeah, sure. So on the data side, you know the big things that we pitch clients is, we want you to make more decisions and more accurate decisions. And so a lot of like what it’s like to run. And we really pitch to executives. So CEO coos operators
62 00:09:43.682 ⇒ 00:10:07.929 Uttam Kumaran: use a lot of tools to run your business, you know, even, for let’s say you run a small consulting shop. You may use salesforce to keep track of your sales. You have website analytics. Let’s say, you run a b 2 b organization like a software platform, your product analytics. You may have your revenue somewhere. So you’re using 10 or 15 different services. You need date. All of those are spitting out data. And what we help people do is when they get to the point.
63 00:10:08.494 ⇒ 00:10:21.230 Uttam Kumaran: When they can’t no longer run their business on spreadsheets, or they can’t really tie in data together or effectively. We help them centralize, organize and and model that data and implement their definitions.
64 00:10:21.230 ⇒ 00:10:43.410 Uttam Kumaran: So that’s like, generally like what our typical like icpas on the data side. These. And we’ve worked with clients. In manufacturing. We’ve worked with a lot of clients in e-commerce. And Cpg, these are clients that for for you to hire a a data engineer like me who’s done this a couple of times. It’s going to be at least 150 K, just in salary or more.
65 00:10:43.710 ⇒ 00:10:54.229 Uttam Kumaran: the amount of time it takes to hire. Set up a hiring process. Get that person, especially for organizations who don’t, who don’t have a CTO, or don’t have a particular technical arm, it’s really, really difficult.
66 00:10:54.230 ⇒ 00:11:18.860 Uttam Kumaran: And so for us, we’ve done these implementations where we’re getting data from all your source systems organizing in one place, which is typically Snowflake, modeling it and then putting it out into a tool. We’ve done that so many times, not only me, but the folks on my team. And so for us, the real advantage is like we pitch on like time. So time to value like, how fast can we get your data centralized and show you value in a dashboard or something that you
67 00:11:18.860 ⇒ 00:11:27.676 Uttam Kumaran: previously weren’t able to see. The second thing is like our relationships. We have a ton of relationship with with a lot of vendors to help speed up this process.
68 00:11:27.970 ⇒ 00:11:28.319 Zack Morin: Good.
69 00:11:28.670 ⇒ 00:11:51.010 Uttam Kumaran: Everything is just you know, being able to kind of throw us in the deep end. You know, you may be able to find engineers that have done this like couple of times, and of course, the more times they’ve done it the more expensive they get. But for us, we try to act as like an extension of their business and the technical side. So although we come in and do data, people just throw problems at us, and we get them solved. And so that’s really like
70 00:11:51.010 ⇒ 00:12:07.339 Uttam Kumaran: where we are. We’ve also worked with clients. Where, hey? They just want one engineer on their already established data team. And we do stuff like that as well. So it really depends. We have clients that we kind of take 0 to one. We have clients that are kind of already bigger. And we’ve worked in enterprise settings. So
71 00:12:07.420 ⇒ 00:12:30.399 Uttam Kumaran: we kind of just want more like staff augmentation sort of stuff. It’s more holistic. It’s not really like, I’m throwing just people at problems, you know. We tend to start on data. And then we help people with a, you know, variety of issues. So that’s that’s really like our bread and butter, and what like, I’m very, very confident at, and built a team to tackle.
72 00:12:31.140 ⇒ 00:12:33.539 Zack Morin: So your comp. So then your customer base
73 00:12:34.120 ⇒ 00:12:36.590 Zack Morin: sounds like there could be any, and they
74 00:12:36.830 ⇒ 00:12:39.889 Zack Morin: they vary by they’re a variety of industries.
75 00:12:40.786 ⇒ 00:12:46.440 Zack Morin: What’s the largest customer you deal with like revenue wise? Or what’s the smallest customer.
76 00:12:46.680 ⇒ 00:13:15.310 Uttam Kumaran: Yeah. So we we just worked for we just did a engagement like, smallest like, it will just be probably like 10 million annual. These are guys that can invest, you know, 1015 KA month into technical services. And also have, like real problems to solve on the data side, and then all the way up, like, we’ve worked for a really large multi 100 million dollar manufacturing companies and Cpg Company.
77 00:13:16.096 ⇒ 00:13:31.790 Uttam Kumaran: and so so kind of depends. Again, you’ll be surprised. There are people running that level of business with very, very low information processing and data processing. There’s also people that are very small, that they want to be data driven. And so they fire their operating team to use data in their.
78 00:13:32.870 ⇒ 00:13:59.029 Uttam Kumaran: you know. And this is the pro and cons about this in this about this is that everybody is tasked these days to use data to make decisions like in sales. You may want to know. Which people on your team are performing the best. Who’s hitting their quotas? Who’s lagging? What’s your opportunities and pipeline? All that is data. And so we have the benefit of you know, I’ve worked in all these different business domains. I think the trouble isn’t where we’ve been trying to niche down is, think about
79 00:13:59.170 ⇒ 00:14:03.000 Uttam Kumaran: the messaging and how we don’t come across as like we do everything. But we come across.
80 00:14:03.640 ⇒ 00:14:33.520 Uttam Kumaran: We have case studies in manufacturing, we have a case study in in sales or finance. But again, if data is used across the entire organization now, and house snowflake and these tools are becoming like much more household names, and they they be writing a lot of their marketing and sales dollars because they will sell Snowflake into an organization. But that organization still doesn’t have the talent to actually go implement and get the value. So that’s where you know, we come in.
81 00:14:34.150 ⇒ 00:14:43.169 Zack Morin: So you’re heading down the path I was trying to figure out, you know, starting to get the vibe when we 1st started talking shop about who you might.
82 00:14:43.530 ⇒ 00:14:47.650 Zack Morin: What ecosystem you might fall into. It’s definitely sounds like snowflake.
83 00:14:47.790 ⇒ 00:14:52.119 Zack Morin: right? So that’s awesome. You got an ecosystem you’re part of already.
84 00:14:52.220 ⇒ 00:14:54.520 Zack Morin: Now you just want to basically.
85 00:14:55.100 ⇒ 00:14:55.970 Zack Morin: oh.
86 00:14:56.460 ⇒ 00:14:58.489 Zack Morin: do you already know how you track
87 00:14:59.040 ⇒ 00:15:02.740 Zack Morin: or find their customer base like, do you know, do you do you have, like
88 00:15:03.020 ⇒ 00:15:07.479 Zack Morin: sources of information to figure out. Okay, here are a list of companies that run snowflake
89 00:15:07.830 ⇒ 00:15:09.639 Zack Morin: and kind of go from there.
90 00:15:09.640 ⇒ 00:15:38.489 Uttam Kumaran: Kind of have, like adjacent, we we, there’s a subset. There’s a couple of ways. We kind of isolate one. We we basically try to lead score in some way which is either based on like revenue based on industry. Right? But they also. The trouble is in in e-commerce, and Cpg. They get hit with a lot of consultants, and those are very low margin businesses in manufacturing healthcare. Some of these old industries they’re just now getting to cloud. And so there’s a lot of opportunity there. There are some adjacent tools.
91 00:15:39.060 ⇒ 00:15:50.599 Uttam Kumaran: You can’t really isolate looking at someone’s website. They use snowflake or not. But if they’re large enough then, and we can notice on their site, they use like several. There’s definitely a need for some sort of data consolidation.
92 00:15:51.480 ⇒ 00:16:11.950 Uttam Kumaran: So one is like, we’ve I kind of identified the pain points pretty well. I think the thing we’re doing now we’ve done the past month is start to do marketing and like content around that sort of stuff. But I think out of everything that I do in the company which is like managing all the people, which is the technical side and the operations. The sales side is the stuff I’m
93 00:16:12.050 ⇒ 00:16:13.589 Uttam Kumaran: like, least
94 00:16:13.940 ⇒ 00:16:24.549 Uttam Kumaran: I wouldn’t say from. I’m familiar with it, because I worked with a lot of sales people on the data side. But it’s like, just not what’s in my DNA. And so what I’m kind of having this trouble with is like figuring out
95 00:16:24.560 ⇒ 00:16:48.079 Uttam Kumaran: what are the highest value things to focus on. We’ve we’ve signed some great partnerships with some vendors who have sent us some clients in the past. I would say, really solid team. So we’re just trying to crack like where to focus on when we’re going out when we’re doing this, go to market and how to really narrow down our messaging. And basically how to go after we we started doing cold, outbound email cold Linkedin.
96 00:16:48.450 ⇒ 00:16:55.440 Uttam Kumaran: It’s like, not not so great. I’m gonna have someone try to try to do phones as well.
97 00:16:56.910 ⇒ 00:17:06.690 Uttam Kumaran: But this is kind of where we’re a little bit stuck in that. A lot of the business come through my like word of mouth or referrals, or like my connections. And so we’re basically trying to establish
98 00:17:07.461 ⇒ 00:17:10.478 Uttam Kumaran: like a sales pipeline. From scratch.
99 00:17:11.540 ⇒ 00:17:19.550 Zack Morin: No, I’m with you, I mean, that’s kind of where I was going back to. I was trying to understand what your what ecosystem you might be a part of, because
100 00:17:20.040 ⇒ 00:17:23.929 Zack Morin: I don’t know anything about Snowflake as a company. I don’t know if they have a sales force.
101 00:17:24.450 ⇒ 00:17:26.109 Zack Morin: How big they are.
102 00:17:26.119 ⇒ 00:17:38.339 Uttam Kumaran: They’re huge there, I would say they’re huge. So I’ve I’ve followed Snowflake now, since I’ve used them in 2018, and not only went public about 2 years ago, like huge amount of sales and marketing resources.
103 00:17:38.757 ⇒ 00:17:42.802 Uttam Kumaran: Like, they’re putting a they’re putting so much out there and really
104 00:17:43.179 ⇒ 00:17:54.680 Uttam Kumaran: taking a lot of customers away from the other Big Cloud providers when it comes to like analytics cloud. So I would say, like huge market market presence, for like data warehousing.
105 00:17:55.239 ⇒ 00:17:56.399 Uttam Kumaran: if that helps.
106 00:17:56.810 ⇒ 00:17:58.300 Zack Morin: It does. So
107 00:18:01.010 ⇒ 00:18:02.768 Zack Morin: yeah, I don’t know. What kind of
108 00:18:03.650 ⇒ 00:18:08.390 Zack Morin: are you fully funded, or do you? You got private equity coming in.
109 00:18:08.740 ⇒ 00:18:32.580 Uttam Kumaran: It’s all just me it’s which is good and bad. Like. I started it just with all my savings and built it up, and we’re making money, and we’ve made a good amount of money in the past year. But of course a lot of it. I’m putting right back into the business for sales and marketing. But that’s really the place where we’re at where we’ve been hovering in a in, like, you know, maintaining anywhere from like 3 to 7 clients.
110 00:18:32.580 ⇒ 00:18:42.479 Uttam Kumaran: But like getting that next step where we have like reliable sales coming in kind of where we’re at where it’s either like, okay, do I need to change process?
111 00:18:42.670 ⇒ 00:18:52.869 Uttam Kumaran: We don’t have any dedicated salespeople. We have people that are helping on scaling some sales processes. But the one that’s like targeting and trying to break into accounts
112 00:18:52.950 ⇒ 00:18:55.589 Uttam Kumaran: so interested even in your perspective on like.
113 00:18:55.900 ⇒ 00:19:04.529 Uttam Kumaran: do you think it’s worth trying to hire? There, I think there’s other. You know things to try like before that
114 00:19:05.910 ⇒ 00:19:11.539 Uttam Kumaran: again. I I do believe that because they’re putting so much money behind this, like Snowflake
115 00:19:11.550 ⇒ 00:19:23.222 Uttam Kumaran: sort of ecosystem that they’re bringing a lot of us. The other thing is, we have a there’s a lot of comps in this market. There’s a lot of really successful snowflake and data consultancies that have scaled
116 00:19:24.280 ⇒ 00:19:24.940 Uttam Kumaran: best.
117 00:19:25.760 ⇒ 00:19:29.441 Uttam Kumaran: So it’s not like people aren’t winning in the industry.
118 00:19:29.940 ⇒ 00:19:30.750 Uttam Kumaran: cool.
119 00:19:31.520 ⇒ 00:19:36.390 Zack Morin: No, it sounds like you have a great, you have a really nice foundation and a great story
120 00:19:36.990 ⇒ 00:19:40.129 Zack Morin: and value to to the Snowflake market. I,
121 00:19:41.420 ⇒ 00:19:47.080 Zack Morin: if I put myself in your shoes, what I would do if you haven’t already. If you haven’t already done this, and maybe you have.
122 00:19:47.520 ⇒ 00:19:53.407 Zack Morin: is, look at your peers in the snowflake ecosystem right big, small, whatever.
123 00:19:54.380 ⇒ 00:19:58.759 Zack Morin: See what is they do if you’ve and you probably already have, if figure out
124 00:19:59.190 ⇒ 00:20:01.560 Zack Morin: or or identify.
125 00:20:03.530 ⇒ 00:20:06.700 Zack Morin: your company is where you fit in the ecosystem.
126 00:20:06.910 ⇒ 00:20:09.239 Zack Morin: How do you differentiate? How are you? The same?
127 00:20:09.380 ⇒ 00:20:10.560 Zack Morin: That’s everything.
128 00:20:11.790 ⇒ 00:20:16.540 Zack Morin: you’ll derive your value proposition that way with the current customers you have today
129 00:20:16.570 ⇒ 00:20:22.320 Zack Morin: and what you maybe do different from the other companies. Other consultancies in the Snowflake space.
130 00:20:22.330 ⇒ 00:20:22.885 Zack Morin: Okay,
131 00:20:23.590 ⇒ 00:20:24.820 Zack Morin: from there.
132 00:20:25.110 ⇒ 00:20:26.920 Zack Morin: That’s kind of where you get your
133 00:20:26.950 ⇒ 00:20:31.640 Zack Morin: your initial value proposition. What I mean by that is a basic one simple
134 00:20:32.080 ⇒ 00:20:33.340 Zack Morin: problem statement.
135 00:20:33.360 ⇒ 00:20:34.939 Zack Morin: You know, customers have
136 00:20:35.230 ⇒ 00:20:37.989 Zack Morin: customers in the food and beverage industry have issues
137 00:20:38.420 ⇒ 00:20:50.599 Zack Morin: consolidating their data from multiple data sources, and how to use AI to maximize and present it in a meaningful way that they can make faster, quicker decisions and fail faster. Right?
138 00:20:51.180 ⇒ 00:20:57.049 Zack Morin: I again, I’m making stuff up. I’m just gonna give you an example, it could be half wrong. The worst I’m using. But
139 00:20:58.700 ⇒ 00:21:08.590 Zack Morin: and then I’ll again this. I don’t know anything about Snowflake, really, as far as a company. I’m going off what you’re telling me so it sounds like they’re pretty big as an organization.
140 00:21:08.650 ⇒ 00:21:12.859 Zack Morin: Have you tapped into what it? What it’s like or what it entails
141 00:21:13.130 ⇒ 00:21:18.360 Zack Morin: to be a part of their like certified partner organization. If you’re not, maybe you already are. But.
142 00:21:19.580 ⇒ 00:21:28.219 Uttam Kumaran: Lowest level, I mean, as they’ve gotten bigger. Of course their requirements have gone up to kind of get more perks. But that’s also the the nice thing is that I
143 00:21:28.310 ⇒ 00:21:38.923 Uttam Kumaran: I’ve I know a lot of people that work in sales there, and I’ve slowly tried to like make inroads. And we’re in their partner network. And we’ve also worked with a couple of under vendors to get into their partner network.
144 00:21:39.270 ⇒ 00:21:57.894 Uttam Kumaran: but the I think, is, I think we’re. We’re just small beans. So we’re not getting a lot of the really like super qualified leads because they’re getting sent to a couple of these other base. There’s a there’s like, probably like 10 or 20 of the really really large snowflake premier consultants that are getting a lot of that business.
145 00:21:58.220 ⇒ 00:22:19.579 Uttam Kumaran: You know the other thing that we’ve we? There are some smaller vendors that we’ve worked with, where they’re they’re brand new to the scene. They have some software we’ve implemented them before they’ll bring us on. The other thing we haven’t really tested. And maybe you might have a perspective on is like how to even see whether those big vendors may be willing to subcontract with us, and like how to kind of frame
146 00:22:19.630 ⇒ 00:22:26.067 Uttam Kumaran: that conversation, or how to how like, what do they know? What makes it worth their while to do that? You know?
147 00:22:26.360 ⇒ 00:22:28.789 Zack Morin: Yeah, I’m with you now I was gonna go
148 00:22:45.290 ⇒ 00:22:46.830 Zack Morin: put yourself out there.
149 00:22:46.850 ⇒ 00:22:50.559 Zack Morin: That’s kind of like dating right. You gotta be the one to go up and ask
150 00:22:50.780 ⇒ 00:22:57.239 Zack Morin: the whoever is you’re interested in, you have to go up and make the 1st move. You have to offer something.
151 00:22:57.330 ⇒ 00:23:00.419 Zack Morin: So when you look at your current customer base.
152 00:23:00.820 ⇒ 00:23:03.260 Zack Morin: is there any one of them?
153 00:23:03.440 ⇒ 00:23:05.970 Zack Morin: It gets a little risky, right? I mean.
154 00:23:06.260 ⇒ 00:23:10.970 Zack Morin: you might just step back and take a look. Okay. You know, I got this one customer. It’s pretty big.
155 00:23:11.370 ⇒ 00:23:16.870 Zack Morin: I may need some help, anyway, to stay in the account, but I want to bring one of these bigger
156 00:23:16.990 ⇒ 00:23:19.120 Zack Morin: partners in to work with me.
157 00:23:19.390 ⇒ 00:23:22.699 Zack Morin: and then there, you’re giving them a bone.
158 00:23:22.740 ⇒ 00:23:25.369 Zack Morin: They bullet ratio with you, and they’re like, Hey, I like this guy.
159 00:23:25.765 ⇒ 00:23:28.390 Zack Morin: I think in his operation has a.
160 00:23:28.530 ⇒ 00:23:30.310 Zack Morin: They have a good story to tell.
161 00:23:30.440 ⇒ 00:23:31.110 Zack Morin: Yeah.
162 00:23:49.150 ⇒ 00:23:50.789 Zack Morin: Granted, they got some.
163 00:23:51.270 ⇒ 00:23:53.360 Zack Morin: They got a little bit of private equity.
164 00:23:53.650 ⇒ 00:24:02.569 Zack Morin: and they started to grow the team. And then they wanted to change their brand and their identity, to be more of a project based consultancy, not just a staff log.
165 00:24:02.570 ⇒ 00:24:03.240 Uttam Kumaran: Yes.
166 00:24:03.870 ⇒ 00:24:05.619 Zack Morin: They would. Basically.
167 00:24:06.420 ⇒ 00:24:07.979 Zack Morin: how do they do this?
168 00:24:08.250 ⇒ 00:24:09.370 Zack Morin: They
169 00:24:09.620 ⇒ 00:24:12.529 Zack Morin: initially got their foot in the door with Accenture
170 00:24:13.010 ⇒ 00:24:16.999 Zack Morin: to say, Hey, you know we have some staff log opportunities here.
171 00:24:17.140 ⇒ 00:24:22.529 Zack Morin: It’s a big like, you know, Tech. They’re they’re based out of Dallas. So they’re they’re in like Texas instruments.
172 00:24:23.050 ⇒ 00:24:26.280 Zack Morin: They’re in some of the oil and gas companies like an Exxon
173 00:24:26.560 ⇒ 00:24:28.259 Zack Morin: American airlines.
174 00:24:28.260 ⇒ 00:24:28.930 Uttam Kumaran: Yeah.
175 00:24:28.930 ⇒ 00:24:34.749 Zack Morin: They got their their feet in the door there from a con from a contractor staff log standpoint.
176 00:24:34.760 ⇒ 00:24:37.710 Zack Morin: they called up some people they knew accenture
177 00:24:37.740 ⇒ 00:24:39.379 Zack Morin: or friend of a friend.
178 00:24:39.885 ⇒ 00:24:42.160 Zack Morin: Calculate how you and I got connected.
179 00:24:42.520 ⇒ 00:24:48.240 Zack Morin: and then said, Hey, Accenture, why don’t you come on in? Yeah, we can’t fill these 8 roles
180 00:24:48.360 ⇒ 00:24:50.170 Zack Morin: once you come on in, and
181 00:24:50.370 ⇒ 00:24:54.679 Zack Morin: you know, then they open up doors. It kind of spawn from there.
182 00:24:54.710 ⇒ 00:24:57.939 Zack Morin: This is kind of risky. I mean, it’s because you might.
183 00:24:58.260 ⇒ 00:25:01.690 Zack Morin: You might bring in a partner. You might stick your neck out
184 00:25:02.010 ⇒ 00:25:17.210 Zack Morin: to build a new relationship with a with a decent size, partner that could bring you into business, but they might be a shark, you never know. They might have a knife and put it in your back and you walk out the door so it’s risky, and that’s where it gets a little a little tough. You kind of have to
185 00:25:17.709 ⇒ 00:25:25.740 Zack Morin: hedge your bet or hedge your bets a little bit before you reach out to them, and do your research, and see what they see what the reputation is. You know.
186 00:25:26.080 ⇒ 00:25:29.080 Uttam Kumaran: Yeah, the other. You know, the other thing I was thinking about.
187 00:25:29.720 ⇒ 00:25:50.670 Uttam Kumaran: I mean, I think one of the biggest roadblocks in this business is really just me, because I’m doing like a lot. And so even to spend time and strategically go after your accounts and go after these partnerships of which I have a lot of relationships. But, as you know, like maintaining and thinking about what the ask is and doing strategy around, it is tough.
188 00:25:51.121 ⇒ 00:26:00.449 Uttam Kumaran: So trying to think about like if I was to bring on somebody, even in a part time capacity, or think of some sort of nice incentive structure for someone like what
189 00:26:00.680 ⇒ 00:26:16.710 Uttam Kumaran: that higher would look like. You know, I feel like one. I think it’s they. Of course, that person has like my my support. But I’m not only, you know, making sure that we can bring on the best talent where we have active engagements and stuff that I’m leaning in on.
190 00:26:16.720 ⇒ 00:26:25.289 Uttam Kumaran: So I’m trying to think about like what that persona may look like. And you know, another thought was, I was gonna start just calling, you know salespeople at you mentioned
191 00:26:26.300 ⇒ 00:26:42.609 Uttam Kumaran: should look at the companies that are kind of in your in in our sort of boat, and maybe a little bit above us, and just calling some of their salespeople and saying, Hey, would you guys take like 10 min to talk to me or give us some advice on. You know what to do or I don’t know. I’m trying to think of.
192 00:26:42.770 ⇒ 00:26:57.139 Uttam Kumaran: I feel like the way I can’t. It’s starting to become more of like a timing issue, like just time, time, and effort going into the to it. So I’m trying to think of like, if there is a strategic hire or strategic talent to bring on. You know what that would be.
193 00:26:58.040 ⇒ 00:26:58.910 Zack Morin: Well.
194 00:27:01.080 ⇒ 00:27:04.859 Zack Morin: here’s the thing. Whenever you want to hire someone in sales.
195 00:27:05.080 ⇒ 00:27:06.160 Zack Morin: you have to
196 00:27:06.920 ⇒ 00:27:11.239 Zack Morin: offer them some value. Right? Offer them a product that works
197 00:27:11.420 ⇒ 00:27:12.620 Zack Morin: offer them
198 00:27:12.980 ⇒ 00:27:14.240 Zack Morin: pipeline.
199 00:27:14.520 ⇒ 00:27:16.259 Zack Morin: offer them an opportunity.
200 00:27:17.690 ⇒ 00:27:22.970 Zack Morin: so one of those 3 things has to be pretty well spelled out and clear.
201 00:27:23.000 ⇒ 00:27:27.790 Zack Morin: and then it becomes a numbers game, and you try some different salespeople
202 00:27:28.030 ⇒ 00:27:31.550 Zack Morin: to see if if what you have to offer hits what they want.
203 00:27:31.850 ⇒ 00:27:38.970 Zack Morin: So I would imagine again. I don’t. It sounds like Snowflake is a big operation. They might have an inside sales force
204 00:27:39.030 ⇒ 00:27:40.710 Zack Morin: right now inside sales team.
205 00:27:41.381 ⇒ 00:27:46.369 Zack Morin: I don’t know if you have any recruiters that are friends. You’re friends with any recruiters.
206 00:27:47.600 ⇒ 00:27:48.540 Zack Morin: but
207 00:27:49.120 ⇒ 00:27:53.840 Zack Morin: you wanna you’d wanna maybe you already know how to use Linkedin.
208 00:27:54.030 ⇒ 00:27:55.809 Zack Morin: But if you.
209 00:27:56.460 ⇒ 00:28:01.300 Zack Morin: We’re able to get a list of all the inside salespeople at Snowflake.
210 00:28:02.242 ⇒ 00:28:07.689 Zack Morin: And find out if you know if you offer them something on the side as a side hustle.
211 00:28:07.900 ⇒ 00:28:08.470 Uttam Kumaran: Yeah.
212 00:28:08.470 ⇒ 00:28:10.739 Zack Morin: You know, so you’re not spending too much money.
213 00:28:10.740 ⇒ 00:28:17.699 Uttam Kumaran: No, but I would. You know I would give. I would give a high commission like, because for me the biggest thing is revenue growth.
214 00:28:17.770 ⇒ 00:28:34.760 Uttam Kumaran: because once once we have the Logos and the revenue, I know that’ll start to snowball a little bit, and then I can optimize on the profit structure later. But that’ll help us, you know, with a whole number of things. So that’s for me, cause I know you can’t have your cake, and like eat it, too, in this situation. So I’m like.
215 00:28:34.810 ⇒ 00:28:53.210 Uttam Kumaran: I’m willing to give up the profit just to get Logos and then get the revenue in the door. Because we I will say, like again, I’m confident what we’re what we sell and what we do. We haven’t had clients churn, except if their business was actually failing, which we had like nothing to do, which.
216 00:28:53.210 ⇒ 00:28:53.590 Zack Morin: Yep.
217 00:28:53.590 ⇒ 00:29:02.819 Uttam Kumaran: You know, outside. So I know that this isn’t like clients. Start with us, and then they just turn in one month like we. These are longer. These are really long term engagements.
218 00:29:02.820 ⇒ 00:29:25.119 Uttam Kumaran: And again, it’s just like we really try to to go above and beyond for them. So I believe in the product. And I believe in stickiness that I’m like trying to think of ways where? Okay, I’ll give up something upfront or give like really high commission deals, of course, like, maybe there’s no base or there’s, so that’s the main incentive. And then it’s like, look if that starts working, then there’s ability to come in and own.
219 00:29:25.170 ⇒ 00:29:26.750 Uttam Kumaran: you know a lot of that.
220 00:29:27.920 ⇒ 00:29:33.879 Zack Morin: That’s cool. It’s I’m glad you’re realistic about it. But I think.
221 00:29:34.690 ⇒ 00:29:36.980 Zack Morin: for where you are, as
222 00:29:37.530 ⇒ 00:29:40.449 Zack Morin: from where you are as a company.
223 00:29:40.580 ⇒ 00:29:41.700 Zack Morin: and
224 00:29:41.720 ⇒ 00:29:42.950 Zack Morin: where you want to go.
225 00:29:46.490 ⇒ 00:29:48.869 Zack Morin: I think the right. My my
226 00:29:49.740 ⇒ 00:29:54.120 Zack Morin: suggestion would be to take a look at the inside salesforce
227 00:29:54.160 ⇒ 00:29:56.459 Zack Morin: for business development reps at Snowflake.
228 00:29:56.460 ⇒ 00:29:56.880 Uttam Kumaran: Okay.
229 00:29:56.880 ⇒ 00:29:58.669 Zack Morin: See if you can get their ear.
230 00:29:59.160 ⇒ 00:30:08.179 Zack Morin: It’s gonna take some time. It’s gonna take some, you know, trial and error. You’re gonna talk to some duds. You gotta talk to some people that you want and may not be able to get.
231 00:30:08.300 ⇒ 00:30:10.620 Zack Morin: And you gotta find that Goldilocks.
232 00:30:10.620 ⇒ 00:30:12.929 Uttam Kumaran: What do you? What do you think is like
233 00:30:13.430 ⇒ 00:30:17.890 Uttam Kumaran: the thing for them? Especially because I mean, I think it probably going after
234 00:30:18.110 ⇒ 00:30:29.649 Uttam Kumaran: like my, my guess is like you’re going after younger people there who are like, I’m not. Gonna I’m not getting the best deal flow here. I can’t own something like, what do you think is the pain point to try to
235 00:30:29.790 ⇒ 00:30:31.559 Uttam Kumaran: to him? Yeah.
236 00:30:32.833 ⇒ 00:30:34.769 Zack Morin: They might not see.
237 00:30:35.740 ⇒ 00:30:41.239 Zack Morin: Growth is snowflake. They may not see, you know, because usually, if you’re inside sales
238 00:30:41.780 ⇒ 00:30:43.490 Zack Morin: or business development rep.
239 00:30:44.110 ⇒ 00:30:45.850 Zack Morin: you want to be in the field.
240 00:30:45.970 ⇒ 00:30:51.740 Zack Morin: Your next step is you want to be in the field selling direct to the the companies. Right? You want to sell the product
241 00:30:52.083 ⇒ 00:30:54.420 Zack Morin: to. But you know business to business.
242 00:30:54.783 ⇒ 00:31:07.680 Zack Morin: They don’t want to be booking appointments for other people or taking inbound leads and trying to qualify them on the phone all the time. That’s not where they make money, and you know the thing is for you. The value is that they know Snowflake. They know data
243 00:31:07.850 ⇒ 00:31:17.129 Zack Morin: in the scenarios. Use cases right? They’ll get what you do really quickly. They probably have a good rolodex already. That they can pull over and bring with them.
244 00:31:17.430 ⇒ 00:31:18.290 Zack Morin: But
245 00:31:18.420 ⇒ 00:31:24.879 Zack Morin: yeah, they’re gonna look for. So that what you would have to offer them is an outside sales role.
246 00:31:26.340 ⇒ 00:31:27.620 Zack Morin: Now again.
247 00:31:27.780 ⇒ 00:31:30.520 Zack Morin: Snowflake probably offers them benefits.
248 00:31:30.880 ⇒ 00:31:35.199 Zack Morin: Maybe a a pretty big base, maybe not. But the base salary is probably, you know.
249 00:31:35.350 ⇒ 00:31:42.965 Zack Morin: anywhere between 50 to 80 k good money, and they’re probably just out of college and don’t know what they want to do.
250 00:31:43.280 ⇒ 00:31:54.890 Zack Morin: but you know they’re they’re trying to make something of themselves, and learn some things on their own right. But but if if you find the right person that wants to be in your industry in a sales capacity
251 00:31:55.240 ⇒ 00:32:01.881 Zack Morin: if they’re willing to take a risk if they’ve got, you know, if they’re living at home with their parents or something, and they don’t have rent to pay.
252 00:32:02.130 ⇒ 00:32:07.060 Zack Morin: you just. There’s a lot of if if scenario personal phone.
253 00:32:07.060 ⇒ 00:32:22.710 Uttam Kumaran: And that’s that’s up to me to be convincing on the phone. But I also, you know, I think a lot about what I come and work in this, in that, in this company, in that role, and for me, it’s like, look you, I have all the marketing and content side. We have great case studies, active clients.
254 00:32:22.920 ⇒ 00:32:28.219 Uttam Kumaran: we’re ready to fulfill the demand. So it’s really this like next piece.
255 00:32:28.350 ⇒ 00:32:45.219 Uttam Kumaran: And so for me, it’s like, Can I cut a good deal with them. That’s like pretty high Commission upfront. And then maybe we it’s like when we get to some milestone. Then there’s an offer there, you know. And I think for someone who’s like, Yeah, really hungry is like, I think I can run the show somewhere. Yeah, like, that’s it. Because.
256 00:32:45.220 ⇒ 00:32:46.060 Zack Morin: Exactly.
257 00:32:46.060 ⇒ 00:32:46.790 Uttam Kumaran: You know.
258 00:32:47.280 ⇒ 00:32:49.651 Uttam Kumaran: That’s what I would want to hear.
259 00:32:49.990 ⇒ 00:32:54.150 Zack Morin: No, totally, no, totally you. You will find someone like that who would be anxious
260 00:32:54.520 ⇒ 00:33:06.129 Zack Morin: and love this. They’ll see it, you know. They’ll get the vision. They’ll see what you’re doing. They’ll see an opportunity to be a part of building something. It’d be the be on the forefront from a sales role standpoint at a company.
261 00:33:06.531 ⇒ 00:33:10.749 Zack Morin: So you, Tim, I think that’s your I think that’s your
262 00:33:11.200 ⇒ 00:33:13.640 Zack Morin: kind of 1st initial
263 00:33:14.030 ⇒ 00:33:16.090 Zack Morin: approach or step to take
264 00:33:16.320 ⇒ 00:33:30.989 Zack Morin: and find someone in a sales capacity because they can. They’re already comfortable on the phone. They’re gonna need to do some stuff on the phone or the outbound marketing, or you know, etc, you know, talking to talking the learning curve you want to. You want to hold their hand too much either.
265 00:33:31.160 ⇒ 00:33:36.940 Uttam Kumaran: Like someone who’s taught them how to be like a Bdr, and they’ve done. They’ve worked in the capacity. And it’s basically like.
266 00:33:37.430 ⇒ 00:33:39.440 Uttam Kumaran: do that with like.
267 00:33:39.720 ⇒ 00:33:47.020 Uttam Kumaran: 10% of the resources percent of the winnings right? Like, then that’s kind of like.
268 00:33:47.420 ⇒ 00:33:51.119 Uttam Kumaran: sort of my thought there. So okay, that’s good.
269 00:33:51.816 ⇒ 00:33:55.110 Zack Morin: Do have a do need to. I need.
270 00:33:55.110 ⇒ 00:33:58.209 Uttam Kumaran: No problem, no problem. Taking a lot of your time. I really appreciate it.
271 00:33:58.210 ⇒ 00:34:12.429 Zack Morin: No, I love it. I love this conversation. I’m I’m on the east coast of 6 30. Well, after 6 30 here, and I got a wife and kids. I gotta help with dinner and stuff. So this has been great. I I really I’m impressed with you. I’m really.
272 00:34:12.520 ⇒ 00:34:20.610 Zack Morin: I appreciate you picking my brain. I feel honored because I’m really impressed with you, and where you are I’m I wasn’t where, where.
273 00:34:20.870 ⇒ 00:34:22.440 Zack Morin: where I was
274 00:34:23.830 ⇒ 00:34:25.280 Zack Morin: at your age
275 00:34:26.630 ⇒ 00:34:40.039 Zack Morin: I was as far along. So I’m really impressed with what you’re doing. So far. You’re out of the gates pretty fast and you’re ambitious, you’re an entrepreneur, and yeah, a lot going for you, you know. So just it’s gonna be. It’s it’s I’m happy for you.
276 00:34:40.389 ⇒ 00:34:46.819 Uttam Kumaran: This is the toughest thing I’ve like ever done, and you know I’ve been at it now since last April, and it’s
277 00:34:46.899 ⇒ 00:35:14.637 Uttam Kumaran: it’s just been like a roller coaster of like figuring stuff out. So. But the one thing is like, I’ve been getting a lot of really amazing help from a lot of people for free on the way. So this means like the world to me. If there’s anything I can do to help as well, please let me know. And then, yeah, I would love to be in touch. Or maybe I’m gonna stab at a couple of these things and maybe just keep in touch and let you know. And then, yeah, if there’s anyone in your network that seems like they may be interested in that or
278 00:35:14.890 ⇒ 00:35:15.400 Zack Morin: Yes.
279 00:35:15.400 ⇒ 00:35:25.000 Uttam Kumaran: They’re like pissed off at someone or their company, you know. Send them my way. That’s how I was. So me and those people get along really? Well, we have a lot in common. So.
280 00:35:26.040 ⇒ 00:35:29.859 Zack Morin: Yeah, sure. No. Let’s definitely stay in touch. Hit me up anytime, and
281 00:35:30.204 ⇒ 00:35:40.520 Zack Morin: I like to see how things turn out for you. I’ll I’ll be keeping track of you as well. I’ll be checking in on your website and stuff, and anyway, if I’m ever in Austin
282 00:35:40.620 ⇒ 00:35:44.789 Zack Morin: as well, I’ll I’ll I’ll hit you up, and we’ll grab a beer whatever you like to drink.
283 00:35:44.790 ⇒ 00:35:45.769 Uttam Kumaran: In Connecticut.
284 00:35:46.550 ⇒ 00:35:56.589 Zack Morin: Yeah, I technically live. I put Hartford, Connecticut, I think, on my linkedin profile just because it’s easier. I’m I’m like, 10 miles away from Hartford, but I’m in Massachusetts, but I’m around the border of Connecticut.
285 00:35:56.590 ⇒ 00:36:04.490 Uttam Kumaran: Oh, okay, okay, no. Yeah. I mean, I’m if I’m ever in New York again, or if I’m in Boston again, I’ll probably know something. So for sure.
286 00:36:05.400 ⇒ 00:36:25.700 Uttam Kumaran: if you’re ever in Austin, or again, if you’re ever doing business here and please let me know. The one thing about being in this smaller town like this is, I’m now now running a business been able to meet, like all sorts of cast and characters that do business around town, so that’s been really fun. So however, I can be helpful. Please let me know.
287 00:36:26.080 ⇒ 00:36:36.470 Zack Morin: Yeah, we’ll do. And same same, yeah, let me know how it goes with the the snowflake inside sales reps. And I’d like to hear how that go, that, how that progresses, you know, and maybe it. Probably
288 00:36:36.630 ⇒ 00:36:42.139 Zack Morin: if it doesn’t work out, it’ll open up another another door somewhere else like that, you know. So.
289 00:36:42.140 ⇒ 00:37:05.699 Uttam Kumaran: This world on the sales side is just so new to me in terms of like the tactics, because I’ve worked on the sales data side. So I know how like opportunities and like how to definitely structure. But it’s the it’s just not in my blood, like I’m an engineer. So I’ve taught myself enough, but it’s like kind of like enough to be dangerous, or enough to hire the person to do. It is like where where I usually get to. So it’s
290 00:37:05.730 ⇒ 00:37:14.190 Uttam Kumaran: that’s kind of like where I’m at. But again, I think we’re at a real inflection point where we have the operations. Really well, we have great talent, and it’s just like
291 00:37:14.340 ⇒ 00:37:16.439 Uttam Kumaran: figuring out how to how to get the.
292 00:37:16.570 ⇒ 00:37:19.099 Uttam Kumaran: You know, the sales side really going. So yeah.
293 00:37:19.490 ⇒ 00:37:21.590 Zack Morin: And you will. You will.
294 00:37:21.590 ⇒ 00:37:22.931 Uttam Kumaran: Yeah, we’re going for it.
295 00:37:23.200 ⇒ 00:37:35.360 Zack Morin: Well, let’s stay in touch to you, Tim, like every a few few weeks or something. Let me know how it’s going. And you know. Hey? Good luck to you, all right, I’m sure I’m sure you’ll do great. All right.
296 00:37:35.690 ⇒ 00:37:37.730 Zack Morin: dude. Take care of you, Sam, bye.