Meeting Title: Stackblitz Renewal Regroup Date: 2025-03-11 Meeting participants: Aakash Tandel, Luke Daque, Uttam Kumaran, Amber Lin, Robert Tseng, Sahana Asokan
WEBVTT
1 00:03:32.510 ⇒ 00:03:33.440 Uttam Kumaran: Hey, guys.
2 00:03:33.880 ⇒ 00:03:36.600 Amber Lin: Hello again.
3 00:03:39.400 ⇒ 00:03:41.590 Amber Lin: What are we talking about for this meeting?
4 00:03:42.437 ⇒ 00:03:48.590 Uttam Kumaran: I wanted to talk about stack blitz and sort of you know what the next steps are. Gonna be
5 00:03:49.484 ⇒ 00:03:50.900 Uttam Kumaran: sort of going into.
6 00:03:51.260 ⇒ 00:03:54.046 Uttam Kumaran: So next month. Have you guys taken a look at this
7 00:03:54.900 ⇒ 00:03:57.160 Uttam Kumaran: this thing I wrote. By the way.
8 00:03:58.780 ⇒ 00:03:59.420 Amber Lin: Yes.
9 00:03:59.420 ⇒ 00:04:01.570 Uttam Kumaran: Stock. Blitz, okay.
10 00:04:02.390 ⇒ 00:04:06.690 Amber Lin: And let me pull it up.
11 00:04:25.010 ⇒ 00:04:28.120 Amber Lin: Oh, the new notion, Doc. No, haven’t.
12 00:04:28.260 ⇒ 00:04:30.180 Amber Lin: Oh, that’s a client site.
13 00:04:31.930 ⇒ 00:04:32.850 Amber Lin: Okay.
14 00:04:33.060 ⇒ 00:04:36.010 Amber Lin: Roadmap, is it? In the roadmap part.
15 00:04:36.880 ⇒ 00:04:41.369 Uttam Kumaran: Yes, it’s just at the bottom there. Yeah, you should see it down here in roadmap.
16 00:04:41.370 ⇒ 00:04:42.140 Amber Lin: He!
17 00:04:43.060 ⇒ 00:04:49.609 Uttam Kumaran: Yeah, I think. Yeah, Brian and Akash, if you have a chance just to take a look at that.
18 00:04:49.750 ⇒ 00:04:51.339 Uttam Kumaran: and then maybe we can.
19 00:04:51.680 ⇒ 00:05:00.340 Uttam Kumaran: I just would love to spend a little bit of time talking about what we could see as the future opportunities here, and basically how we can
20 00:05:00.480 ⇒ 00:05:09.170 Uttam Kumaran: start to scope what the next. You know, 3 months could look like for this client so that we can get a proposal over to them this week.
21 00:05:10.560 ⇒ 00:05:12.119 Aakash Tandel: Cool. Let me pull it up.
22 00:05:12.990 ⇒ 00:05:15.649 Amber Lin: Yeah, I have it on my screen. If you guys want to look at it.
23 00:05:18.110 ⇒ 00:05:23.499 Uttam Kumaran: Yes, so really the to give you a sense of where we are. So we’ve been working with this client for a month.
24 00:05:24.240 ⇒ 00:05:24.800 Amber Lin: Okay.
25 00:05:24.800 ⇒ 00:05:26.020 Uttam Kumaran: And
26 00:05:26.940 ⇒ 00:05:38.729 Uttam Kumaran: we. This is through. We got this client through a relationship of mine. His name is Mitchell. He is the head of head of marketing right now. But stacklets is like one of the fastest growing startups
27 00:05:39.210 ⇒ 00:05:43.220 Uttam Kumaran: like that exists right now. Basically, they they just went from 0 to like
28 00:05:43.400 ⇒ 00:05:46.740 Uttam Kumaran: they just hit 40 million in arr, I believe, and they’re only like.
29 00:05:46.740 ⇒ 00:05:47.160 Amber Lin: Oh!
30 00:05:47.160 ⇒ 00:05:49.510 Uttam Kumaran: They only had the product out for 4 months.
31 00:05:50.430 ⇒ 00:05:50.750 Amber Lin: Oh!
32 00:05:51.720 ⇒ 00:05:59.770 Uttam Kumaran: So they’re they’re moving really fast. And they have very limited data support. So we came in and established their core data infrastructure.
33 00:06:00.202 ⇒ 00:06:25.500 Uttam Kumaran: And they’re bringing on 2 additional data people to come on and handle analysis and basically support our efforts. Right now we are month to month with them, meaning we actually just signed a month long contract they have expressed, you know, that they’re open to continuing. And so I want to be able to get over the hump a proposal for them at least 3 months.
34 00:06:25.620 ⇒ 00:06:38.759 Uttam Kumaran: and in order to do that I want to kind of talk through a little bit about what the potential roadmap would be, and that’s sort of what I established down here on what’s been done and like what’s coming up in the future.
35 00:06:39.020 ⇒ 00:06:45.979 Uttam Kumaran: So right now, this is like what’s been done in February. And again, Luke has been the primary engineer on this
36 00:06:46.543 ⇒ 00:06:47.410 Uttam Kumaran: in March.
37 00:06:47.410 ⇒ 00:06:47.810 Amber Lin: No.
38 00:06:47.810 ⇒ 00:06:51.479 Uttam Kumaran: We’re working on these 3 work streams.
39 00:06:52.335 ⇒ 00:06:59.064 Uttam Kumaran: But I want to begin to ex establish like, okay, what? What are we gonna get done in March, April, and may
40 00:06:59.540 ⇒ 00:07:17.980 Uttam Kumaran: and at least have a version of this that we can then meet with Mitch this week and say, Okay, let’s fill out what the what the thing could be, and then we can get over a proposal to you. Right now, like we have been. We’ve been billing just on an hourly basis. But I believe where we can definitely move this to a fixed
41 00:07:18.180 ⇒ 00:07:24.789 Uttam Kumaran: fixed price for 3 months. They definitely are going to need us. I think that’s pretty clear.
42 00:07:26.510 ⇒ 00:07:39.629 Uttam Kumaran: So yeah, I guess, like any questions, what can I answer here? I know we had our we had of other Pm. Onboarding. Doc, this is, this is a little bit lighter. We just only have a month with them. But I we I don’t. I don’t want us to go through
43 00:07:39.740 ⇒ 00:07:42.859 Uttam Kumaran: that whole, doc, until we’re sort of know that they’re gonna sign
44 00:07:43.471 ⇒ 00:07:46.370 Uttam Kumaran: and then we can do a more formal pm onboarding. But like.
45 00:07:46.490 ⇒ 00:07:54.280 Uttam Kumaran: I don’t know, like, I don’t want to put this in front of you guys, we can fill this out more. I feel like it’s in an okay state. But what questions can I answer?
46 00:07:55.470 ⇒ 00:07:56.000 Aakash Tandel: You.
47 00:07:57.410 ⇒ 00:08:12.719 Aakash Tandel: So the. So I’m seeing a lot of stuff that’s associated with like, kinda engineering and and tooling build out is is that kind of the primary thing that we’ve been working on them? And is that going forward like
48 00:08:13.420 ⇒ 00:08:21.009 Aakash Tandel: Are they long term looking for like implementation partner? Or is it are there core? Like data questions? We can help answer.
49 00:08:21.580 ⇒ 00:08:40.055 Uttam Kumaran: Yeah. So that’s actually a good point. We’ve actually been doing both. We’ve been answering. We have, established a core data infrastructure, but also have established a core dashboards. So that is something that I don’t think was clear here, which is creating, I guess.
50 00:08:40.620 ⇒ 00:08:45.919 Uttam Kumaran: creating a core subscriptions.
51 00:08:46.160 ⇒ 00:08:50.349 Uttam Kumaran: Do you wanna list out the other core dashboards? Here, Luke?
52 00:08:54.320 ⇒ 00:09:08.200 Uttam Kumaran: So we have been doing dashboarding work, and they definitely do need help on 2 fronts, one we have worked with B, 2 B Saas companies before and so I kind of have a good understanding of not only how to measure them.
53 00:09:08.290 ⇒ 00:09:25.900 Uttam Kumaran: Typically the metrics they look like they look at are like Arr Mrr, customer churn. They want to look at what other high value customers are using in the product. There they have events from from segment. And of course they’re trying to sell to enterprise. So they want to identify how to upsell clients into next
54 00:09:26.223 ⇒ 00:09:41.759 Uttam Kumaran: plans. So we we have done a lot of work actually to establish core set of dashboards in real but we haven’t done anything in the analysis piece meaning there’s no one there sort of poking at. There’s no one there basically saying, Hey, we noticed
55 00:09:41.900 ⇒ 00:10:06.860 Uttam Kumaran: we noticed Xyz like, Can we talk to one person on your team to go make this change. There we do have one ask currently, that came in from their sales team about identifying high value customers. But that’s an example of. There’s probably several asks across the the organization for questions similar to that right now, there’s we are the only people on data at this company?
56 00:10:07.425 ⇒ 00:10:21.309 Uttam Kumaran: And for context, I think, for Sahana, and probably just a refresh. Robert. Bulk. They just hit 40 million in arr in like 4 months. So they are. They are probably the fastest growing startup
57 00:10:22.070 ⇒ 00:10:23.510 Uttam Kumaran: right now
58 00:10:23.830 ⇒ 00:10:49.429 Uttam Kumaran: in America. I don’t know but they they’re they’re really, really are hit a super high growth moment. And I think this this has the opportunity. If we, if we really nail it, to sort of grow with them in this moment. They’re not going to be able to keep up with the pace, but the amount of work we’ve been able to do for them in just a month has been pretty has been pretty good from my standards, like we’ve established all the core infra, all the core etl.
59 00:10:49.530 ⇒ 00:10:52.771 Uttam Kumaran: or data marts and dashboards.
60 00:10:53.650 ⇒ 00:11:12.639 Uttam Kumaran: So this next phase I sort of want us to continue to add, we they have a couple of more sources. They want to add in like Hubspot and of course they’ll be releasing new products and plans that they want to measure. But they’re sitting on a trove of data that they’ve never analyzed. And so that’s what I kind of want to work with this crew on and like what the next 3 months could look like.
61 00:11:15.110 ⇒ 00:11:28.075 Aakash Tandel: Yeah, I think the the other component to like building this awesome stack is to help them make it like actionable and turn that into things that actually help their drive, their business. So that makes total sense to me.
62 00:11:29.680 ⇒ 00:11:30.400 Aakash Tandel: yeah.
63 00:11:32.750 ⇒ 00:11:43.950 Aakash Tandel: do they? So so they’re they’re using things like Hubspot, do they have people that are like in Hubspot, and that’s kind of like their level of expertise. And in you know, whatever sales.
64 00:11:44.060 ⇒ 00:11:51.340 Aakash Tandel: Well, I guess that would be the sales thing. And whatever like marketing side of things do they have like someone on the email side of things? Is is that all
65 00:11:51.550 ⇒ 00:11:52.290 Aakash Tandel: built out.
66 00:11:52.290 ⇒ 00:11:55.760 Uttam Kumaran: Operators. The company is only operators, meaning like
67 00:11:55.920 ⇒ 00:11:58.359 Uttam Kumaran: they don’t have anyone looking at data.
68 00:11:59.420 ⇒ 00:12:12.520 Uttam Kumaran: So like, it’s a complete like Greenfield, meaning we have not on boarded anyone onto. Like we’re we’re. We’ve been purely working with Mitch, who is the interim head of marketing. He’s basically like head of Go to market head of marketing
69 00:12:12.900 ⇒ 00:12:33.530 Uttam Kumaran: to just build exact. Just build a core reporting for a subscription Sas business. So we’ve done no onboarding of teams. If you compare this to how Eden is, or another client. We’ve not engaged with any stakeholders until this week about moving people into this and sort of actioning and building work streams on. So certainly, I think we can consider.
70 00:12:33.530 ⇒ 00:12:47.880 Uttam Kumaran: okay, do we want to support sales in this way? Do we want to start through lines of marketing. That’s definitely what Mitch is. Gonna rely on us on the people. He he’s gonna hire are just gonna be other people that can execute data work. I don’t necessarily see them as like
71 00:12:48.010 ⇒ 00:12:58.489 Uttam Kumaran: ahead of data. So they’re gonna want people to still be able to own a roadmap. And we’re just gonna have extra resourcing from their side, and and most likely someone who can act as product owner.
72 00:12:59.620 ⇒ 00:13:01.150 Aakash Tandel: That makes sense. Yeah. So we.
73 00:13:01.150 ⇒ 00:13:06.210 Uttam Kumaran: We’ve gone this far. We’ve gone this far, this, this. These guys are like a passive client. We’ve gone this far. And we met with Mitch
74 00:13:06.390 ⇒ 00:13:08.759 Uttam Kumaran: like twice a week for the last 4 weeks.
75 00:13:09.050 ⇒ 00:13:13.000 Uttam Kumaran: But I just have modeled Sas data before. So I’m like, I’ll give you the works.
76 00:13:13.240 ⇒ 00:13:21.090 Uttam Kumaran: You’ll like it, cause we’ll we’ll just get it right. But like I need, we’re gonna need someone to like, spend more time with us for this to actually get action on, you know.
77 00:13:21.890 ⇒ 00:13:33.019 Aakash Tandel: Yeah, yeah, that’s definitely like a from what we were talking about the other day with the active versus passive like, this is kind of a passive client in terms of data, and seems like we need to be there.
78 00:13:33.190 ⇒ 00:13:36.160 Aakash Tandel: Yeah, you know, chief data officer, basically
79 00:13:36.608 ⇒ 00:13:56.779 Aakash Tandel: and come to them with stuff. I think one of the things might be a training aspect of their team. That’s probably like later in like the March April time. Well, probably April timeline of doing some sort of training to onboard their marketing person onto the stack on board their sales team onto like how to get the best information out of the stack. That type of thing.
80 00:14:02.830 ⇒ 00:14:14.449 Robert Tseng: Yeah. So I just I just shared a link. I think. I guess. Heard of Soma, but I mean for b 2 b Sas clients. I mean, I’ll share my screen. But like, I think this is a great, this would be a great one to
81 00:14:15.010 ⇒ 00:14:17.584 Robert Tseng: to to implement someone for
82 00:14:23.880 ⇒ 00:14:26.569 Robert Tseng: okay, sorry. Widescreen.
83 00:14:27.930 ⇒ 00:14:33.510 Robert Tseng: But yeah, it’s basically just like preloaded like models, or
84 00:14:34.520 ⇒ 00:14:44.309 Robert Tseng: mostly a Sas use case. But it’ll cover everything that we I mean? Has they have all the base models for everything we need for sales and marketing here. So I feel like we can kind of
85 00:14:44.980 ⇒ 00:14:49.975 Robert Tseng: present something to miss. Yeah, we should. We should go at it from
86 00:14:51.230 ⇒ 00:15:12.667 Robert Tseng: from a domain perspective. If he’s if he’s marketing, I’m just gonna call that like, go to market. I don’t know if they have a traditional sales team or not. So maybe a lot of this Ae stuff is not gonna be that useful? But yeah, understanding like how they even build pipeline. And you know, we can some of the basic things on like growth accounting. So getting a better sense of like users.
87 00:15:13.670 ⇒ 00:15:14.620 Robert Tseng: like
88 00:15:17.370 ⇒ 00:15:23.329 Robert Tseng: I’m assuming. If they’re sas, they’re doing some sort of recurring revenue, and so kind of getting like basic
89 00:15:23.610 ⇒ 00:15:36.649 Robert Tseng: active returning churned kind of customers, and at revenue at a revenue level, and then having some lead funnel reporting is, I mean, just just to help them see, like
90 00:15:36.960 ⇒ 00:15:39.880 Robert Tseng: the early stages of
91 00:15:40.610 ⇒ 00:15:51.970 Robert Tseng: the how, how how deals like kind of how how customer, how leads flow through their pipeline, and then kind of the the customer lifecycle? I I wouldn’t even yeah. I I feel like, if we have
92 00:15:52.350 ⇒ 00:15:56.940 Robert Tseng: all this data model for them already. Then I think this would be a great place to start from them.
93 00:15:57.820 ⇒ 00:16:10.829 Uttam Kumaran: Yeah, we have so everything right now. So there, there aren’t even using hubspot yet. So there’s no data in there. Everything right now is coming from segment, which is all the product events stripe.
94 00:16:11.120 ⇒ 00:16:18.450 Uttam Kumaran: which is all the subscription and revenue data, and they have their own. They have their, of course, their product database, which has
95 00:16:18.640 ⇒ 00:16:34.320 Uttam Kumaran: in product information like user ids, organization ids, they have a concept of tokens which is actually what you purchase. So there’s those are the 3 pillars that we’ve modeled today to date. We’ve modeled things like subscriptions customers. Mrr. Arr
96 00:16:34.790 ⇒ 00:16:35.450 Uttam Kumaran: churn.
97 00:16:35.450 ⇒ 00:16:35.879 Robert Tseng: We have.
98 00:16:35.880 ⇒ 00:16:37.560 Uttam Kumaran: Things like, we have, yeah.
99 00:16:37.990 ⇒ 00:16:38.700 Robert Tseng: Okay.
100 00:16:39.496 ⇒ 00:16:40.999 Uttam Kumaran: We have, but we
101 00:16:42.620 ⇒ 00:17:04.419 Uttam Kumaran: like we’ve done. I feel like we’ve made a pretty good dent on like b 2 b saas from the revenue side where we would, where I think there’s a huge opportunity is on the actual product measurement, which is like, what pro, what things are people using, and the funnel by which, like different customers, take so like a really good Cu customer understanding of how they’re using the product.
102 00:17:04.579 ⇒ 00:17:09.839 Uttam Kumaran: I don’t. I feel like that is a wide, open thing, and we have expertise on the team to nail that.
103 00:17:10.390 ⇒ 00:17:20.789 Robert Tseng: Great. So it’s more of a product analytics kind of focus. I think we can. We can do our our audit tracking plan thing. And then also just build out some of the engagement reporting there.
104 00:17:22.130 ⇒ 00:17:30.409 Uttam Kumaran: That’s what I think. I mean, I think they’re gonna grow into like Hubspot in the future. But right now I think it’s purely just like looking at
105 00:17:30.750 ⇒ 00:17:38.230 Uttam Kumaran: it’s gonna be it’s gonna be a lot on attacking churn. It’s gonna be a lot on upsells. It’s gonna be a lot on product usage. If I could think about 3.
106 00:17:39.050 ⇒ 00:17:39.890 Robert Tseng: Okay.
107 00:17:42.600 ⇒ 00:17:47.749 Robert Tseng: yeah. I mean, I guess, Sahana, you want to weigh in on anything. Feel like this will be up your up, your wheelhouse.
108 00:17:48.440 ⇒ 00:17:57.339 Sahana Asokan: Yeah, I think I think so. I mean, product usage, product, analytics, product data, science, all of those kind of projects. Yeah, I think you could just so wait.
109 00:17:57.600 ⇒ 00:18:02.529 Sahana Asokan: Can someone just catch me up? We haven’t done any work for them like, what kind of work have we done for them?
110 00:18:03.220 ⇒ 00:18:08.580 Uttam Kumaran: No, we’ve done a lot of work we’ve done a bunch of. We’ve worked with him for a month.
111 00:18:08.920 ⇒ 00:18:09.320 Sahana Asokan: Okay.
112 00:18:09.320 ⇒ 00:18:14.049 Uttam Kumaran: Which, and we’ve done a shitload of work like we’ve established Snowflake.
113 00:18:14.150 ⇒ 00:18:41.779 Uttam Kumaran: We’ve established Snowflake, Dbt. Establish all their Etl. We have dashboards up and running across customers, subscriptions, organizations. We have core product and sales marts. And then, basically, right now, we’re we’re my, we’re trying to migrate them from bare metrics which they’re currently using to to basically measure their company to real real is the the dashboarding tool that that we’re using.
114 00:18:42.330 ⇒ 00:18:47.470 Sahana Asokan: How are we tracking like product usage, and all that like through our traditional tracking plan? Or do we.
115 00:18:47.470 ⇒ 00:18:48.320 Uttam Kumaran: Public.
116 00:18:48.430 ⇒ 00:18:50.179 Uttam Kumaran: They’re all they’re using segment.
117 00:18:50.490 ⇒ 00:18:52.039 Sahana Asokan: Okay, okay, okay, got it.
118 00:18:52.040 ⇒ 00:19:05.100 Uttam Kumaran: They’re on segment. Yeah. So we ingested all the segment data. Luke, you can probably comment. I mean, we do have, like all the core events, and like what events matter and how they map, to like actual. What matters to the business?
119 00:19:05.567 ⇒ 00:19:09.239 Uttam Kumaran: To give you one more sort of nugget. So people
120 00:19:09.440 ⇒ 00:19:31.260 Uttam Kumaran: so stack blitz I don’t. Maybe I should have even started at what what they do. So Stack Blitz is a company that owns this product called Bolt. If you go to bolt dot new, you’ll you’ll see it. It’s like a sort of hot AI tool that you can just type in what you want to build, and it will literally build and deploy a full stack application with like working back, end, front, end.
121 00:19:31.480 ⇒ 00:19:43.230 Uttam Kumaran: and everything. And so they have really blown up over the past 4 months. You’ll see this in the data. That the product was really like nothing for about
122 00:19:43.320 ⇒ 00:20:05.242 Uttam Kumaran: 6 months, and then they just caught a huge win. Their biggest competitor is this company called Lovable. They’re sort of the 2 leaders in this sort of full stack. AI deployment space. But yeah, they have segment all throughout their product. They have postgres for their product data. And then they have stripe. And that’s really the core sources right now that they’re using.
123 00:20:07.150 ⇒ 00:20:08.210 Sahana Asokan: Sounds good.
124 00:20:09.160 ⇒ 00:20:30.009 Uttam Kumaran: So I think you know what I wrote down is one for March, like we wanted to just migrate and verify accuracy of their metrics. Second, we got an ask from sales, which is just like, Can you tell us who’s using the product? The most and like, that’s so, I just wanna share that’s like the level they’re at like they.
125 00:20:30.010 ⇒ 00:20:30.430 Sahana Asokan: Yeah.
126 00:20:30.430 ⇒ 00:20:31.579 Uttam Kumaran: Don’t have anything.
127 00:20:31.954 ⇒ 00:20:51.199 Uttam Kumaran: The second thing is, they’re onboarding 2 additional data engineers at the end of this month. But most likely I want to turn one of those as like our product owner, meaning someone that can meet with us and sort of help us bridge the gap between the client. But I don’t sort of have a good insight into what we want to do for April or May.
128 00:20:51.845 ⇒ 00:20:56.869 Uttam Kumaran: There’s 2 paths like we. I would like us to come to the table with what? What?
129 00:20:56.990 ⇒ 00:21:07.370 Uttam Kumaran: What does a mature b 2 b Saas organization, you know, need to need to have in terms of reporting, and we can propose that to date all of what we’ve done. I’ve sort of been like
130 00:21:07.500 ⇒ 00:21:15.490 Uttam Kumaran: Mitch. We’re gonna just give you like the core sas measurements that that you need and like just run from there. But
131 00:21:15.610 ⇒ 00:21:20.700 Uttam Kumaran: I don’t know. I would like to come to the table with like couple of options that we can propose to him ideally.
132 00:21:27.440 ⇒ 00:21:36.830 Luke Daque: Yeah, I think I think, for at the moment, the biggest like challenge we have is the data validation. Because we really don’t know
133 00:21:37.040 ⇒ 00:21:44.420 Luke Daque: the exact logic on like, how bare metrics is reporting their numbers compared to like, yeah.
134 00:21:44.600 ⇒ 00:21:48.829 Luke Daque: like, what? How we are doing it at the moment, like the Mrr thing.
135 00:21:49.491 ⇒ 00:21:56.550 Luke Daque: Like subscriptions that have been upgraded and stuff like that. Right? So yeah, that’s probably where
136 00:21:57.260 ⇒ 00:22:00.770 Luke Daque: where we need a lot of help. For March, at least.
137 00:22:02.790 ⇒ 00:22:04.819 Robert Tseng: Do we have access to their metrics?
138 00:22:05.840 ⇒ 00:22:10.069 Uttam Kumaran: We don’t. I can get access. We just got like a we just got like a
139 00:22:10.340 ⇒ 00:22:11.890 Uttam Kumaran: an export of this.
140 00:22:12.380 ⇒ 00:22:17.423 Luke Daque: I have. Yeah, I have screenshots for the month of January. And I think we have, like,
141 00:22:17.900 ⇒ 00:22:23.170 Luke Daque: a few video. What do you call it video recordings of our meetings with Mitch.
142 00:22:23.370 ⇒ 00:22:26.390 Luke Daque: where he shared his screen for some some reports. Yeah.
143 00:22:27.890 ⇒ 00:22:42.749 Robert Tseng: I see, like 2 work streams. We have one where? Yeah, we you’ve built out all this initial reporting. It’s more at like the kind of more abstract, more transaction. Kind of customer customer level. Where you’re more transaction
144 00:22:43.160 ⇒ 00:23:04.049 Robert Tseng: reporting. And we’re trying to build confidence in the reporting there. So maybe they’re anchored to bare metrics. And we’re not really gonna try to reconcile and match their metrics. Obviously, it’s more of a black box there. The the benefit of convincing them to use what we’ve already built is they understand how the logic works inside and out. We can do any sort of customizations.
145 00:23:04.366 ⇒ 00:23:32.569 Robert Tseng: Especially on how they report these different periods on like what an active or or churn customer really looks like. So I think that’s 1 1 own, like someone that’s 1 effort. And then on the other side, like, yeah, really, to build out like the product tracking. And and and the future state. What a product analytics function looks like. I think maybe I mean, I guess, Sahana, I feel like we. You would be a lot stronger on that on that side. To
146 00:23:32.580 ⇒ 00:23:41.733 Robert Tseng: really show like, hey, this is like what the dream state would be like if you’re able to know if you’re able to see like your users in X way or whatever.
147 00:23:43.400 ⇒ 00:23:49.469 Robert Tseng: so I feel like we should split it, and and and and that we should kind of pitch. 2 work streams that way.
148 00:23:51.530 ⇒ 00:23:56.250 Sahana Asokan: Yeah, I think, like, even, maybe like showing them like a product analytics like roadmap or
149 00:23:56.410 ⇒ 00:24:02.789 Sahana Asokan: like what? Like, some of like, the key outcomes of product analytics could be nice. I don’t know.
150 00:24:06.000 ⇒ 00:24:11.920 Robert Tseng: Yeah, how would you approach that do you think we should start with like dashboard in mind, or is there.
151 00:24:11.920 ⇒ 00:24:25.329 Sahana Asokan: I think the product focus dashboards like defining North Star metrics like understanding Kpis across like main product areas. I think that would be probably really big on like product, like something that’s focusing on product usage.
152 00:24:25.530 ⇒ 00:24:41.390 Sahana Asokan: And then another dashboard that ties product usage, that ties the relationship between product usage and arr like that’s that’s a big one that everyone cares about, especially when it comes to product. So I think those are the 2 main dashboards that we would need to build out 1st and then.
153 00:24:41.390 ⇒ 00:24:43.379 Uttam Kumaran: Yeah, I think I think you nailed it.
154 00:24:43.530 ⇒ 00:24:56.050 Sahana Asokan: Top. It’s like, then comes all the ad hoc type of that projects and analyses right? It’s like, 1st is high level product, overview like usage, dow or wow, like ratios, all that generic stuff. And then it’s
155 00:24:56.160 ⇒ 00:25:00.050 Sahana Asokan: strategy. So it’s more like product impact on arr.
156 00:25:03.190 ⇒ 00:25:15.699 Uttam Kumaran: I think you nailed it. Yeah, I’m I think the the piece we’re at right now is we haven’t like no one is looking at our work yet, which is great. But that’s why I wanted to have this conversation, because
157 00:25:15.960 ⇒ 00:25:20.629 Uttam Kumaran: these guys are moving really fast and they have no data. And I can tell that like
158 00:25:21.010 ⇒ 00:25:25.939 Uttam Kumaran: we just need if we’re if we’re gonna start to add people here, we’re gonna need to to support.
159 00:25:26.200 ⇒ 00:25:54.590 Uttam Kumaran: So I think one is I I would love Sahana. If you’re you have bandwidth to to take on this, because I have b 2 b sas experience. But I’m I’ll be, I’ll be. I’ll be everywhere as usual, so I’ll support. But I want to get some help with someone who can actually dive in and say, like, okay, here’s like, here’s how marketing team should should act on users. Here is how like the sales team should take these subsidy users and upsell them to enterprise like they have those types of questions.
160 00:25:54.610 ⇒ 00:25:59.070 Uttam Kumaran: The second piece is, yeah, there’s it’s basically everything on segment
161 00:25:59.150 ⇒ 00:26:17.527 Uttam Kumaran: product usage product funnels. There will probably be like, how do our people even getting to our site, although those those things they’re maybe getting from north, theme or otherwise. And then there’s how are people converting to money. What are the key actions that result in money? What are the metrics we should be layering on?
162 00:26:18.370 ⇒ 00:26:23.719 Uttam Kumaran: We probably have a good opportunity for our team to even run like weekly
163 00:26:24.130 ⇒ 00:26:40.760 Uttam Kumaran: business review or or monthly business reviews. We sort of have free reign. I feel like. So right now we’ve sandbagged a little bit because it was like I was nervous to blow this up anymore. But I do think I want to put it, throw everything at them for this renewal.
164 00:26:40.900 ⇒ 00:26:44.719 Uttam Kumaran: because we’ve we’ve put ourselves in a good spot like we have a lot available now.
165 00:26:49.900 ⇒ 00:26:54.754 Aakash Tandel: All, all that sounds awesome. And I definitely think that’s like a good place to start.
166 00:26:55.360 ⇒ 00:27:18.461 Aakash Tandel: I don’t wanna say after cause that’s that’s like a ton of work. But maybe after we have, like a pretty solid product, analytics suite we can look towards like their marketing to see if they do any type of like the like top of funnel stuff. We can also look at any of the growth marketing that they do if they’re doing like email or push, or anything like that to
167 00:27:18.970 ⇒ 00:27:22.759 Aakash Tandel: from from that side of things. And then I think.
168 00:27:23.297 ⇒ 00:27:26.029 Aakash Tandel: yeah, well, I guess that’s that’s kind of what I was thinking.
169 00:27:30.830 ⇒ 00:27:37.240 Uttam Kumaran: Okay, that’s great. I mean, yeah, I think the next areas that we typically go into is marketing customer service and sales.
170 00:27:37.420 ⇒ 00:27:41.090 Uttam Kumaran: So we can basically be like, pick
171 00:27:41.660 ⇒ 00:27:47.159 Uttam Kumaran: pick what you want right now, product, analytics and revenue.
172 00:27:47.270 ⇒ 00:27:51.540 Uttam Kumaran: If you would consider that, I would say, that’s like, that’s just like software sales.
173 00:27:51.690 ⇒ 00:28:08.470 Uttam Kumaran: Those are the 2 biggest things. They have a. They have a shitloaded product of that data. And the modeling is actually very, very easy. We’ve already modeled everything. It’s pretty easy meaning we can now link all the product events to users users to subscription. Blah, blah.
174 00:28:08.650 ⇒ 00:28:11.050 Uttam Kumaran: So I think there’s really just like.
175 00:28:11.670 ⇒ 00:28:29.719 Uttam Kumaran: we basically either need to come up with our own questions, probably for a bit or directly engage business stakeholders to say what questions you have. Let’s go answer it. That’s the part that I want to know. It would basically be between Amber and Sahana to go
176 00:28:30.190 ⇒ 00:28:38.190 Uttam Kumaran: feel those requirements, answer them and start to build the work streams across. Whoever needs to hear from product analytics. Whoever needs to hear from sales
177 00:28:38.310 ⇒ 00:28:46.180 Uttam Kumaran: right now the whole team is looking at bare metrics, and it’s literally look just looking like a shitty dashboard to run this whole company.
178 00:28:46.736 ⇒ 00:28:58.009 Uttam Kumaran: So I think we have a good opportunity to to move them over to rail and rail already, like we showed them insights within the last 2 weeks that, like they were really really happy to see. So
179 00:28:58.442 ⇒ 00:29:00.439 Uttam Kumaran: I don’t know. I think this could be big.
180 00:29:04.020 ⇒ 00:29:07.808 Amber Lin: It sounds like a good opportunity. Where?
181 00:29:08.960 ⇒ 00:29:11.139 Amber Lin: where are we in that process?
182 00:29:11.250 ⇒ 00:29:18.920 Amber Lin: Are we discussing with them already? Or is this more of a we’re still thinking internally, and then we’re gonna present to them.
183 00:29:19.470 ⇒ 00:29:21.330 Uttam Kumaran: Yeah. So this is where
184 00:29:21.820 ⇒ 00:29:28.160 Uttam Kumaran: I guess I wanted to bring this crew together to kind of figure it out so I can. We can get a meeting with Mitch.
185 00:29:28.310 ⇒ 00:29:32.430 Uttam Kumaran: I sort of want Robert to think about like what the game plan is like.
186 00:29:32.700 ⇒ 00:29:36.149 Uttam Kumaran: Should that call be like, hey, here are the options. Let’s pick.
187 00:29:36.480 ⇒ 00:29:37.830 Uttam Kumaran: And then
188 00:29:38.270 ⇒ 00:29:42.630 Uttam Kumaran: I would basically love if you want to know. And just like, Hey, here’s a proposal we could do for 3 months
189 00:29:42.780 ⇒ 00:29:52.893 Uttam Kumaran: I would love. If, Sahana, you’re there, too, because I think you’ll probably have questions about what’s possible. And ideally, we just try to get this over the hump this week.
190 00:29:54.570 ⇒ 00:30:01.029 Uttam Kumaran: that would probably be my thought. We can send a Pre. Read over. I don’t think he’s gonna read it because they’re very busy, but.
191 00:30:02.860 ⇒ 00:30:04.719 Robert Tseng: Can we grab time with him? Thursday.
192 00:30:05.830 ⇒ 00:30:09.279 Uttam Kumaran: Yeah, I’ll message him right now and just say, Can you grab time? We want to talk about?
193 00:30:09.510 ⇒ 00:30:11.710 Uttam Kumaran: We wanna talk about roadmap, and we? Wanna
194 00:30:12.310 ⇒ 00:30:22.170 Uttam Kumaran: yeah, I’ll just. I’ll just ask. We can talk about roadmap. I think that’d be great moment to introduce you and Amber, and then we can just talk about like what we want to get through.
195 00:30:23.560 ⇒ 00:30:29.510 Sahana Asokan: Fine Thursday, except I’m I’m it has to be before like 3 Pm. East Coast time.
196 00:30:30.730 ⇒ 00:30:33.379 Uttam Kumaran: I’ll ask him about Thursday before 3, and I’ll try to get something.
197 00:30:34.040 ⇒ 00:30:37.094 Sahana Asokan: Okay? Cause. I have a flight at like 2, 30.
198 00:30:37.400 ⇒ 00:30:39.135 Uttam Kumaran: Okay, okay,
199 00:30:40.350 ⇒ 00:30:47.629 Uttam Kumaran: Do you think it’s too many people, Robert, like, I don’t know like we could. It could just be like we use Sahana, too, or
200 00:30:50.190 ⇒ 00:30:55.589 Uttam Kumaran: I just don’t wanna own the like. I just don’t. Wanna I wanna start to bring more people into this. So I’m not the gatekeeper.
201 00:30:56.340 ⇒ 00:31:00.420 Robert Tseng: Yeah. Well, I mean, if he, if he knows that, there’s a renewal coming up. And you wanna yeah.
202 00:31:00.420 ⇒ 00:31:03.100 Robert Tseng: yeah, bring the team. I think that’s I think that’s fair.
203 00:31:03.290 ⇒ 00:31:04.310 Uttam Kumaran: Cool. Okay.
204 00:31:04.920 ⇒ 00:31:07.879 Robert Tseng: Who knows? He might bring. He may bring 2 other people in shock.
205 00:31:09.610 ⇒ 00:31:15.510 Uttam Kumaran: I hope so, please, if it’s not as long as it’s not like you didn’t call then. Yeah, I’m happy to talk to him.
206 00:31:16.500 ⇒ 00:31:17.205 Uttam Kumaran: Yeah.
207 00:31:17.910 ⇒ 00:31:20.259 Robert Tseng: He’s a market. He’s he leads marketing.
208 00:31:21.290 ⇒ 00:31:23.489 Robert Tseng: Yeah, Mitch. So, Mitch, I met Mitch.
209 00:31:23.490 ⇒ 00:31:28.249 Robert Tseng: I don’t know how much he’s gonna bite on the product analytics stuff one. But, okay.
210 00:31:28.250 ⇒ 00:31:32.830 Uttam Kumaran: No, no Mitch Mitch Mitch was like a senior go to market person at Vercell
211 00:31:33.466 ⇒ 00:31:37.299 Uttam Kumaran: Mitch gets it. Yeah, he, he! They want everything
212 00:31:37.420 ⇒ 00:31:39.810 Uttam Kumaran: like, Okay, we’ve we’ve been going.
213 00:31:39.910 ⇒ 00:31:42.539 Uttam Kumaran: We only signed up for 10 HA week.
214 00:31:42.850 ⇒ 00:31:53.552 Uttam Kumaran: and we got all this done. I’m pretty sure I’m basically gonna say like, Hey, we want to do more. I think the key goals for us in the sales side is we want us to move to fixed price.
215 00:31:53.820 ⇒ 00:31:54.600 Robert Tseng: Yeah.
216 00:31:54.600 ⇒ 00:31:59.819 Uttam Kumaran: I. I want us to move to 15 k. Fixed price, and then basically be like by the end of
217 00:32:00.320 ⇒ 00:32:08.089 Uttam Kumaran: like, by the end of April or so, we want to basically be able to answer most product analytics and sales related questions.
218 00:32:08.210 ⇒ 00:32:12.180 Uttam Kumaran: I think that’s the that’s the one liner there.
219 00:32:14.420 ⇒ 00:32:19.310 Uttam Kumaran: Yeah. Mitch is doing everything he’s doing like, go to market partnerships.
220 00:32:19.500 ⇒ 00:32:24.900 Uttam Kumaran: Running ads like these are just he’s just handling everything, literally everything.
221 00:32:27.340 ⇒ 00:32:43.129 Uttam Kumaran: so. But he’s a data guy or like kind of a data guy. So that’s why it’s it’s worked out pretty easily. But he, he can be our product owner. So that’s why we need to start either working directly with the stakeholders in order to get attention, or when they on board some of these new data folks internally.
222 00:32:43.410 ⇒ 00:32:45.870 Uttam Kumaran: We can get some of them to help us out, so.
223 00:32:48.130 ⇒ 00:32:48.630 Aakash Tandel: Yeah, I think.
224 00:32:49.382 ⇒ 00:33:07.340 Aakash Tandel: Already talked about the North Star metric. Some sort of like workshop, I think, would be that would make the most sense, maybe, with Sahana and amber with the business owners, so that we can make sure that we’re trying to answer their questions, too. That’s we actually will start off most engagement with something we call an outcomes workshop. Basically the same thing.
225 00:33:08.310 ⇒ 00:33:11.989 Uttam Kumaran: Yeah, can you talk through that like, what? What’s that process.
226 00:33:12.530 ⇒ 00:33:37.229 Aakash Tandel: Yeah, I mean, it looks usually like, we involve the people who are the main points of contact. So people that are like the equivalent of project manager on their side, and then also people that are like the head of marketing the head of sales, the you know, whatever team. And so we basically get everyone in a room. And we make sure we hear via, like sticky notes or via fig jam, everyone’s
227 00:33:37.230 ⇒ 00:34:05.459 Aakash Tandel: re requests and needs for data. And then that helps us build out the kind of like 3 or 4 main pillars of business objectives. And then from the business objectives. We can get to what the data needs to look like, what the models need to look like, what the dashboard needs to look like. So we’re solving those problems for them so that it makes their life easier. Cause. That’s like the main point of product analytics. Right? We’re trying to. We’re trying to get them to do something with that. So maybe it’s improve the products. Maybe it’s improved customer service, that that type of thing.
228 00:34:06.410 ⇒ 00:34:09.329 Aakash Tandel: And I can. I can put together like a templated.
229 00:34:09.330 ⇒ 00:34:15.269 Uttam Kumaran: Yeah, this sounds like the best workshop ever like I’m running. We should be running these. I love these for this workshop.
230 00:34:16.170 ⇒ 00:34:16.960 Aakash Tandel: Yeah, I can.
231 00:34:16.960 ⇒ 00:34:21.340 Uttam Kumaran: I just. I just did this workshop with urban stems. I had no idea I was doing this workshop.
232 00:34:21.340 ⇒ 00:34:22.380 Aakash Tandel: Yeah, yeah.
233 00:34:22.909 ⇒ 00:34:35.349 Aakash Tandel: yeah, I can put something in a fig gem for us to basically just copy and amber and Sahana can modify it as they see fit for, like, you know, whatever you know, use case they have, or if there’s.
234 00:34:35.350 ⇒ 00:34:51.430 Uttam Kumaran: I would love to run, run this with them as basically like how we’re gonna kick off this next phase Mitch is so is so Mitch is totally swamped with, like actually doing a bunch of stuff like on marketing. So I would love for us to be like, Hey, we’re gonna take.
235 00:34:51.739 ⇒ 00:34:55.879 Uttam Kumaran: Basically they don’t. They’re not gonna have a Pm for their data org, like these guys are, gonna get jammed.
236 00:34:56.297 ⇒ 00:35:07.870 Uttam Kumaran: I can tell, they’re gonna it’s just gonna be like anytime. We’ve hired data people, and they’re sort of like, go figure it out. So I I want us to own the roadmap. And if we own the roadmap, then we’re it’s sort of like
237 00:35:08.200 ⇒ 00:35:11.580 Uttam Kumaran: we’re good. We’re we’re like golden, you know. So if we can.
238 00:35:11.580 ⇒ 00:35:13.620 Amber Lin: We on the roadmap don’t need us.
239 00:35:13.780 ⇒ 00:35:18.499 Uttam Kumaran: Yeah. So if we can propose like, Hey, our next step is to run this workshop. We want to involve
240 00:35:18.720 ⇒ 00:35:46.050 Uttam Kumaran: someone from each of these orgs gather all the feedback. They haven’t done that yet. And also we know what they’re gonna ask. I mean, you know, like what what folks are kind of asking. I know the usual suspect of what people want to know, so we’ll get that all on paper, and then we’ll that’ll be. That’ll be easily. 3 months of work not longer, and then we can start to drive the narrative. I would love. Yeah, if we can get something sort of this template for a workshop. We just we need to run this across, like
241 00:35:46.270 ⇒ 00:35:51.595 Uttam Kumaran: most of our clients, hopefully on Kickoff or on renewal. That would be really great
242 00:35:52.230 ⇒ 00:35:55.710 Uttam Kumaran: I would love to to discuss that with him on Thursday as well.
243 00:35:57.440 ⇒ 00:36:05.449 Aakash Tandel: Cool. I will spend most of my time tomorrow, just like compiling resources for that, so I can hand it off to Sahan and amber.
244 00:36:05.948 ⇒ 00:36:10.509 Aakash Tandel: We can. Yeah, Amber. We can also talk about what it looks like to run that type of workshop, too.
245 00:36:10.900 ⇒ 00:36:11.570 Uttam Kumaran: Yeah.
246 00:36:11.570 ⇒ 00:36:13.549 Amber Lin: Well, that will be really helpful.
247 00:36:14.380 ⇒ 00:36:14.950 Aakash Tandel: Cool.
248 00:36:15.770 ⇒ 00:36:18.530 Uttam Kumaran: Okay, great. Any other questions. Guys?
249 00:36:19.360 ⇒ 00:36:21.836 Uttam Kumaran: yeah. This one is this is
250 00:36:22.640 ⇒ 00:36:27.020 Uttam Kumaran: out of all the clients we’re working for. This is the easiest 10 grand that we make right now.
251 00:36:27.689 ⇒ 00:36:48.960 Uttam Kumaran: To put that in perspective like these guys are have a lot of problems. They have no support. So we have a really really awesome opportunity to nail it for them. And they’re growing like exponentially. So I want us to try to take on as much as possible, and and make sure we can bite off as much scope as we can, and deliver and make some money here, so
252 00:36:51.790 ⇒ 00:37:09.099 Uttam Kumaran: no questions. Then I will send a note as soon as I get Thursday. Scheduled. I’m gonna try to get that on right now before 2 Pm. Any other questions. Just send it to me in the Channel. I will. I’ll make sure that for the folks who don’t already have access to rail. You guys can go and rail and poke around. Look at the data.
253 00:37:10.760 ⇒ 00:37:14.020 Uttam Kumaran: Yeah, it’s you guys will get it. So.
254 00:37:16.130 ⇒ 00:37:16.730 Aakash Tandel: Wait!
255 00:37:17.200 ⇒ 00:37:21.469 Uttam Kumaran: Okay, cool. Alright. We’ll talk then. Thank you for taking the time.
256 00:37:22.120 ⇒ 00:37:22.959 Aakash Tandel: See, y’all have a good one.
257 00:37:22.960 ⇒ 00:37:23.529 Robert Tseng: 21.
258 00:37:23.530 ⇒ 00:37:24.720 Amber Lin: Alrighty! Bye-bye.
259 00:37:24.900 ⇒ 00:37:25.210 Robert Tseng: Hi.