Meeting Title: Leadership Call Date: 2024-12-13 Meeting participants: Nicolas Sucari, Uttam Kumaran, Robert Tseng, Miguel De Veyra
WEBVTT
1 00:00:34.100 ⇒ 00:00:35.150 Nicolas Sucari: Hey, Miguel.
2 00:00:38.690 ⇒ 00:00:42.110 Miguel de Veyra: Hey, Nico, have you watched the video? So I just started watching. Now.
3 00:00:43.050 ⇒ 00:00:44.720 Nicolas Sucari: Yeah, I already seen them.
4 00:00:45.420 ⇒ 00:00:47.089 Miguel de Veyra: I think it’s.
5 00:00:47.410 ⇒ 00:00:51.950 Nicolas Sucari: Yeah, I’ll leave you, give it to it to them, and then we can discuss.
6 00:00:52.260 ⇒ 00:00:53.090 Miguel de Veyra: Okay. Sure.
7 00:01:12.530 ⇒ 00:01:13.340 Uttam Kumaran: Hey, guys.
8 00:01:16.360 ⇒ 00:01:17.190 Nicolas Sucari: View them.
9 00:01:18.140 ⇒ 00:01:20.309 Uttam Kumaran: You guys have a chance to watch this video.
10 00:01:22.010 ⇒ 00:01:23.339 Nicolas Sucari: I did. Yes.
11 00:01:24.107 ⇒ 00:01:25.030 Miguel de Veyra: The second one.
12 00:01:26.470 ⇒ 00:01:27.242 Uttam Kumaran: And me too.
13 00:01:28.390 ⇒ 00:01:31.390 Nicolas Sucari: I think, oh, okay.
14 00:01:31.990 ⇒ 00:01:33.278 Uttam Kumaran: Let’s wait for Robert.
15 00:01:33.600 ⇒ 00:01:35.320 Nicolas Sucari: Yeah, yeah.
16 00:01:38.240 ⇒ 00:01:39.379 Uttam Kumaran: I like it, though.
17 00:01:40.080 ⇒ 00:01:41.820 Uttam Kumaran: Yeah, yeah, I like it. The only thing.
18 00:01:41.820 ⇒ 00:01:43.590 Uttam Kumaran: Yeah, yeah, I got it.
19 00:01:43.590 ⇒ 00:01:47.020 Nicolas Sucari: I don’t know if, like the Google Sheet is like the best place to do all of this, but.
20 00:01:47.020 ⇒ 00:01:50.159 Uttam Kumaran: No, no, no, I don’t think it’ll end up happening in the Google sheet.
21 00:01:50.935 ⇒ 00:01:53.369 Uttam Kumaran: I think it’ll end up happening
22 00:01:53.940 ⇒ 00:01:56.800 Uttam Kumaran: in notion. But I am. Yeah.
23 00:01:57.690 ⇒ 00:02:04.030 Nicolas Sucari: Like everything regarding like the 1st video on the tasks, and how to like manage all of that.
24 00:02:04.190 ⇒ 00:02:10.090 Nicolas Sucari: I don’t think like notion will have. Like all the capabilities that we need to create something like that.
25 00:02:10.259 ⇒ 00:02:14.160 Nicolas Sucari: Maybe we’ll need like to use linear or
26 00:02:14.190 ⇒ 00:02:28.109 Nicolas Sucari: one of the tools that are specifically to this. I’ve been using Clickup before. Clickup has, like this kind of approach of one like Workspace with different projects, and you can create different views.
27 00:02:28.290 ⇒ 00:02:30.739 Nicolas Sucari: F from all of the projects. So
28 00:02:30.870 ⇒ 00:02:35.990 Nicolas Sucari: maybe we can look into something like that. I I know linear. You can in linear. You can do it.
29 00:02:36.190 ⇒ 00:02:41.500 Nicolas Sucari: 2, maybe an Asana or other ones too, but in order to track
30 00:02:41.600 ⇒ 00:02:44.580 Nicolas Sucari: like thoroughly the tasks, do they.
31 00:02:44.580 ⇒ 00:02:45.009 Uttam Kumaran: Think it’s a.
32 00:02:45.010 ⇒ 00:02:45.489 Nicolas Sucari: It’s gonna be.
33 00:02:45.490 ⇒ 00:02:46.750 Uttam Kumaran: Hard to do. Notion.
34 00:02:47.420 ⇒ 00:02:48.270 Nicolas Sucari: I think it’s gonna be.
35 00:02:48.270 ⇒ 00:02:48.670 Uttam Kumaran: Try.
36 00:02:48.670 ⇒ 00:02:50.190 Nicolas Sucari: To do nothing. Yeah, yeah.
37 00:02:50.190 ⇒ 00:02:50.720 Uttam Kumaran: Okay.
38 00:02:50.720 ⇒ 00:02:59.280 Nicolas Sucari: I mean, we can try. We can try, and we can set up everything and see how how that goes. But like I don’t know if notion was built to do something.
39 00:02:59.280 ⇒ 00:03:02.110 Uttam Kumaran: I know it was like, I know exactly. You’re right.
40 00:03:02.345 ⇒ 00:03:02.580 Uttam Kumaran: That’s
41 00:03:03.090 ⇒ 00:03:04.390 Nicolas Sucari: That’s that’s why.
42 00:03:06.200 ⇒ 00:03:07.940 Uttam Kumaran: Yeah, I had that same feeling last
43 00:03:07.940 ⇒ 00:03:09.610 Uttam Kumaran: 3 days. I’m basically thinking about.
44 00:03:09.610 ⇒ 00:03:10.180 Nicolas Sucari: Yeah.
45 00:03:10.360 ⇒ 00:03:15.449 Uttam Kumaran: Because for engineering, like, it’s very clear, like how to run that process.
46 00:03:15.490 ⇒ 00:03:18.369 Uttam Kumaran: So I am thinking that maybe potentially
47 00:03:18.570 ⇒ 00:03:22.539 Uttam Kumaran: basically, yeah, yeah, I’m either thinking we do linear or
48 00:03:25.080 ⇒ 00:03:28.200 Uttam Kumaran: I don’t know. But Clickup seems like there’s so much stuff.
49 00:03:28.240 ⇒ 00:03:30.450 Uttam Kumaran: Seems like almost like notion. Again.
50 00:03:30.660 ⇒ 00:03:32.350 Miguel de Veyra: Yeah, too much stuff. I’m gonna click on.
51 00:03:34.022 ⇒ 00:03:42.039 Uttam Kumaran: Like I would consider moving everything to clickup, not instead of like and notion.
52 00:03:42.040 ⇒ 00:03:47.560 Nicolas Sucari: Yeah. Okay, yeah, because they have, like all of the documentation part that you can use to as an ocean
53 00:03:47.770 ⇒ 00:03:48.970 Nicolas Sucari: kind of the same.
54 00:03:49.243 ⇒ 00:03:53.899 Uttam Kumaran: Yeah, I’m like, I don’t know guys. I I thought about it. I don’t know. I think
55 00:03:54.860 ⇒ 00:03:57.800 Uttam Kumaran: I may try like if I have a free week.
56 00:03:57.970 ⇒ 00:04:02.650 Uttam Kumaran: I could like kind of try some stuff, but notion is working for everything.
57 00:04:02.930 ⇒ 00:04:03.210 Nicolas Sucari: Yeah.
58 00:04:03.810 ⇒ 00:04:06.719 Uttam Kumaran: Like this sort of project management stuff.
59 00:04:06.930 ⇒ 00:04:11.859 Uttam Kumaran: I you know. I I wonder if does linear have any sort of like client view.
60 00:04:12.090 ⇒ 00:04:13.560 Uttam Kumaran: or anything like that
61 00:04:17.779 ⇒ 00:04:19.419 Uttam Kumaran: Trello is I don’t know too.
62 00:04:19.420 ⇒ 00:04:20.279 Nicolas Sucari: No.
63 00:04:20.589 ⇒ 00:04:27.390 Nicolas Sucari: yeah, totally is I, I think we’re yeah, totally is too basic. It’s too difficult to create views of different things.
64 00:04:27.786 ⇒ 00:04:33.459 Nicolas Sucari: Like, if you have custom fields, you cannot do anything. You cannot filter down by custom fields or that kind of stuff. It’s kind of
65 00:04:34.020 ⇒ 00:04:38.180 Nicolas Sucari: really difficult. So yeah, I wouldn’t go with notion with trail. Sorry.
66 00:04:43.570 ⇒ 00:04:45.669 Uttam Kumaran: I’m just gonna make a coffee real quick.
67 00:04:56.890 ⇒ 00:04:57.760 Nicolas Sucari: Hey, Robert.
68 00:04:58.600 ⇒ 00:04:59.320 Robert Tseng: Hey, guys.
69 00:05:00.500 ⇒ 00:05:01.180 Uttam Kumaran: Hey!
70 00:05:01.980 ⇒ 00:05:08.450 Nicolas Sucari: Great videos. Did you like edit them? Or it was I. I think you cut them right at some points.
71 00:05:09.460 ⇒ 00:05:16.379 Robert Tseng: Oh, yeah, I just I just there’s a button that you press that makes you sound better. So I just press that.
72 00:05:17.030 ⇒ 00:05:19.029 Robert Tseng: They probably took out all of the
73 00:05:19.130 ⇒ 00:05:22.289 Robert Tseng: passes and the ums and stuff like that.
74 00:05:23.730 ⇒ 00:05:24.380 Nicolas Sucari: Nice.
75 00:05:26.130 ⇒ 00:05:26.740 Robert Tseng: Yeah.
76 00:05:33.220 ⇒ 00:05:35.730 Robert Tseng: I guess we’ll just wait until the top gets back in the game.
77 00:05:47.370 ⇒ 00:05:50.979 Robert Tseng: Just locate your message and and job you for now, Nico.
78 00:05:52.500 ⇒ 00:05:53.230 Nicolas Sucari: Okay.
79 00:05:56.990 ⇒ 00:06:00.499 Nicolas Sucari: let me know if we need anything else. I mean, I prepared that kind of.
80 00:06:01.770 ⇒ 00:06:13.460 Nicolas Sucari: but I think that’s those are all the tools that we’re using right now, if we need something else, or we’re using anything else, let me know. Probably. Yeah, I think I Miss Github, maybe I can add Github, too.
81 00:06:15.400 ⇒ 00:06:17.860 Nicolas Sucari: Yeah, I’m gonna add that.
82 00:06:17.860 ⇒ 00:06:24.157 Robert Tseng: I just wanna give this to him on, and so he can. We could just tell him like what this is. These are all the tools.
83 00:06:25.150 ⇒ 00:06:26.050 Robert Tseng: I mean the economy. Now.
84 00:06:26.050 ⇒ 00:06:26.420 Nicolas Sucari: Over that.
85 00:06:26.420 ⇒ 00:06:27.760 Robert Tseng: But like, yeah.
86 00:06:40.950 ⇒ 00:06:45.499 Robert Tseng: I guess from his perspective, he wanted to like, look at everything. And then
87 00:06:45.870 ⇒ 00:06:52.643 Robert Tseng: I don’t know. I assign ownership and think about like, who? Yeah, who? Who’s gonna use? What? And
88 00:06:53.310 ⇒ 00:06:56.737 Robert Tseng: you know, they’re not really using real right now. So
89 00:06:57.080 ⇒ 00:06:57.630 Nicolas Sucari: Oh, yeah.
90 00:06:57.630 ⇒ 00:07:01.989 Robert Tseng: I guess, so that they can talk internally about what they want to keep and not keep.
91 00:07:03.220 ⇒ 00:07:15.360 Nicolas Sucari: Yeah, that’s fine. I mean, I I don’t like it didn’t have like any recommendation. But yeah, obviously real. We can get rid of that, or maybe we can get rid of that for them, and we can use it like internally.
92 00:07:15.848 ⇒ 00:07:20.410 Nicolas Sucari: If we need like to check or to explore data
93 00:07:20.870 ⇒ 00:07:27.570 Nicolas Sucari: at some point. But yeah, I don’t. I don’t think they are. Gonna if they are like picky on the costs, they are not gonna pay
94 00:07:27.740 ⇒ 00:07:28.620 Nicolas Sucari: for that.
95 00:07:35.220 ⇒ 00:07:43.739 Robert Tseng: Yeah, I think also, just add a column for pricing, or something just like the current pricing. So they. So he knows how much he pays for each thing.
96 00:07:45.140 ⇒ 00:07:46.980 Nicolas Sucari: Yeah, one exact.
97 00:07:50.680 ⇒ 00:07:53.120 Nicolas Sucari: I’m gonna have a github at the end.
98 00:07:58.400 ⇒ 00:08:00.030 Nicolas Sucari: That’s version control.
99 00:09:17.830 ⇒ 00:09:18.470 Uttam Kumaran: Okay.
100 00:09:18.940 ⇒ 00:09:19.640 Uttam Kumaran: Back.
101 00:09:22.360 ⇒ 00:09:26.180 Robert Tseng: Hello, okay, I guess I can drive this 1st section or.
102 00:09:26.180 ⇒ 00:09:26.680 Uttam Kumaran: Sure.
103 00:09:26.680 ⇒ 00:09:29.919 Robert Tseng: Maybe I’m I’m talking about. I’ll give you.
104 00:09:30.370 ⇒ 00:09:31.890 Robert Tseng: I want to share with you as the
105 00:09:31.960 ⇒ 00:09:36.140 Robert Tseng: I think you have been doing around kind of client success project management.
106 00:09:36.624 ⇒ 00:09:39.750 Robert Tseng: I think I shared a couple of videos this morning on
107 00:09:40.350 ⇒ 00:09:44.990 Robert Tseng: just like the project management piece, but would love to just kind of talk through
108 00:09:45.260 ⇒ 00:09:51.230 Robert Tseng: everything that I was thinking through. So alright.
109 00:09:56.410 ⇒ 00:09:57.760 Robert Tseng: share my screen.
110 00:10:03.840 ⇒ 00:10:08.230 Robert Tseng: Okay? So on the right is this notion page, I’ve just been throwing some ideas onto it. So
111 00:10:08.769 ⇒ 00:10:13.260 Robert Tseng: a few sections, maybe I’ll just outline it there. So.
112 00:10:14.900 ⇒ 00:10:17.979 Robert Tseng: But isn’t there a table of contents? There we go.
113 00:10:18.610 ⇒ 00:10:26.260 Robert Tseng: Yeah. So a few sections. There’s like the templates. Kind of repo idea. I I’m sure we already have like this is just to consolidate
114 00:10:26.856 ⇒ 00:10:33.449 Robert Tseng: any sort of like standardized artifacts that we can use for different stages in the client lifecycle.
115 00:10:34.017 ⇒ 00:10:40.260 Robert Tseng: And then project management piece is this Google sheet? So I’ll kind of spend more time there
116 00:10:40.270 ⇒ 00:10:47.350 Robert Tseng: and then breaking out like different sections. To like the whole client. Life cycle is kind of how I thought about it.
117 00:10:47.420 ⇒ 00:10:56.270 Robert Tseng: I guess knowledge base is not really a client lifecycle thing, but I know this is something that I guess you talk you’ve thought about in
118 00:10:57.170 ⇒ 00:11:01.557 Robert Tseng: and like wanting to know where that lives and how we can actually leverage that.
119 00:11:01.890 ⇒ 00:11:07.170 Robert Tseng: yeah. So like meeting notes, slack messages, whatever it is to
120 00:11:07.250 ⇒ 00:11:12.650 Robert Tseng: be able to like, give something back to the client and hopefully take off of.
121 00:11:12.710 ⇒ 00:11:15.119 Robert Tseng: We could start to measure like, how many
122 00:11:15.340 ⇒ 00:11:21.460 Robert Tseng: like are they able to answer their own questions, I guess from from doing, from from giving them something like that.
123 00:11:23.720 ⇒ 00:11:35.856 Robert Tseng: But okay, I’ll just kind of feel free to stop me anytime. But I’ll just go section by section, so as far as like templates, repo and different lifecycle stages. This is like after the client has already converted
124 00:11:36.240 ⇒ 00:11:47.740 Robert Tseng: and so, I know, like different projects, kind of jump into different stages. But if I were to just kind of start from like an audit all the way to a long term kind of engagement.
125 00:11:48.212 ⇒ 00:11:52.150 Robert Tseng: I kind of just abstracted it a bit more. Just called it discovery.
126 00:11:52.641 ⇒ 00:11:54.930 Robert Tseng: So I mean, this could be
127 00:11:56.369 ⇒ 00:12:19.739 Robert Tseng: AI! Proof of concepts. This could include, like, you know, my, my audit like scope of works like, and anything like that. So I imagine this be like a single data pay database with kind of a few columns, kind of like throwing all of our resources in there and then. I could filter like resource by stage, and be able to go and figure out like which ones.
128 00:12:19.800 ⇒ 00:12:29.580 Robert Tseng: you know, I ideal. I eventually somebody will be able to just pick this up and have all the resources they need to go and like execute on a particular stage.
129 00:12:29.650 ⇒ 00:12:30.440 Robert Tseng: So
130 00:12:31.590 ⇒ 00:12:37.879 Robert Tseng: yeah, obviously, I haven’t filled out every stage here yet, but I was just starting to kind of map some of that onto here.
131 00:12:38.560 ⇒ 00:12:39.120 Uttam Kumaran: Great.
132 00:12:39.780 ⇒ 00:12:45.519 Robert Tseng: Yeah, I guess any kind of like questions on any of these particular stages, or.
133 00:12:49.210 ⇒ 00:12:50.620 Uttam Kumaran: No, I think this makes sense.
134 00:12:50.990 ⇒ 00:12:52.690 Robert Tseng: Okay, yeah.
135 00:12:56.110 ⇒ 00:13:07.030 Robert Tseng: yeah. Because I think there’s a lot of different like decks or one pagers, or like checklists and stuff that I’ve like kind of made bespoke for different clients, and I want to kind of like throw them into one.
136 00:13:07.030 ⇒ 00:13:07.380 Uttam Kumaran: Totally.
137 00:13:07.380 ⇒ 00:13:08.910 Robert Tseng: That we can actually reuse.
138 00:13:09.590 ⇒ 00:13:12.830 Robert Tseng: So I think this is probably one of the
139 00:13:12.950 ⇒ 00:13:17.692 Robert Tseng: bigger priorities that I’d love to kind of get organized around by the end of this month.
140 00:13:18.420 ⇒ 00:13:20.740 Robert Tseng: yeah. So there’s that.
141 00:13:21.630 ⇒ 00:13:24.519 Robert Tseng: I’ll skip project management, because I’ll spend the most time there
142 00:13:24.680 ⇒ 00:13:35.443 Robert Tseng: on the client discovery side. Yeah, I mean, I think as we’re gonna kick off an audit, probably probably next week, or soon. I don’t know if it’ll be next week. But
143 00:13:36.090 ⇒ 00:13:43.250 Robert Tseng: yeah, I’m like trying to build this section out with the solar pumps. Client in mind.
144 00:13:44.072 ⇒ 00:13:47.460 Robert Tseng: Generally. I kind of broke down the process into
145 00:13:48.092 ⇒ 00:13:58.009 Robert Tseng: at least, this is on the data side. It’s just you know, there’s like a systems audit checklist. I can have a few different pages depending for?
146 00:13:59.040 ⇒ 00:14:08.089 Robert Tseng: Yeah, I have a few different checklists that are floating around in my notion, so I’ll kind of throw them all into here. Deliverables alignment. I think this is like a typically
147 00:14:08.510 ⇒ 00:14:09.330 Robert Tseng: like
148 00:14:09.610 ⇒ 00:14:19.360 Robert Tseng: making sure that we have narrowly scoped deliverables that are like pretty predictable. And so I want to like, list those out. If I were to look across all the scope of works that we do
149 00:14:19.810 ⇒ 00:14:27.730 Robert Tseng: like. Gen, like, generally, it ends up being like, yeah, we? We send the checklist? Maybe there’s like some initial reporting
150 00:14:28.340 ⇒ 00:14:37.020 Robert Tseng: because within the audit process, we typically kind of identify like one or 2 groups of metrics, and we build some reporting around there.
151 00:14:37.449 ⇒ 00:14:48.170 Robert Tseng: But it’s like pretty lightweight stuff. And then we offer to track a few few events, or whatever. So it’s really just to build trust in the process before they give us like access to everything.
152 00:14:49.090 ⇒ 00:14:54.530 Robert Tseng: So that’s like on the what the client sees like this is like what the client
153 00:14:56.390 ⇒ 00:15:01.330 Robert Tseng: deliverables. But then this is like our internal internal objectives.
154 00:15:02.007 ⇒ 00:15:08.459 Robert Tseng: You know, one is like to just ask them for access to any available data. So I kind of like.
155 00:15:08.800 ⇒ 00:15:12.340 Robert Tseng: see it as like, I thought this was a great
156 00:15:13.040 ⇒ 00:15:15.936 Robert Tseng: slide that I’ve seen before from Bforge.
157 00:15:16.850 ⇒ 00:15:31.669 Robert Tseng: yeah, pretty much. We’re just going into their work and talking to anybody that would be able to give us like, give us everything like any data that we get our hands on, because that’ll help us to better understand their needs things that they’ve told us or haven’t told us
158 00:15:32.056 ⇒ 00:15:52.919 Robert Tseng: and then we can. Yeah, even start to assess, like, we can calibrate like confidence in each data set. So once we start to like poke holes at, like the different data pieces that they have. Then they start to view us more as like a trusted like data partner that like can actually advise on their broader data strategy.
159 00:15:53.820 ⇒ 00:15:56.970 Robert Tseng: I find that that’s at least
160 00:15:57.550 ⇒ 00:16:02.040 Robert Tseng: yeah. I feel like for most of my other contracts. I’ve I’ve run like
161 00:16:02.240 ⇒ 00:16:22.229 Robert Tseng: that’s typically how we’ve kind of built built that trust like, it’s really hard to get that pre pre sale and so I think there is, like, you know, a pretty standard like list of questions that I do to gather that context and try to establish ourselves as like that trusted data partner. But, I I never.
162 00:16:22.230 ⇒ 00:16:46.580 Robert Tseng: I guess it’s kind of a this is the implicit objective of the discovery, like we, because we don’t really. I mean, it’s like a 2 to 3 k, kind of thing that takes maybe 5 to 10 h. But like, I think for us, we I mean, I agree to them. Because I I’m looking to accomplish these objectives. To better understand, like, what the what other data like kind of broader data issues that they have.
163 00:16:47.043 ⇒ 00:16:48.960 Robert Tseng: So I think that’s kind of like
164 00:16:49.400 ⇒ 00:16:55.335 Robert Tseng: that’s my kind of perspective on the purpose of the client discovery. Work.
165 00:16:56.510 ⇒ 00:17:06.700 Robert Tseng: yeah, I guess I’ve never walked it through with you guys, I think in that in this way. So I just wanted to see. Pause there, see if you guys have any thoughts or feedback on on that.
166 00:17:06.700 ⇒ 00:17:11.450 Uttam Kumaran: No, this this makes sense, I mean, I think, for our clients like I think I’ve
167 00:17:11.710 ⇒ 00:17:16.830 Uttam Kumaran: handled a lot of this, but a lot of it is unstructured in that.
168 00:17:16.940 ⇒ 00:17:20.339 Uttam Kumaran: In the before we sign the agreement
169 00:17:20.440 ⇒ 00:17:21.989 Uttam Kumaran: we do a lot of this.
170 00:17:22.099 ⇒ 00:17:24.380 Uttam Kumaran: Instead, it should flip to like
171 00:17:24.420 ⇒ 00:17:28.178 Uttam Kumaran: sign the agreement, and then we do a lot of this.
172 00:17:28.520 ⇒ 00:17:34.099 Robert Tseng: So before you were like doing it. Kind of unpaid kind of like part of the sales call. Yeah. Got it.
173 00:17:34.100 ⇒ 00:17:39.480 Uttam Kumaran: Yeah, yeah, yeah, and then we just basically rush right into stuff.
174 00:17:39.650 ⇒ 00:17:49.370 Uttam Kumaran: I think part of this motion. Also, what I’ve been thinking about is, we basically will. Just we? We will. We’ll have to go slower on the planning side a lot.
175 00:17:49.725 ⇒ 00:17:56.289 Uttam Kumaran: I think that’s because, you know, I’ve been on sort of both sides. It’s basically like everything moves fast.
176 00:17:56.330 ⇒ 00:17:57.256 Uttam Kumaran: I think.
177 00:17:58.240 ⇒ 00:18:14.689 Uttam Kumaran: this is like the way it should go. And probably the only way that this is gonna be able to scale to more project people. And I think this process is super super clear. The other thing the more clear our processes here the better we can, you know.
178 00:18:14.790 ⇒ 00:18:21.280 Uttam Kumaran: turn this into internal training as well as like sales assets about how we work.
179 00:18:21.576 ⇒ 00:18:25.589 Uttam Kumaran: You know how to explain the clients in the sales call basically our process
180 00:18:25.890 ⇒ 00:18:28.220 Uttam Kumaran: by showing them the depth of our process.
181 00:18:28.340 ⇒ 00:18:30.750 Uttam Kumaran: They’ll be more convinced to be like we should just go with them.
182 00:18:32.200 ⇒ 00:18:36.779 Uttam Kumaran: And we do that, all you know, post sale. So I think this is really really great.
183 00:18:38.380 ⇒ 00:18:40.427 Uttam Kumaran: And then, you know. Additionally, I think
184 00:18:40.870 ⇒ 00:18:45.779 Uttam Kumaran: especially if the meetings are very clear, like, if this, if meeting covers one or 2 of these topics.
185 00:18:45.860 ⇒ 00:18:50.869 Uttam Kumaran: the AI summaries, and being able to track a lot of this stuff is going to be way easier. Given these guidelines.
186 00:18:51.202 ⇒ 00:18:56.319 Uttam Kumaran: Like, you go into a meeting with a clear objective to get certain things out. That’s the way it needs to be.
187 00:18:56.852 ⇒ 00:19:02.279 Uttam Kumaran: Much less like how we do it now, where it’s kind of all over the place.
188 00:19:03.170 ⇒ 00:19:07.109 Robert Tseng: Yeah, okay, yeah, no. I hear that. I think.
189 00:19:07.380 ⇒ 00:19:09.420 Uttam Kumaran: Yeah, definitely, want to.
190 00:19:10.380 ⇒ 00:19:32.410 Robert Tseng: You know, honestly like, I think pre sale up to this point, like, I expect clients to be able to buy into this like within a call of yeah, I hop on a call with the solar pubs guy. And then from one conversation, I’m like, Do you want? Like, you know, we’re gonna set him the scope of work with this. And great I want him. I want to buy into. I buy into this without doing any additional planning for him.
191 00:19:32.520 ⇒ 00:19:35.259 Robert Tseng: All I really had to do on that call was to like.
192 00:19:35.740 ⇒ 00:19:42.490 Robert Tseng: Yeah, we would build. We build a bit of trust there by kind of speaking specifically to maybe some of like
193 00:19:42.820 ⇒ 00:19:49.510 Robert Tseng: the hypotheses we have on like, why things are are broken, or what how we prioritize. But I feel like
194 00:19:49.800 ⇒ 00:19:56.100 Robert Tseng: we. Within 15 min we should be able to build enough trust based on, like our reputation from.
195 00:19:56.100 ⇒ 00:19:56.520 Uttam Kumaran: Yes.
196 00:19:56.520 ⇒ 00:20:12.369 Robert Tseng: About our brand. Coming to the call. They already have a perspective of us as like being experts, and then us being able to give a very specific like tactical, like piece of advice like on that call. That builds enough. Trust that they’re willing to like. Just do a paid discovery pretty much.
197 00:20:12.370 ⇒ 00:20:16.770 Uttam Kumaran: Yeah. The the reason we didn’t do this in the past is basically just lack of confidence. Like.
198 00:20:16.860 ⇒ 00:20:19.550 Uttam Kumaran: just that’s probably that’s mostly it. I would say.
199 00:20:20.150 ⇒ 00:20:20.830 Robert Tseng: Got it.
200 00:20:21.110 ⇒ 00:20:35.239 Uttam Kumaran: But I do think that this is spot on like, if if we have every, I think we have all the pieces now to basically cool. This is our process. And you kind of we know this process better than they do. Right? So you kind of just say, this is the way we do things.
201 00:20:35.440 ⇒ 00:20:42.389 Uttam Kumaran: This is the way we found. Other clients have success, and this is a way for you to get your feet wet, work with us, and then move to the next thing so perfect.
202 00:20:42.930 ⇒ 00:20:43.519 Uttam Kumaran: I like this a lot.
203 00:20:43.520 ⇒ 00:20:44.080 Robert Tseng: Cool.
204 00:20:44.410 ⇒ 00:20:52.039 Robert Tseng: Okay? Yeah. Then I’m gonna run, run with this and build build it out more and live as I’m like, kind of prepping for the next audit next week.
205 00:20:52.040 ⇒ 00:20:58.079 Uttam Kumaran: Are you recording those calls by the way? With with solar? And just any of your call, any of your sales calls.
206 00:20:58.500 ⇒ 00:21:04.460 Robert Tseng: Yeah, the sales calls are all recorded. I guess I’ve been using Granola in the background. So guess we’re not in California.
207 00:21:04.460 ⇒ 00:21:05.150 Uttam Kumaran: That’s fine. I mean.
208 00:21:05.150 ⇒ 00:21:06.519 Robert Tseng: The the only thing.
209 00:21:06.888 ⇒ 00:21:12.781 Uttam Kumaran: The only thing I would ask is to put those transcripts somewhere because I’m going to
210 00:21:13.230 ⇒ 00:21:14.830 Uttam Kumaran: I’m going to take
211 00:21:15.080 ⇒ 00:21:22.440 Uttam Kumaran: the this. What I’m gonna do. This weekend is I’m going to take the templates for these meetings, an example of yours and then basically put together like
212 00:21:22.450 ⇒ 00:21:24.569 Uttam Kumaran: kind of like, mash them up to show like
213 00:21:24.590 ⇒ 00:21:33.689 Uttam Kumaran: using AI to basically put together like what a real world example of a call would be where we’ve successfully moved them to the stage. So not only we’re gonna have, like, basically how to run this call
214 00:21:33.730 ⇒ 00:21:36.980 Uttam Kumaran: an example of this call in real life.
215 00:21:37.090 ⇒ 00:21:39.289 Uttam Kumaran: And I think basically, those 2 items
216 00:21:39.560 ⇒ 00:21:53.770 Uttam Kumaran: really paints a good picture of like what we’re talking about because some people are help more. Some people are better seeing. Like, okay, I gotta ask these 5 questions, or here’s a goal. Some people want to see a transcript. So if you can send one of those, and I have a couple, too, that I’m gonna basically load in
217 00:21:53.830 ⇒ 00:21:57.009 Uttam Kumaran: that way. It’ll help us put some color to
218 00:21:57.090 ⇒ 00:21:59.149 Uttam Kumaran: this sort of specifics of great.
219 00:22:00.450 ⇒ 00:22:01.740 Robert Tseng: Okay, cool.
220 00:22:01.990 ⇒ 00:22:14.899 Robert Tseng: Yeah, I mean, just like, in terms of volume. For, like how many we’ve been able to take on to this point. I think we’re we’re at any given time. We’re running one of them, I think. Probably process like 3 to 4 a month.
221 00:22:15.342 ⇒ 00:22:21.849 Robert Tseng: So like we just wrapped up Trovio. We did talk before we’re kickoff. Solar pumps will be next week.
222 00:22:21.940 ⇒ 00:22:47.349 Robert Tseng: I would say. December was a bit of a slower month, but like, I feel like we get these, we. We get a good volume of these requests where we don’t exactly know what the scope is yet, but they know that they’re feeling some pain, and they want to talk to some expert. And I think it’s a good way for us to at least build pipeline that even if they don’t move on to the next stage of like a full on a contract, it’s like something that we can process pretty with pretty low.
223 00:22:47.350 ⇒ 00:22:51.750 Uttam Kumaran: And for this like, is this something that like I
224 00:22:51.920 ⇒ 00:22:59.969 Uttam Kumaran: do. You see this being run by Pm’s? You see, it’s running by, run by sales like who owns this process, or is it run by like
225 00:23:00.170 ⇒ 00:23:01.370 Uttam Kumaran: an engineer.
226 00:23:02.420 ⇒ 00:23:07.699 Robert Tseng: Yeah, I think it. It’ll probably need to be somebody technical. Plus.
227 00:23:07.700 ⇒ 00:23:13.280 Uttam Kumaran: Okay. And I’m using. I’m using sales project so that we don’t just talk about like names. We’re thinking.
228 00:23:13.280 ⇒ 00:23:13.730 Robert Tseng: Yeah, yeah.
229 00:23:13.730 ⇒ 00:23:15.689 Uttam Kumaran: Where the department actually is. But yeah.
230 00:23:16.340 ⇒ 00:23:26.370 Robert Tseng: Yeah, well, definitely, probably someone technical to go in and like, look at instrumentation to see if it’s like, if if it’s implemented correctly, or
231 00:23:26.650 ⇒ 00:23:32.005 Robert Tseng: I mean, like a lot of the time, there are some basic checks that someone not technical could go in and just figure out. But
232 00:23:32.890 ⇒ 00:23:34.740 Robert Tseng: yeah, I think it’s
233 00:23:34.770 ⇒ 00:23:40.970 Robert Tseng: yeah. So it might have to be a pair of like some like like a Pm, and someone someone technical.
234 00:23:40.970 ⇒ 00:23:41.470 Uttam Kumaran: An engineer.
235 00:23:41.870 ⇒ 00:23:44.670 Robert Tseng: Either either an engineer or analyst. Yeah.
236 00:23:46.290 ⇒ 00:23:46.910 Uttam Kumaran: Okay.
237 00:23:50.670 ⇒ 00:23:59.139 Robert Tseng: So I think after that it’d be kind of this onboarding process where this this thing probably takes discovery probably takes like
238 00:23:59.250 ⇒ 00:24:03.180 Robert Tseng: one to 2 weeks. I think it’s also a good like
239 00:24:03.360 ⇒ 00:24:06.160 Robert Tseng: barometer, for how fast clients actually move.
240 00:24:06.180 ⇒ 00:24:19.049 Robert Tseng: So like trivia was fast, we ripped through it within a week, and they were very hands on easy clocker was kind of slow. It still took 4 weeks, even though the amount of time we put into it was still like something around like 5 to 10 h, plus
241 00:24:19.730 ⇒ 00:24:20.819 Uttam Kumaran: Oh, really. Okay.
242 00:24:21.230 ⇒ 00:24:26.969 Robert Tseng: Yeah, it was just like asking questions, took a few days to turn around and like, we’re not.
243 00:24:27.360 ⇒ 00:24:52.969 Robert Tseng: I think that was a reason why I didn’t ask easy clock or to move forward because I was like, I don’t want to work with somebody who’s responding so slowly. But maybe if they have bigger scope and something more defined. Well, I’m still gonna re-engage with them next month. But I think that was like a yellow or red flag to me. But like, yeah, I think you can kind of tell just from this initial discovery, like how the client communication is. Gonna go.
244 00:24:53.300 ⇒ 00:24:56.109 Uttam Kumaran: So you time box this. That’s like 10 h, Max.
245 00:24:56.290 ⇒ 00:24:57.650 Robert Tseng: Yeah, mass, yeah.
246 00:24:58.550 ⇒ 00:25:00.238 Uttam Kumaran: Can you write? Can you write that?
247 00:25:01.090 ⇒ 00:25:01.480 Robert Tseng: Yeah.
248 00:25:01.480 ⇒ 00:25:04.620 Uttam Kumaran: Somewhere there that way I can start thinking about like
249 00:25:04.730 ⇒ 00:25:06.960 Uttam Kumaran: out of budget in terms of people.
250 00:25:07.540 ⇒ 00:25:11.730 Uttam Kumaran: But great, that’s perfect.
251 00:25:12.570 ⇒ 00:25:13.190 Robert Tseng: Yeah.
252 00:25:13.670 ⇒ 00:25:14.310 Uttam Kumaran: Cool.
253 00:25:14.670 ⇒ 00:25:15.974 Uttam Kumaran: This is dope. Yeah.
254 00:25:16.880 ⇒ 00:25:26.509 Robert Tseng: Okay? So then we move on to client onboarding. So yeah, I think this is a bit more loaded. I think there’s a lot of different things here. Sorry it’s a bit over the place. But maybe things that you’re familiar with.
255 00:25:26.520 ⇒ 00:25:33.650 Robert Tseng: Yeah, we we give everyone like a central project management page. I guess we’re aligned on that. That was the notion.
256 00:25:33.690 ⇒ 00:25:42.660 Robert Tseng: I think running the kickoff meeting is pretty important, because in that meeting you’ll want to know like who your who is the day to day
257 00:25:42.990 ⇒ 00:25:44.460 Robert Tseng: stakeholder
258 00:25:46.830 ⇒ 00:26:03.340 Robert Tseng: and I mean they’re not the right all out, but like a lot of like kind of what’s after this is gonna be brought into it. But I do think that this needs to be established clearly. Upfront. So far, it’s just been like a couple of bullet points that are in the scope of work. But just like letting people know.
259 00:26:03.390 ⇒ 00:26:06.479 Robert Tseng: like, Yeah, we don’t do same day requests or like.
260 00:26:06.480 ⇒ 00:26:06.940 Uttam Kumaran: Yes.
261 00:26:06.940 ⇒ 00:26:10.309 Robert Tseng: We kind of had something some like page.
262 00:26:11.118 ⇒ 00:26:15.149 Robert Tseng: I would like, you know, based on what they purchase into. I know we haven’t.
263 00:26:15.150 ⇒ 00:26:15.510 Uttam Kumaran: Yes.
264 00:26:15.510 ⇒ 00:26:23.490 Robert Tseng: Kind of ironed out by the service offering. But if if it’s like an audit like, I don’t do any meetings with them, it’s just the the kickoff, and then the end. That’s it.
265 00:26:23.550 ⇒ 00:26:37.850 Robert Tseng: But if they’re yeah, I mean, like right now, Keith has a lot of my time. That was part of why they signed. They want 20 HA week from us. And yeah, they they want to talk to me like every every other day kind of thing. So I I do have.
266 00:26:37.850 ⇒ 00:26:45.600 Uttam Kumaran: This is also good is like, we get ahead of this right like we set the terms. Otherwise, we basically, whatever they’re fine with.
267 00:26:45.630 ⇒ 00:27:06.179 Uttam Kumaran: We also got into this issue. The nice thing is, I don’t actually think most clients want or need daily stuff. I actually think, for the most part, if our work is quality and we can communicate some stuff. Async Weekly is totally fine, I think again, we only we only kind of pushed.
268 00:27:06.350 ⇒ 00:27:22.330 Uttam Kumaran: or some more daily or intro week. Or it’s basically because it was just like, we’ll do whatever you want. I think this is a really good way of setting it not only in the sow where I put the section now on, like what you can expect communication, but it sets our team up
269 00:27:22.470 ⇒ 00:27:27.440 Uttam Kumaran: of like, so we don’t have like. P. It’s like, just not like a shit show all the time.
270 00:27:27.500 ⇒ 00:27:31.620 Uttam Kumaran: Yeah, right? Buys us some gaps which is good.
271 00:27:31.920 ⇒ 00:27:40.619 Uttam Kumaran: and then it’s like, if we able to go. If we’re able to respond ahead of that, then it’s like, we’ve over exceeded expectations. Right? So we set the Expectations fair.
272 00:27:41.450 ⇒ 00:27:50.740 Robert Tseng: Yeah, exactly cool. And then kind of the next. These are, maybe these are more primary, and
273 00:27:53.280 ⇒ 00:27:54.493 Robert Tseng: it’s more
274 00:27:57.090 ⇒ 00:28:11.049 Robert Tseng: so I feel like this is something that like anybody like any any Pm. Could probably set up these. These probably take a bit more kind of like nuance to get to. But I think for me like something that’s really valuable which
275 00:28:12.620 ⇒ 00:28:34.359 Robert Tseng: I guess I haven’t done successfully all the time, and I think it’s something I want to move more towards. But oftentimes we’re kind of brought in to just like, look at one very particular set of data, and maybe they gatekeep on like other other data sets. But there’s, I think every team is kind of aware that there’s like some valuable, unstructured data floating around somewhere.
276 00:28:34.684 ⇒ 00:28:43.110 Robert Tseng: That like, maybe they’re not really looking at. So anything that’s like Cs related data like customer complaints like, I want to be looking at that
277 00:28:43.392 ⇒ 00:29:00.319 Robert Tseng: like, if we could get access to like, send us tickets and whatnot like the Stella play getting access to Zendesk like took some time. But now that I know that that ended up being like a big priority for them, even if like they didn’t use it that much, or whatever like, even just like showing that I was
278 00:29:00.790 ⇒ 00:29:14.189 Robert Tseng: caring about like this other stuff that like people, because this is likely the stuff that no one in the organization has been touching. But it’s quite valuable. So there’s like any like customer kind of like feedback data. And then also, like.
279 00:29:14.310 ⇒ 00:29:37.159 Robert Tseng: Yeah, if they don’t really have any infrastructure set up if it they don’t have like an amplitude, or like any sort of data warehousing at the very least, their engineers have, like some sort of product monitoring data. That would be like, be like, hey? It’d be great to get access to that. And that could be. That’s like a good way. Good way in to be able to look at other data if they’re being pretty strict about gatekeeping.
280 00:29:39.530 ⇒ 00:29:56.940 Robert Tseng: yeah. And then I think, like we’re really trying to build out like a data repository for them for the stakeholder. So like, you know, I think everybody’s like, Oh, I want to source the truth that I can go to single source for all the reports that I care about and yeah, I think like
281 00:29:58.010 ⇒ 00:30:21.859 Robert Tseng: to build like that working relationship with the stakeholder. Like. That’s what maybe the notion ends up being. It could become that data repository for them where we have all the most important reports and dashboards, or whatever that they’re looking at. If there’s any like qualitative or like benchmarking research that we share with them as well because they’re like, hey? What do other clients like that you’ve taken on? I think about this.
282 00:30:21.900 ⇒ 00:30:38.490 Robert Tseng: That’s a very question. Or like they, we just want to bring their attention to like the most relevant data sets that maybe they didn’t really ever have organized in front of them like that becomes, we end up kind of building the the main workspace for them to like go to to check data, right?
283 00:30:38.490 ⇒ 00:30:55.619 Robert Tseng: And I think that’s how we integrate, like our deliverables, into their their day to day. So I think that’s kind of how I I think about like, what does it look like to build like that trust and stickiness of the stakeholder is if we’re able to really like, build kind of this
284 00:30:55.710 ⇒ 00:30:58.490 Robert Tseng: kind of repository out from them.
285 00:31:00.310 ⇒ 00:31:21.020 Robert Tseng: interpretation backlog. This is very product analytics specific. So I think I don’t really know where to categorize it. But it’s just really just figuring out like, okay, they have these metrics that they want to calculate or whatever. But maybe they don’t have the data that they need in order to get there. And it’s just letting them know. Like, Hey, you know those
286 00:31:21.450 ⇒ 00:31:36.069 Robert Tseng: those top 2 or 3 questions that you have in mind. You’re not able to measure it because you don’t have the data. And this is what you’ll need to get there. That’s like a pretty important thing to kind of like, figure out early on. So they like.
287 00:31:36.190 ⇒ 00:31:42.030 Robert Tseng: yeah, I think that. Just that shows that we that that we we’ve identified
288 00:31:42.210 ⇒ 00:31:46.179 Robert Tseng: something that can, that we can go after that, they that they care about.
289 00:31:47.260 ⇒ 00:31:50.180 Robert Tseng: So yeah, I think those are kind of the things that I was.
290 00:31:50.180 ⇒ 00:31:53.449 Uttam Kumaran: I have one question about the 1st secondary item.
291 00:31:53.490 ⇒ 00:31:58.829 Uttam Kumaran: Do you see that related to the success of the current scope? Or you said more related to like
292 00:31:59.440 ⇒ 00:32:02.719 Uttam Kumaran: like more like growth, expansion stuff.
293 00:32:03.290 ⇒ 00:32:14.109 Robert Tseng: Yeah, that’s more growth expansion stuff. So yeah, maybe this shouldn’t actually belong like in onboarding. Maybe it’s actually more like implementation.
294 00:32:15.410 ⇒ 00:32:21.110 Uttam Kumaran: Because I do think that that’s a great point. We’ve done that. But I’ve done that out of sheer like.
295 00:32:21.400 ⇒ 00:32:30.310 Uttam Kumaran: That’s just like what I did. That’s just like what I do, as like a data person as like a good data person. So I’ve done that with all the companies where I’m like.
296 00:32:30.580 ⇒ 00:32:36.129 Uttam Kumaran: I, basically, I’m like vent about data issues bent about issues.
297 00:32:36.280 ⇒ 00:32:46.229 Uttam Kumaran: I’ll think about how many of those are data problems. And then I’m like, okay, like, connect me with that person, connect with that person, connect with that person. That’s what we did for cool parts. We came in on one specific thing.
298 00:32:46.300 ⇒ 00:32:53.579 Uttam Kumaran: They found me as someone who’s like, just Get shit done. And they’re like Yo. There’s like some problems over here, and we’re like word.
299 00:32:53.580 ⇒ 00:32:53.980 Robert Tseng: Yeah.
300 00:32:53.980 ⇒ 00:32:58.480 Uttam Kumaran: You know, and I could have easily flipped that around and been like
301 00:32:58.700 ⇒ 00:33:20.900 Uttam Kumaran: and same with same with a lot of people. The one thing that I think this also goes like internal comp. There’s nobody internally in their company that’s searching for problems right? Think about being in a company, nobody unless you’re like, I mean, this is where I like. I feel like I was a good employee, certainly underpaid, but I was always searching for problems like I was always meeting everybody and being like
302 00:33:21.040 ⇒ 00:33:38.650 Uttam Kumaran: what’s going on here, what’s going on everywhere? But that’s a very rare profile. I think that sort of mentality plays very well for us on the external side, because not only do we uncover and show the issues we’re also like, well, I have the solution. It’s us like.
303 00:33:38.780 ⇒ 00:33:40.888 Uttam Kumaran: you know, and I think
304 00:33:41.760 ⇒ 00:33:54.694 Uttam Kumaran: I think that sort of thing, you know. I found a lot of success internally in companies very hard to find. If we do that same thing externally, then it it we become like, you know, very important to them.
305 00:33:55.210 ⇒ 00:34:02.069 Uttam Kumaran: a lot of these leaders, especially as we go up and up in this types of companies, and hopefully, people with
306 00:34:02.090 ⇒ 00:34:07.870 Uttam Kumaran: similar challenges. They don’t have any sort of counterpart or
307 00:34:08.319 ⇒ 00:34:25.100 Uttam Kumaran: sort of like support on the engineering side, meaning the engineers, typically sandbag and jargon. And aren’t solution seeking mainly just because it’s just like this is the way people work these days. So I think we have a really great opportunity to do that and
308 00:34:25.239 ⇒ 00:34:28.473 Uttam Kumaran: t tie that clearly into
309 00:34:29.350 ⇒ 00:34:33.480 Uttam Kumaran: into expansion. The only thing is like that’s probably that is gonna be a task.
310 00:34:33.940 ⇒ 00:34:38.400 Uttam Kumaran: probably not for an engineer, though it’s got to be a task for the Pm.
311 00:34:38.639 ⇒ 00:34:39.750 Uttam Kumaran: Really.
312 00:34:39.790 ⇒ 00:34:45.469 Uttam Kumaran: or like a mix of like a Pm. And an engineer sort of working on that. But I do think that
313 00:34:45.620 ⇒ 00:34:50.910 Uttam Kumaran: as a client matures, or even like honestly, throughout the whole process
314 00:34:51.270 ⇒ 00:34:54.180 Uttam Kumaran: there has to be some time we budgeted for like
315 00:34:54.540 ⇒ 00:34:57.299 Uttam Kumaran: just go like meet with people in the company like.
316 00:34:57.640 ⇒ 00:35:00.429 Uttam Kumaran: you know. Say, you’re available. Say, you’re a resource.
317 00:35:00.570 ⇒ 00:35:06.030 Uttam Kumaran: right? Don’t don’t accept any work, but like, say, you’re available.
318 00:35:06.120 ⇒ 00:35:09.159 Uttam Kumaran: figure it all out, and then we’ll package it and get a price.
319 00:35:09.720 ⇒ 00:35:11.100 Robert Tseng: Yeah. Totally.
320 00:35:11.470 ⇒ 00:35:12.110 Uttam Kumaran: Yeah.
321 00:35:14.000 ⇒ 00:35:20.130 Robert Tseng: Yeah, I mean, I mean, if I were to just put like I mean timelines on this like weeks.
322 00:35:21.010 ⇒ 00:35:23.973 Robert Tseng: you know, I think this is really the 1st month.
323 00:35:33.290 ⇒ 00:35:38.060 Robert Tseng: yeah, like and then implementation is probably like, plus one thing.
324 00:35:38.210 ⇒ 00:35:38.850 Uttam Kumaran: Okay.
325 00:35:39.240 ⇒ 00:35:39.810 Robert Tseng: Yeah.
326 00:35:41.980 ⇒ 00:35:54.269 Robert Tseng: yeah. So on the implementation side, I guess that’s kind of very closely tied to the project management. I didn’t really like lay it out as much from like a internal process. Perspective of like how we approach implementations. Yet
327 00:35:54.950 ⇒ 00:36:00.388 Uttam Kumaran: But we’re also talking about like, you know how to run, basically like planning and backlog and stuff like that.
328 00:36:00.660 ⇒ 00:36:04.470 Uttam Kumaran: so that I can talk that I actually, I feel like,
329 00:36:05.710 ⇒ 00:36:09.429 Uttam Kumaran: I feel like more confident that just because that’s just running like
330 00:36:09.770 ⇒ 00:36:12.499 Uttam Kumaran: and sprints. Or you know, yeah.
331 00:36:12.670 ⇒ 00:36:14.839 Uttam Kumaran: basically that I think we will have
332 00:36:14.940 ⇒ 00:36:21.569 Uttam Kumaran: specific things that we work on and like how to gather requirements effectively, how to do backlog planning stuff like that. But
333 00:36:22.114 ⇒ 00:36:24.660 Uttam Kumaran: definitely this sort of onboarding stuff.
334 00:36:25.089 ⇒ 00:36:28.500 Uttam Kumaran: I want it to be super super crystal clear.
335 00:36:29.200 ⇒ 00:36:32.129 Uttam Kumaran: what? What needs to happen? And then
336 00:36:32.170 ⇒ 00:36:37.330 Uttam Kumaran: the nice thing is as part of the project status. We basically look like.
337 00:36:37.380 ⇒ 00:36:42.180 Uttam Kumaran: here’s we’re in the onboarding phase. Have we done these things? You know?
338 00:36:43.390 ⇒ 00:36:44.789 Uttam Kumaran: It’s super super clear.
339 00:36:46.050 ⇒ 00:36:46.460 Robert Tseng: Oh!
340 00:36:46.460 ⇒ 00:36:50.409 Nicolas Sucari: Should we add something like sorry? Should we add something like to
341 00:36:50.510 ⇒ 00:36:56.329 Nicolas Sucari: show when we end each of these phases like, what were, what are gonna be like the deliverables
342 00:36:56.480 ⇒ 00:37:03.069 Nicolas Sucari: when we finish the the discovery phase, for example, the onboarding phase, all of that.
343 00:37:04.710 ⇒ 00:37:24.340 Robert Tseng: Yeah, I mean, I think like it would be great if we internally, if if anything, we have like this gantt chart, where we kind of like bucketed it into like discovery onboarding. There’s always going to be overlap between these spaces. But yeah, I think like that would help us to visualize, like the client like timeline more clearly as well.
344 00:37:24.340 ⇒ 00:37:29.750 Uttam Kumaran: I mean, I think the biggest thing Nico, is like in the sow. We’re gonna we’re gonna share this right? And so.
345 00:37:29.750 ⇒ 00:37:30.319 Nicolas Sucari: Okay. Yeah.
346 00:37:30.320 ⇒ 00:37:39.569 Uttam Kumaran: As part of the sales process as part of the sow. It’s gonna be super clear for them in terms of like, basically, we will once we’re what we will just share with them. That, like
347 00:37:39.620 ⇒ 00:37:53.080 Uttam Kumaran: this phase is complete. We’ve gotten the information we need. Probably the 1st phase. There’s not a lot of like deliverables. But in the onboarding there’s several deliverables like communication setup access, you know, a bunch of stuff.
348 00:37:53.080 ⇒ 00:37:53.690 Nicolas Sucari: About it.
349 00:37:54.140 ⇒ 00:38:18.090 Nicolas Sucari: Even though we don’t have so much to show. Like we, we need to actually like deliver a presentation with all of this information, so that we can close and say, Hey, this phase has already finished, because we did all of these. We are sharing this document with you where we can show you. Okay, we set up slack. We set up Github, and we set up everything that we needed, and so on. Boarding has kind of finished. And we’re now moving into the next phase right.
350 00:38:19.330 ⇒ 00:38:23.860 Uttam Kumaran: Yeah. So this is where I think, you know, I think for me, it’s also thinking about, does that happen
351 00:38:24.110 ⇒ 00:38:31.629 Uttam Kumaran: within? Does it happen as part of like, and like basically a client meeting that we do once a month like an account management meeting
352 00:38:31.790 ⇒ 00:38:36.429 Uttam Kumaran: where we’re just like, let’s take a look overall we’re month in. Here’s where we are.
353 00:38:37.464 ⇒ 00:38:43.272 Uttam Kumaran: I think that’s enough, because the person we’re working with will see the progress ideally.
354 00:38:44.060 ⇒ 00:38:47.839 Uttam Kumaran: But this is where I think we’ll talk a little bit, probably hopefully, today, about like.
355 00:38:48.040 ⇒ 00:38:50.120 Uttam Kumaran: if we want to do a monthly call.
356 00:38:50.520 ⇒ 00:38:52.960 Uttam Kumaran: what do they need to see at a high level. Because I think
357 00:38:53.250 ⇒ 00:38:58.510 Uttam Kumaran: sending updates about like every day, like, you know, we’re still getting access. We’re getting access. We’re getting. It’s like, what’s whatever
358 00:38:59.180 ⇒ 00:39:01.389 Uttam Kumaran: more about on the month level, it’s like.
359 00:39:01.650 ⇒ 00:39:04.189 Uttam Kumaran: you know, to this month was focused on onboarding.
360 00:39:04.340 ⇒ 00:39:09.899 Uttam Kumaran: We’re about 90% of the way there. We’re still waiting for 2 access things. But we’re gonna start implementation. That’s probably all they want to hear.
361 00:39:11.370 ⇒ 00:39:15.569 Uttam Kumaran: Right? So I think it’s just where do we convey that. And then.
362 00:39:16.660 ⇒ 00:39:19.139 Uttam Kumaran: yeah, but I like your idea. Think about it.
363 00:39:19.840 ⇒ 00:39:22.329 Robert Tseng: Yeah, I think that kind of type account management. Yeah.
364 00:39:22.330 ⇒ 00:39:23.060 Uttam Kumaran: Oh, great, great.
365 00:39:23.060 ⇒ 00:39:25.460 Nicolas Sucari: Monthly reviews. I think that makes sense.
366 00:39:26.990 ⇒ 00:39:37.949 Robert Tseng: yeah, I mean, I would say that maybe along with, yeah, this is all the standard stuff that every client needs. Maybe there’s like something that’s a bit more bespoke as well. I will say that like, yeah, usually.
367 00:39:38.120 ⇒ 00:39:40.200 Robert Tseng: at least from what I’ve seen, is like.
368 00:39:41.180 ⇒ 00:39:46.850 Robert Tseng: maybe there is like a particular set of reports or dashboards that they wanted to see on the data side.
369 00:39:46.860 ⇒ 00:40:00.229 Robert Tseng: And we’re just showing them like a proof of concept, pretty much within the 1st month, like it’s nothing that’s really ready to be pro-production eyes. But we’re showing them that like, Hey, we’ve got the different pieces. Here’s like the capability like we’re we’re. We’re demonstrating that now.
370 00:40:00.786 ⇒ 00:40:09.069 Robert Tseng: and then we’re gonna go ahead and implement and implement that. So I think, like there’s something to be said there, that like, I think there is
371 00:40:11.080 ⇒ 00:40:18.720 Robert Tseng: like hey, yeah, like we, we do have to have, like some
372 00:40:18.970 ⇒ 00:40:27.150 Robert Tseng: like additional like custom, deliverable like at this point. But it’s it’s not gonna be like fully fully flushed out. It’s kind of what I’m getting.
373 00:40:27.920 ⇒ 00:40:28.520 Robert Tseng: Yeah.
374 00:40:31.440 ⇒ 00:40:37.099 Uttam Kumaran: I think this is good enough, for now we will stress. Test this not only against some of the clients that we’ve
375 00:40:37.160 ⇒ 00:40:40.100 Uttam Kumaran: done in the past, but also
376 00:40:40.220 ⇒ 00:40:42.756 Uttam Kumaran: again, we’ll try to run this with the next one.
377 00:40:43.010 ⇒ 00:40:43.610 Robert Tseng: Yeah.
378 00:40:44.000 ⇒ 00:40:44.630 Uttam Kumaran: You know.
379 00:40:48.350 ⇒ 00:40:48.975 Robert Tseng: Cool.
380 00:40:50.230 ⇒ 00:41:01.180 Robert Tseng: let’s just kind of. I want to spend some time here on the project management stuff. I don’t know if you guys got a chance to review kind of like watch videos. And if you have any questions, you can kind of click into any of these tabs. But
381 00:41:02.680 ⇒ 00:41:04.819 Robert Tseng: yeah, I mean, I mean, I basically
382 00:41:05.210 ⇒ 00:41:08.380 Robert Tseng: daily pro project status kind of like.
383 00:41:10.850 ⇒ 00:41:11.170 Robert Tseng: So
384 00:41:11.400 ⇒ 00:41:18.259 Robert Tseng: I would like to look at both of these views like on a daily basis, pretty much and they could live in notion or whatever. But that’s kind of how I was thinking about it.
385 00:41:18.260 ⇒ 00:41:23.291 Uttam Kumaran: So I guess that’s what. So tell me about this to the Daily Project status. Do you see this as like a
386 00:41:27.700 ⇒ 00:41:34.599 Uttam Kumaran: I guess the of course, depending on the client. Things don’t change day to day. So that’s the thing I’ve been grappling with is like
387 00:41:35.090 ⇒ 00:41:38.469 Uttam Kumaran: on what cadence we should be aware of stuff
388 00:41:39.005 ⇒ 00:41:41.230 Uttam Kumaran: like, how do you like
389 00:41:41.440 ⇒ 00:41:44.960 Uttam Kumaran: again? I’m gonna put myself in the spot of like a Pm.
390 00:41:45.040 ⇒ 00:41:51.053 Uttam Kumaran: If I’m like cool, I gotta deliver this every day. It’s a lot. So I’m trying to think about like what
391 00:41:52.090 ⇒ 00:41:58.749 Uttam Kumaran: like we do have like our. For example, we have our. We’re gonna have a meeting at least once a week, which is like client review
392 00:41:58.760 ⇒ 00:42:00.439 Uttam Kumaran: where we go through all this
393 00:42:00.940 ⇒ 00:42:06.709 Uttam Kumaran: is that, like the best time to show this. Should we try to do that on a higher frequency?
394 00:42:07.025 ⇒ 00:42:07.910 Uttam Kumaran: I don’t know.
395 00:42:08.210 ⇒ 00:42:12.050 Robert Tseng: Yeah, let’s not assign it necessarily the daily. But I think
396 00:42:12.370 ⇒ 00:42:18.570 Robert Tseng: for me this, this is more of the guidelines that, like, I kind of put out the project summary and task status.
397 00:42:19.238 ⇒ 00:42:31.989 Robert Tseng: So yeah, I don’t think we need to be looking at like an updated version of this stuff every day. I think our clients probably expect something like this at least once a week. Kind of like weekly joby updates.
398 00:42:31.990 ⇒ 00:42:32.440 Uttam Kumaran: Totally.
399 00:42:32.440 ⇒ 00:42:42.460 Robert Tseng: Setting. And then I’ve been telling Nico I want I need something like that for Peep. But then Peep also wants like 2 updates. Throughout the week, too. So then, I’m really sharing like 3 updates with them a week.
400 00:42:42.700 ⇒ 00:42:52.909 Robert Tseng: 2 of them are a bit more tactical to very specific things that are in flight, one that’s more like overall like. Here’s the weekly like like kpis like how they’ve changed.
401 00:42:53.498 ⇒ 00:43:09.070 Robert Tseng: So I mean, I think different clients will have different expectations there, I think, having this ready to prepare to share, like for any client on a weekly basis is probably like more reasonable. But yeah, internally like, I would like to be able to.
402 00:43:09.070 ⇒ 00:43:11.659 Uttam Kumaran: Yeah, for sure. On this one, I agree, yeah.
403 00:43:11.820 ⇒ 00:43:15.279 Nicolas Sucari: Yeah, me, too. I agree. This is something that we should be able to see daily.
404 00:43:15.280 ⇒ 00:43:24.030 Uttam Kumaran: That’s what I’m work. I’m gonna work on. I’m working on basically I mean on the engineering side, I need to see this. The only decision Rob are making is like.
405 00:43:24.620 ⇒ 00:43:30.109 Uttam Kumaran: I just it’s just like notion is a bit like fucked up. It’s just like not the best
406 00:43:30.560 ⇒ 00:43:32.609 Uttam Kumaran: for and for running engineering
407 00:43:33.030 ⇒ 00:43:38.890 Uttam Kumaran: teams. I’m trying to make it work because I really really don’t want to have another tool
408 00:43:39.170 ⇒ 00:43:42.860 Uttam Kumaran: with shit in it, like, especially.
409 00:43:42.920 ⇒ 00:43:48.880 Uttam Kumaran: we’re gonna try to do a bunch of stuff with AI. I it’s gonna I just really don’t want to add another thing.
410 00:43:49.280 ⇒ 00:43:58.890 Uttam Kumaran: But notion is particularly difficult to to do stuff like this really easily. So I’m debating like doing
411 00:43:59.246 ⇒ 00:44:06.429 Uttam Kumaran: linear or something like that. The only way I will do it, though, is, if it could have some level of like 2 way sync
412 00:44:06.590 ⇒ 00:44:10.710 Uttam Kumaran: between notion and linear.
413 00:44:11.210 ⇒ 00:44:14.689 Uttam Kumaran: But I’m gonna figure this out
414 00:44:15.200 ⇒ 00:44:24.880 Robert Tseng: I feel like this can be done in notion, like with the way that I have. Like my my client stuff set up right. Now, I have this like, Project dB, that’s like.
415 00:44:25.490 ⇒ 00:44:30.259 Robert Tseng: yeah, it’s kind of grouped by every project already.
416 00:44:30.320 ⇒ 00:44:34.260 Robert Tseng: And then this could just end up being another view. That’s
417 00:44:35.050 ⇒ 00:44:37.119 Robert Tseng: kind of, yeah, I kind of, yeah, yeah, it’s like.
418 00:44:37.120 ⇒ 00:44:38.909 Robert Tseng: project task name, kind of thing.
419 00:44:38.910 ⇒ 00:44:41.430 Robert Tseng: I think I’m gonna do it in notion. First.st
420 00:44:41.440 ⇒ 00:44:44.569 Uttam Kumaran: And then kind of see how it works with the engineers.
421 00:44:45.210 ⇒ 00:44:45.980 Robert Tseng: Yeah,
422 00:44:49.380 ⇒ 00:44:55.741 Robert Tseng: But yeah, I guess, like, kind of what we’re what this affords that I don’t currently have right now is
423 00:44:57.530 ⇒ 00:44:59.780 Robert Tseng: Oh, well, it’s my other screen.
424 00:45:04.220 ⇒ 00:45:06.630 Robert Tseng: Is, yeah. One I think I want.
425 00:45:07.240 ⇒ 00:45:13.900 Robert Tseng: we need to like, have more before we were pretty loose on like, Oh, yeah, like, just do it within.
426 00:45:14.300 ⇒ 00:45:14.620 Uttam Kumaran: Yeah.
427 00:45:14.620 ⇒ 00:45:16.899 Robert Tseng: I think just having clear estimates of like how long? Some?
428 00:45:16.900 ⇒ 00:45:18.060 Robert Tseng: Yes, and take.
429 00:45:18.350 ⇒ 00:45:19.490 Nicolas Sucari: Yeah.
430 00:45:20.110 ⇒ 00:45:29.330 Robert Tseng: And then, like, yeah, like stagings of like in development, like where I, how far along are we like
431 00:45:29.330 ⇒ 00:45:30.069 Robert Tseng: testing like?
432 00:45:30.260 ⇒ 00:45:36.529 Robert Tseng: And and this is like what the Pm. Is gonna use to like. Hold the engineer accountable.
433 00:45:37.000 ⇒ 00:45:37.590 Uttam Kumaran: Totally.
434 00:45:38.000 ⇒ 00:45:44.990 Robert Tseng: Yeah, I think I’ve just run into too many situations where? Yeah, yeah, just and
435 00:45:45.390 ⇒ 00:45:52.597 Uttam Kumaran: No, I mean but so, but this is where like this is where I don’t want to reinvent the wheel, like, you know, run it run in teams like this is
436 00:45:53.080 ⇒ 00:46:04.640 Uttam Kumaran: this is where it’s look even for me on the engineering side, like, I want to start to standardize the task types and basically say, like, if it’s this type, it should be this long, because every ticket we’ve done is this long.
437 00:46:04.910 ⇒ 00:46:05.260 Robert Tseng: Yes.
438 00:46:05.260 ⇒ 00:46:09.319 Uttam Kumaran: Of stuff that’s a little bit tougher to do in notion. Basically.
439 00:46:09.520 ⇒ 00:46:13.830 Uttam Kumaran: you’re basically like looking at, like, burn down and stuff like that. And capacity.
440 00:46:14.743 ⇒ 00:46:20.310 Uttam Kumaran: I will say I’m gonna I’m gonna put together a version of this in notion for us to see.
441 00:46:20.390 ⇒ 00:46:24.720 Uttam Kumaran: I’m then going to try and see whether it’s a little bit easier
442 00:46:24.840 ⇒ 00:46:28.979 Uttam Kumaran: for us to get that data. Because basically, what’s gonna happen is.
443 00:46:29.270 ⇒ 00:46:33.849 Uttam Kumaran: I want 70 or 80% of tasks to be things we’re used to seeing.
444 00:46:34.300 ⇒ 00:46:35.230 Uttam Kumaran: Right? Yeah?
445 00:46:35.370 ⇒ 00:46:58.890 Uttam Kumaran: Or even if we’re not used to seeing exactly, we know that like, okay, I probably could figure it out in some amount of time. Right? And it’s it’s like, this type of task is this type of task. That’s the stuff I I really want to do and then we basically have the clear owners, and then can also, I will. On the engineering side, I want to look at for every person. What are they assigned to where they blocked, how I can go in and help.
446 00:46:59.040 ⇒ 00:47:01.459 Uttam Kumaran: and then on a project basis?
447 00:47:01.480 ⇒ 00:47:04.819 Uttam Kumaran: Totally we want to look at. I actually think the
448 00:47:05.280 ⇒ 00:47:09.289 Uttam Kumaran: I think, at minimum, the project summary for us. We should be
449 00:47:09.460 ⇒ 00:47:13.410 Uttam Kumaran: like this, I think we we should. We at least start with this
450 00:47:13.590 ⇒ 00:47:16.590 Uttam Kumaran: just to see, like everything in flight right now.
451 00:47:16.600 ⇒ 00:47:22.840 Uttam Kumaran: and like where we are, because this will trigger a bunch of things, whether it’s like renewal conversations.
452 00:47:22.990 ⇒ 00:47:23.600 Robert Tseng: Yep.
453 00:47:23.600 ⇒ 00:47:26.669 Uttam Kumaran: Shit. We’re like super off track. We need to figure this out
454 00:47:26.760 ⇒ 00:47:34.639 Uttam Kumaran: or like, okay, we need to start planning for expansion or closing this down totally agree on this thing.
455 00:47:35.890 ⇒ 00:47:44.929 Robert Tseng: Yeah, exactly. Because I feel like, you know, this this past week was kind of weird, because it was like we were in a bunch of like sales calls plus like I had a couple.
456 00:47:44.930 ⇒ 00:47:45.420 Uttam Kumaran: Yes.
457 00:47:45.420 ⇒ 00:47:56.370 Robert Tseng: I was like pursuing so kind of like everything would have been like in the red, I guess, kind of or like kind of at a point where I wasn’t paying attention to anything that was like in this flight, like I was only focused.
458 00:47:56.370 ⇒ 00:47:57.120 Robert Tseng: say, on stuff
459 00:47:57.120 ⇒ 00:48:03.960 Robert Tseng: that was just starting, or stuff that was just ending. And I think that’s typically Utam, like where you and I will be spending our time like we will.
460 00:48:03.960 ⇒ 00:48:04.670 Uttam Kumaran: Totally.
461 00:48:04.670 ⇒ 00:48:10.320 Robert Tseng: We don’t want to be like involved in the like 20 to 70, like 20 to 80% kind of part like.
462 00:48:10.320 ⇒ 00:48:15.280 Uttam Kumaran: No, no, I don’t want to be involved in at all in the stuff that’s going. Well.
463 00:48:15.860 ⇒ 00:48:21.199 Uttam Kumaran: that’s going. Well, that’s it. That’s great. Yeah, I want to be involved in this stuff that’s like.
464 00:48:22.060 ⇒ 00:48:26.700 Uttam Kumaran: like, we’re, we’re fucked here. Or I want to be involved in this stuff where it’s like.
465 00:48:26.850 ⇒ 00:48:41.270 Uttam Kumaran: like this is like a most important client, or I want to be involved in new business. You know. And so that’s the stuff where we need to spend most of our time. And you’re totally right. Is that? That’s and the way, Nico, the way I get is I PIN you. I’m like
466 00:48:41.390 ⇒ 00:48:48.260 Uttam Kumaran: yo. What is, are we good here? And then basically based on your answer, I’m like, Okay, we’re good, like, I, I won’t ask for another few days. And that’s like I, that’s just
467 00:48:48.400 ⇒ 00:48:51.020 Uttam Kumaran: how I do it now. Instead, I would much rather
468 00:48:51.060 ⇒ 00:48:54.809 Uttam Kumaran: not message you. And just look at something. And basically, okay, we’re good
469 00:48:55.550 ⇒ 00:49:08.309 Uttam Kumaran: and and use this as the barometer, because you’re totally right, like I wake up with the stress about every project. I would rather not, and just be like cool. There’s 3 of them that we’re focused on nailing. The rest are going well.
470 00:49:08.390 ⇒ 00:49:14.060 Uttam Kumaran: And here’s the evidence to show why they’re going well and everything but like that’s perfect.
471 00:49:15.360 ⇒ 00:49:23.309 Robert Tseng: Yeah. And I, I think, like for me, like this would be help. I mean, I think there’s probably need need to be a few more fields here that I can kind of add in later.
472 00:49:23.380 ⇒ 00:49:37.420 Robert Tseng: But yeah, sometimes, like clients will just like message me out of the blue, and then they’ll be like, how are we? How are we doing on something? And then, like, I have to go and do all the digging to go figure out like where we work, where we’re at. But like, if I had something like this, I could just like
473 00:49:37.920 ⇒ 00:49:39.180 Robert Tseng: share, like, yeah, we’re.
474 00:49:39.180 ⇒ 00:49:39.910 Uttam Kumaran: Totally.
475 00:49:39.910 ⇒ 00:49:46.490 Robert Tseng: Whatever almost done, or you know where this is, how this is, how it’s going, and have, like a few thoughts, I can just paste them.
476 00:49:47.060 ⇒ 00:49:47.630 Uttam Kumaran: Totally.
477 00:49:47.630 ⇒ 00:49:52.130 Robert Tseng: Yeah, the point is like, I don’t want us to be spending our time on like
478 00:49:52.660 ⇒ 00:50:07.300 Robert Tseng: catching other people up like our. Our inboxes are are super full already. We have to talk to so many people, on on the clients, and they want us to be reachable, perfectly like reasonable expectation, and we need to find a way so that we’re in the loop.
479 00:50:07.821 ⇒ 00:50:24.160 Robert Tseng: Very quickly, without having to do the digging ourselves. That’s kind of like what the whole point of both of these things is. So yeah, I feel like these are kind of like the 2 views I would love to really get get down hopefully by by end of the month before things pick up more. Yeah.
480 00:50:26.090 ⇒ 00:50:29.659 Uttam Kumaran: Alex, can we? Can we go back to one more thing on the 1st tab.
481 00:50:30.210 ⇒ 00:50:30.779 Robert Tseng: Yeah, sure.
482 00:50:30.780 ⇒ 00:50:32.220 Uttam Kumaran: Daily. Yeah.
483 00:50:33.870 ⇒ 00:50:36.330 Uttam Kumaran: Hold on. I had one other question.
484 00:50:36.930 ⇒ 00:50:39.730 Uttam Kumaran: yeah. So I think at minimum, we should expect
485 00:50:40.040 ⇒ 00:50:42.529 Uttam Kumaran: something like this for every week.
486 00:50:42.760 ⇒ 00:50:45.740 Uttam Kumaran: and maybe we just do a weekly client review
487 00:50:46.390 ⇒ 00:50:53.500 Uttam Kumaran: on Thursday, or we want to send this message out to clients on Monday. I don’t know what we want to do there. But I think
488 00:50:53.670 ⇒ 00:50:58.279 Uttam Kumaran: the cause the one thing we’ll have is something like this, that’s that’s like dynamic.
489 00:50:58.390 ⇒ 00:51:03.699 Uttam Kumaran: And then we just come in to look at it at any point you could look at any point during the week, but
490 00:51:03.990 ⇒ 00:51:08.900 Uttam Kumaran: I think this should be filled out as the week goes leading up to like a call where we all review
491 00:51:09.010 ⇒ 00:51:16.577 Uttam Kumaran: what’s going on with the client? And then, ideally, it’s mostly copy paste minus any internal stuff that we can send to them.
492 00:51:17.410 ⇒ 00:51:25.159 Uttam Kumaran: that way. It works both ways. I think we just need to think of the best timing for this. I know I put a meeting on for Fridays.
493 00:51:25.180 ⇒ 00:51:26.680 Uttam Kumaran: It’s probably not the best
494 00:51:27.510 ⇒ 00:51:30.230 Robert Tseng: I agree. It’s probably Monday or Thursday.
495 00:51:31.030 ⇒ 00:51:32.840 Nicolas Sucari: I can see a case I mean.
496 00:51:33.360 ⇒ 00:51:38.030 Nicolas Sucari: yeah, depending on when we want to send. It would be best Thursdays or Mondays.
497 00:51:39.210 ⇒ 00:51:43.710 Uttam Kumaran: Yeah, I can. So the the pitch for Monday is just that it’s the start of the week.
498 00:51:44.130 ⇒ 00:51:44.510 Robert Tseng: Yeah.
499 00:51:44.510 ⇒ 00:51:46.320 Uttam Kumaran: Pitch for Friday. Is that
500 00:51:49.860 ⇒ 00:51:55.980 Uttam Kumaran: Monday seems so far from it. Just seems so far from the past. Monday.
501 00:51:57.250 ⇒ 00:51:57.900 Nicolas Sucari: Do you wanna.
502 00:51:57.900 ⇒ 00:51:58.470 Uttam Kumaran: Not sure like.
503 00:51:59.480 ⇒ 00:52:03.570 Nicolas Sucari: What we accomplished or what status of what we did, we should share.
504 00:52:04.240 ⇒ 00:52:07.140 Nicolas Sucari: Yeah, exactly. We should share from.
505 00:52:07.140 ⇒ 00:52:09.119 Uttam Kumaran: I’d rather it be Friday morning.
506 00:52:10.410 ⇒ 00:52:11.150 Nicolas Sucari: Okay.
507 00:52:11.500 ⇒ 00:52:12.250 Robert Tseng: Yeah.
508 00:52:13.690 ⇒ 00:52:18.719 Uttam Kumaran: So then we should do Thursday. Comment, wrap it up. These get set out Friday morning.
509 00:52:19.560 ⇒ 00:52:27.659 Uttam Kumaran: Yes, cause this is, and this is all again. This is a little bit more like I want to be in their inbox Friday morning with like these guys crushed it. Here’s how they crushed it
510 00:52:27.900 ⇒ 00:52:29.190 Uttam Kumaran: right like.
511 00:52:29.680 ⇒ 00:52:33.110 Uttam Kumaran: And that’s that’s exactly where I want to be.
512 00:52:34.580 ⇒ 00:52:39.630 Uttam Kumaran: I think Monday things are back on fire. So like
513 00:52:39.780 ⇒ 00:52:41.959 Uttam Kumaran: it’s it’s it’s gonna get pushed.
514 00:52:42.030 ⇒ 00:52:44.749 Uttam Kumaran: I think we try to meet Thursday afternoon on it.
515 00:52:45.490 ⇒ 00:52:51.649 Uttam Kumaran: Comment, comment. Close it up, send and cool. Okay, okay, great.
516 00:52:55.110 ⇒ 00:52:55.770 Robert Tseng: That’s
517 00:52:59.100 ⇒ 00:53:04.610 Robert Tseng: okay. Cool. Yeah. I mean, I
518 00:53:05.630 ⇒ 00:53:15.010 Robert Tseng: we can kind of, I feel like that’s good enough for now. I don’t know how you guys are doing attention, span wise like, I’m definitely not one to do very long meetings. So.
519 00:53:15.471 ⇒ 00:53:16.467 Uttam Kumaran: I’m good with
520 00:53:17.430 ⇒ 00:53:20.970 Robert Tseng: Been been here for almost yeah. I just let it.
521 00:53:20.970 ⇒ 00:53:21.449 Uttam Kumaran: Yeah, I think
522 00:53:21.940 ⇒ 00:53:27.219 Uttam Kumaran: I think a couple of items I just wanted to. I mean, we could hop back on. But maybe if you guys have like.
523 00:53:27.630 ⇒ 00:53:31.109 Uttam Kumaran: 20 more minutes of brainpower. I’ll just get a couple of like to do’s done.
524 00:53:31.110 ⇒ 00:53:32.310 Robert Tseng: Yeah. Yeah. Go ahead.
525 00:53:32.310 ⇒ 00:53:33.323 Uttam Kumaran: One is
526 00:53:35.110 ⇒ 00:53:40.319 Uttam Kumaran: I think I may. Pm, the AI projects, Robert, for now
527 00:53:41.077 ⇒ 00:53:44.069 Uttam Kumaran: I think that’s probably the best route.
528 00:53:45.880 ⇒ 00:53:50.780 Uttam Kumaran: That way. One, me and Nico can kind of work to set the system up and then basically
529 00:53:50.880 ⇒ 00:53:55.145 Uttam Kumaran: try to get someone to take it. Take it off my plate at some point.
530 00:53:56.060 ⇒ 00:53:59.590 Uttam Kumaran: I think, Miguel. Also, when we look for AI people.
531 00:53:59.770 ⇒ 00:54:06.830 Uttam Kumaran: we should also see potentially, if there’s any engineers that want to move to the business side. That may be down to Pm.
532 00:54:09.100 ⇒ 00:54:13.480 Uttam Kumaran: I think. For the most part, all the people we met are very engineering, like there’s no way.
533 00:54:13.480 ⇒ 00:54:14.220 Miguel de Veyra: Yeah.
534 00:54:14.220 ⇒ 00:54:16.731 Uttam Kumaran: They would be down to talk to clients. But
535 00:54:17.410 ⇒ 00:54:22.360 Uttam Kumaran: We should think about that cause. The AI stuff is very, very new
536 00:54:22.750 ⇒ 00:54:25.129 Uttam Kumaran: will be very difficult to Pm.
537 00:54:25.400 ⇒ 00:54:26.730 Uttam Kumaran: And I don’t know.
538 00:54:26.970 ⇒ 00:54:28.722 Uttam Kumaran: I don’t know anybody
539 00:54:29.270 ⇒ 00:54:33.509 Uttam Kumaran: but if we do our work on documenting and stuff like that, it should be
540 00:54:33.740 ⇒ 00:54:36.080 Uttam Kumaran: should be manageable. But let’s think about that.
541 00:54:36.280 ⇒ 00:54:43.920 Uttam Kumaran: So I’ll pm all the AI stuff as well as the demos and things like that. So I’m gonna get them super aligned that way. It’ll also help me
542 00:54:44.140 ⇒ 00:54:49.419 Uttam Kumaran: get the notion stuff set up, and then I could kind of run it, and then we see where we mess up there.
543 00:54:51.840 ⇒ 00:54:53.460 Uttam Kumaran: The other stuff.
544 00:54:54.580 ⇒ 00:54:59.850 Uttam Kumaran: For the analyst search, Robert. I have a couple
545 00:55:00.130 ⇒ 00:55:05.010 Uttam Kumaran: of people that we’ve worked with in the past, and that
546 00:55:05.130 ⇒ 00:55:13.270 Uttam Kumaran: have sort of like expressed interest in working with us that are that are analysts. They’re in the team. Page.
547 00:55:13.941 ⇒ 00:55:17.079 Robert Tseng: Maybe you just wanna check them out and like, give me like a.
548 00:55:18.080 ⇒ 00:55:22.750 Uttam Kumaran: Maybe. Yes, no. And then I can like kind of circle back.
549 00:55:23.560 ⇒ 00:55:25.669 Uttam Kumaran: I think we need to finalize
550 00:55:26.320 ⇒ 00:55:32.729 Uttam Kumaran: the I think the interview I owe some stuff about getting that into Snowflake. But otherwise I think we’re like
551 00:55:32.810 ⇒ 00:55:34.190 Uttam Kumaran: basically
552 00:55:34.570 ⇒ 00:55:43.469 Uttam Kumaran: ready to to go there. I think I might just get your feedback on the JI don’t. Did you put together a Jd. On your side because we have.
553 00:55:43.470 ⇒ 00:55:45.850 Robert Tseng: Yeah, yeah, okay, if you could just.
554 00:55:45.850 ⇒ 00:55:46.880 Uttam Kumaran: Send that to me.
555 00:55:46.910 ⇒ 00:55:49.420 Uttam Kumaran: Okay, then I’ll merge them, and then we’re good.
556 00:55:49.620 ⇒ 00:55:50.740 Robert Tseng: Okay.
557 00:55:53.701 ⇒ 00:56:00.930 Uttam Kumaran: Okay, while we’re on the call. Can I just finalize? The services with you guys.
558 00:56:01.240 ⇒ 00:56:01.930 Robert Tseng: Yeah.
559 00:56:05.196 ⇒ 00:56:07.139 Robert Tseng: Want to get that.
560 00:56:07.140 ⇒ 00:56:07.490 Uttam Kumaran: Fire!
561 00:56:08.180 ⇒ 00:56:12.560 Robert Tseng: In the Erickson campaigns before. Yeah, that’s my.
562 00:56:12.560 ⇒ 00:56:16.709 Uttam Kumaran: Yeah, yeah, cause they’ll cause they’ll kick off working on that. I just.
563 00:56:16.770 ⇒ 00:56:20.159 Uttam Kumaran: I just wanna make sure that they have gets everything
564 00:56:20.499 ⇒ 00:56:32.779 Uttam Kumaran: because the quality of their campaign is gonna be on. I mean, I know this because I gave them literally 0 when they started, and they still did a great job, and then, as I gave them more info it got better so.
565 00:56:32.780 ⇒ 00:56:33.490 Robert Tseng: Yeah.
566 00:56:35.280 ⇒ 00:56:40.650 Uttam Kumaran: So basically, I had these services.
567 00:56:43.610 ⇒ 00:56:45.209 Uttam Kumaran: I’m going to work on these.
568 00:56:47.010 ⇒ 00:56:51.939 Uttam Kumaran: we don’t have to have this all fleshed out right now, but I just kind of like want to throw everything at here.
569 00:56:52.320 ⇒ 00:56:58.759 Robert Tseng: Sure and put- put up onto the website. Is that what you’re thinking first.st
570 00:56:59.395 ⇒ 00:57:02.574 Uttam Kumaran: It’s multiple. So one is
571 00:57:03.370 ⇒ 00:57:17.330 Uttam Kumaran: we don’t have like a directory for like what we do, even internally. So I want to just like, here are the services we have. Here’s the client. Here’s the services we’re doing for clients. And then yes, we’re gonna have not only documents, but also
572 00:57:17.380 ⇒ 00:57:29.620 Uttam Kumaran: once once we, I want them to 1st work on like the deck, like like a the service deck or one pager, and then we approve that, and then they’ll work on the website because the website will take the longest
573 00:57:29.620 ⇒ 00:57:34.529 Uttam Kumaran: longer. So we anything in Figma text will be like one day back and forth.
574 00:57:35.680 ⇒ 00:57:43.429 Uttam Kumaran: but honestly, basically, it’s the high level stuff, and maybe they’ll include some examples of service offerings underneath. But I wanted to start with this.
575 00:57:46.810 ⇒ 00:57:50.159 Uttam Kumaran: I think I may combine these 2. AI.
576 00:57:53.840 ⇒ 00:57:54.920 Miguel de Veyra: Which one
577 00:57:58.030 ⇒ 00:57:59.439 Miguel de Veyra: add a customer.
578 00:58:00.630 ⇒ 00:58:03.710 Uttam Kumaran: I just yeah, I don’t. I don’t know. I gotta think about it.
579 00:58:04.730 ⇒ 00:58:11.770 Robert Tseng: Yeah, I mean, I was thinking, as we add more and more AI capabilities, that AI section is gonna be really massive. So I thought we would. Just
580 00:58:12.430 ⇒ 00:58:32.050 Robert Tseng: one is really kind of like automation stuff that like, it’s just automating process, internal tooling kind of kind of where I saw it. And then the other one is like, Yeah, this is AI. These are AI products that are ready to be put in front of your customers. Like, I, I do feel like it’s kind of different. But yeah.
581 00:58:32.050 ⇒ 00:58:34.620 Nicolas Sucari: I agree, I think it’s different. Yeah.
582 00:58:35.070 ⇒ 00:58:35.670 Robert Tseng: Yeah.
583 00:58:37.220 ⇒ 00:58:43.690 Uttam Kumaran: And then I just had like these pricing models. So staff Aug outcome based pricing
584 00:58:44.060 ⇒ 00:58:46.890 Uttam Kumaran: full stack. I basically said, this is like
585 00:58:47.600 ⇒ 00:58:53.919 Uttam Kumaran: Pm. And execution, because we haven’t been charging for like Pm. Hours on my side, I well, I basically was like.
586 00:58:54.220 ⇒ 00:59:02.989 Uttam Kumaran: I don’t know again. This is more like lack of confidence stuff. But like I was just like, let’s just do. We’ll just do it. But I do think that thinking of something like this.
587 00:59:03.664 ⇒ 00:59:09.800 Uttam Kumaran: or maybe this is like team as a service. I don’t know, like
588 00:59:13.590 ⇒ 00:59:17.410 Uttam Kumaran: And then we start with this pricing, basically or something like that. I don’t know.
589 00:59:17.730 ⇒ 00:59:18.810 Uttam Kumaran: Yeah.
590 00:59:21.220 ⇒ 00:59:23.560 Uttam Kumaran: And that way again, we have this here.
591 00:59:23.580 ⇒ 00:59:37.719 Uttam Kumaran: we have this like, very clear on, like what we price today. If we change this, we can debate and move it up. But at least we have somewhere here. The other thing this helps us do is is not relent on like this. And then when someone asks us what’s their pricing.
592 00:59:38.190 ⇒ 00:59:41.929 Uttam Kumaran: especially for me, and you always have a clear idea of like. Here’s how we do things.
593 00:59:42.150 ⇒ 00:59:42.780 Robert Tseng: Yeah.
594 00:59:43.390 ⇒ 00:59:45.209 Uttam Kumaran: I think for me that’s like a tough game.
595 00:59:45.210 ⇒ 00:59:45.820 Robert Tseng: That. Yeah.
596 00:59:45.820 ⇒ 00:59:46.980 Uttam Kumaran: Yes, it’s a tough game.
597 00:59:47.770 ⇒ 00:59:53.759 Uttam Kumaran: but stuff like this, writing it down and staring at it and looking at these numbers helps me like.
598 00:59:54.050 ⇒ 00:59:59.359 Uttam Kumaran: cause you have like, I mean, it’s you’re in a it’s. It’s like 30 seconds in a meeting to just like
599 00:59:59.630 ⇒ 01:00:01.130 Uttam Kumaran: mail it. And so.
600 01:00:01.130 ⇒ 01:00:01.490 Robert Tseng: Yeah.
601 01:00:01.490 ⇒ 01:00:04.230 Uttam Kumaran: This sort of stuff helps me. I don’t know. I just like.
602 01:00:04.680 ⇒ 01:00:08.727 Uttam Kumaran: yeah, I feel supported by the document. So
603 01:00:09.990 ⇒ 01:00:13.239 Uttam Kumaran: okay, great. So that’s good
604 01:00:25.110 ⇒ 01:00:29.813 Robert Tseng: Yeah, 2025 is the year of nothing under 200 an hour.
605 01:00:30.150 ⇒ 01:00:31.550 Uttam Kumaran: No, I have.
606 01:00:31.550 ⇒ 01:00:34.420 Uttam Kumaran: Next month. We gotta bump this up next month. We got a bump.
607 01:00:34.420 ⇒ 01:00:36.570 Robert Tseng: Oh, shit. Okay.
608 01:00:37.950 ⇒ 01:00:41.459 Uttam Kumaran: We will go, we will go high, we will keep pushing.
609 01:00:41.960 ⇒ 01:00:43.729 Uttam Kumaran: I dude cause I think.
610 01:00:43.840 ⇒ 01:00:47.669 Robert Tseng: My palms get sweaty. I’m like dude technology anymore. Since the pricing.
611 01:00:48.430 ⇒ 01:00:50.520 Uttam Kumaran: No, no, no, I mean, look.
612 01:00:50.700 ⇒ 01:00:54.730 Uttam Kumaran: we always. We always get discount, and then a discount feels good for people.
613 01:00:55.450 ⇒ 01:00:56.340 Uttam Kumaran: Oh, awesome.
614 01:00:56.340 ⇒ 01:00:58.580 Uttam Kumaran: So that’s that’s what we’ll do. But
615 01:00:59.253 ⇒ 01:01:01.676 Uttam Kumaran: so couple. So one other thing.
616 01:01:03.430 ⇒ 01:01:07.750 Uttam Kumaran: for vita cocoa, we’re working on renewal, and I may maybe I just should.
617 01:01:08.070 ⇒ 01:01:12.400 Uttam Kumaran: We spent some time talking about it yesterday. They allocated. I mean, this is.
618 01:01:12.440 ⇒ 01:01:21.579 Uttam Kumaran: this was kind of like fuck to find out. Yesterday they allocated 10 K. For us all of next year, and I’m like dude like that doesn’t even cover like the costs
619 01:01:21.870 ⇒ 01:01:26.970 Uttam Kumaran: that doesn’t cover the cost of anything. And they paid well. They paid 6 k. For us to develop the whole thing. Basically.
620 01:01:26.970 ⇒ 01:01:28.329 Robert Tseng: Yeah, okay, there we go.
621 01:01:28.330 ⇒ 01:01:30.310 Robert Tseng: They were like, and it’s for 10 k, yeah.
622 01:01:30.510 ⇒ 01:01:31.970 Uttam Kumaran: Yeah. But then I was like.
623 01:01:32.230 ⇒ 01:01:35.369 Uttam Kumaran: I was like, cool. We want to switch to maybe this outcome model.
624 01:01:35.660 ⇒ 01:01:40.460 Uttam Kumaran: And then I’m like, well, the the service we ends up costing a lot to maintain, too.
625 01:01:40.977 ⇒ 01:01:43.930 Uttam Kumaran: So I want to put something in front of them. So I’m gonna
626 01:01:44.730 ⇒ 01:01:51.230 Uttam Kumaran: yeah. I think their expectation is very low. They can go back to their Cfo. But then I was also trying to get a sense of like.
627 01:01:51.400 ⇒ 01:01:55.839 Uttam Kumaran: are you guys gonna add more products. Are you thinking about new stores like, how are you thinking about growing with us?
628 01:01:56.010 ⇒ 01:02:01.140 Uttam Kumaran: And he and my friend, he’s like, we’re we’re gonna I’ll find that out for you like where this is gonna go.
629 01:02:01.450 ⇒ 01:02:07.390 Uttam Kumaran: So I’m gonna see if I can get like an account management sort of like meeting on with them this month.
630 01:02:07.440 ⇒ 01:02:11.449 Uttam Kumaran: and we can discuss like broader pricing and things like that.
631 01:02:11.991 ⇒ 01:02:16.560 Uttam Kumaran: Overall if we don’t get it. It’s fine. I think they’ve paid out
632 01:02:17.240 ⇒ 01:02:28.889 Uttam Kumaran: well in terms of us being able to use their brand as like a client like we’ve like. It’s been good. But we’re gonna push for way more and kind of get a sense of like what they’re okay for.
633 01:02:30.530 ⇒ 01:02:32.030 Uttam Kumaran: So that’s okay.
634 01:02:32.618 ⇒ 01:02:37.720 Uttam Kumaran: Second thing is, is Stella gonna come back in q. 1. i was just gonna try to like Mark.
635 01:02:38.200 ⇒ 01:02:38.770 Robert Tseng: I think so.
636 01:02:38.770 ⇒ 01:02:41.430 Uttam Kumaran: On the lead sheet. Okay, okay? So I’m gonna mark.
637 01:02:41.430 ⇒ 01:02:46.299 Robert Tseng: I I still I still message Lindsey like kind of every every week, every couple of weeks.
638 01:02:46.550 ⇒ 01:02:56.637 Robert Tseng: So I asked her like, Hey, how’s it going? She’s like, Oh, yeah, the teams kind of on fire. But I wanna let them burn for this month, and then we’ll we’ll come back in January. I was like, Okay.
639 01:02:57.320 ⇒ 01:02:58.320 Uttam Kumaran: Okay, cool.
640 01:03:00.770 ⇒ 01:03:08.190 Uttam Kumaran: yeah. And then, roughly, like to get everybody thinking, I think we wanted to. As this group, we should try to set, we should try to spend some time
641 01:03:08.420 ⇒ 01:03:11.670 Uttam Kumaran: the next 2 weeks planning for 2025.
642 01:03:12.418 ⇒ 01:03:16.569 Uttam Kumaran: I can handle basically like reporting to goals.
643 01:03:16.870 ⇒ 01:03:27.020 Uttam Kumaran: I mean, that’s like, that’s what we do around here, basically for other people. So we should be able to do that pretty easily. But I also want to back that into goals for the content team
644 01:03:27.110 ⇒ 01:03:31.169 Uttam Kumaran: on marketing for Erickson in terms of like sales.
645 01:03:31.240 ⇒ 01:03:34.860 Uttam Kumaran: I know, Robert, we roughly said, like, how do we hit
646 01:03:34.890 ⇒ 01:03:37.699 Uttam Kumaran: 1 million in arr, which is 83 a month.
647 01:03:40.020 ⇒ 01:03:42.590 Uttam Kumaran: I’ve like. That’s a nice number, but
648 01:03:43.000 ⇒ 01:03:52.880 Uttam Kumaran: I think we we could just go for that. And just like back in from there, I think it’s a good milestone. It’s not very scientific. But that’s can just be set as like a revenue target.
649 01:03:53.323 ⇒ 01:04:00.150 Uttam Kumaran: I will go ahead and like I have a financial model. I’ll build that and sort of build like a forecast in terms of like
650 01:04:00.230 ⇒ 01:04:01.669 Uttam Kumaran: how much we need to hit.
651 01:04:03.360 ⇒ 01:04:07.620 Uttam Kumaran: So that’s like, if we can agree to that, for now then, I’ll build towards that.
652 01:04:08.233 ⇒ 01:04:11.410 Uttam Kumaran: We will have some recruiting goals which is like
653 01:04:11.670 ⇒ 01:04:14.060 Uttam Kumaran: definitely need, at least one analyst
654 01:04:14.250 ⇒ 01:04:17.240 Uttam Kumaran: definitely probably need at least one pm.
655 01:04:18.048 ⇒ 01:04:20.350 Uttam Kumaran: so we’ll have to think about that.
656 01:04:21.075 ⇒ 01:04:21.639 Uttam Kumaran: Yeah.
657 01:04:22.500 ⇒ 01:04:26.720 Uttam Kumaran: And then I think, probably to balance the revenue goal. We need some sort of margin
658 01:04:26.830 ⇒ 01:04:28.530 Uttam Kumaran: or like expense goal.
659 01:04:30.690 ⇒ 01:04:33.709 Uttam Kumaran: So I can think about that. But just to get everybody’s mind thinking.
660 01:04:33.820 ⇒ 01:04:35.910 Uttam Kumaran: I think we’ll have a high level revenue goal.
661 01:04:35.950 ⇒ 01:04:38.429 Uttam Kumaran: We’ll have a high level recruitment goal.
662 01:04:39.352 ⇒ 01:04:41.639 Uttam Kumaran: Recruiting basically affects
663 01:04:41.740 ⇒ 01:04:53.589 Uttam Kumaran: like this group’s time. And like especially me and Robert’s time, I’m not sure how to do. I don’t know how to like measure that, but, like those are going to be the key things is like, get a great analyst
664 01:04:53.600 ⇒ 01:05:03.870 Uttam Kumaran: and get another great Pm, and then the 3rd thing, we’ll focus on margins. Which we haven’t spent a lot of time in the past 2, 3 months talking about
665 01:05:04.200 ⇒ 01:05:07.800 Uttam Kumaran: but I think we’ll we’ll talk about at least once a month.
666 01:05:08.216 ⇒ 01:05:11.590 Uttam Kumaran: As I get all the expenses in sort of one place.
667 01:05:13.130 ⇒ 01:05:19.215 Robert Tseng: Yeah, if the margins thing, it becomes kind of arbitrary. For now we, Tom, I think we should still kind of consider the
668 01:05:20.370 ⇒ 01:05:21.030 Robert Tseng: like, based on
669 01:05:21.400 ⇒ 01:05:29.940 Robert Tseng: new revenue coming in like, how are we gonna budget it off right to to the goals like, is it gonna be? Yeah. I feel like that could be our way of just like
670 01:05:31.620 ⇒ 01:05:33.210 Robert Tseng: we’ll- we’ll see like.
671 01:05:33.210 ⇒ 01:05:35.850 Uttam Kumaran: Give me example. Give me example what you’re thinking.
672 01:05:36.240 ⇒ 01:05:40.349 Robert Tseng: Yeah. So like, I don’t know, like, let’s say,
673 01:05:45.200 ⇒ 01:05:50.340 Robert Tseng: 30% of revenue that comes in gets budgeted for marketing. Maybe that’s high.
674 01:05:50.340 ⇒ 01:05:50.899 Uttam Kumaran: I’m not.
675 01:05:50.900 ⇒ 01:05:52.531 Robert Tseng: The splits are, yeah.
676 01:05:52.940 ⇒ 01:05:53.710 Uttam Kumaran: I see, I see.
677 01:05:54.350 ⇒ 01:06:04.783 Robert Tseng: Maybe, and we just let marketing kind of use that as the as their budget and that way it kind of forces us to like operate within certain constraints.
678 01:06:06.400 ⇒ 01:06:09.131 Robert Tseng: I mean, I don’t. I don’t know what our what our
679 01:06:09.530 ⇒ 01:06:18.970 Robert Tseng: our payroll cost is, I would say, on average, for most margin businesses, it’s like upwards of 50%. So let’s say, the 50% kind of ends up being paying everyone else out
680 01:06:19.505 ⇒ 01:06:23.330 Robert Tseng: and then like that additional 20%, whatever we’re
681 01:06:23.990 ⇒ 01:06:39.590 Robert Tseng: well, I guess there’s internal ops walls. So we have to pay pay out our our overhead, whatever that is. And then whatever is remaining gets gets put into our our like runway, or we we retain that for flexibility like quarter to quarter. If we want to adjust some of
682 01:06:39.620 ⇒ 01:06:42.480 Robert Tseng: some of the the allocation there, like maybe we.
683 01:06:42.480 ⇒ 01:06:42.940 Uttam Kumaran: Okay.
684 01:06:42.940 ⇒ 01:06:43.870 Robert Tseng: Want to.
685 01:06:43.990 ⇒ 01:06:50.239 Robert Tseng: We end up making a big hire. So we need to increase like our our hiring costs.
686 01:06:50.460 ⇒ 01:06:53.199 Robert Tseng: or we end up wanting to
687 01:06:53.920 ⇒ 01:07:03.970 Robert Tseng: put put more into marketing because there’s this like growth channel that’s like being really effective for us. And we just think it’s good to throw more dollars at it. But kind of like breaking it out that way. I feel like to be
688 01:07:03.970 ⇒ 01:07:05.850 Robert Tseng: okay for us. Yeah.
689 01:07:05.850 ⇒ 01:07:14.210 Uttam Kumaran: Cool. Okay, great. That’s perfect. I mean, it’s it’s it’s just margin set another way. But also it’s basically breaking down revenue into categories. And then that’s perfect.
690 01:07:14.210 ⇒ 01:07:17.520 Uttam Kumaran: Yeah, so I’ll put that together. And then we can basically agree on like
691 01:07:18.700 ⇒ 01:07:27.519 Uttam Kumaran: we can basically agree on those percentages as a goal. And then that’s the way we will track. I will hand that basically to
692 01:07:28.045 ⇒ 01:07:30.900 Uttam Kumaran: the accounting folks and basically say.
693 01:07:31.020 ⇒ 01:07:34.499 Uttam Kumaran: figure out how I could see this shit in quickbooks.
694 01:07:35.000 ⇒ 01:07:44.291 Uttam Kumaran: but I will not be touching quickbooks. So you figure out how to how to get this to go which is great because they need to. They need to do way more work for us.
695 01:07:44.710 ⇒ 01:07:47.693 Uttam Kumaran: so I’m gonna have them handle that.
696 01:07:49.290 ⇒ 01:07:59.939 Uttam Kumaran: yeah, we. I think we have. We have a whole bunch of stuff we could talk about on expense side the people management. But I think, for now this is really good. I think overall. We talked about one nailing project management.
697 01:08:00.010 ⇒ 01:08:01.130 Uttam Kumaran: second.
698 01:08:01.610 ⇒ 01:08:10.350 Uttam Kumaran: doing like basically sales. So what are all the channels? What are the campaigns? And then I forgot what the 3rd one was but
699 01:08:11.056 ⇒ 01:08:13.269 Uttam Kumaran: I remember those were the 1st 2.
700 01:08:13.440 ⇒ 01:08:17.350 Robert Tseng: Yeah, yeah, no, no worries. I think it was just like our overhead. So.
701 01:08:17.359 ⇒ 01:08:21.419 Uttam Kumaran: It’s no, no, but it’s helpful to think like, I want to nail the Pm. Work
702 01:08:22.269 ⇒ 01:08:25.629 Uttam Kumaran: 1st ideally this month. Yeah. And then
703 01:08:25.769 ⇒ 01:08:35.569 Uttam Kumaran: once we’re like, satisfied, or at least on a better track, with like understanding how we’re executing, fulfilling. Then it’s more like, Okay, how do we go get more leads
704 01:08:35.969 ⇒ 01:08:42.719 Uttam Kumaran: and then oh, and then how do we bring on people to fulfill? So I think, like piece by piece, we’re we’re working towards it. So.
705 01:08:43.090 ⇒ 01:08:43.720 Robert Tseng: Yep.
706 01:08:45.100 ⇒ 01:08:45.890 Uttam Kumaran: Okay.
707 01:08:46.720 ⇒ 01:08:50.145 Uttam Kumaran: Okay, alright good meeting guys.
708 01:08:51.310 ⇒ 01:08:58.920 Uttam Kumaran: yeah. I’m gonna be in notion all weekend. So I will send updates. But don’t respond. I’ll talk to everybody on Monday, probably.
709 01:09:00.350 ⇒ 01:09:00.700 Robert Tseng: Cool.
710 01:09:00.700 ⇒ 01:09:01.270 Nicolas Sucari: Okay.
711 01:09:01.569 ⇒ 01:09:02.720 Uttam Kumaran: Okay. Thank you guys.
712 01:09:03.269 ⇒ 01:09:03.869 Robert Tseng: See you guys.
713 01:09:03.870 ⇒ 01:09:05.099 Uttam Kumaran: Guys talk soon.
714 01:09:05.109 ⇒ 01:09:05.819 Nicolas Sucari: Bye, bye.