Meeting Title: Robert Tseng’s Personal Meeting Room Date: 2025-03-21 Meeting participants: Keyan Yassini, Uttam Kumaran, Amber Lin, Robert Tseng
WEBVTT
1 00:02:34.550 ⇒ 00:02:35.290 Robert Tseng: Hey!
2 00:02:36.220 ⇒ 00:02:37.020 Uttam Kumaran: Hey!
3 00:02:39.560 ⇒ 00:02:42.289 Robert Tseng: How was? How was the retro
4 00:02:42.460 ⇒ 00:02:50.869 Uttam Kumaran: It was good dude. Well, I just took time to answer like people, or just had a bunch of questions about like full time versus hourly benefits. So I just actually just spent.
5 00:02:51.510 ⇒ 00:02:56.570 Uttam Kumaran: I just spent time sort of did a round table on like what we should do. It was actually good?
6 00:02:56.830 ⇒ 00:03:05.259 Uttam Kumaran: I sort of asked. I asked, like, Hey, what are? What policy should we have for like vacation, or like? What? What? How do people think about this, and it was good. So
7 00:03:06.840 ⇒ 00:03:08.009 Uttam Kumaran: yeah, it was great.
8 00:03:11.525 ⇒ 00:03:15.629 Uttam Kumaran: I got. I got a I guess 2 things, one, yeah. Dude. So
9 00:03:16.350 ⇒ 00:03:18.669 Uttam Kumaran: I’m sitting on this omni contract.
10 00:03:19.591 ⇒ 00:03:23.389 Uttam Kumaran: The product is really good. Actually, it’s like, basically
11 00:03:23.820 ⇒ 00:03:26.659 Uttam Kumaran: like a way, way, better version of looker.
12 00:03:30.010 ⇒ 00:03:41.280 Uttam Kumaran: and I think that we should consider it as like our enterprise sort of data data
13 00:03:41.840 ⇒ 00:03:49.440 Uttam Kumaran: like dashboard offering to that level. The pricing is pretty in line with.
14 00:03:49.870 ⇒ 00:03:52.270 Uttam Kumaran: with, like those other tools, anyways.
15 00:03:52.430 ⇒ 00:03:56.689 Uttam Kumaran: But compared to it’s probably a little bit cheaper than Sigma.
16 00:03:56.850 ⇒ 00:04:02.260 Uttam Kumaran: But I think it’s it was really, really strong. Actually, the other piece is
17 00:04:02.520 ⇒ 00:04:09.359 Uttam Kumaran: they’re offering 25% referral. And they want to give 25% to discount our services
18 00:04:12.670 ⇒ 00:04:15.110 Robert Tseng: I guess. Does that. What does that mean?
19 00:04:15.780 ⇒ 00:04:20.419 Uttam Kumaran: Yeah, I was like, so they’re gonna they’re basically gonna say, we’ll give, we will
20 00:04:20.420 ⇒ 00:04:22.420 Robert Tseng: Give us 50%. And how does that work
21 00:04:22.420 ⇒ 00:04:24.429 Uttam Kumaran: No, no, they will take off.
22 00:04:24.680 ⇒ 00:04:28.230 Uttam Kumaran: They will take whatever 25% of the
23 00:04:28.600 ⇒ 00:04:34.730 Uttam Kumaran: of the value of it. They will just discount it as long as they’re spending it on our services.
24 00:04:35.160 ⇒ 00:04:36.920 Robert Tseng: Something like that. Like they basically
25 00:04:36.920 ⇒ 00:04:39.189 Robert Tseng: covering like 25% of our service fee
26 00:04:39.810 ⇒ 00:04:48.850 Uttam Kumaran: I don’t think they’re covering 25% of our fee. But I think they’re gonna take 25% of the deal value and use it to cover our fee.
27 00:04:49.020 ⇒ 00:04:49.609 Uttam Kumaran: so I don’t
28 00:04:49.610 ⇒ 00:04:50.010 Robert Tseng: I’m not
29 00:04:50.010 ⇒ 00:04:50.789 Uttam Kumaran: Don’t know whether
30 00:04:50.790 ⇒ 00:04:51.120 Robert Tseng: I got it
31 00:04:51.120 ⇒ 00:04:54.259 Uttam Kumaran: Goes to us, or it goes to them in terms of savings.
32 00:04:55.010 ⇒ 00:05:02.160 Uttam Kumaran: But like, for example, that 25% it is does not exist like the the map, the basically the logic there is that
33 00:05:02.780 ⇒ 00:05:05.449 Uttam Kumaran: they want people to go through partners.
34 00:05:06.870 ⇒ 00:05:10.889 Uttam Kumaran: So they’re not only gonna give us 25%, which I think we should.
35 00:05:11.570 ⇒ 00:05:15.320 Uttam Kumaran: I was thinking about what Otter was telling us, and I was like
36 00:05:15.740 ⇒ 00:05:20.760 Uttam Kumaran: we should like, maybe it is. Maybe we should just say no to all referral fees
37 00:05:20.950 ⇒ 00:05:23.379 Uttam Kumaran: and have them pass 50% off.
38 00:05:24.290 ⇒ 00:05:26.040 Uttam Kumaran: They’re gonna give it anyways.
39 00:05:26.500 ⇒ 00:05:27.180 Robert Tseng: Yeah.
40 00:05:31.510 ⇒ 00:05:32.230 Robert Tseng: huh.
41 00:05:32.960 ⇒ 00:05:38.839 Uttam Kumaran: I mean, it’s roughly, these deal sizes are like 20 or 30 grand a year.
42 00:05:39.030 ⇒ 00:05:42.589 Uttam Kumaran: So that’s that’s really like, so 25% of that.
43 00:05:43.740 ⇒ 00:05:46.080 Uttam Kumaran: It’s not like. It’s not like meaningless.
44 00:05:46.370 ⇒ 00:05:48.839 Uttam Kumaran: But I do think that
45 00:05:50.400 ⇒ 00:05:55.959 Uttam Kumaran: I do think that there’s something for us to say like, Hey, we’re not being paid by anyone to recommend these
46 00:05:56.190 ⇒ 00:06:00.669 Uttam Kumaran: especially given. How many tooling conversations we’re starting to have
47 00:06:00.850 ⇒ 00:06:01.460 Robert Tseng: Yeah.
48 00:06:02.040 ⇒ 00:06:06.479 Uttam Kumaran: The second piece is, I may just say, Hey, put 50% towards discounting us.
49 00:06:06.670 ⇒ 00:06:11.489 Uttam Kumaran: and we’ll call it a day on that, and we’ll we’ll we’ll do marketing with them and some other stuff
50 00:06:11.930 ⇒ 00:06:15.799 Robert Tseng: I don’t see any partner pages or anything on their their site. I’m clicking through
51 00:06:16.040 ⇒ 00:06:18.549 Uttam Kumaran: Oh, no, it’s all in the video. There’s nothing on the site
52 00:06:19.970 ⇒ 00:06:20.710 Robert Tseng: Okay.
53 00:06:21.190 ⇒ 00:06:24.530 Uttam Kumaran: Yeah, there’s nothing on the site. I don’t even know whether they have.
54 00:06:25.220 ⇒ 00:06:26.740 Uttam Kumaran: I don’t know whether we’re like
55 00:06:27.000 ⇒ 00:06:30.469 Uttam Kumaran: couple. There’s a couple of people doing this. It seems like we’re very early
56 00:06:30.770 ⇒ 00:06:35.320 Robert Tseng: Got it. Yeah, I mean, they just raise a series B, right? Some. So that seems pretty early
57 00:06:35.320 ⇒ 00:06:35.960 Uttam Kumaran: Yeah.
58 00:06:36.250 ⇒ 00:06:36.820 Robert Tseng: Yeah.
59 00:06:37.610 ⇒ 00:06:43.609 Robert Tseng: okay, yeah. I mean, I’m I’m looking at. I didn’t look at the video yet, but just clicking through their website. And some of the features.
60 00:06:44.070 ⇒ 00:06:47.608 Robert Tseng: Yeah, I mean it. It really does look like Lucas
61 00:06:48.220 ⇒ 00:06:50.640 Uttam Kumaran: Oh, it well, the whole team is ex looker. People
62 00:06:50.640 ⇒ 00:06:52.010 Robert Tseng: Oh, okay.
63 00:06:52.010 ⇒ 00:07:01.979 Uttam Kumaran: Yeah, the whole. The team is all like ex looker people. And they basically built everything in looker. The core functionality difference is one you can do spreadsheets in the tool
64 00:07:02.740 ⇒ 00:07:04.470 Robert Tseng: Okay, yeah, that’s big
65 00:07:04.700 ⇒ 00:07:15.090 Uttam Kumaran: So you can literally like select metrics like you would select them into one sheet, and then you can start another sheet where you can just build like a legit spreadsheet. So that’s 1 thing. Second thing is
66 00:07:15.640 ⇒ 00:07:21.489 Uttam Kumaran: you can actually create calculated fields and then push them back into Dbt.
67 00:07:22.110 ⇒ 00:07:23.449 Robert Tseng: Oh, directly from there
68 00:07:23.450 ⇒ 00:07:24.200 Uttam Kumaran: Yes.
69 00:07:24.690 ⇒ 00:07:26.269 Robert Tseng: Okay, that’s cool.
70 00:07:26.820 ⇒ 00:07:27.650 Uttam Kumaran: Pretty cool.
71 00:07:27.940 ⇒ 00:07:32.240 Uttam Kumaran: Yeah, there’s all there’s like 5 or 6 other like really shitty looker stuff
72 00:07:32.440 ⇒ 00:07:36.860 Uttam Kumaran: that like I used to deal with that they just like solved I mean.
73 00:07:37.080 ⇒ 00:07:39.269 Uttam Kumaran: the kicker was like, it’s so expensive.
74 00:07:39.580 ⇒ 00:07:44.130 Uttam Kumaran: But I would say like, it’s
75 00:07:44.460 ⇒ 00:07:46.999 Uttam Kumaran: pretty good like I I would say
76 00:07:47.140 ⇒ 00:07:51.240 Uttam Kumaran: I would choose them or Sigma for for anything at that. That level
77 00:07:53.410 ⇒ 00:07:57.190 Robert Tseng: Got it cool. Oh, I think Amber’s here, hey? Amber.
78 00:08:01.960 ⇒ 00:08:04.139 Robert Tseng: all good fly on the wall here
79 00:08:04.140 ⇒ 00:08:06.199 Robert Tseng: I do have to jump. No worries.
80 00:08:06.560 ⇒ 00:08:11.253 Robert Tseng: I gotta jump in 20 min. So I’m just gonna go and go through the retro of the week.
81 00:08:12.290 ⇒ 00:08:17.470 Robert Tseng: yeah. And just kind of fill things out. We could just continue to chat sales. So
82 00:08:18.600 ⇒ 00:08:27.600 Robert Tseng: yeah, I guess. Well, I’m gonna pull up the notion and kind of scrum through some stuff. But and anything else on your side. You you met with a few people today at this week Utam, like
83 00:08:27.600 ⇒ 00:08:30.489 Uttam Kumaran: Oh, yeah, let me even let me just like recap like
84 00:08:30.490 ⇒ 00:08:31.540 Robert Tseng: Yeah.
85 00:08:31.540 ⇒ 00:08:39.855 Uttam Kumaran: Second so on Monday, on Monday, okay, on yeah, on
86 00:08:42.090 ⇒ 00:08:52.370 Uttam Kumaran: Yes. So I talked to this where the fuck, okay? So so on on
87 00:08:53.340 ⇒ 00:09:02.120 Uttam Kumaran: on Monday. Wait on Monday or Tuesday. I don’t know where it is. I talked to this guy named, and this came out of the Linkedin
88 00:09:02.310 ⇒ 00:09:03.770 Uttam Kumaran: thing, which is great
89 00:09:04.050 ⇒ 00:09:04.490 Robert Tseng: Cool.
90 00:09:04.490 ⇒ 00:09:05.260 Uttam Kumaran: Killing it.
91 00:09:05.420 ⇒ 00:09:10.389 Uttam Kumaran: 2 dude. 2 2 things out of that is are like panning out to some bigger things.
92 00:09:12.000 ⇒ 00:09:16.280 Uttam Kumaran: So it’s actually, really, really great that we’re that that’s working.
93 00:09:16.930 ⇒ 00:09:20.329 Uttam Kumaran: I chatted with, yeah, this guy, Steven Krause.
94 00:09:20.813 ⇒ 00:09:23.739 Uttam Kumaran: Did I send us think something in the sales leads about that
95 00:09:26.090 ⇒ 00:09:33.319 Uttam Kumaran: Basically he was da da da
96 00:09:33.320 ⇒ 00:09:34.490 Robert Tseng: Steven Strauss.
97 00:09:35.270 ⇒ 00:09:37.280 Robert Tseng: Yeah, like, I’ll just send his
98 00:09:37.280 ⇒ 00:09:39.179 Robert Tseng: the one that Vishnu talked about
99 00:09:39.670 ⇒ 00:09:42.630 Uttam Kumaran: No, no! Oh, Stephen Krause, sorry, Stephen Krause.
100 00:09:42.940 ⇒ 00:09:48.460 Uttam Kumaran: So this guy I called he he was like an enterprise sales at like
101 00:09:48.460 ⇒ 00:09:50.147 Robert Tseng: Alright, stop guessing.
102 00:09:50.710 ⇒ 00:09:58.780 Uttam Kumaran: He was. He was. He was enterprise sales at at like 3 different pretty large.
103 00:10:00.185 ⇒ 00:10:00.950 Uttam Kumaran: Consultancies
104 00:10:01.557 ⇒ 00:10:08.920 Uttam Kumaran: and now, for all sort of focused on azure and the Microsoft Partner network and basically, he’s like
105 00:10:09.380 ⇒ 00:10:15.109 Uttam Kumaran: he just sort of knows how to build partner relationships. He’s he based his advice, like in a nutshell, was like.
106 00:10:15.260 ⇒ 00:10:18.589 Uttam Kumaran: pick a major cloud provider and try to get into their
107 00:10:18.790 ⇒ 00:10:25.896 Uttam Kumaran: pick a major cloud hyperscaler and try to get in the partner network. You have Google, you have azure, and you have
108 00:10:27.500 ⇒ 00:10:45.939 Uttam Kumaran: fucking. Aws! And so he’s like I can. He’s like, I have all the knowledge of how to do this for Amazon, for for Microsoft. I also told him. We’re in the startup network. We use azure for all of our AI stuff. I said, we don’t use azure specifically, but we use snowflake
109 00:10:46.380 ⇒ 00:10:50.340 Uttam Kumaran: on when we could do that on azure. So basically, this guy.
110 00:10:50.520 ⇒ 00:10:55.540 Uttam Kumaran: if someone we should just have another conversation with I don’t know what his play is with us.
111 00:10:56.870 ⇒ 00:11:04.430 Uttam Kumaran: like, but he seems really really helpful. He’s actually just. I told him. We’re speaking at Vixel Con, and he’s like, Oh, cool. I just went and bought a ticket. I’ll be there
112 00:11:04.600 ⇒ 00:11:09.848 Uttam Kumaran: and we should. We could probably grab a coffee with him when when we’re here in Austin.
113 00:11:11.730 ⇒ 00:11:16.469 Uttam Kumaran: I think someone worth talking to. He is at like the Enterprise level.
114 00:11:16.690 ⇒ 00:11:19.559 Uttam Kumaran: and someone who’s like probably 3 or 4 steps.
115 00:11:19.730 ⇒ 00:11:33.080 Uttam Kumaran: He has experienced 3 or 4 steps ahead of us on how to get to that that point, so I would love to set up a follow up call he message saying that like he was basically like, I know, every single Microsoft like partner person.
116 00:11:33.200 ⇒ 00:11:48.830 Uttam Kumaran: And and I can basically do an account mapping exercise. We can go target. He basically said, what you need to do is find a way to target who the account who the Ae is. On some accounts you’re going after accounts you have. And then basically like work with them on
117 00:11:48.950 ⇒ 00:12:05.810 Uttam Kumaran: on like doing the deal. The one thing, he said, is, and Microsoft is is different than the others, where they actually commonly bring in partners on on deals that pretty often. But you just have to have a good relationship with the Ae, so he’s basically like, I can help you do that.
118 00:12:06.840 ⇒ 00:12:07.560 Robert Tseng: Got it.
119 00:12:09.230 ⇒ 00:12:14.376 Robert Tseng: Okay? Yeah, I mean, sorry. I couldn’t find them in slack. So maybe just add them to the part partner thing. But
120 00:12:15.050 ⇒ 00:12:18.199 Uttam Kumaran: Yeah, I just. I just sent it in the sales channel. His Linkedin
121 00:12:20.600 ⇒ 00:12:21.500 Robert Tseng: Okay.
122 00:12:23.753 ⇒ 00:12:32.069 Uttam Kumaran: And then his email is some somewhere here?
123 00:12:32.681 ⇒ 00:12:38.960 Uttam Kumaran: So that’s 1 thing. So I I want to arrange a follow up call between us with us and Key on next week with him.
124 00:12:39.603 ⇒ 00:12:43.370 Uttam Kumaran: This guy. He kind of goes a million miles an hour, but
125 00:12:43.620 ⇒ 00:12:45.680 Uttam Kumaran: he knows he knows a lot like
126 00:12:46.020 ⇒ 00:12:52.670 Uttam Kumaran: I don’t know. I think we’ll have to suss out what what he can help us with. So that was one thing. On Wednesday I met with the head of
127 00:12:52.980 ⇒ 00:12:56.149 Uttam Kumaran: I met with the CEO of this company. Workweek.
128 00:12:57.990 ⇒ 00:13:04.240 Uttam Kumaran: Work week is a they used to be at one of the biggest sort of ghostwriting agencies.
129 00:13:06.960 ⇒ 00:13:11.320 Uttam Kumaran: And they pivoted to. Now, they sort of like build.
130 00:13:11.790 ⇒ 00:13:17.550 Uttam Kumaran: They like they’re building like entire content verticals and like
131 00:13:18.190 ⇒ 00:13:30.670 Uttam Kumaran: basically like productized communities within these verticals, like they kind of pivoted at a friend that used to work there and then a friend of mine who’s a Vc. Here they invested like 10 million in these guys round
132 00:13:30.850 ⇒ 00:13:33.649 Robert Tseng: Hey? Raise huh?
133 00:13:34.020 ⇒ 00:13:35.290 Robert Tseng: No. Nothing. Yeah. Keep going.
134 00:13:35.440 ⇒ 00:13:37.870 Uttam Kumaran: Yeah, they raised 12.5. My friend
135 00:13:38.240 ⇒ 00:13:46.260 Uttam Kumaran: is at next coast ventures with which led the round with like 10 or 11 million. Basically, I met him. We talked a lot about AI stuff
136 00:13:46.370 ⇒ 00:13:56.250 Uttam Kumaran: I’m meeting. He wanted me to talk to their data team. I don’t think this is opportunity for us to sell. They actually have really pretty good people. But I want to find 2 things. One.
137 00:13:56.350 ⇒ 00:14:05.989 Uttam Kumaran: my friend, Michael Maloney, is the Vc. He was like dude. You should talk to their data team. But you should find a way to get plugged in one of these guys newsletters. They basically have, like 500,000
138 00:14:06.160 ⇒ 00:14:13.549 Uttam Kumaran: readers across several Newsletters. He’s like, maybe they’ll cut you a deal to do some advertising or so do some marketing with them.
139 00:14:14.255 ⇒ 00:14:17.004 Uttam Kumaran: But other, otherwise just a good guide to know
140 00:14:17.810 ⇒ 00:14:18.650 Robert Tseng: This guy.
141 00:14:20.830 ⇒ 00:14:23.890 Uttam Kumaran: No, no, not Nick Trimmer. Nick Trimmer is a good guy, though.
142 00:14:24.560 ⇒ 00:14:26.409 Robert Tseng: No, I just looked at work week, so I thought
143 00:14:26.410 ⇒ 00:14:37.140 Uttam Kumaran: Oh, yeah, yeah. So Nick Trimmer actually helped us help Nick Trimmers, a friend of mine. He used to work there. Yeah. And he helped us put together our original like content marketing strategy.
144 00:14:38.390 ⇒ 00:14:41.659 Uttam Kumaran: Sort of all the stuff we’ve done on the SEO, and like content side
145 00:14:41.970 ⇒ 00:14:42.499 Robert Tseng: If you look at
146 00:14:42.500 ⇒ 00:14:46.279 Uttam Kumaran: Notion you have. There’s a content strategy documents here
147 00:14:46.280 ⇒ 00:14:46.830 Robert Tseng: That yes.
148 00:14:46.830 ⇒ 00:14:49.000 Uttam Kumaran: Yeah, he wrote. Those with me.
149 00:14:49.646 ⇒ 00:14:57.138 Uttam Kumaran: But it’s another guy’s name’s Adam something. Yeah, that’s that’s 1 thing.
150 00:14:59.180 ⇒ 00:15:04.190 Uttam Kumaran: everybody I talk to asks if they can invest in us, so I don’t. I say
151 00:15:04.470 ⇒ 00:15:11.410 Uttam Kumaran: you can give me clients and but I guess that being said.
152 00:15:11.670 ⇒ 00:15:17.660 Uttam Kumaran: I think we should continue to lean on our partnership thing. And so that’s the last. Probably probably last thing I’ll say is.
153 00:15:18.290 ⇒ 00:15:23.249 Uttam Kumaran: I have several. I had a conversation with pies this week about just sort of like.
154 00:15:23.530 ⇒ 00:15:27.799 Uttam Kumaran: how can we get more people that are external.
155 00:15:27.900 ⇒ 00:15:37.979 Uttam Kumaran: who maybe want to do something like a brain forge themselves, or maybe aren’t catching steam or like connected, but like don’t actually want to execute, but still want to make some money because they can
156 00:15:38.210 ⇒ 00:15:57.580 Uttam Kumaran: stell. How do we get them to be partners like in some sort of fashion? I have several people like this who I know are brushing shoulders with other people and know what we do and are somewhat in data that I’m like, how can I get these people just just pitch us versus
157 00:15:58.080 ⇒ 00:15:59.490 Uttam Kumaran: versus them?
158 00:16:01.720 ⇒ 00:16:08.060 Uttam Kumaran: So I don’t know. That’s 1 thing that I think we should try and prioritize
159 00:16:09.680 ⇒ 00:16:13.859 Uttam Kumaran: in particular, my friend Jody Hash. I just posted his linkedin.
160 00:16:14.090 ⇒ 00:16:22.919 Uttam Kumaran: He? He left a bunch of feedback on our partner, Kit. He’s like a perfect example of this. He was in industry for a while in consulting left
161 00:16:23.070 ⇒ 00:16:26.069 Uttam Kumaran: took a break, cut his back. Sort of doing like
162 00:16:26.190 ⇒ 00:16:34.340 Uttam Kumaran: solo things. James actually came from Jodi, like, I’m paying James through Jody and
163 00:16:34.570 ⇒ 00:16:39.780 Uttam Kumaran: Dodi is just sort of like, well connected. He does some deals. He’s sort of like placing people. He’s also like
164 00:16:40.080 ⇒ 00:16:46.919 Uttam Kumaran: connected to enterprise. He’s a perfect candidate for like, how can I get him to think about us when he’s like talking to some
165 00:16:47.450 ⇒ 00:16:52.800 Uttam Kumaran: head of data somewhere about, like a potential offer for him? And he’s like I can’t take it. But, like
166 00:16:53.420 ⇒ 00:16:58.340 Uttam Kumaran: you should go talk to Brainforge. How do we? How do we make that possible?
167 00:17:00.620 ⇒ 00:17:01.380 Robert Tseng: Got it
168 00:17:04.530 ⇒ 00:17:10.510 Uttam Kumaran: And he’s like a good friend. He’s like a friend of the company. So he gave some good feedback on our partner, Kit, like
169 00:17:10.750 ⇒ 00:17:20.819 Uttam Kumaran: wording, but also like just like a couple of things to change. And I think he would be good person to sort of start to build like our basically an external like Bd function almost
170 00:17:22.220 ⇒ 00:17:22.635 Robert Tseng: Okay.
171 00:17:23.819 ⇒ 00:17:36.539 Robert Tseng: cool. I think Keon’s here. So let me just say a few things before kind of we. We split up here. But yeah, let me just kind of scrub through this. So as far as proposals that were lost, we’ll kind of close out some of these, I think, fabricate. We probably lost it. I don’t think we
172 00:17:38.610 ⇒ 00:17:45.830 Robert Tseng: I’m just gonna closes that loop with Assan hasn’t gone back. We follow up a couple of times. So I’m gonna just call that loss now.
173 00:17:46.911 ⇒ 00:17:53.009 Robert Tseng: Also ghosted televiro. I guess we
174 00:17:53.550 ⇒ 00:17:54.840 Uttam Kumaran: Yeah, that’s done.
175 00:17:54.840 ⇒ 00:17:55.710 Robert Tseng: That’s done
176 00:17:55.710 ⇒ 00:18:01.890 Uttam Kumaran: They? Yeah, they strung us along, and then they were like budget just sucks. But whatever
177 00:18:02.120 ⇒ 00:18:03.590 Robert Tseng: It was budget. Alright.
178 00:18:05.727 ⇒ 00:18:10.039 Robert Tseng: This one is actually still live. I think he’s I talked to him earlier today
179 00:18:10.340 ⇒ 00:18:15.290 Robert Tseng: we should probably still hit up the the. This calculates it’s not completely lost yet, but
180 00:18:16.170 ⇒ 00:18:18.309 Robert Tseng: I will go up there.
181 00:18:19.090 ⇒ 00:18:23.779 Robert Tseng: Yep, that’s next week, almost Friday. We followed up yesterday. Pretty sure. That’ll
182 00:18:24.020 ⇒ 00:18:25.449 Robert Tseng: I’ll give it one more week.
183 00:18:27.110 ⇒ 00:18:30.679 Robert Tseng: I are. I’m talking to Patrick on Tuesday
184 00:18:31.240 ⇒ 00:18:37.650 Robert Tseng: at bay. This is the same same situation here.
185 00:18:38.090 ⇒ 00:18:41.600 Robert Tseng: Yeah, I’ve I’m trimming this down. I think. I feel like.
186 00:18:47.920 ⇒ 00:18:51.970 Robert Tseng: yeah, this group by anything here
187 00:18:55.168 ⇒ 00:18:59.080 Uttam Kumaran: No, there’s nothing there.
188 00:18:59.670 ⇒ 00:19:00.300 Robert Tseng: Okay?
189 00:19:03.980 ⇒ 00:19:06.829 Robert Tseng: Yeah. I’ll follow up Tuesday.
190 00:19:07.950 ⇒ 00:19:11.339 Robert Tseng: I think we ended up losing this budget
191 00:19:11.340 ⇒ 00:19:15.220 Uttam Kumaran: Yeah, I’m I? Well, the yeah, the guy from group I actually.
192 00:19:15.900 ⇒ 00:19:23.880 Uttam Kumaran: I’m gonna meet. I’m actually gonna meet him next week. Never mind, I was like, who the fuck is. Group by, yeah. So actually, I’m gonna meet them next week.
193 00:19:24.100 ⇒ 00:19:26.889 Uttam Kumaran: I don’t know like this came through the Linkedin thing
194 00:19:27.600 ⇒ 00:19:28.180 Robert Tseng: Yeah.
195 00:19:28.180 ⇒ 00:19:29.820 Uttam Kumaran: So I don’t know. You can probably
196 00:19:29.820 ⇒ 00:19:30.480 Robert Tseng: Okay.
197 00:19:30.480 ⇒ 00:19:32.550 Uttam Kumaran: Well, that’s a good. I’ll follow up right now.
198 00:19:33.270 ⇒ 00:19:33.910 Robert Tseng: Okay.
199 00:19:41.250 ⇒ 00:19:50.483 Robert Tseng: cool. So those are the active, active leads that we’re talking to. As far as like kind of key on, you’re asking about like, like, what accounts we’re targeting? How do we go and like actually hit them up?
200 00:19:51.470 ⇒ 00:19:52.820 Robert Tseng: let’s see.
201 00:19:53.200 ⇒ 00:19:56.140 Robert Tseng: So in sales nav, I do have like
202 00:19:56.330 ⇒ 00:19:58.620 Robert Tseng: a few lead lists, I’m thinking.
203 00:19:58.830 ⇒ 00:20:00.840 Robert Tseng: maybe I just wanna give you
204 00:20:01.670 ⇒ 00:20:06.420 Robert Tseng: these accounts. Is it 14? I don’t know. This could be a starting point.
205 00:20:07.275 ⇒ 00:20:13.220 Robert Tseng: These are all folks that we’ve talked to at some point, and just try to figure out how we can get in a call with them. They’re all kind of random, though.
206 00:20:13.680 ⇒ 00:20:15.750 Robert Tseng: so I don’t know if this is the best
207 00:20:15.940 ⇒ 00:20:20.479 Robert Tseng: one, or we go off of a lead list where we’re kind of just
208 00:20:21.850 ⇒ 00:20:26.944 Robert Tseng: talking to the people that we’ve had on on our in our, in our
209 00:20:27.490 ⇒ 00:20:29.746 Robert Tseng: in our Linkedin campaigns.
210 00:20:31.420 ⇒ 00:20:38.619 Robert Tseng: yeah, I I guess what would. What would be helpful for to to give you a list to, to to go after here
211 00:20:38.620 ⇒ 00:21:05.499 Keyan Yassini: Yeah, I think. Yeah. Thanks for explaining that. Sorry I was late. I had a customer call, go kind of long. But yeah, I think if you could just send me the the accounts that you guys were targeting, and I can kind of figure out some ways. To kind of break in, and then all the the information for the folks in those accounts that we’ve reached out to. That’s in hey? Reach right
212 00:21:06.929 ⇒ 00:21:07.529 Robert Tseng: Yeah.
213 00:21:07.530 ⇒ 00:21:08.280 Robert Tseng: Okay. So
214 00:21:08.280 ⇒ 00:21:13.299 Robert Tseng: for anybody that, yeah, that we’ve that we’ve hit with a campaign. And in a campaign, yeah, it’s any reach
215 00:21:13.300 ⇒ 00:21:26.349 Keyan Yassini: Okay? Great, yeah. So if you just share me those account lists, and I can look for maybe additional contacts that I could reach out to and like try to network with and then I can fall back on the ones that we’ve had conversations with. Looking through, hey? Reach as well
216 00:21:27.050 ⇒ 00:21:28.900 Robert Tseng: Okay, oops.
217 00:21:34.650 ⇒ 00:21:36.000 Robert Tseng: So
218 00:21:39.510 ⇒ 00:21:40.430 Robert Tseng: got it.
219 00:21:44.570 ⇒ 00:21:57.920 Robert Tseng: Yeah. So in here you would see all the lead lists. These don’t at the account level, though. So yeah, and hey reach, you’d only be able to see like the lead list account list would probably have to come from sales nav. And then
220 00:21:58.030 ⇒ 00:22:05.430 Robert Tseng: I don’t know. I’m assuming you have sales now, so I can just kind of share the list with you. And then maybe I could. You could still work with that
221 00:22:05.430 ⇒ 00:22:09.529 Keyan Yassini: Yeah, I’m using Utam’s account for his sales navigator license. So
222 00:22:09.530 ⇒ 00:22:10.379 Robert Tseng: Oh, great. Yeah.
223 00:22:10.380 ⇒ 00:22:13.250 Keyan Yassini: You, Tom. Then I can just look at it on there
224 00:22:13.610 ⇒ 00:22:15.840 Robert Tseng: Okay, cool.
225 00:22:19.150 ⇒ 00:22:39.879 Robert Tseng: yeah. So I think there’s there’s a few more that I want to add to this list, I think, before I was trying to keep this pipeline at least 20 active conversations. I think I’m less concerned about hitting that number. Yet. 20 is actually a lot to kind of keep track of. So I think as long as I’m somewhere between 10 to 20 or 1010 to 15, I feel like I I’m I’m good with that. And then
226 00:22:40.296 ⇒ 00:22:47.039 Robert Tseng: yeah, those will probably be the the 10 to 15 that I will actively just be talking about in the sales channel.
227 00:22:47.539 ⇒ 00:22:58.729 Robert Tseng: I mean, there’s a lot of other like conversations that we started, but I don’t put them into this active list unless we’ve had like a positive response, or somebody’s given us a warm intro or something like that. So
228 00:23:02.010 ⇒ 00:23:04.370 Robert Tseng: yeah, other than that, I would say.
229 00:23:05.920 ⇒ 00:23:15.510 Robert Tseng: I think we talked and I discussed like, okay, we pretty much lost like 3 deals off price the past 2 weeks. So at least on the data side, trying to think about like.
230 00:23:15.960 ⇒ 00:23:17.970 Robert Tseng: okay, maybe we just need to
231 00:23:19.210 ⇒ 00:23:33.359 Robert Tseng: just just build some more momentum. Get get a few few deals through the door that just to get more Logos in that don’t necessarily meet the revenue profile we want, so it’d be somewhere between 5 to 10 K. But it’s not going to be 10 k plus
232 00:23:33.791 ⇒ 00:23:39.140 Robert Tseng: cause. I feel like, yeah, we’ve kind of just have been pretty dry the past past couple of weeks.
233 00:23:39.860 ⇒ 00:23:52.759 Robert Tseng: But this is all like mostly data stuff. So on the AI side, we’re not really selling anymore. Now that we told, we turned off the legal AI campaigns, so need to think about like how to get that going again. So
234 00:23:52.950 ⇒ 00:23:59.769 Robert Tseng: I don’t know time you’re meeting with people that come through the campaign. You’re speaking, at events. But also, yeah, if you.
235 00:24:01.950 ⇒ 00:24:20.289 Robert Tseng: I mean, I’m I’m just pushing on the data side. So I think, for for AI selling AI like we, we maybe we need to strategize a bit how we’re gonna devote more resources to that, because none of our campaigns or or follow ups are really like AI focus. Right now.
236 00:24:20.770 ⇒ 00:24:29.542 Uttam Kumaran: Yeah. And and also, like, I’m I’m meeting people. But I I wanna be able to just get them into like a a funnel. And so
237 00:24:30.390 ⇒ 00:24:45.180 Uttam Kumaran: like, whether that’s like cool like I would love to get like. Let let me get you booked, and I pass it off to like you and Keon, or I wanna make that process smooth because I’m gonna prioritize meeting like at least 2030 people a week.
238 00:24:45.370 ⇒ 00:24:54.469 Uttam Kumaran: But like, of course, it’s gonna be very hard for me, in addition to just doing the normal stuff every day to go get those people in funnel and meetings
239 00:24:54.590 ⇒ 00:25:01.509 Uttam Kumaran: like, how how should I? Can I hand that off to y’all and like what do you think is the best? Is the best process for those leads
240 00:25:03.413 ⇒ 00:25:07.660 Robert Tseng: I may meet people who it’s like, we’re not pitching to them. We may pitch to their team. So
241 00:25:07.910 ⇒ 00:25:08.520 Robert Tseng: yeah.
242 00:25:09.388 ⇒ 00:25:20.940 Robert Tseng: I mean, I feel like. Just if you put it in this in the sales slack channel. I feel like I’ve not let anything drop through that yet, so it’ll it’ll get added here. So obviously, just give us some context like.
243 00:25:21.050 ⇒ 00:25:27.989 Robert Tseng: yeah, sometimes you meet someone you’re not selling to them directly you’re selling to somebody else. And that they’re gonna connect you to or
244 00:25:28.427 ⇒ 00:25:32.589 Robert Tseng: they’re actually a partner or whatever. So maybe we should think about like what that
245 00:25:33.350 ⇒ 00:25:39.409 Robert Tseng: I mean, I don’t have doesn’t have to be that structure, but at least enough details that I know where where to put them and what the follow up is
246 00:25:40.240 ⇒ 00:25:58.080 Uttam Kumaran: Okay? So yeah, I mean, that’s my priority is just to go for volume in terms of getting them into funnel. I will. I will have to leave it to you guys. Yeah, we’re doing a webinar in a few weeks. I’m speaking in 2 weeks at a thing here. We’re speaking at Vixel con.
247 00:25:58.190 ⇒ 00:26:05.030 Uttam Kumaran: I’m starting. I’m basically like pushing, pushing, pushing the marketing team to like
248 00:26:05.150 ⇒ 00:26:09.629 Uttam Kumaran: shut the door on some of these assets so that I could start firing this off.
249 00:26:10.145 ⇒ 00:26:13.610 Uttam Kumaran: It’s been an absolute pain to like get that.
250 00:26:13.870 ⇒ 00:26:22.580 Uttam Kumaran: And like. So I’m I’m just doing my best to meet with that team almost every day and say, like close a fucking door on some of these sales assets?
251 00:26:23.207 ⇒ 00:26:37.899 Uttam Kumaran: So they are like 8, probably like 80. There, I don’t want to send stuff out that has like wrong information, or the information is confusing, which is a lot of our documents are are like somewhat like that, because
252 00:26:38.070 ⇒ 00:26:51.379 Uttam Kumaran: they just like don’t know how to do the copy. So we’re close as soon as like the deck is ready. I’m also sending those to friends of the companies that would be buyers to basically give feedback
253 00:26:52.095 ⇒ 00:26:58.089 Uttam Kumaran: on like, would I you if I was showing this deck? Would this be effective. What can we improve?
254 00:26:58.514 ⇒ 00:27:05.129 Uttam Kumaran: And so I’m like hoping by the end of next week it’s sort of a wrap on like there shouldn’t. I don’t want to have conversations about
255 00:27:05.560 ⇒ 00:27:10.539 Uttam Kumaran: documents except for net new stuff. So you can kind of hold me to that.
256 00:27:10.932 ⇒ 00:27:15.299 Uttam Kumaran: I’m gonna get us some more feedback there and then. Yeah, I mean, I just want to text.
257 00:27:15.450 ⇒ 00:27:24.456 Uttam Kumaran: I want to text the one pager or the deck to like everybody I’ve like ever met. That’s like in a leadership position. So that’s my goal.
258 00:27:25.500 ⇒ 00:27:26.190 Uttam Kumaran: yeah.
259 00:27:28.640 ⇒ 00:27:30.160 Robert Tseng: Okay. Yeah.
260 00:27:30.870 ⇒ 00:27:36.226 Uttam Kumaran: Just keep hitting the marketing channel with other sales assets we need. It’ll just get put in the backlog.
261 00:27:38.130 ⇒ 00:27:46.110 Robert Tseng: Yeah, I kind of just like as I’m talking to someone. And I’m just like, Oh, what do we have to give them? Then? That’s when I kind of have ideas that I just. I put in the channel
262 00:27:46.580 ⇒ 00:27:47.150 Uttam Kumaran: Okay.
263 00:27:47.810 ⇒ 00:27:51.460 Keyan Yassini: Tom, are you sending out invites for that webinar, or like, how are you kind of driving
264 00:27:51.460 ⇒ 00:27:58.090 Uttam Kumaran: It’s on Linkedin. But yes, I’m going to also start hitting people directly with like.
265 00:27:58.770 ⇒ 00:28:05.389 Uttam Kumaran: come to this, or as I meet people come to this also, we’re gonna start posting for my account, and we’re gonna start replying with like.
266 00:28:05.800 ⇒ 00:28:07.830 Uttam Kumaran: comes here more at this webinar
267 00:28:08.702 ⇒ 00:28:13.589 Uttam Kumaran: but then you’re the Webinar King. So you tell me what we need to do with that? I’m just gonna talk so
268 00:28:13.590 ⇒ 00:28:29.410 Keyan Yassini: Well, I mean, if you guys haven’t sent out emails related to that, I definitely would send out any emails that to people that you guys have lost business to like the ones that you guys are even talking about recently, I think it might be worthwhile, just kind of sending those people emails. If they want to join.
269 00:28:29.410 ⇒ 00:28:49.389 Keyan Yassini: they can, if not like. Oh, well, but anyone that you spoke to like in the past, or even I don’t know how. I haven’t really looked too deep into it yet, but like maybe even some of your current customers so they can get ideas of maybe some expansion opportunities kind of anything related to that, really.
270 00:28:49.890 ⇒ 00:29:01.420 Keyan Yassini: but even like prospects that we haven’t spoken to like it might be they might see like, oh, this! This is something that might interest me, and they might join, and we might be able to strike up business from that as well. So
271 00:29:01.420 ⇒ 00:29:02.040 Uttam Kumaran: Yeah.
272 00:29:04.020 ⇒ 00:29:09.183 Uttam Kumaran: I mean, like, what are, what are the steps we need to take there? Like, I like, if
273 00:29:10.760 ⇒ 00:29:11.610 Uttam Kumaran: if
274 00:29:11.790 ⇒ 00:29:18.959 Uttam Kumaran: yeah, I guess like you can work with marketing and getting like copy. And then like, what is the best way to get those emails out like.
275 00:29:19.350 ⇒ 00:29:24.100 Uttam Kumaran: do we just shove like? Should we just send it out manually like, what do you think? What do you want to do
276 00:29:25.187 ⇒ 00:29:26.980 Keyan Yassini: Let me see.
277 00:29:27.210 ⇒ 00:29:35.480 Keyan Yassini: Okay. Sounds good. See you, Robert. Thanks. Does. Hey? Reach? Hey? Reach is only Linkedin automation. No
278 00:29:35.480 ⇒ 00:29:38.079 Uttam Kumaran: Yeah, but we have instantly, though.
279 00:29:39.170 ⇒ 00:29:42.409 Uttam Kumaran: And you can send stuff from. We have a bunch of domains there
280 00:29:43.750 ⇒ 00:29:46.690 Keyan Yassini: Okay, I haven’t used that before.
281 00:29:48.744 ⇒ 00:29:55.299 Amber Lin: Just a quick note. It’s our meeting with Dan, right now. Do we need to go there
282 00:29:55.430 ⇒ 00:30:01.509 Uttam Kumaran: Yeah, let me. I I texted him. He said. He. It said he read the message. Can you hop and just check if he’s there?
283 00:30:01.510 ⇒ 00:30:02.409 Amber Lin: Yeah, I’ll go.
284 00:30:02.410 ⇒ 00:30:03.480 Amber Lin: Yeah. Okay.
285 00:30:03.480 ⇒ 00:30:04.080 Amber Lin: Emily.
286 00:30:04.260 ⇒ 00:30:04.880 Uttam Kumaran: All right.
287 00:30:06.290 ⇒ 00:30:15.990 Keyan Yassini: Okay, but yeah, I I can use some like, link like email automation thing. And then just mass, blast a bunch of people with the invite. I don’t think I need any copy like I’ll just. I’ll just add the link
288 00:30:15.990 ⇒ 00:30:16.560 Uttam Kumaran: Yeah. Dude.
289 00:30:16.560 ⇒ 00:30:17.070 Keyan Yassini: Then pose.
290 00:30:17.070 ⇒ 00:30:20.690 Uttam Kumaran: Anything where you have to deal with other people is gonna, be
291 00:30:21.100 ⇒ 00:30:24.109 Uttam Kumaran: gonna, take more time here. I added you to the, to the.
292 00:30:24.230 ⇒ 00:30:28.070 Uttam Kumaran: to the channel where we’re talking about the webinar in case you need anything
293 00:30:28.070 ⇒ 00:30:28.480 Keyan Yassini: Okay.
294 00:30:29.036 ⇒ 00:30:32.930 Uttam Kumaran: But my, the I’ll send you this
295 00:30:33.895 ⇒ 00:30:43.409 Uttam Kumaran: in the zoom chat. This is the one password, for instantly we have like 20 domains, basically sitting there that you can just blast stuff from
296 00:30:43.610 ⇒ 00:30:44.080 Keyan Yassini: Perfect.
297 00:30:44.419 ⇒ 00:30:48.159 Uttam Kumaran: There are. You can see all the emails we sent before
298 00:30:49.310 ⇒ 00:30:53.259 Uttam Kumaran: And then, yeah, I think I could. Just, I can just Re.
299 00:30:54.070 ⇒ 00:31:01.200 Uttam Kumaran: I can just basically start paying for it again. If you want to just do that, if you’re committed. If you’re if you’re like, yeah, let’s just rip that. Then I’ll just probably hit pay right now.
300 00:31:01.600 ⇒ 00:31:26.250 Keyan Yassini: Yeah, I mean, I think for for this, like, it’s a perfect way to just get people engaged and people that we haven’t been speaking to like I can get a list of like I don’t know with with Linkedin Sales Navigator. It’s easy to find, like at least like 300 to 400 people that we can fire off invites to. Maybe I don’t know 30 people, 20 people will actually join. But you know better than nothing
301 00:31:27.060 ⇒ 00:31:28.822 Uttam Kumaran: Yeah, I’m down
302 00:31:29.900 ⇒ 00:31:39.558 Uttam Kumaran: so I just I just re upped it on instantly. Let me just make sure. Let me see if I can just invite you through your normal email, too, or maybe not.
303 00:31:41.940 ⇒ 00:31:42.700 Uttam Kumaran: Yeah.
304 00:31:48.810 ⇒ 00:31:53.849 Uttam Kumaran: Oh, fuck. Okay. I don’t know. It’s not letting me invite like more than more than one fucking person
305 00:31:54.160 ⇒ 00:31:56.220 Keyan Yassini: That’s alright. Yeah, I’ll just use this for the time being.
306 00:31:56.220 ⇒ 00:31:59.880 Uttam Kumaran: Use mine. And then, yeah, basically it. It’s like.
307 00:32:00.880 ⇒ 00:32:02.329 Uttam Kumaran: you’re smart. You’ll be fine. It’s just
308 00:32:02.330 ⇒ 00:32:03.259 Keyan Yassini: I’ll figure it out. Yeah.
309 00:32:03.260 ⇒ 00:32:05.480 Uttam Kumaran: Put all the fucking, whatever
310 00:32:05.842 ⇒ 00:32:12.160 Uttam Kumaran: you can see, though, we have like a shit ton of people, we’ve emailed the past. And yeah, it looks like we have about like
311 00:32:12.970 ⇒ 00:32:16.270 Uttam Kumaran: dude. They bought all these fucking domains. We have like 30 domains
312 00:32:16.270 ⇒ 00:32:18.479 Keyan Yassini: Doesn’t. Hubspot doesn’t do something similar to this
313 00:32:18.480 ⇒ 00:32:20.869 Uttam Kumaran: You can do with Hubspot, too, but like
314 00:32:20.870 ⇒ 00:32:21.710 Keyan Yassini: It’s not as good
315 00:32:21.710 ⇒ 00:32:24.650 Uttam Kumaran: I don’t want to even get in there. It’s gonna be mad, complicated
316 00:32:24.650 ⇒ 00:32:26.250 Keyan Yassini: Okay, okay, yeah. I’ll just try it.
317 00:32:26.250 ⇒ 00:32:29.409 Uttam Kumaran: You could try it like we have it. You could try if you want, but
318 00:32:29.670 ⇒ 00:32:31.730 Keyan Yassini: No, if you think this is easier, I’ll just rip this
319 00:32:31.730 ⇒ 00:32:32.729 Uttam Kumaran: Pretty easy. Yeah.
320 00:32:32.730 ⇒ 00:32:33.690 Keyan Yassini: Yeah, okay.
321 00:32:33.690 ⇒ 00:32:43.169 Uttam Kumaran: So you could go to campaign. You can create a new campaign. And you literally can just load up all the emails. If it’s just if it’s a static thing, you can. You can basically
322 00:32:43.820 ⇒ 00:32:48.220 Uttam Kumaran: just rip that if you want to do more enrichment and stuff, we can talk about it. But
323 00:32:48.390 ⇒ 00:32:50.917 Keyan Yassini: Yeah, no, I think I think that should be fine.
324 00:32:51.170 ⇒ 00:32:51.670 Uttam Kumaran: Okay.
325 00:32:51.670 ⇒ 00:32:54.300 Keyan Yassini: And I’ll play around with it and figure it out so
326 00:32:54.510 ⇒ 00:32:55.060 Uttam Kumaran: Okay.
327 00:32:55.060 ⇒ 00:32:57.540 Keyan Yassini: Cool, alright man, good talking to you. I’ll get out
328 00:32:57.540 ⇒ 00:32:59.450 Uttam Kumaran: Yeah. Dude. Okay. Okay, thank you.
329 00:32:59.450 ⇒ 00:33:00.960 Keyan Yassini: Yeah. See you. Bye-bye.