Meeting Title: Robert Tseng’s Personal Meeting Room Date: 2025-04-08 Meeting participants: Robert Tseng, Uttam Kumaran, Amber Lin
WEBVTT
1 00:03:25.780 ⇒ 00:03:26.590 Uttam Kumaran: Hey!
2 00:03:27.600 ⇒ 00:03:28.540 Amber Lin: Hi autumn.
3 00:03:28.740 ⇒ 00:03:31.609 Uttam Kumaran: Hey? Not not sure if this is happening.
4 00:03:32.040 ⇒ 00:03:33.200 Amber Lin: Oh, okay.
5 00:03:33.971 ⇒ 00:03:36.620 Uttam Kumaran: I’m just working on a bunch of stuff.
6 00:03:37.090 ⇒ 00:03:39.438 Amber Lin: I see. I mean, I could just send him.
7 00:03:39.840 ⇒ 00:03:46.539 Amber Lin: Essentially, I wanted to update him and bought about the AI team’s progress, which is.
8 00:03:46.980 ⇒ 00:04:01.819 Amber Lin: we have the tech. We have the technical specs outline. And then I also wanted to talk to him about how he wants, how I’m going to help with sales. I think that’s the main part. But if you would be able to answer that question, that’ll be great, too.
9 00:04:01.820 ⇒ 00:04:03.660 Uttam Kumaran: Wait! Say that one more time.
10 00:04:03.660 ⇒ 00:04:09.269 Amber Lin: Okay, one part is to update was to update Robert on the AI team progress.
11 00:04:09.780 ⇒ 00:04:18.620 Amber Lin: Not that much. We have the tech specs. That’s all we need from him, so I’ll communicate that to him. The second part is.
12 00:04:19.440 ⇒ 00:04:24.030 Amber Lin: I want to help with sales. I have. Oh, Robert is here. Oh, goodness!
13 00:04:24.340 ⇒ 00:04:26.270 Amber Lin: Hi, Robert Yay!
14 00:04:26.270 ⇒ 00:04:26.680 Robert Tseng: Hey!
15 00:04:26.680 ⇒ 00:04:29.079 Amber Lin: Said this was not gonna happen in a year.
16 00:04:29.080 ⇒ 00:04:31.600 Uttam Kumaran: I know I I didn’t say like that. I was like.
17 00:04:32.520 ⇒ 00:04:35.930 Uttam Kumaran: Yeah, I mean, it could happen and not. I’ll be here.
18 00:04:36.438 ⇒ 00:04:41.509 Robert Tseng: Yeah. Sorry I was didn’t check the time.
19 00:04:43.920 ⇒ 00:04:44.570 Uttam Kumaran: Nice.
20 00:04:45.700 ⇒ 00:05:05.519 Amber Lin: I I just wanted to update you on the AI progress. We’re gonna focus on the lead. Follow up agent for now. So Miguel was writing. I made Miguel write up the tech specs, and we have a few things we might need from you just to clarify. And then also.
21 00:05:08.000 ⇒ 00:05:08.690 Robert Tseng: Okay.
22 00:05:08.880 ⇒ 00:05:10.300 Amber Lin: Yeah, and then.
23 00:05:10.300 ⇒ 00:05:12.510 Robert Tseng: I saw that you watched all my loom videos. So.
24 00:05:12.850 ⇒ 00:05:13.690 Amber Lin: Pops.
25 00:05:13.690 ⇒ 00:05:16.400 Robert Tseng: I saw I saw that you watched all of my loom videos.
26 00:05:16.400 ⇒ 00:05:25.191 Amber Lin: Oh, I know I was reading all of the sales assets from notion yesterday and this morning. That’s why I’m also kind of draped right now.
27 00:05:25.530 ⇒ 00:05:27.390 Robert Tseng: Oh, yeah, that I write too much.
28 00:05:31.060 ⇒ 00:05:34.200 Uttam Kumaran: That’s awesome. Yeah. And to read your stuff later this afternoon.
29 00:05:34.410 ⇒ 00:05:52.509 Amber Lin: I can help with sales because I want to start helping. I talked with Brian about my Linkedin profile, and how he does how he does content and how he reaches out to these and stuff. But I wanted to confirm with you guys of how you see me helping with sales and stuff.
30 00:05:57.410 ⇒ 00:06:07.880 Robert Tseng: Yeah, I mean, I’m I feel good about turning turning it on for amber. We still have a seat on, hey? Reach so we could, we could probably plug her into some campaigns on the Linkedin side. She wants.
31 00:06:08.170 ⇒ 00:06:13.909 Uttam Kumaran: Okay, yeah. And then I, I think the biggest thing is just like.
32 00:06:15.030 ⇒ 00:06:19.519 Uttam Kumaran: I don’t know where, like, probably just getting involved as we start to have calls with clients.
33 00:06:20.480 ⇒ 00:06:22.259 Uttam Kumaran: I mean, I’m not even taking many
34 00:06:22.680 ⇒ 00:06:25.209 Uttam Kumaran: of those calls right now. So I’m just sort of
35 00:06:25.810 ⇒ 00:06:33.099 Uttam Kumaran: blocking in sales and in brand stuff where we can do more things. I think one of the things I need help with amber is putting together
36 00:06:34.870 ⇒ 00:06:37.390 Uttam Kumaran: the diagram for ABC.
37 00:06:37.790 ⇒ 00:06:39.150 Amber Lin: Oh, cool. Okay.
38 00:06:39.150 ⇒ 00:06:46.220 Uttam Kumaran: Cause we wanna basically, I wanna start to create, we’re gonna work on. Basically, we’re gonna work on the case study for ABC here soon.
39 00:06:47.810 ⇒ 00:06:49.799 Uttam Kumaran: So maybe I can tag you
40 00:06:50.260 ⇒ 00:06:53.769 Uttam Kumaran: in figma. We’re working on basically the architecture diagram.
41 00:06:53.890 ⇒ 00:06:57.810 Uttam Kumaran: I tagged the I tagged Casey, but I don’t know. Actually, he may.
42 00:06:57.810 ⇒ 00:07:09.640 Amber Lin: Yeah, I think if you tag me, cause I’m talking with them every day, I can ask him, or verify certain things with him, or let him know, just tag me, and I can
43 00:07:09.770 ⇒ 00:07:11.569 Amber Lin: relay. That is acceptable.
44 00:07:12.080 ⇒ 00:07:15.790 Uttam Kumaran: Okay, cool. I will tag you in this
45 00:07:17.920 ⇒ 00:07:22.570 Uttam Kumaran: But basically, I’m I’m just asking every team to sort of suggest, like.
46 00:07:22.990 ⇒ 00:07:28.669 Uttam Kumaran: what we need to create for each outline and looks like he just did it. I’m gonna I’m gonna add,
47 00:07:30.321 ⇒ 00:07:32.579 Uttam Kumaran: I’ll just tag you here.
48 00:07:33.440 ⇒ 00:07:36.409 Uttam Kumaran: And then this should get like and should be able to finish this pretty soon.
49 00:07:38.090 ⇒ 00:07:40.800 Uttam Kumaran: Okay, yeah, that’s probably it for me.
50 00:07:40.940 ⇒ 00:07:42.080 Uttam Kumaran: Otherwise.
51 00:07:43.320 ⇒ 00:07:54.206 Robert Tseng: Cool. Well, I mean, I guess I I have this hour blocked off, you guys to ask any questions you want, but otherwise I’ll just kinda talk through some of the things that I’ve kind of added as well. If that’s helpful.
52 00:07:55.260 ⇒ 00:07:57.830 Robert Tseng: I can’t tell if my screen is being shared.
53 00:07:57.830 ⇒ 00:07:58.670 Uttam Kumaran: Yeah, it is.
54 00:07:58.670 ⇒ 00:08:24.970 Robert Tseng: It is okay. Cool. Well, I guess this is more directed at you, Tom. But yeah, I mean, just maybe I don’t mind amber listening in as well. So okay, our side. I mean with our offsite that we’re gonna do Friday, Saturday, I would definitely want to do. I kind of have these conversations in more detail there. But generally, I think, the 2 Okr changes. I mean, we kind of, it’s just 2 okayrs. One is really just, how do we double our revenue by the end of?
55 00:08:25.040 ⇒ 00:08:46.530 Robert Tseng: Or Q 2. And then also, just like, continue to maintain a consistent pipeline. So yeah, I think, like, you know, we, Tom and I, we’ve we’ve talked about our data. AI strategy and audits. We bumped up the price in q. 1, and then haven’t really been closing them at the same rate. And so I think it’s just a matter of like, how do we.
56 00:08:46.780 ⇒ 00:08:57.760 Robert Tseng: you know pitch enough value in that 1st strategy call. I mean, I worked for like urban stamps, but just being able to hit the same volume that I felt like I was.
57 00:08:57.890 ⇒ 00:09:21.998 Robert Tseng: I was used to seeing beforehand and so I think it’s just being really clear on the deliverables that we’re we’re giving I think maybe the perception is still, hey? Like they’re just asking us to pay like 5 KA month to just like, get on a bunch of calls with us and do discovery, which is totally valuable work. But I feel like people have been less willing to sign those checks than they they were
58 00:09:22.300 ⇒ 00:09:29.619 Robert Tseng: But we do have a lot of cool assets now that we’ve put out for clients. And so we’re selecting like which of these
59 00:09:29.630 ⇒ 00:09:34.830 Robert Tseng: you know what, what things do we actually want to bring into the discovery piece?
60 00:09:34.920 ⇒ 00:09:42.840 Robert Tseng: I haven’t really been doing any like product analytics audits. I pretty frankly, just because I feel like our scope has changed, and maybe that’s like.
61 00:09:43.331 ⇒ 00:09:47.949 Robert Tseng: That’s something I was thinking about, too, like that audit was very clear cut like there was.
62 00:09:47.950 ⇒ 00:09:48.280 Uttam Kumaran: I didn’t.
63 00:09:48.280 ⇒ 00:09:59.467 Robert Tseng: Queer diagram there was like a tracking plan like it was. It was pretty easy to talk through but I haven’t really been pitching those because we’ve been trying to go bigger. So I think
64 00:09:59.770 ⇒ 00:10:21.219 Robert Tseng: if anything like that, I feel like that was one niche that we were doing better in and trend and getting getting those types of clients. Sure, like the revenue potential is not as high because most of them didn’t end up like kind of going to the next stage. But I mean, I might even try to turn that on again, because I think that was like at least like a
65 00:10:21.500 ⇒ 00:10:30.309 Robert Tseng: an example of when we pitched this kind of audit strategy piece that was like, very clear cut understandable to people.
66 00:10:32.700 ⇒ 00:10:33.760 Robert Tseng: So yeah, I think.
67 00:10:33.920 ⇒ 00:10:58.029 Robert Tseng: yeah, there’s a couple of platforms, I mean, obviously, there’s upwork. But then, also, like, Catalan is basically like a I haven’t really been pitching or like kind of sending any proposals here. But you know, every contract on there is like 50 k plus that’s just it’s like a different tier, mostly PE like private equity owned companies or mid market clients are that are on there.
68 00:10:58.220 ⇒ 00:11:22.710 Robert Tseng: It’s just a lot more of like a bidding war. And, like, you know, the the the cost to apply is higher, because we have to write these like pretty, robust proposals. There’s like a strategy page on Catalan, on here and in the notion. So you can go take a peek if you want. But I’ve been looking at the I’ve been monitoring the volume of like data requests. They probably do like.
69 00:11:22.820 ⇒ 00:11:38.270 Robert Tseng: I see, like 5 to 10 new ones every week. So it’s like very low volume compared to upwork, because there’s like hundreds, and we don’t apply to most of them. But every single one of them is like, you know, good good budget, and I think we should probably shoot our shot trying to to get those.
70 00:11:38.620 ⇒ 00:11:44.900 Uttam Kumaran: Let’s talk about. Can we talk about that? So what is the what are the the steps to go through? Because I’ve I did.
71 00:11:45.000 ⇒ 00:11:50.519 Uttam Kumaran: I’ve hired off upwork years ago, and I think I may have done some submissions like 2 years ago. But
72 00:11:51.310 ⇒ 00:11:56.510 Uttam Kumaran: oh, okay, great. If you, if you have the the setup here, then that’s also fine.
73 00:11:56.510 ⇒ 00:12:02.500 Robert Tseng: Yeah, so this is the Catalan one. And then I have an up. I have a more like detailed up work one here as well. So.
74 00:12:02.500 ⇒ 00:12:03.389 Uttam Kumaran: Go! This is.
75 00:12:03.390 ⇒ 00:12:22.650 Robert Tseng: Yeah, this playbook kind of like, how you apply to job postings like, how you nail the cover letter have some examples of like proposals that I’ve done like a pitch. It’s like a very lightweight, like pitch repo of like kind of from a client perspective. They only look at the 1st like 2 sentences, and so there’s some best practices about like
76 00:12:22.760 ⇒ 00:12:30.290 Robert Tseng: name, dropping the right clients for their industry or whatever, and then, like, you know, something high level that just gets them to respond.
77 00:12:30.678 ⇒ 00:12:55.760 Robert Tseng: I feel like my response. Rates are pretty high. They’re like at least 30 and then I get a bunch of inbound. So like, I probably get like 3 to 5 of these just because my account is very warm, so a lot of them don’t end up falling within like our zone of like expertise, I guess, cause I don’t know like I’m not gonna be a product marketing manager or whatever. But still like this is how I still get inbound through upwork.
78 00:12:58.130 ⇒ 00:13:04.854 Robert Tseng: Yeah, that’s that’s that on the Catalan side. It’s also kind of a platform you apply?
79 00:13:05.600 ⇒ 00:13:08.030 Robert Tseng: I think here’s like an example. It’s like
80 00:13:08.430 ⇒ 00:13:34.519 Robert Tseng: $250,000 budget for like a fortune, 100 retailer specifically working with like their Cx team like, and this was like a health kind of had a health bent to it. So I thought we were well positioned to go after it. I didn’t actually end up applying to this one so. But I think here are like examples of what a pitch would look like. It’s not just like a 2 sentence thing. It’s like an actual. You’re kind of like.
81 00:13:34.520 ⇒ 00:13:35.280 Uttam Kumaran: Oh, wow!
82 00:13:35.280 ⇒ 00:13:43.011 Robert Tseng: Into jobs. So it’s more of like a 1 like a tailored one, pager to every every pitch like. And
83 00:13:44.050 ⇒ 00:14:00.720 Robert Tseng: have I passed projects to pitch. Yeah. And then it’s cool. They have like good templates, for, like what they how they tell you how you should structure like case studies. Which I think is kind of a good forcing function that, like, Hey, every client that we’ve worked on, we should be able to pump out like
84 00:14:01.140 ⇒ 00:14:03.929 Robert Tseng: a lot of these types of case studies. And
85 00:14:04.340 ⇒ 00:14:08.689 Robert Tseng: you know, they share some cool stats like, you know.
86 00:14:09.140 ⇒ 00:14:36.099 Robert Tseng: pitches that have, like a relevant case study or, like, you know, 60 60% more likely to receive responses. And then, you know, once it’s the same thing, once you get the 1st response, then the then the closing process is pretty similar. You hop on a call, and then, yeah, you have to like, do like a more, maybe a little bit more due diligence before you. You send the proposal. But yeah, like, I think this is kind of a way that
87 00:14:36.180 ⇒ 00:15:05.959 Robert Tseng: we can better understand like how our PE firms and like mid market companies positioning like their ask when they have big budget? So I feel like it’s a it’s a good channel that I would. I mean, I don’t know that many people that have made a killing off of it. I’m meeting with one guy who was like kind of featured there. He kind of built consulting business off of it, but he’s he. He left it a couple of years ago, so I’m curious, like, kind of his reasons why. But yeah, he built his entire business off of Catalan pretty much.
88 00:15:05.960 ⇒ 00:15:13.630 Uttam Kumaran: And so for for Catalan. And this should we go through your account, or is it helpful for us to have more of us on there like what do you think.
89 00:15:15.290 ⇒ 00:15:24.469 Robert Tseng: yeah, I mean upwork. My account is warm. So I think, like my account is helpful to have I mean, you guys could use your own as well. Catalan, I mean I haven’t.
90 00:15:25.060 ⇒ 00:15:30.412 Robert Tseng: I haven’t actually closed any deals off Catalan, so I think mine is as good as yours. Probably.
91 00:15:30.860 ⇒ 00:15:31.480 Uttam Kumaran: Okay.
92 00:15:32.860 ⇒ 00:15:44.500 Robert Tseng: yeah. But I think what would be cool is like, we just have, like a repo of the same case studies. We just like attach it to all of our accounts, and we can just like send the same or like, we can kind of A B test proposals.
93 00:15:44.500 ⇒ 00:15:45.110 Robert Tseng: Yes, yes.
94 00:15:45.110 ⇒ 00:15:55.729 Robert Tseng: So I think maybe 3 is unnecessary, but at least 2 2 people hitting the same I think, would be the same pitch would be would be would be good.
95 00:15:55.960 ⇒ 00:15:58.230 Amber Lin: Yeah. And I think my account is not.
96 00:15:58.360 ⇒ 00:16:04.769 Amber Lin: I don’t know if you were, gonna use my name or not, but I don’t have as extensive a background as you guys do.
97 00:16:05.770 ⇒ 00:16:06.100 Uttam Kumaran: Yeah.
98 00:16:06.100 ⇒ 00:16:06.440 Robert Tseng: Yeah.
99 00:16:06.440 ⇒ 00:16:11.710 Uttam Kumaran: Maybe maybe I’ll just create. Well, I’ll I’ll go through the Catalan onboarding. And then, yeah, maybe if
100 00:16:11.960 ⇒ 00:16:17.419 Uttam Kumaran: maybe amber, it’s just like split between my account or Robert’s account, and we can just
101 00:16:17.730 ⇒ 00:16:20.760 Uttam Kumaran: hit things from there and give you the credentials.
102 00:16:22.590 ⇒ 00:16:25.010 Uttam Kumaran: And we’ll just see what happens. It’s yeah.
103 00:16:26.410 ⇒ 00:16:42.979 Robert Tseng: Yeah. So once again, I mean, these are like, this is like a very target. What we, the good thing is high intent here, like anybody who responds like actively hiring whatever. So the signaling is good. Obviously it’s more competitive because your end, you know, you’re kind of
104 00:16:43.230 ⇒ 00:16:54.440 Robert Tseng: having to bid against other people. But it’s a different problem than like our traditional outbound, or just like hoping that we’re catching the person at the right time. So I think.
105 00:16:55.150 ⇒ 00:17:05.230 Robert Tseng: yeah, I feel like that’s kind of how we’re gonna at least for strategy and audits. I’ve only ever sold off of like upwork pretty much on those
106 00:17:05.819 ⇒ 00:17:17.699 Robert Tseng: yeah, like I, because there’s like an urgent need. And they they’re willing to do it. I think, for the other projects. We’ve kind of gone through other channels to to get get to them. But
107 00:17:17.900 ⇒ 00:17:20.996 Robert Tseng: I that’s why I kind of left it here.
108 00:17:22.160 ⇒ 00:17:24.979 Robert Tseng: yeah. And then I think another thing here was.
109 00:17:25.349 ⇒ 00:17:35.909 Robert Tseng: yeah, I mean, I don’t know. I feel like this initiative drives this Okr as well. But yeah, this is kind of just the case study play like, how do we really turn on
110 00:17:37.620 ⇒ 00:17:53.840 Robert Tseng: like our ability to put? Yeah, put push out more content on the work that we do, because that is really the number one signal, or like, it’s the main driver of how we get get responses on the pitches that we do.
111 00:17:54.360 ⇒ 00:18:04.209 Robert Tseng: So more intern, more videos, explainer videos. I know amber gave me feedback on like one that I just tested last week just to see what it would look like to
112 00:18:04.240 ⇒ 00:18:29.510 Robert Tseng: hack it in like loom, and just having Hannah edit it. And I think that’s that’s 1 way to do it. I know Utam, you’ve been doing like the recording video voice discussions and like being able to turn that into like marketing content. But yeah, be able to get that into the format of like a case study kind of like what Catalan has here like, or whatever that would be. I think that’d be helpful to to be able to produce that.
113 00:18:29.820 ⇒ 00:18:30.440 Uttam Kumaran: Okay.
114 00:18:32.190 ⇒ 00:18:41.970 Robert Tseng: Yeah. And then I think this is just the partner play. So corral, we we signed off on it, and we’re doing the trial now with with Eden. And then, yeah, I mean, just like.
115 00:18:42.090 ⇒ 00:18:48.113 Robert Tseng: really wanted to sell crow omni, or whoever we say, our our preferred partner offerings. And
116 00:18:48.620 ⇒ 00:19:12.329 Robert Tseng: yeah, I think this quarter is really like saying no to more things that we take on, and just being more thoughtful of like where we can leverage our partners. So you know, I think, q. 1 on the client side. We were still saying yes to everything, especially like in Eden, for example, we said yes, to connecting all these sources, working with all these teams. But I think in the spirit of wanting to be
117 00:19:12.390 ⇒ 00:19:28.280 Robert Tseng: more focused, like, I think our part, we can definitely lean on our partners. More. Like, yeah. I don’t think I ever want to sell another tableau contract. I think that was like, not ideal, so I’d rather you know, go with go with the vendors that you know Tom’s actively talking to.
118 00:19:28.830 ⇒ 00:19:30.790 Uttam Kumaran: Okay, okay, perfect.
119 00:19:31.370 ⇒ 00:19:31.990 Robert Tseng: Yeah.
120 00:19:32.930 ⇒ 00:19:38.059 Robert Tseng: I’m not gonna kind of do the recap of these yet, so we’ll do that with the team. But
121 00:19:38.330 ⇒ 00:19:40.590 Uttam Kumaran: I guess like, can I ask you one question so.
122 00:19:40.590 ⇒ 00:19:41.010 Robert Tseng: Yep.
123 00:19:41.010 ⇒ 00:19:51.944 Uttam Kumaran: Part part of, I think, like the derivative problem, especially for me and you is just time to execute on these. It’s time is getting better.
124 00:19:52.690 ⇒ 00:19:56.520 Uttam Kumaran: But like damn, it’s like, that’s the real like.
125 00:19:56.660 ⇒ 00:20:10.280 Uttam Kumaran: you know. So how do we build like some sort of accountability there, where we get these done. I mean marketing team. Now, I’m working really close with. So in 2 or 3 days we, I could turn anything around. Basically, I’m pretty confident now.
126 00:20:11.930 ⇒ 00:20:21.690 Uttam Kumaran: Linkedin, I’m starting to get better at just like getting on hosting stuff, I think. Certainly I think we need to have some accountability between
127 00:20:21.890 ⇒ 00:20:33.849 Uttam Kumaran: both of us and or or the 3 of us, or whatever this crew is to basically say, we’re gonna lock in. And and if this could be a cost couple of things. One is like we especially spend an hour a day.
128 00:20:34.300 ⇒ 00:20:43.990 Uttam Kumaran: just like or hour every other day applying for upwork stuff, applying for caught along stuff. And then another hour is like just talking through a client, taking the transcript or handing it to
129 00:20:44.100 ⇒ 00:20:49.230 Uttam Kumaran: basically handing it to Ryan to say, Go, turn. Make this to a case, study or white paper right?
130 00:20:49.560 ⇒ 00:20:50.230 Robert Tseng: Yeah.
131 00:20:50.890 ⇒ 00:21:04.470 Robert Tseng: no, I think so. I think for me, like I see the sales. I don’t wanna like spit up. I asked Amber if she had, like a linear. Everything set up like, I don’t necessarily want to do that like I feel like with sales stuff. It’s just about like making sure that these are all habits, you know, like I think they’re not.
132 00:21:04.470 ⇒ 00:21:04.840 Uttam Kumaran: Have it!
133 00:21:04.840 ⇒ 00:21:09.090 Robert Tseng: Time things. So yeah, you’re right, I think, figuring out how we can.
134 00:21:09.340 ⇒ 00:21:19.207 Robert Tseng: you know, really set these habits and be accountable for them. I think that’s that’s the way that we’re going to be able to be consistent with this.
135 00:21:19.560 ⇒ 00:21:49.370 Robert Tseng: yeah, I mean, at least in the sales slack channel. I feel like at least twice a week now, the start of the week and middle of the week, like I wanna like, share what I’m doing on like the initiatives that I’m owning. And just like, keep kind of sharing those check ins. Obviously, we have like this this call and the the Friday call. Honestly, we might have to move. That because I feel like Friday is usually the the day that I dread where I have to like. Do whatever it takes to to patch up anything that that dropped from the week.
136 00:21:49.370 ⇒ 00:21:49.690 Uttam Kumaran: Yeah.
137 00:21:50.030 ⇒ 00:21:54.449 Robert Tseng: So we’ll hopefully figure out what we need to to do on that.
138 00:21:55.120 ⇒ 00:22:08.240 Robert Tseng: But yeah, I mean, if it’s we had with Ericsson’s team. We had like that slack channel where he was just like having some pre-filtered upwork postings hit the channel, and I mean
139 00:22:08.360 ⇒ 00:22:17.859 Robert Tseng: Connor was supposed to apply to them, but that was like kind of helpful for me. I would click into like I I to me, I I hit. These are these are numbers that I know I can hit like I.
140 00:22:17.860 ⇒ 00:22:18.280 Uttam Kumaran: Okay.
141 00:22:18.280 ⇒ 00:22:45.399 Robert Tseng: I’ll I submit 5 a week there. And I’m gonna I mean, now, I think I can work. It’s basically like creating a proposal every week kind of like we’ll do with some of our other leads already. So I feel like I can. I can do at least once a week. Maybe we adjust these as we do it more consistently. But yeah, if this, if it’s like I’m doing this, and then Udam’s doing this like, you know I’m not saying you necessarily have to. But at least you know that that’s kind of how we scale these numbers.
142 00:22:45.400 ⇒ 00:22:52.680 Uttam Kumaran: No, I feel like for me. I’m like trying to. And again, this may be just like, first, st I’m trying to make sure that I can execute on these every day.
143 00:22:53.350 ⇒ 00:22:59.930 Uttam Kumaran: cause I know, especially on the next on the next partner stuff. I need to spend time every day.
144 00:23:00.506 ⇒ 00:23:03.629 Uttam Kumaran: Otherwise, like, that’s all momentum based. Like.
145 00:23:04.550 ⇒ 00:23:14.520 Uttam Kumaran: for example, we’re gonna talk to the polytomic person on Tuesday or Monday. I’m gonna basically come to that with, I’m gonna basically give them a proposal like so like sort of back into that. And so
146 00:23:15.220 ⇒ 00:23:19.129 Uttam Kumaran: I don’t know for me the best option. I I was looking at my schedule, and
147 00:23:19.970 ⇒ 00:23:23.990 Uttam Kumaran: now that I’m not, I sort of don’t get pinged until around
148 00:23:24.230 ⇒ 00:23:29.009 Uttam Kumaran: 10 or 11 with like everything. Cause everybody that comes. That’s everything coming out of stand ups.
149 00:23:29.320 ⇒ 00:23:36.590 Uttam Kumaran: So I’m honestly thinking about blocking off like the 1st 2 h of my day, just for sales.
150 00:23:37.450 ⇒ 00:23:44.919 Uttam Kumaran: but blocking off, meaning like I’m just like not gonna be on slack. Otherwise it’s like virtually impossible for me.
151 00:23:45.150 ⇒ 00:23:45.770 Robert Tseng: Yep.
152 00:23:47.600 ⇒ 00:23:55.819 Uttam Kumaran: that like I’m I’m trying to think about if I could do in the afternoon or or otherwise, and by the time it’s evening. I’m like.
153 00:23:56.170 ⇒ 00:23:59.920 Uttam Kumaran: like broken. So I think it’s like.
154 00:24:00.370 ⇒ 00:24:14.530 Uttam Kumaran: I’m just gonna consider it like 8 to 10 my time, or as early as I can get up and just do 2 h, and then just try to hit these with whether it’s like posting something on Linkedin, whether it’s engaging with partners, whether it’s moving
155 00:24:15.079 ⇒ 00:24:19.370 Uttam Kumaran: webinar that stuff along. Or it’s it’s submitting these.
156 00:24:21.060 ⇒ 00:24:25.440 Uttam Kumaran: So that’s gonna be like my personal goal to achieve.
157 00:24:26.900 ⇒ 00:24:28.219 Robert Tseng: Cool. Yeah. I mean, if we wanted to.
158 00:24:28.220 ⇒ 00:24:29.449 Uttam Kumaran: After 10 or 11. It’s hard.
159 00:24:29.450 ⇒ 00:24:30.170 Robert Tseng: Date. Then.
160 00:24:30.570 ⇒ 00:24:49.489 Robert Tseng: yeah, that’s a that’s a good accountability thing for me, like, yeah, I told you. But it’s like the afternoon is better for me. Now, it’s like almost 3 pm. Eastern, and it’s like that. 2 to 4 Pm. Window is usually when I’m not getting paid on things anymore. And so that’s when I that’s when I’ve been going at it.
161 00:24:49.490 ⇒ 00:24:49.960 Uttam Kumaran: Okay.
162 00:24:50.303 ⇒ 00:24:53.739 Robert Tseng: But yeah, I think that that would that would work.
163 00:24:54.310 ⇒ 00:24:55.000 Uttam Kumaran: And then.
164 00:24:55.560 ⇒ 00:24:57.480 Robert Tseng: Yeah, for Friday.
165 00:24:57.640 ⇒ 00:25:01.750 Uttam Kumaran: Yeah, we can decide what we want to do like, I can either move stuff earlier or
166 00:25:01.880 ⇒ 00:25:05.960 Uttam Kumaran: I don’t know. But this is something. I think if the 3 of us
167 00:25:06.150 ⇒ 00:25:20.100 Uttam Kumaran: really commit to and and figure out like how we can. For for me the goal is going to be on anything upwork or coddle on. I’m basically gonna do it enough. And then basically gonna try to hand it off to to Ryan, to to work on
168 00:25:20.210 ⇒ 00:25:23.810 Uttam Kumaran: and to start to just like, take take a little bit off
169 00:25:24.337 ⇒ 00:25:34.782 Uttam Kumaran: so anything where it’s like. It’s like that where I’m like, you just have to go in and pattern match, and then hit. Apply for the stuff. It may be a little bit more, but for upwork I think you can handle a bunch of those.
170 00:25:35.010 ⇒ 00:25:38.139 Robert Tseng: Works easy. Each one’s like 5 to 10 min, probably so.
171 00:25:38.140 ⇒ 00:25:43.469 Uttam Kumaran: So then let’s talk about this like the case. Study recording hour session thing like, what should we do for that.
172 00:25:44.540 ⇒ 00:26:08.580 Robert Tseng: Yeah, so I was kind of thinking, yeah, every time. And I once a week, we just I, I think this is more for like internal focus, so kind of like, kind of like doing a retro of like what we’ve been doing. But I think it’s an opportunity to talk through like some of the pressing chat, like the the biggest challenges that we’re facing with and the clients that we’re talking, that we’re working with. And then.
173 00:26:09.160 ⇒ 00:26:18.493 Robert Tseng: yeah, like, we, we kind of talk about it in a way where it’s like, you know, what do we do for them? Why does it matter? I heard that you went through like this?
174 00:26:19.390 ⇒ 00:26:25.739 Robert Tseng: if you had a partner, talk to the marketing team and have you? And she like kind of helped you structure.
175 00:26:25.740 ⇒ 00:26:26.620 Uttam Kumaran: Yes.
176 00:26:27.242 ⇒ 00:26:28.700 Robert Tseng: I forgot how Hannah pitched it.
177 00:26:28.700 ⇒ 00:26:35.399 Uttam Kumaran: Basically. Well, basically, what’s gonna happen is like, we’re just gonna run through like an interview. And then that just gets flipped by AI into the
178 00:26:35.680 ⇒ 00:26:41.079 Uttam Kumaran: into the whatever we need. So if we can do, yeah, basically, this, I mean, maybe even.
179 00:26:41.080 ⇒ 00:26:41.520 Robert Tseng: Way.
180 00:26:41.520 ⇒ 00:26:42.980 Uttam Kumaran: Even more than like.
181 00:26:43.880 ⇒ 00:26:50.969 Uttam Kumaran: yeah, I guess. Like, let’s, can we talk about? So the the out, what is the deliverable like where? Okay? So this all goes into
182 00:26:51.160 ⇒ 00:26:53.809 Uttam Kumaran: the win or case study. Do you find this like
183 00:26:54.020 ⇒ 00:27:00.230 Uttam Kumaran: what what ends up coming out of this? We could think about that, because I can tell you how this translates via AI into those assets.
184 00:27:01.390 ⇒ 00:27:06.999 Robert Tseng: Yeah. So I think it’s either. Yeah, it’s gonna be kind of into a format where we can have.
185 00:27:07.590 ⇒ 00:27:18.969 Robert Tseng: So I could easily fill out some of these project summaries and and and upload these to. So that’s 1 way. And then also, I think those case studies should also
186 00:27:19.610 ⇒ 00:27:36.989 Robert Tseng: find their way into like our website, with something with a shareable link. So that when I’m having, when I’m on a discovery, call the client, they talk about a very similar problem. I just I can send them a link. Be like, hey, here’s like a quick blurb for you to read through like what we did so.
187 00:27:37.500 ⇒ 00:27:43.539 Robert Tseng: yeah, I think stuff like that would be helpful. And then, obviously, if it’s if it’s on video, then I think sometimes
188 00:27:43.540 ⇒ 00:27:47.399 Robert Tseng: should click that if it’s coming up clean enough, yeah, it should just be clipped. Yeah.
189 00:27:47.400 ⇒ 00:27:48.110 Uttam Kumaran: Okay.
190 00:27:49.890 ⇒ 00:28:02.889 Uttam Kumaran: okay, then let’s do that this week. And then I’m just gonna have Ryan join that. And then basically my ask for him is gonna be to like sort of own what? The structure? Because for him, it’s perfect. Like yesterday, for example, we’re doing this white paper with
191 00:28:02.990 ⇒ 00:28:23.250 Uttam Kumaran: with operating. And it’s basically on like what we’re gonna talk about on Thursday, which is like how to use AI and a consultancy. And I just had. I was on the I went and picked up a picnic table yesterday like a foldable picnic table from my backyard, and on the way I should actually go sit outside. Damn, I’ve been wasting like all day in this fucking room.
192 00:28:24.532 ⇒ 00:28:31.617 Uttam Kumaran: yeah. So on the way back I took in the description of the event. The presentation we’re doing. And
193 00:28:32.300 ⇒ 00:28:55.280 Uttam Kumaran: basically like a a bunch of of stuff we’ve already written about, sort of how we’re gonna like questions about like what we want to write in this one paper, one pager. And then I basically told it to interview me so for like 20 min, just ask me questions. And then I I took that, handed it off. I took the QA. Handed it off to Ryan, and he did a 1st pass like of 2 versions of the white paper. I left comments, and then the 3rd one will work.
194 00:28:55.390 ⇒ 00:29:01.809 Uttam Kumaran: That’s it. That’s like a 5 or 6 page white white paper on using AI and consultancies. And so
195 00:29:02.680 ⇒ 00:29:10.250 Uttam Kumaran: it’s so wild that it’s like that is literally the time. But for me and you, I think it’s important. So what I’ll let’s just plan on doing an hour together.
196 00:29:10.380 ⇒ 00:29:26.689 Uttam Kumaran: I’m gonna invite him. And then over time I’ll have him think about you, haven’t. I’ll basically tell. Hey, you have an hour to get whatever you need out of us. Come, let’s think about what those questions are. If we want to talk about a theme that’ll give him more than enough content to then fill in the gaps and then repurpose.
197 00:29:28.300 ⇒ 00:29:30.070 Uttam Kumaran: Well, let’s plan on that this week.
198 00:29:30.460 ⇒ 00:29:51.699 Robert Tseng: Okay, yeah. And then I kind of wrote this like comment here on, like inviting the Pm to participate. So like, I think this is more, maybe, like later on. But I would love, for, like, you know, amber and a cost to be able to do this as well, where obviously they have enough visibility into, like the client work that they should know what the client wins are, too. And the client problems, because there’s something on all these calls. So.
199 00:29:52.320 ⇒ 00:30:02.919 Robert Tseng: yeah, I think, just obviously, the bottleneck is like you and I, and like what we, what we are able to talk about. But the more that our client, facing like leaders, can really
200 00:30:04.380 ⇒ 00:30:09.990 Robert Tseng: like. Talk about the work that we do in this way as well. I think that’s that that’ll really help level up the team.
201 00:30:10.580 ⇒ 00:30:11.540 Uttam Kumaran: Yeah, okay.
202 00:30:12.430 ⇒ 00:30:16.520 Robert Tseng: Yeah, okay, cool.
203 00:30:17.106 ⇒ 00:30:26.203 Robert Tseng: So yeah, I mean, I think there’s kind of like a, maybe this is me trying to think also, yeah, the down down line as well. But
204 00:30:27.260 ⇒ 00:30:36.220 Robert Tseng: yeah, I would want. I think this is maybe, cause I’ve I’ve been working with Akash more closely, I guess. But yeah, I mean, now, like, I see.
205 00:30:37.510 ⇒ 00:30:41.559 Robert Tseng: yeah, the like keeping things on track is kind of
206 00:30:41.640 ⇒ 00:31:05.950 Robert Tseng: there. But you know he’s built up enough trust with both the Javi and the Eden stakeholders that on calls like they’re asked. They’re like asking him specifically like, Oh, like, what do you? What do you think, and you know, trying to get his wanting him to participate in strategy, too. So I I feel like, that’s kind of a signal to me that like, okay, I think the Pm function isn’t just gonna be like running internal meetings for us and gathering requirements like
207 00:31:05.950 ⇒ 00:31:31.160 Robert Tseng: they’re like the the clients want them to be thought partners as well, and so as much as like I can equip someone like Akash, who doesn’t necessarily have the same experience as I do, but, like he knows, like great, I think we have this library of these different Demos. We have these frameworks that we use, and like the more that we can get him to go and and unlock him, to go to have those conversations. Then I don’t have to be doing these like
208 00:31:31.160 ⇒ 00:31:38.529 Robert Tseng: weekly calls with the different stakeholders, I think, like the paradigm shift for me is like I was hoping the analysts would do it.
209 00:31:38.660 ⇒ 00:31:43.709 Robert Tseng: I don’t think they’re there yet, like definitely none of our current analysts do that. But.
210 00:31:44.540 ⇒ 00:31:47.370 Uttam Kumaran: But that’s the thing it’s like. This is where it’s like.
211 00:31:47.700 ⇒ 00:31:57.269 Uttam Kumaran: I think you know, one of the things I’ve been telling you is, I think about me and you, and then we pull everyone up one layer, and then we sort of move move everybody up as they go up, you know. And so
212 00:31:57.300 ⇒ 00:32:26.250 Uttam Kumaran: like, I think if if between Amber and Akash, if you guys are able to sort of start to play, you know, even 80% of what we were doing that frees us up, and not only freeze up like, but gives us the confidence to go. Say, cool now, my, because my job. Now I’m going and turning them a lot in a wish into me on the engineering side where I’m gonna have them review all code. I’m gonna have them start to set the standards for quality and working on that right. And that’s that’s just like
213 00:32:26.290 ⇒ 00:32:29.199 Uttam Kumaran: sort of bringing everybody up on the leadership side.
214 00:32:29.250 ⇒ 00:32:30.800 Uttam Kumaran: Similarly like
215 00:32:31.020 ⇒ 00:32:55.726 Uttam Kumaran: for for developers and for for folks like Annie, and and as we bring on folks, it’s like understanding. Okay, how can we start to have them take on more of the for for them to take on some Pm. Responsibility. Take on some engineering response, engineering leadership, responsibility, and sort of moving everybody up. So this makes a lot of sense. And then the second piece is like for us on the sales side. We want to make everything. It’s it’s sort of like
216 00:32:56.130 ⇒ 00:32:58.070 Uttam Kumaran: you know, on like a basketball team, like
217 00:32:58.170 ⇒ 00:33:04.287 Uttam Kumaran: everything, from the behind the scenes to the interview that there’s so much content that we can put out
218 00:33:04.900 ⇒ 00:33:24.410 Uttam Kumaran: and I think there’s a lot of stuff that in each of our brains as long as we have the infrastructure to, for, like Ryan, to go record an interview with someone and turn it into something we can get a lot of content out, and our goal is to have something posted every day right on the business side. So I think this works both ways like leveling people up here and on the marketing side.
219 00:33:25.140 ⇒ 00:33:29.390 Robert Tseng: Yeah, great. I think there’s there’s probably there’s definitely overlap, because this is more of a
220 00:33:29.790 ⇒ 00:33:41.010 Robert Tseng: yeah, like, I don’t want to silo this off as much as we did in q. 1 like q. 1. It was just like, Oh, I mean, yeah, like, humorously, but like, Oh, Robert’s the only one really doing sales. But like, that’s not how I want to think about it like that.
221 00:33:41.010 ⇒ 00:33:41.420 Uttam Kumaran: Yeah.
222 00:33:41.420 ⇒ 00:33:43.810 Robert Tseng: Every every person.
223 00:33:44.090 ⇒ 00:33:52.529 Robert Tseng: every every person is gonna be driving, driving the business. Yeah, like. And and being being and go to market in some way as well. So
224 00:33:54.740 ⇒ 00:33:56.997 Robert Tseng: at least not all the non engineers.
225 00:33:57.835 ⇒ 00:33:58.350 Uttam Kumaran: Yeah.
226 00:33:59.630 ⇒ 00:34:17.260 Robert Tseng: Okay, cool. Maybe I’ll just kind of chat through this real quick, because it’s kind of meaty, too. I was thinking through, okay, well, what are the steps that? What are the habits that we need to keep the pipeline up? Because I definitely push pretty hard to like build our pipeline up again. And but yeah, I think maintaining it the way it was is pretty intensive
227 00:34:17.540 ⇒ 00:34:37.439 Robert Tseng: on the Linkedin side. These hey? Reach campaigns once a week I go, and I kind of like I usually do it on Sunday. And then kicking it off into the week like I’ll launch like probably 5 to 6 campaigns that are all hooked up to either my or Tom’s account. So I think if we added amber into the mix, we could probably launch another 2.
228 00:34:37.449 ⇒ 00:34:46.334 Uttam Kumaran: Dude. I’m this is working really, really well, every day I’m able to meet basically message somebody and like, try to book a meeting and
229 00:34:46.909 ⇒ 00:34:47.789 Uttam Kumaran: same.
230 00:34:47.790 ⇒ 00:34:50.129 Robert Tseng: Getting 2 to 3 calls a week from this. So.
231 00:34:50.924 ⇒ 00:34:55.440 Robert Tseng: yeah, so far it’s been, it’s been great. Yeah.
232 00:34:56.330 ⇒ 00:34:57.770 Robert Tseng: And then I think.
233 00:34:58.040 ⇒ 00:35:24.070 Robert Tseng: Yeah, I’ve kind of. I had a few separate, you know, initiatives, and we were kind of like breaking it out by different stages of the pipeline. I kind of consolidated these initiatives. It’s really just like, okay, I think this is the number of leads we need per week. And then we, this is like kind of the close rate. It’s just focusing on the top of the funnel and the bottom of the funnel the middle side, like I don’t. There’s not. Really. I don’t really think there’s that much to optimize there. So at least not the most important things.
234 00:35:24.070 ⇒ 00:35:48.209 Robert Tseng: So yeah, what if we can get on 5 plus calls a week. I think we’re we’re we’re good. We’re having, you know. Obviously, the closing process is is variable, especially if they’re not coming in from upwork or or Catalan. They’re not closing within a week or 2 weeks. Yeah, it’s, you know, going to be a longer buying cycle. So we definitely have a lot of leads to circle back with. But maybe the timing wasn’t right. But we’ve already had disco calls, and so
235 00:35:48.210 ⇒ 00:35:58.390 Robert Tseng: I think Amber’s like automated follow up project is going to really help us to go and hit this hit this list plus a lot of other leads that we didn’t actually put in here from previous quarters.
236 00:35:59.030 ⇒ 00:35:59.440 Uttam Kumaran: Okay.
237 00:35:59.840 ⇒ 00:36:00.690 Robert Tseng: Oops.
238 00:36:02.840 ⇒ 00:36:08.270 Robert Tseng: Yeah, I think I’ve also been building out this like, Doc.
239 00:36:09.940 ⇒ 00:36:15.463 Robert Tseng: positioning. Yeah, I spent a lot of time on positioning. Obviously, you guys looked at the guide already.
240 00:36:16.590 ⇒ 00:36:19.820 Robert Tseng: Oh, I thought I had a
241 00:36:20.880 ⇒ 00:36:24.400 Robert Tseng: thought I had like a figma that was here. Oh, there it is. Okay.
242 00:36:24.870 ⇒ 00:36:40.937 Robert Tseng: So I was like working on this like prospecting diagram. It’s very, it’s like, it still needs still work in progress. But basically, I wanted to show the entire team like, okay, what are the different stages the leads go through? I mean, you can click into it and look at some of the basic things I put together.
243 00:36:41.270 ⇒ 00:36:59.849 Robert Tseng: but like, what are the common objections we face like, and how you basically objection handling in the in the discovery call is like kind of what I want to equip the team with. Knowing, like, yeah, not just the response. But like, if we how how to follow up. And maybe this will end up being able to help Amber’s team, that when we’re
244 00:36:59.950 ⇒ 00:37:13.579 Robert Tseng: when we when we get off a discovery call, if whatever it is, the next step is just making sure that we always have a next step every time we have a touch point with the, with the, with the lead, I think is really what I’m trying to get to drive at here.
245 00:37:14.023 ⇒ 00:37:40.100 Robert Tseng: Obviously within a single call. We’ll know whether or not like they’re ready to buy or not. At least that’s how I’ve been handling all my calls. So. But yeah, I think sometimes there’s like a it’s not a it’s not a no, but it’s not. It’s a not now. And we we do need to like really trust that if we follow up in the right ways, like they’re gonna come back around right? So that’s I think that’s kind of the purpose of that point.
246 00:37:40.714 ⇒ 00:37:49.245 Robert Tseng: Yeah. The targeted case study demo video, I guess this is really just like a sub point of this same thing. But kind of part of the objection handling.
247 00:37:50.860 ⇒ 00:38:13.530 Robert Tseng: yeah, if they need more information, because they’re not ready to buy right away. We need to send them a case study that’s relevant to the problem that we’ve learned about if they want to just better browse our capabilities. We send them a demo to get to educate them on like, what does like? What is the thing that we actually building for them. So I think there’s, you know, those are the types of pieces that I feel like
248 00:38:13.970 ⇒ 00:38:22.740 Robert Tseng: objections in our world. I feel like I was thinking about what are the most common objections I get, and it’s never like, oh, this is not useful.
249 00:38:23.320 ⇒ 00:38:35.809 Robert Tseng: or like I I don’t want this. It’s a lot of the time. It’s just like I don’t know what this is or like. I don’t know how it will help me specifically, does it really solve the main problem that I just talked to you about
250 00:38:36.256 ⇒ 00:38:43.500 Robert Tseng: and so I I’m having kind of a bit of a paradigm shift as well, and I don’t want to draw too much of a tangent to this, because this is more into the positioning.
251 00:38:43.750 ⇒ 00:38:48.160 Robert Tseng: But if you look through my positioning docs like, I’m trying to like
252 00:38:48.200 ⇒ 00:39:18.040 Robert Tseng: talk about it in a way where I think in a short sentence like our job is to basically up skill like their leaders, the operators for themselves. We’re turning their Pm’s into like 10 X Pms. We’re turning their marketers into 10 X marketers. And it’s less, I think I think it’s a bit abstract to be like, yeah, we’re a 10 x data function when most of the leads that we’re talking to have no idea what a data function is supposed to do. And it’s always been a back office thing. So if we
253 00:39:18.040 ⇒ 00:39:25.359 Robert Tseng: can kind of like tie it, yeah, I think that’s that’s kind of like a a I I probably more Jason Noodle on that. But.
254 00:39:25.360 ⇒ 00:39:30.229 Uttam Kumaran: No, no, but like can I? Can I give you a parallel like? That’s sort of what we want to pitch on the AI side, too, which is like.
255 00:39:30.230 ⇒ 00:39:30.750 Robert Tseng: Exactly.
256 00:39:30.750 ⇒ 00:39:32.290 Uttam Kumaran: It’s not a replacement. So
257 00:39:32.480 ⇒ 00:39:38.029 Uttam Kumaran: so that ties in really, really well, which is like, it’s all about empowering your employees to do more
258 00:39:38.430 ⇒ 00:39:43.850 Uttam Kumaran: with their 8 h. Right? So it’s 10 x your people. Okay, that that I feel like that checks out.
259 00:39:44.300 ⇒ 00:39:59.589 Robert Tseng: Yeah, like, I, I feel like that’s that’s been like a common theme on the with at least anecdotally with the Eden side, like Josh is always like kind of measuring our success on like, how are our leaders getting better at making decisions like?
260 00:40:00.340 ⇒ 00:40:26.780 Robert Tseng: And I’m telling him like, Look your Cx. Guy never uses reports like he doesn’t. The the way that we’ve like we’re just banging our heads on the wall trying to get him to define like the right metrics. He’s like, Okay, fine. He can’t be taught. And then they they let him go right, whereas, like somebody else like is more like, Okay, great Mattesh is like really loving the data that we’re giving him. It’s not really in the right format that he wants yet. But, like, here’s somebody who really will. I’ll trust his decision.
261 00:40:26.780 ⇒ 00:40:27.120 Uttam Kumaran: Yeah.
262 00:40:27.120 ⇒ 00:40:30.149 Robert Tseng: More now that he has the data. And like.
263 00:40:30.330 ⇒ 00:40:51.230 Robert Tseng: Yeah, it’s like our our success, isn’t. You know, we’re not held in the same way to like the other teams we don’t like. And it’s it’s if if they’re successful, if we’re able to kind of help our champions like be better. That’s that’s, I think, what at the at the highest level, like the executives will care about the most.
264 00:40:52.280 ⇒ 00:40:55.810 Uttam Kumaran: Okay, I agree. I think that’s a great way of putting it. I think.
265 00:40:56.502 ⇒ 00:40:59.410 Uttam Kumaran: One of the things I also want this to do is like
266 00:41:00.220 ⇒ 00:41:11.154 Uttam Kumaran: we’re on the marketing side where we have assets. Now across the website, one pages deck. So the thing I I really wanted the marketing team to get past is the fact that it’s not all like
267 00:41:11.960 ⇒ 00:41:13.489 Uttam Kumaran: it’s not all
268 00:41:15.593 ⇒ 00:41:38.689 Uttam Kumaran: like creating things in isolation. They are. They’re all related to like coming up with one theme, and it gets dispersed across multiple mediums. So as soon as we have a doc like this done, I would love to hand this to them and say, like, Okay, let’s make sure this new positioning, like makes it into each of our decks. And then there’s sort of an update process for each of our materials. Right? Like.
269 00:41:39.011 ⇒ 00:41:51.220 Uttam Kumaran: this is something that like, soon as we approve this here, there basically needs to be a function by which it gets into every single area where we have materials, whether it’s our like messaging, whether it’s like our case studies things like that.
270 00:41:51.430 ⇒ 00:41:57.600 Uttam Kumaran: So I’m I’m working on that. They’re getting better at thinking more in like that sort of abstract nature.
271 00:41:59.090 ⇒ 00:42:00.520 Robert Tseng: Okay, cool.
272 00:42:00.560 ⇒ 00:42:19.459 Robert Tseng: Yeah. Yeah. I mean, as I’m talking through this, I’ll probably reward this a bit clearer as well. Just to kind of differentiate across these 3. But then the last one is kind of the Amber’s work work stream that she’s kicking off now with the post discovery. Follow up. It’s kind of like. Maybe this one is, how do you really identify who’s buying like on on the call?
273 00:42:19.460 ⇒ 00:42:34.029 Robert Tseng: What do they need? What’s like? What’s like the next step, the immediate, the next immediately helpful thing that we can do for a prospect after after discovery. And then what does the follow up process look like. So I think that’s kind of what those. How I differentiate those 3.
274 00:42:34.602 ⇒ 00:42:39.309 Robert Tseng: With this initiative. Yeah, wanting to see more kind of inbound pipeline. Obviously.
275 00:42:39.630 ⇒ 00:42:52.690 Robert Tseng: we’re having more stuff here with the webinars and events we’re doing. And you’re you’re really focused on the co-marketing partners, which is which is great. So. I don’t know if this might seem kind of ambitious. I kind of just put it there, and that’s why I just kind of threw your.
276 00:42:52.690 ⇒ 00:42:59.299 Uttam Kumaran: No, I, that’s our goal. I I don’t. I think, one webinar event, that’s our goal, right? And I think,
277 00:43:00.870 ⇒ 00:43:07.189 Uttam Kumaran: yeah, I I don’t I think we’re gonna hit it? I mean, did we just did one we have one last week, one this week and one next week.
278 00:43:07.490 ⇒ 00:43:08.050 Robert Tseng: Yeah.
279 00:43:08.050 ⇒ 00:43:26.409 Uttam Kumaran: Like. And I I think what I’m gonna find out is whether once a week is fine because we’re also gonna repurpose all of those assets and repost it again and again. So I’m working with the marketing team to figure out like what the right cadence is, and if they can sustain. Like, if if with the current team, we can sustain one of these a week.
280 00:43:27.160 ⇒ 00:43:29.510 Uttam Kumaran: but yeah, that’s my goal.
281 00:43:30.500 ⇒ 00:43:38.464 Robert Tseng: Okay, yeah, I do have a couple leads in the pipeline for this stuff, too. So like I as much as I. Yeah, I mean, we’ll we’ll we’ll just.
282 00:43:38.920 ⇒ 00:43:40.150 Robert Tseng: There’s a lot of overlap.
283 00:43:42.260 ⇒ 00:43:47.340 Robert Tseng: yeah. And then the last piece here is like Founder led written video pieces. So this is just like
284 00:43:48.030 ⇒ 00:43:59.200 Robert Tseng: posting consistently on Linkedin. So and then making sure that yeah, we have that through throughput. I mean, this is probably more of a marketing initiative to be honest, but I think it is. I want to directly
285 00:43:59.420 ⇒ 00:44:03.879 Robert Tseng: tie I maybe I won’t even create separate like the mark that those
286 00:44:04.040 ⇒ 00:44:12.799 Robert Tseng: maybe you’ll have it one more Okr for the marketing. But, like the O, this Okr is very relevant to the marketing side as well. So I’ll just recycle it for them.
287 00:44:12.800 ⇒ 00:44:23.119 Uttam Kumaran: Yeah, I mean, I honestly think we’re gonna get. I like the goal that I’ve heard from a lot of people is just find a way to post every day, and so, to be honest in the past week
288 00:44:23.390 ⇒ 00:44:28.389 Uttam Kumaran: so many people have reached out like random people have reached out because they saw something I posted about
289 00:44:28.630 ⇒ 00:44:45.440 Uttam Kumaran: the default thing or or something else, and then they like, Hey, let’s catch up, hey? Like, Oh, it’s like congrats and everything. So it’s actually did, I think, go get in front of a lot of people’s faces. So I’m but I’m sort of. I told Ryan that I’m thinking about. This is like my account, your account.
290 00:44:45.570 ⇒ 00:44:49.100 Uttam Kumaran: Amber’s account and like the company account
291 00:44:49.240 ⇒ 00:44:52.040 Uttam Kumaran: right? And we basically need like
292 00:44:52.190 ⇒ 00:45:12.260 Uttam Kumaran: support on how we can post from all those. And sort of basically like engineer, that something like kind of gets gets like significant momentum and he has a good process by which he does like the repost, the comment, the the repost from the company account. But I’m sort of pushing on him to sort of work through how we how we can do this?
293 00:45:14.010 ⇒ 00:45:19.259 Uttam Kumaran: Yeah, I would say we, I would say, this is gonna be we should probably increase this.
294 00:45:20.770 ⇒ 00:45:21.400 Robert Tseng: Okay.
295 00:45:23.039 ⇒ 00:45:27.429 Uttam Kumaran: But I can think about what that number is, cause. If this can be across the Comp. Across the company, then
296 00:45:28.540 ⇒ 00:45:31.190 Uttam Kumaran: I would say it should be at least once a once a day.
297 00:45:31.390 ⇒ 00:45:32.000 Robert Tseng: Yeah.
298 00:45:33.150 ⇒ 00:45:35.110 Uttam Kumaran: But I’ll I can. I can think about this.
299 00:45:35.440 ⇒ 00:45:37.309 Robert Tseng: Yeah, I’ll I’ll let you kind of like.
300 00:45:37.630 ⇒ 00:45:48.100 Robert Tseng: okay, and then add some stuff here. Sorry, Amber. I didn’t read through everything in your comments yet, so I’ll respond to it. But yeah, I guess with time coming up. Hey? There’s
301 00:45:48.330 ⇒ 00:45:54.560 Robert Tseng: feel free to read through everything here. Leave comments wherever I would say if I were to kind of pick like the most important things.
302 00:45:55.190 ⇒ 00:46:04.449 Robert Tseng: I guess this needs to be updated later. But yeah, probably just go through the Q 2 sales plan and then I’m gonna keep working on this today.
303 00:46:05.254 ⇒ 00:46:10.910 Robert Tseng: Yeah. Go through all the outbound stuff. We’ll get you set up amber on the hey? Reach?
304 00:46:11.705 ⇒ 00:46:19.384 Robert Tseng: And yeah, I guess Uton will get on the kind of set up accounts for these 2 platforms as well.
305 00:46:21.630 ⇒ 00:46:32.010 Robert Tseng: yeah. And then on the Positioning guide, I want to want to get that one done. So. I also sent this to you, Amber. I don’t know if you looked at this one yet, but this is really just kind of.
306 00:46:32.590 ⇒ 00:46:37.169 Amber Lin: Yeah, I went through all of it. I think I think I essentially went through
307 00:46:38.160 ⇒ 00:46:45.999 Amber Lin: half of all of the notion docs, with the sales. I still have a few more to go through, but I pretty much read everything.
308 00:46:46.390 ⇒ 00:46:47.090 Robert Tseng: Okay.
309 00:46:47.350 ⇒ 00:47:06.450 Robert Tseng: cool. Yeah. I mean the what we do, who we sell to stuff like that? I’m not really touching anything below. At this point. I’ve just been really focused on the positioning and trying to get this like prospecting process really clear. So I guess this. But both of you could participate in it more more clearly.
310 00:47:07.009 ⇒ 00:47:11.399 Robert Tseng: But yeah, I think that’s that’s generally kind of the
311 00:47:12.630 ⇒ 00:47:18.160 Robert Tseng: the ways I’ve been pushing on getting our sales process into a good place.
312 00:47:18.160 ⇒ 00:47:29.370 Uttam Kumaran: Yeah, I think it’s purely like volume in terms of like, just starting to do these things. I mean for me, I’m gonna just really try to get us to win on Linkedin and like get promotion that way.
313 00:47:30.565 ⇒ 00:47:40.449 Uttam Kumaran: And then, at least, if we can lock in on just getting volume up on upwork. I feel pretty good. So yeah, I’m gonna for me. My goal is to just try to do that in the mornings before everything starts, and
314 00:47:40.800 ⇒ 00:47:45.692 Uttam Kumaran: it totally does. It somewhat comes down to just like that which is like getting time to do it.
315 00:47:46.080 ⇒ 00:47:49.040 Uttam Kumaran: So I’m gonna try to do that every morning. And and
316 00:47:49.460 ⇒ 00:47:52.210 Uttam Kumaran: basically just like, try to push that extremely hard.
317 00:47:53.500 ⇒ 00:47:54.320 Robert Tseng: Okay.
318 00:47:55.130 ⇒ 00:47:57.900 Amber Lin: Yeah, I think for me, I’m gonna start
319 00:47:58.090 ⇒ 00:48:20.270 Amber Lin: posting on Linkedin more. Just had a call with Brian. So I know what to do for that, and then is there. Do we have recording of the past sales calls, or would I be able to join the upcoming sales calls? I’ve read all the most of the hey? Reach messages. So I kind of know how to respond to them or drop the messages. But I kind of want
320 00:48:20.480 ⇒ 00:48:22.820 Amber Lin: to be ready when
321 00:48:23.140 ⇒ 00:48:27.350 Amber Lin: the calls come in, or when the messages come in. I want to know what to do.
322 00:48:27.350 ⇒ 00:48:34.179 Uttam Kumaran: So we do have. We do have the sales calls, it said. This is actually a really good example of why
323 00:48:34.470 ⇒ 00:48:41.299 Uttam Kumaran: the like. This is what I want. The AI team to work on is like we record all these calls, so they need to be easily searchable. Casey has them.
324 00:48:41.915 ⇒ 00:48:44.299 Uttam Kumaran: I mean I have them, too. They’re in drive.
325 00:48:44.682 ⇒ 00:48:49.469 Uttam Kumaran: But I would say, if you ping him, he’ll walk you through process of how he can identify those.
326 00:48:49.973 ⇒ 00:48:54.440 Uttam Kumaran: We also do have some in notion that I can try to find
327 00:48:56.000 ⇒ 00:49:00.099 Uttam Kumaran: because whenever new people join, I was like, here are all our sales calls
328 00:49:04.130 ⇒ 00:49:05.649 Uttam Kumaran: but I’ll have to find them.
329 00:49:09.960 ⇒ 00:49:16.870 Amber Lin: Cool. Yeah. And I know they just finished, I think, uploading everything to dlt. So
330 00:49:17.528 ⇒ 00:49:23.559 Amber Lin: we’re almost halfway through on the progress there, aiming for the.
331 00:49:24.090 ⇒ 00:49:29.469 Amber Lin: We’ll have something I’ll update you separately on the AI team projects.
332 00:49:29.470 ⇒ 00:49:37.599 Uttam Kumaran: Okay. Here. Also, I invited you to hey reach. I’m also gonna send you this document, which is
333 00:49:39.390 ⇒ 00:49:43.990 Uttam Kumaran: our sales calls database, and it looks like
334 00:49:44.710 ⇒ 00:49:51.329 Uttam Kumaran: I don’t know. I don’t know if I put this together. Who put this together? Oh, I did. Yeah. So here’s a bunch of them in here.
335 00:49:53.950 ⇒ 00:49:59.590 Uttam Kumaran: and then, yeah, I’m I’m I’m still recording as many as I can, so I’ll look back and see if I can add any more. Here.
336 00:50:06.220 ⇒ 00:50:07.230 Amber Lin: Yeah. Awesome.
337 00:50:09.620 ⇒ 00:50:10.950 Robert Tseng: Okay. Cool.
338 00:50:11.780 ⇒ 00:50:14.690 Uttam Kumaran: Okay, thanks, guys, this is a great call. I’m energized.
339 00:50:15.090 ⇒ 00:50:15.720 Robert Tseng: Yeah.
340 00:50:17.190 ⇒ 00:50:23.469 Uttam Kumaran: And then, yeah, we can. Maybe when we’re in la together, too, we can walk through because we can. I can walk. We could just watch how you do the upwork
341 00:50:23.890 ⇒ 00:50:26.859 Uttam Kumaran: stuff, too, and then that’ll give us a little bit of a
342 00:50:27.030 ⇒ 00:50:29.470 Uttam Kumaran: give me a little bit better right of an idea.
343 00:50:29.470 ⇒ 00:50:30.600 Amber Lin: Yeah, I know, Robert.
344 00:50:30.600 ⇒ 00:50:34.939 Amber Lin: Next time we do it, just record a video, we’ll stop your process.
345 00:50:35.290 ⇒ 00:50:36.050 Uttam Kumaran: Yeah.
346 00:50:36.320 ⇒ 00:50:37.590 Robert Tseng: Okay, yeah, we’ll do.
347 00:50:38.680 ⇒ 00:50:39.410 Uttam Kumaran: Okay.
348 00:50:40.520 ⇒ 00:50:41.310 Robert Tseng: Thanks. Everyone.
349 00:50:41.310 ⇒ 00:50:41.720 Uttam Kumaran: Thank you.