Meeting Title: Zoom Meeting Date: 2025-04-11 Meeting participants: Aakash Tandel, Annie Yu, Amber Lin, Robert Tseng
WEBVTT
1 00:04:12.550 ⇒ 00:04:16.120 Robert Tseng: Testing, testing testing.
2 00:04:17.360 ⇒ 00:04:19.759 Robert Tseng: Yeah, they can probably hear us from there. Okay?
3 00:19:06.220 ⇒ 00:19:12.589 Robert Tseng: Oh, sorry. Annie didn’t see that you were there. We were. We were just chatting.
4 00:19:12.810 ⇒ 00:19:14.150 Annie Yu: Hi.
5 00:19:14.430 ⇒ 00:19:15.260 Robert Tseng: Hey!
6 00:19:15.740 ⇒ 00:19:20.089 Annie Yu: Am I gonna be on like a large screen, or just someone’s laptop.
7 00:19:20.170 ⇒ 00:19:24.490 Robert Tseng: No, you’re on like a small laptop in the corner. Yeah, you’re not on a large screen. Don’t worry.
8 00:19:24.490 ⇒ 00:19:26.043 Annie Yu: Okay, cool.
9 00:19:28.430 ⇒ 00:19:30.010 Annie Yu: But so, yeah.
10 00:19:30.470 ⇒ 00:19:36.050 Robert Tseng: Oh, yeah, okay. Oh, okay, good.
11 00:19:36.450 ⇒ 00:19:41.339 Robert Tseng: You can also just play it from your side as well like cause.
12 00:19:41.550 ⇒ 00:19:46.730 Robert Tseng: But you can. You can sign into the zoom and play it from here. Yeah, yeah.
13 00:19:50.250 ⇒ 00:19:52.080 Robert Tseng: it’s in the slides.
14 00:19:53.850 ⇒ 00:19:54.570 Robert Tseng: Yeah.
15 00:19:59.550 ⇒ 00:20:00.310 Aakash Tandel: Hey, guys, how’s it going.
16 00:20:00.310 ⇒ 00:20:07.679 Robert Tseng: So added you to a new channel. Yeah. Q. 2. Planning. I know we have too many channels. I’ll shut it down after this. But
17 00:20:08.750 ⇒ 00:20:13.710 Robert Tseng: yeah, okay.
18 00:20:13.920 ⇒ 00:20:15.090 Amber Lin: Hello!
19 00:20:16.970 ⇒ 00:20:20.069 Robert Tseng: I’ll I’ll mute myself. Okay.
20 00:20:20.200 ⇒ 00:20:26.799 Robert Tseng: or you should meet your mic. Oh, you are! Oh, it’s not gonna work, because you’re.
21 00:20:26.800 ⇒ 00:20:27.640 Amber Lin: Oh!
22 00:20:29.224 ⇒ 00:20:37.180 Robert Tseng: It has to come from. Audio has to come from me. Okay? Well, it’s being recorded, anyway. Okay.
23 00:20:39.120 ⇒ 00:20:40.420 Robert Tseng: alright sorry.
24 00:20:40.660 ⇒ 00:20:50.548 Robert Tseng: Technical difficulties wouldn’t be wouldn’t be a offside without it. Okay, well, I mean, let’s just kick this off. I know
25 00:20:51.480 ⇒ 00:21:00.009 Robert Tseng: We’ve we’ve been kind of settling in and chatting about a lot of random things. But I threw an outline for kind of today, and I think the 1st thing I want to do is kind of
26 00:21:00.750 ⇒ 00:21:06.970 Robert Tseng: just go through like, specifically, our sales. Okrs for the upcoming quarter.
27 00:21:09.070 ⇒ 00:21:12.299 Robert Tseng: Yeah. So let me just quickly flash that on the screen.
28 00:21:13.280 ⇒ 00:21:33.459 Robert Tseng: You guys can also go. And I mean, I linked everything in. So you can always just go in and look yourself. But yeah, whether or not these are finalized is kind of Tbd, but at least I think it’s enough to have a productive conversation. So want to talk through the initiatives that we’re gonna have going going forward, and then also spend each like time like talking through
29 00:21:33.530 ⇒ 00:21:50.789 Robert Tseng: how q 1 went and being like real about kind of that that stuff. I know most of this. The people here maybe, don’t really see kind of the go to market motion and play day to day, but I think it’s important to align on that messaging and kind of efforts there. So you kind of know, like
30 00:21:50.870 ⇒ 00:21:56.469 Robert Tseng: what direction we’re heading in? And yeah, I think
31 00:21:56.790 ⇒ 00:22:20.826 Robert Tseng: I would say, like, you know, our our 1st quarter goal was to hit like 80 KA month pretty much. In q. 1 we didn’t hit it every month, but you know, some months we were. We were there some months. We weren’t. I think it was good. We did that while also shuffling the team a lot and not putting much time in sales. So this is quite ambitious, I think, but we’re trying to double that in the next in the next quarter
32 00:22:21.350 ⇒ 00:22:35.750 Robert Tseng: and so kind of the 3 initiatives that we’ve kind of. I’ve talked about and like how we’re gonna get there. One is like doubling down on kind of like doing more strategy work, I think, is kind of the 1st initiative.
33 00:22:36.060 ⇒ 00:22:42.570 Robert Tseng: So for those of you that are on client teams. You do a lot of client engagement stuff where?
34 00:22:43.313 ⇒ 00:22:51.206 Robert Tseng: Maybe we’re executing a lot. And you know, obviously, there’s engineers on this call. There’s also pro project manager on this call.
35 00:22:52.070 ⇒ 00:23:10.249 Robert Tseng: yeah, I think that’s that’s that’s stickier. Because then the clients actually depending on us, but actually selling like directly into that is quite hard and as you can see, we haven’t really close a new client on that in the past like 3 or 4 weeks. And so the easier way to like ladder up into that is to.
36 00:23:10.300 ⇒ 00:23:39.749 Robert Tseng: you know, to sell kind of a smaller offering do strategy and audits which we were doing more consistently before. We’ve just maybe we’ve just kind of expanded our scope. And it’s been, you know, the good market conditions have changed, too. So we always need to adjust what we can do to sell sell that better. But yeah, I would say, like, that’s kind of like one initiative that I think we kind of need to really focus on in this next quarter.
37 00:23:40.189 ⇒ 00:24:02.619 Robert Tseng: Yeah, I would say at some point. We were probably running like a few of these every month, and so at least, there were always new Logos coming in, and the level of effort is not too high, I think about like an urban stems. Example, where Tom was like the only one on it. For, like 2 to 3 weeks with something before we converted them to like a like an implementation contract.
38 00:24:03.120 ⇒ 00:24:27.830 Robert Tseng: So yeah, I think we’re we’re talking. I are talking to companies all the time. It’s much easier to pitch like a prospect on like signing off on a check that’s under $5,000, and it is for them to commit to like a 3 month long, like 10 k to 20 K monthly contract. So yeah, I think that’s kind of something that we’re yeah like, that’s that’s that’s the context for that
39 00:24:29.190 ⇒ 00:24:43.344 Robert Tseng: within that initiative, like the few channels that get us there, I think I mean upwork and Catalans. There. These are both just like gig platforms, maybe more specialized. But we like these platforms because there is good signal for
40 00:24:43.990 ⇒ 00:24:44.810 Robert Tseng: like.
41 00:24:46.300 ⇒ 00:24:53.549 Robert Tseng: yeah, like, the timing is usually right, like, if someone’s not looking on these platforms unless they’re really urgently trying to solve a particular problem.
42 00:24:54.032 ⇒ 00:25:08.539 Robert Tseng: And so yeah, I think we’ve you know I my account on upworks pretty warm. There’s like we have a few other people on the team who have upwork accounts as well. But yeah, I probably get like 3 to 5 inbound a week, and then, like.
43 00:25:08.570 ⇒ 00:25:29.040 Robert Tseng: when I’m consistent, I’m shooting out like 3 or 5 proposals as well. So that kind of helps fill my calendar. And I’m always talking to new prospects that way. And so I can kind of go into more detail. And like some examples of this like later on. Or actually, maybe I might even just pause and show an example like, I wanna be transparent about that as well, so
44 00:25:31.510 ⇒ 00:25:33.564 Robert Tseng: let’s go with
45 00:25:39.130 ⇒ 00:25:40.385 Robert Tseng: So
46 00:25:43.470 ⇒ 00:25:57.183 Robert Tseng: yeah. So this guy he’s like runs like he runs like a I don’t know, like a chemicals distributor company based in Fullerton. Here in La reaches out to me kind of show. Shared with me some questions, his his questions
47 00:25:57.650 ⇒ 00:26:07.819 Robert Tseng: or what? The problem that he was trying to solve. I asked a few questions. We hopped on a call yesterday. And then I shot him a proposal. Which basically looked
48 00:26:08.650 ⇒ 00:26:11.220 Robert Tseng: like this.
49 00:26:18.400 ⇒ 00:26:23.828 Robert Tseng: Yeah, so this is a good piece, I think, for everybody to see. You may not know that this is
50 00:26:24.390 ⇒ 00:26:38.869 Robert Tseng: This is something that we do but we send an sow to every client. This is something that, of course, as you see, it’s like very well designed, typically clients can will get like a word document that sort of
51 00:26:39.660 ⇒ 00:27:08.359 Robert Tseng: like I for me, part of the design angle was like, I want this to look like something you’re gonna spend 5 to 10 K. On and be like a pump with right and so we, me and Ann work really closely on putting together the 1st sow. But this ideally just shares what the core project is, what they can expect, and then a price, and then ideally, they can then circulate this around their team and sort of like, get get approval, or they have an artifact for this. They can make. Say, cool, I’m I’m game for that.
52 00:27:08.780 ⇒ 00:27:35.179 Robert Tseng: Yeah. So I pretty much just took the transcript that I had from the call. I ran it through Granola, and I already had these outlined. We have like a whole library of these scope of works. And it helped me kind of just create some of these. Just I mean, this is just like a 1st draft of really of like a proposal just to keep the conversation going gives them a sense of pricing. We have minimums. We don’t work with clients that are like not willing to pay at least like 5 K to kind of start working with us.
53 00:27:35.180 ⇒ 00:27:48.480 Robert Tseng: And then, like our hourly range fluctuates. We’re somewhere between 1 15 to 200. I typically, will like, I don’t mind starting a bit lower to to start, and then we can bump up over time.
54 00:27:48.819 ⇒ 00:28:06.140 Robert Tseng: Yeah. So that’s that’s the con. That is, I think, ideally, the conflict with between sales and implementation, because I’m always looking at how we can afford the best people how we can create like at the budget, things like that. And then sales is gonna want to close the deal.
55 00:28:06.190 ⇒ 00:28:09.360 Robert Tseng: And so there’s I feel like it’s actually pretty healthy
56 00:28:09.560 ⇒ 00:28:12.959 Robert Tseng: to to have that constant goal. And then, of course, I think.
57 00:28:13.130 ⇒ 00:28:25.650 Robert Tseng: to give you like a barometer. We need to be aiming for billables above 200 closer to 2 50. Where then, we’re like, basically in line with like rock star businesses in our category.
58 00:28:27.330 ⇒ 00:28:35.940 Robert Tseng: But like I, I think we’re, we’re on the path for sure. Yeah, I I just, I guess
59 00:28:36.670 ⇒ 00:28:52.369 Robert Tseng: it’s not so much of a science, for, like, why pick these numbers. I think I know the minimum for, like what we’re willing to take on. And then I mean, obviously, it’s not at the target we want, but I’m also kinda feeling the pressure and wanting to bring more logos in. So I went. I went a bit lower on this one.
60 00:28:52.668 ⇒ 00:29:11.160 Robert Tseng: Yes, I sent it over to him. He has like some objections. And then we’re just kind of going back and forth on on this. But yeah, I think that’s kind of where we’re at with this with this situation. So that’s like an example of how I would triage like an inbound thing from from from from from like that platform.
61 00:29:13.300 ⇒ 00:29:22.889 Robert Tseng: Catalan is a bit different. Catalan is more of like a mid market size platform every every opportunity on. There is at least 50 K,
62 00:29:23.000 ⇒ 00:29:33.820 Robert Tseng: and so it’s not like somebody, gonna not not somebody dming me. And like we have only one call to close like we have to like, write, create a more
63 00:29:34.140 ⇒ 00:29:49.000 Robert Tseng: like a. It’s almost like applying to a job like you need to have a cover letter need to have projects that you send over. It’s a bit more of a drawn out process, and you’re kind of bidding against other firms that are trying to win that book of business. So yeah, I mean, I think
64 00:29:49.150 ⇒ 00:30:13.960 Robert Tseng: now that our marketing team is kind of laid out the foundations for all these different sales assets. I think it’s just like turning the work that we’re doing on with clients and trying to like, create as many like really targeted case studies that we can. So that I get to a place where any proposal that I send out I’ll have like 2 or 3 really relevant specific case studies that’ll kind of help.
65 00:30:14.230 ⇒ 00:30:16.732 Robert Tseng: Help us close close that deal.
66 00:30:17.460 ⇒ 00:30:31.820 Robert Tseng: so those are like 2 platforms that we’re active on. The rest are more like, you know, your traditional like Linkedin or email, kind of like targeting where both utam. And I like.
67 00:30:32.500 ⇒ 00:30:35.500 Robert Tseng: can I? Just can I show them, hey, reach and stuff? Oh, yeah, yeah.
68 00:30:43.820 ⇒ 00:30:45.550 Robert Tseng: usually populates.
69 00:30:46.190 ⇒ 00:30:47.030 Robert Tseng: Okay?
70 00:30:51.660 ⇒ 00:30:56.219 Robert Tseng: Oh, sorry. Give me a second.
71 00:31:13.260 ⇒ 00:31:19.149 Robert Tseng: Yeah. So Utam and I have our Linkedin accounts like, hooked up to this platform.
72 00:31:19.350 ⇒ 00:31:37.420 Robert Tseng: We’re in campaigns that I update every week where we’re just like going after yikes. This one’s not doing well. But typically, yeah, the campaigns are like 20% connection acceptance rate. We just like, you know, we’re just reaching out to people on Linkedin that are, you know, very
73 00:31:37.770 ⇒ 00:31:39.839 Robert Tseng: kind of targeted by
74 00:31:40.040 ⇒ 00:31:47.219 Robert Tseng: industry or by location, a few other kind of criteria that I’ve been filtering at. And then we’re just shooting the messages.
75 00:31:47.650 ⇒ 00:31:50.849 Robert Tseng: But my most reply area is pretty high. Yeah, it’s interesting.
76 00:31:51.040 ⇒ 00:32:02.700 Robert Tseng: But anyway, so this is kind of how we continue to grow. Our network. Utah meets up with these people in real life like every week. It’s crazy. It’s just like online dating, just like on Linkedin. And you’re just.
77 00:32:03.010 ⇒ 00:32:22.980 Robert Tseng: I feel like, that’s how I found a few of you. So you know, it’s kind of kind of the thing. Yeah, yeah, I mean, we basically like what to give you a sense of what we do. We filter for the top product executives in Austin we get a big list of those we then have like a a canned message that gets sent.
78 00:32:23.537 ⇒ 00:32:30.699 Robert Tseng: You know, and then. And then I basically meet them. So randomly, it’s either people that like.
79 00:32:31.659 ⇒ 00:32:35.940 Robert Tseng: I don’t know if you scroll down like Edward Lavin, for example. Okay.
80 00:32:36.300 ⇒ 00:32:39.569 Robert Tseng: so this guy’s a controller in Austin. If you scroll up.
81 00:32:40.100 ⇒ 00:32:42.870 Robert Tseng: we connected with him. He’s like a Cpa.
82 00:32:43.475 ⇒ 00:33:01.769 Robert Tseng: If you go all the way up, this will be good. Yeah, he showed up as a recommended local contact with us. I’m happy to connect. I like my girlfriend is from Avery ranch area. He was like a Cp. He was like head of finance, or like head of the Homeowners Association, found some reason to say something, said it.
83 00:33:02.020 ⇒ 00:33:07.089 Robert Tseng: he responded, and then if you scroll down, you know we we end up talking about like
84 00:33:07.550 ⇒ 00:33:12.980 Robert Tseng: he was he immediately the message was like, Are you looking for a controller, and I was like.
85 00:33:13.100 ⇒ 00:33:28.069 Robert Tseng: I’m down to chat. We’re not really but like, so then I called him, and then he’s like he’s interested in working for startups. He gave me some advice on, how do we do? Revenue recognition for ABC like. But ultimately, like we get a friend, we get a minimum. We get a new friend.
86 00:33:28.360 ⇒ 00:33:46.690 Robert Tseng: At the next level we get someone who promotes us the 3rd level. We get someone who wants business or someone who works for us. So any of those outcomes are positive. Ideally, we start to just build people that when they think about data like, if Edward goes to a company as a controller. And they have data problems. I want them to call me
87 00:33:46.950 ⇒ 00:33:50.229 Robert Tseng: right. And so we’re just doing that in a very like.
88 00:33:50.400 ⇒ 00:33:59.910 Robert Tseng: in a extremely manufactured manner. Where? Now? Yeah, I’m basically taking one or or 2 of these calls, a day. And I’m meeting people in Austin.
89 00:34:00.986 ⇒ 00:34:06.900 Robert Tseng: And so yeah, people just respond. And then I get on the phone with them.
90 00:34:07.850 ⇒ 00:34:09.030 Robert Tseng: Yeah.
91 00:34:09.380 ⇒ 00:34:21.049 Robert Tseng: And then, you know, the nice thing about Austin is, it’s like much more. It’s not like New York or San Francisco or La, where it’s a really tight knit community. So if you get a message from my profile.
92 00:34:21.530 ⇒ 00:34:24.799 Robert Tseng: that person could be like 5 min down the road. I’m like, let’s go get coffee.
93 00:34:24.909 ⇒ 00:34:40.730 Robert Tseng: And so we’re taking advantage of the fact that Austin is a very small market. It’s like A B List city market, and there’s not many people like our company there. And so when you, when you do reach out, people, tend to accept, and then they tend to want to help. You know.
94 00:34:41.130 ⇒ 00:34:43.220 Robert Tseng: we’ll see how it does, Helen.
95 00:34:43.610 ⇒ 00:34:53.070 Robert Tseng: Yeah, we’re gonna add amber to this mix soon and get campaigns going for la! I think I actually plugged myself into la recently. But I don’t know if it’s doing well.
96 00:34:53.500 ⇒ 00:34:55.199 Robert Tseng: I saw you did that, too.
97 00:34:55.900 ⇒ 00:35:06.159 Robert Tseng: Oh, no, I didn’t. I think I oh, really, okay, yeah. I mean, I still send manual stuff. So that’s that’s just
98 00:35:06.980 ⇒ 00:35:08.908 Robert Tseng: yeah. So I do it. But
99 00:35:09.710 ⇒ 00:35:21.400 Robert Tseng: okay. So I know that was a lot for the 1st initiative kind of reactions. Akash, Annie. I know he’s probably seeing this for the 1st time any thoughts on kind of like things that we’ve said so far before we keep going.
100 00:35:26.330 ⇒ 00:35:36.046 Aakash Tandel: No, I think you shared some of this right when I started. So I think this looks, this makes sense. And yeah, I like the like. The Linkedin approach.
101 00:35:36.530 ⇒ 00:35:46.739 Aakash Tandel: it’s interesting that it’s pretty geographically specific. So it’ll be cool to kind of see that expand in New York and in the Texas area, and then hopefully in in California, too.
102 00:35:47.170 ⇒ 00:36:13.020 Robert Tseng: Yeah, I mean, do we get into conversations that we have no business in getting front of? I don’t know what it was for, but like as soon as, like my follower, count like hit, like past 2,000, or whatever feel like people have been more receptive. And so like, there’s like this one thing that we’re trying to work on. It’s like the largest like job platform for women. Their CEO, like wants us to do like a data presentation thing with them, and it’s like
103 00:36:13.020 ⇒ 00:36:32.340 Robert Tseng: she she reached out to me like I didn’t even reach out to her. So it was like, it’s interesting like. I think there are other people who are going around like looking. They’re probably filtering by. Look at executives with fall ex follower account like more than 2,000 whatever. And we’re getting on lists and invited to dinners and stuff like.
104 00:36:32.410 ⇒ 00:36:49.459 Robert Tseng: I have people that randomly invited me to AI data centers or whatever in New York that I’ll be going to the next week or 2 weeks. So yeah, like, it’s definitely it’s a super connector. That’s what that platform really is. Linkedin is the number one sales channel for us.
105 00:36:49.560 ⇒ 00:37:09.605 Robert Tseng: We did. We tried email. It’s either that or like form relationships, like someone does word of mouth. So for us, we’re basically like manufacture. We’re just trying to like, manufacture that and and lean in as much as possible and then increase the number of at bats, like, how many people can we meet that fit our criteria that can? Then we could take a swing on
106 00:37:10.120 ⇒ 00:37:20.219 Robert Tseng: and this is something that again a lot of people they don’t do. And so some of these relationships we’re building. As I mentioned, they may come to fruition 9 months down the road
107 00:37:20.330 ⇒ 00:37:31.001 Robert Tseng: like 3 months out, like you don’t sort of know, but this is something that again can help us in so many different ways that I think it’s been good to to get back and start doing
108 00:37:31.600 ⇒ 00:37:40.060 Robert Tseng: And people are impressed by the work that we do. The Logos that we have like everybody we talk to. So it’s not like we’re stepping beyond like who we are.
109 00:37:41.450 ⇒ 00:37:56.939 Robert Tseng: It’s it’s just like this is like the raw work that needs to happen, like, you know, it takes like a hundred coffee chats, like random dinners. Again. Like for me, I no longer am like interested by the the glow of all that stuff like, I just want us to sell.
110 00:37:57.100 ⇒ 00:38:12.859 Robert Tseng: Yeah, I’ll go to wherever and this is where I think it’s mostly like taking advantage of the fact that we have these connections. And how do we convert all that to sales for the business? Yeah.
111 00:38:13.760 ⇒ 00:38:33.960 Robert Tseng: yeah. So I mean, I know that maybe not. Everyone here is really going to be part of this playbook in terms of like kind of pushing on that initiative. But you know that hopefully, that gives you a bit more insight into like, how how we try to scale like the number of people that we’re that we’re in contact with all the time. Maybe the second initiative. Yeah. Go ahead.
112 00:38:34.110 ⇒ 00:39:03.750 Annie Yu: No, no, it’s super cool to learn about the platform. I was like googling upwork and Catalan as you were sharing. And I I remember, I think cold call is actually something that will work, and I think you probably already see that. I, our our realtor, reach out to us on on Linkedin, probably like a 1 year or 2 years ago, and we did not like respond. Obviously. But when we were like trying to get a house. We reach back out, and we bought a house through him. So.
113 00:39:03.750 ⇒ 00:39:04.370 Robert Tseng: Wow, nice.
114 00:39:04.860 ⇒ 00:39:06.560 Robert Tseng: Yeah. You know exactly what I’m talking about.
115 00:39:06.560 ⇒ 00:39:10.569 Annie Yu: Yeah, because we we always will remember him. Yeah.
116 00:39:10.970 ⇒ 00:39:15.099 Robert Tseng: And for us, when people think about data or AI like
117 00:39:15.390 ⇒ 00:39:17.740 Robert Tseng: they need to think about us first, st
118 00:39:17.900 ⇒ 00:39:45.180 Robert Tseng: no matter what right. And so it’s all about getting these meetings leaving an impression we may not know like this is the difference between like our job, then, is to take that from like, okay, they close in 9 months to then like, what’s stopping you from signing a deal like now or like, let’s just get in the door with something small, right? And so that’s sort of where we’re we’re focused on. But I think what’s clear on the Okrs is, it’s really just like a volume like, we just need to be
119 00:39:45.270 ⇒ 00:39:48.260 Robert Tseng: pushing on upwork, pushing on Catalan
120 00:39:48.610 ⇒ 00:39:51.759 Robert Tseng: like having these like hey reach conversations.
121 00:39:51.880 ⇒ 00:39:57.809 Robert Tseng: and then just like trying to get as many people into the sow phase as possible. You know.
122 00:39:58.610 ⇒ 00:40:22.290 Aakash Tandel: I like the existing connections and leads, I think, one of the things that has sold a lot of business at both. My last agencies has been people moving to a new role in a new company, so like the person that implemented or was like bought, brought willtree on. For you know this client. Then they, you know, they start a new venture. They’re, you know, the CTO. At a new company. Then they pull us back in for this other company. So that’s also pretty solid.
123 00:40:22.660 ⇒ 00:40:23.340 Robert Tseng: Right?
124 00:40:23.600 ⇒ 00:40:36.499 Robert Tseng: Yeah. I mean, I think that’s why they say if you stay in the game long enough you’ll get more wins, because, like your clients, they start to cross, pollinate to other companies. And if you if we did a good job, they’re gonna remember us and bring us in for more. So.
125 00:40:37.081 ⇒ 00:40:58.289 Robert Tseng: yeah, we actually just got a referral from one of our clients. Yeah, so yeah, okay, alright early. But we like it. When that happens when they’re like, we like what you’re doing, we recommend something to you. Okay, next, I’ll just kind of go power through the next one. So this is more probably relevant to maybe a caution any. And like.
126 00:40:58.410 ⇒ 00:41:19.539 Robert Tseng: yeah, I think we want to be like, we do so much work for clients that we’re not really documenting regularly. But this is really like the firepower that we have to go and close business, I really think, and services like how how much we can tailor what we’ve done in our experiences and packaging it in a way. So that prospects understand it. So
127 00:41:19.540 ⇒ 00:41:31.000 Robert Tseng: yeah, I think for Tom and I, we’re trying to like, be more like accountable to yeah, just every week we’re just summarizing things that we’re doing in terms of client deliverables.
128 00:41:31.288 ⇒ 00:41:50.299 Robert Tseng: Eventually, like, I want the Pm’s to be able to do this as well. And you know I think you know Akash and and and amber, you know, you know all of the work that we’re doing with clients now. And so maybe even stretching beyond pushing projects internally. But yeah, you should. Yeah. You should be able to do this as well, just like
129 00:41:50.300 ⇒ 00:42:05.240 Robert Tseng: creating the strategic narratives of like what we’ve done, what outcomes we’ve helped achieve for our our clients. And so I know that’s something that I feel like. If we can get both of you like able to to do that as well. Then we have.
130 00:42:05.260 ⇒ 00:42:14.139 Robert Tseng: you know, more more strategic heads like thinking about how do we talk about our work with other people? And that’s that’s gonna that’s gonna help. Significantly.
131 00:42:14.770 ⇒ 00:42:17.810 Robert Tseng: There’s a stat on Catalan that’s basically like
132 00:42:18.623 ⇒ 00:42:30.489 Robert Tseng: even just having one proposal that attached, or like one case study attached to a proposal like increases like the like. The the rate of kind of
133 00:42:30.760 ⇒ 00:42:35.640 Robert Tseng: I don’t know if it’s necessary closing, but at least getting a response by 60%. So it’s just like
134 00:42:36.230 ⇒ 00:43:02.159 Robert Tseng: words and visuals demos like they do so much, but just having having, like the right, like having, like a very relatable and relevant like case study and pro like makes makes a huge difference in getting a positive response. So we’re trying to, you know, align the design team and the marketing team as well to kind of help crank crank more of those out, because we definitely
135 00:43:02.690 ⇒ 00:43:09.580 Robert Tseng: have more to. We have more to share and brag about, I guess, than we do on our website right now. Yeah.
136 00:43:09.850 ⇒ 00:43:30.139 Robert Tseng: yeah, I agree. And I think this is everything about like setting up the marketing team infrastructure us being on sprints. Now we have these kits. We’re working on like a case study Kit ideally. Again, it goes from now. Anybody can then submit a diagram request and the diagram gets built that anybody can go do a promotion like if you’re like, hey? I got invited to go speak somewhere.
137 00:43:30.220 ⇒ 00:43:55.830 Robert Tseng: Can can I get help for the marketing cool? We know exactly. You need like a 5, a 5 Linkedin post series, carousels, banners, and then we set you up for the event. We do day of post. We do a recap video. That’s all like done. Now, we just we have that through science, right. And so for for us, it’s, I think, a lot about like, how do we engineer around the person who needs to finally execute this? So exactly, it’s like, I think we’ll write some case, studies
138 00:43:55.870 ⇒ 00:44:21.349 Robert Tseng: nail down the process of like for one of us who’s on a client. What do we need to answer to give the design team enough to then create the asset, and then, when the assets created cool, it needs to get posted on Linkedin. Maybe there’s a video attached. Maybe we do. Webinar associated with it. There’s a there’s like a sign up sheet where you can go download it like all that needs to happen in one push. Right previously, we were just doing it like someone asked you for Case. Today, we need case study. Now.
139 00:44:21.400 ⇒ 00:44:38.350 Robert Tseng: this is something that it has to be. This is where it’s like. Partly I try not to think about things at scale, because in our business we haven’t had to do that we’ve done everything sort of ad hoc as needed. Now we we truly do need to start to show the world like how much we we have done
140 00:44:38.676 ⇒ 00:44:44.010 Robert Tseng: and coming across like we’ve done more work than many people that you would think are way bigger than us.
141 00:44:44.564 ⇒ 00:44:49.114 Robert Tseng: And so this is but this, we need a scaffolding to do so right?
142 00:44:49.970 ⇒ 00:44:56.610 Robert Tseng: And I think this becomes just like the gift that keeps on giving right? Like we, yeah, there’s work that we’ve done for brave Forge.
143 00:44:56.610 ⇒ 00:45:21.370 Robert Tseng: But then, like, I think, this is a lifelong skill for any of you. Whatever opportunities you’re like kind of going on in the future like self promotion. Yeah, this is about self promotion. It’s about taking the work that you’ve done and making it known, like in a way that you can actually get new opportunities from it. So I do think that this is really something that every person in the company can be involved with, and should want to, because it’s not just bringing new business into the company. But
144 00:45:21.400 ⇒ 00:45:27.879 Robert Tseng: it’s it’s something that’ll go go like a long like a watch much farther for for yourself as well.
145 00:45:29.360 ⇒ 00:45:38.299 Robert Tseng: Next piece I’ll talk about is just like plug and play partner offerings. So you know, we, Tom, talk to a lot of vendors. I mean, we kind of have partners and things, and you know we’re
146 00:45:38.930 ⇒ 00:46:02.919 Robert Tseng: some. Some vendors prefer us like they give us leads like whether it’s like in mixed panel, or even with real or I mean, corral and Omni are kind of newer ones that we’ve talked to. But we’re trying to dial in on like, okay, we don’t actually want to implement everything. We don’t want to say yes to everything. And I’m sure you know, for those of you on the data clients. You, you know that we get a wide range of requests. And so.
147 00:46:03.464 ⇒ 00:46:22.429 Robert Tseng: yeah, we so far, you know, up until probably a cost really fully ramped up, like we were saying yes to everything, and not really paying too much attention. So like, are we actually making money from these clients if we’re saying yes to everything. But now, like we should have
148 00:46:22.580 ⇒ 00:46:41.689 Robert Tseng: clear things that we say no to that we can just like, bring in preferred partners. For so we focus on the things that we think are the highest value that our team can really execute the best on. And so, yeah, I don’t want us to just be busy bodies just to keep busy, but we should only be taking on work.
149 00:46:42.083 ⇒ 00:46:58.410 Robert Tseng: That we think is within our like zone of expertise, and then anything else like we should feel free to like loop in other partners that we that we trust, and and to kind of to round out the the offering. So I think that’s kind of something. We want to
150 00:46:58.650 ⇒ 00:47:02.110 Robert Tseng: be more intentional about getting through
151 00:47:02.613 ⇒ 00:47:12.959 Robert Tseng: and we already are doing this like on a couple of clients where I’ve said no to work, and and have been more insistent about bringing in a different tool or partner.
152 00:47:15.910 ⇒ 00:47:34.470 Robert Tseng: okay, so yeah, that’s pretty much it for the main. Okay, I don’t want to kind of bore us too much with kind of spending a full hour on it, I would say, I’ll do a quick recap on the legacy stuff, and just, you know, share. We ended up closing one since we launched this initiative of like 20 KA month plus
153 00:47:35.024 ⇒ 00:47:59.859 Robert Tseng: so we didn’t hit this exactly. Urban stems was supposed to get there. But timing wise. Yeah, there was like a promotion, or there they felt like they didn’t really want to. And this is just part of like any client like. Sometimes the timing is just not right. They don’t want to do any massive like change before mother’s day, which is an important like holiday for them, was
154 00:48:00.000 ⇒ 00:48:03.189 Robert Tseng: trying to kind of convince them that, like
155 00:48:03.510 ⇒ 00:48:07.960 Robert Tseng: our work, is not really going to interfere with their operations. And we were trying to just.
156 00:48:08.360 ⇒ 00:48:36.467 Robert Tseng: you know, which is true, like we, whatever we’re doing is happening in parallel and doesn’t really pose a huge risk to them. But they’re very like risk, averse and like didn’t want to take. Take that on. And so we’re not really making the big big push on urban stems until after after mother’s day. So that’s kind of how that initiative went as far as 3 data cards at 10 K. We also didn’t hit 3, I think. I think we could hit 2. So
157 00:48:37.520 ⇒ 00:48:38.849 Robert Tseng: yeah, I mean.
158 00:48:39.290 ⇒ 00:48:52.049 Robert Tseng: and I actually don’t. I didn’t. I don’t want this to continue, because I don’t actually think 10 KA month is really worth our time. Frankly, with how much work that we do. I think Job is an example of this, where
159 00:48:52.400 ⇒ 00:49:08.739 Robert Tseng: we have so many people staffed on that client. We’re doing work for them, and the speed is so slow, not necessarily on our end, but because we’re kind of locked into, not a great contract, and that’s something I’m looking to kind of change now that our contracts coming up with them in a week.
160 00:49:09.100 ⇒ 00:49:10.189 Robert Tseng: I don’t want.
161 00:49:10.460 ⇒ 00:49:38.929 Robert Tseng: like the joby team to be thinking about us as like. They only have a fixed number of hours, and he’s like micromanaging like every hour that we that we put in like. That’s not the way that this contract should go. So it’s definitely on me to try to reset, to change the expectations there give us a bit more free rein to run like we do on some of our other clients. But it also needs to be like a bigger like I I want, I want to bump, bump their their contract up.
162 00:49:40.230 ⇒ 00:49:40.990 Robert Tseng: yeah.
163 00:49:41.410 ⇒ 00:50:01.869 Robert Tseng: because I think. And then 1 1 more thing I’ll say here is, I think, at this rate, this is basically kind of the rate of like a mid level, like individual contributor at at a team. And so that gives them the expectation that we’re just like a we’re just gonna be cranking out stuff for them like on a
164 00:50:02.441 ⇒ 00:50:15.400 Robert Tseng: like a day like on a daily basis. Which is not really true. Like, we’re not really like a data analyst for the team like, that’s not where we’re gonna really thrive like we’re there to make.
165 00:50:16.070 ⇒ 00:50:20.920 Robert Tseng: Take big swings like do like look for the most meaningful like
166 00:50:21.120 ⇒ 00:50:23.860 Robert Tseng: like, look for opportunities to go and
167 00:50:24.450 ⇒ 00:50:52.099 Robert Tseng: pursue analysis that’s like very that has high potential for for bigger returns, and also to do more strategic and engineering work. I don’t want the clients to be thinking, like, we’re basically like an on demand data analyst for them. So I think that’s part of like, I think the the trap that we fell into with pricing. Didn’t know that like I didn’t think about getting us out of that until we were in there like
168 00:50:52.220 ⇒ 00:50:55.710 Robert Tseng: I could not. I don’t think, even if I was thinking back.
169 00:50:56.120 ⇒ 00:51:09.259 Robert Tseng: I didn’t have a thought in my mind that like that was a problem. We signed them. We’re like cool that we’ll do whatever. Then we realized that in order to do what we consider great work where we have a Pm, we have engineering. We have a product owner.
170 00:51:09.480 ⇒ 00:51:27.950 Robert Tseng: You can’t, we can’t. We can only can afford. It’s more about like we’re actually doing way more than just that piece. And so I didn’t. Really, we we kind of didn’t have. This is where, like as we change the team structure, it’s now changing the types of clients and engagements, when, in fact, it’s great, because
171 00:51:27.950 ⇒ 00:51:47.049 Robert Tseng: this is where you know. I talked to Robert, and I said, we want to lean more on strategy pieces where we can just have one person staff to kind of go through an exercise and then have fewer things convert to it full implementation, but the ones that are full implementation. We ratchet up the price because it takes a lot. It takes like at least
172 00:51:47.100 ⇒ 00:52:16.420 Robert Tseng: takes at least 3 people right to do to do something well. And we don’t want to just do well, we want to do like a extremely amazing job. And so for us, like, I think, yeah, we are. We’re definitely this Guy, and it’s not only like our feeling. I I know what our competitors are pricing for these things, and it’s like out of this world, right? And so for us. My gap has always been like, what’s our perception like? Why don’t they buy it when we say 50 KA month
173 00:52:16.580 ⇒ 00:52:21.549 Robert Tseng: like, what’s the what’s the gap? And part of the gap is perception.
174 00:52:21.590 ⇒ 00:52:37.090 Robert Tseng: Part of the gap is also those 50 K people don’t take the 10 K ones right? And so we’re morphing into like, what are the client types we like? What are the problems that adhere to the pricing model that we need? And then what are the offerings that we can still get. People that maybe can’t afford us, like
175 00:52:37.090 ⇒ 00:52:52.590 Robert Tseng: people can still do the strategy piece. We give them basically everything they need to do, and then they can go do that with us, or they can go do that with someone else. But that’s still money in the door for us. And so great case study, based for the most part, will probably end up doing it for us at the price, we say, because
176 00:52:53.150 ⇒ 00:53:03.799 Robert Tseng: it’s like precisely right. And so I want that. That’s a that’s a that’s a bet I’m willing to take right. And so
177 00:53:03.960 ⇒ 00:53:09.540 Robert Tseng: this is something again. It’s painful. I wish we we knew this before. But
178 00:53:10.150 ⇒ 00:53:36.839 Robert Tseng: I don’t know. It’s like some just learned experience. Yeah, yeah. So I mean, yeah, I’ll be frank, like, I think, Javi, at 10 KA month. We’re just stuck as dashboard monkeys for like for a month, like I mean, they just hired a new analyst, which is great. He’s taking all that stuff. And I do not want to be locked in another deal where we’re basically doing what that guy is hard to do. So. Yeah, that’s definitely on us to like, get us better types of contracts.
179 00:53:37.290 ⇒ 00:53:43.389 Robert Tseng: yeah, at at this price point of like 20 or higher, at least we get enough freedom to go and, like.
180 00:53:43.550 ⇒ 00:54:10.360 Robert Tseng: you know, at least in Eden, like I get to call some shots and like be like this is a valuable analysis, like, I want to influence the roadmap, and I want to go and do that. And I can. I can steer the ship a bit. We can steer the ship a bit more. But at this price point we’re just we’re just gonna be told what to do. And we’re it’s it’s never, gonna it’s never gonna go. It doesn’t seem like it’s gonna go. Very well. So yeah, I think that’s kind of why, this initiative will not persist to the next quarter.
181 00:54:10.510 ⇒ 00:54:16.860 Robert Tseng: This one is still there. So that’s that’s that. I know. These are all data kind of things. Oh, yeah, go ahead, Akash.
182 00:54:16.860 ⇒ 00:54:36.180 Aakash Tandel: Oh, I was, gonna say, the we’re definitely not on a single function data team here for Joby, we’re definitely doing like a lot other. So I feel like, if we’re only doing data analysis that might be in the 10 K realm. But because engineering, analysis, visualization, all that type of thing. It’s all getting kind of blown out.
183 00:54:36.340 ⇒ 00:54:37.020 Robert Tseng: Yeah.
184 00:54:37.190 ⇒ 00:54:42.699 Robert Tseng: for the startups that we work for startups like, it’s hard to really be single function, you know. Like.
185 00:54:42.820 ⇒ 00:54:53.290 Robert Tseng: unless, yeah, maybe there’s a world where we’re working with bigger companies. And they really just need like more of a staff augmentation and somebody to just plug in as like their
186 00:54:53.640 ⇒ 00:55:04.060 Robert Tseng: financial analysts or something like, maybe that would be another opportunity. But that’s not what we think. We’re actually set up to for success. For right now.
187 00:55:06.640 ⇒ 00:55:15.450 Robert Tseng: okay, any other questions like, kind of reflections. And think, you know, yeah, like, on on the how. How. q. 1 went on this front.
188 00:55:15.950 ⇒ 00:55:22.450 Annie Yu: I I just had a quick question on, what’s the difference between full service versus single function?
189 00:55:22.840 ⇒ 00:55:33.160 Robert Tseng: And then can you also talk about what we deliver for strategy? Also for some people that may not know. Yeah, yeah, okay, so let’s kind of ladder into that. Yeah. So I’ll start with.
190 00:55:33.340 ⇒ 00:55:39.894 Robert Tseng: you know, if I if I pulled up like our oh, maybe I could a good way to do this is to show
191 00:55:41.240 ⇒ 00:55:45.189 Robert Tseng: is it in the sales? Assets the
192 00:55:46.833 ⇒ 00:55:56.519 Robert Tseng: repricing? Yes. Is that in here? Yes.
193 00:56:00.960 ⇒ 00:56:07.270 Robert Tseng: this sorry. There’s like lag in this monitor.
194 00:56:08.240 ⇒ 00:56:17.150 Robert Tseng: Okay, I mean, this is this is basically what we kind of what we think. Our 3 tiers of pricing are. So I mean.
195 00:56:18.170 ⇒ 00:56:23.419 Robert Tseng: we’re we’re experimenting with the keywords here. But this is really the data audit and strategy piece
196 00:56:23.630 ⇒ 00:56:30.690 Robert Tseng: implementation is really what we envision to be the single function and then forward deployment was what we envisioned to be the full data team.
197 00:56:30.900 ⇒ 00:56:34.779 Robert Tseng: And so with strategy, what we do for them.
198 00:56:35.440 ⇒ 00:56:39.860 Robert Tseng: yeah, usually like clients will have a problem where there’s just like.
199 00:56:40.350 ⇒ 00:56:46.869 Robert Tseng: Oh, we wanna do a data migration. We’re we’re trying to move in. We’re trying to set up a data warehouse.
200 00:56:47.270 ⇒ 00:57:16.500 Robert Tseng: yeah, maybe their their legacy system is kind of broken, or they have somebody who was maintaining a legacy system who left. And now they don’t know what to do to keep running with that. Maybe it’s like, Oh, data. There’s a big data discrepancy. We’re trying to do like a financial report. According to financial report, to our board and you know, our one system is saying one thing, and then the other is off by like 50 or something crazy. And they they need to like urgently, like right size. That
201 00:57:17.560 ⇒ 00:57:27.760 Robert Tseng: usually like. The approach to all of these problems is pretty similar. Like we go in. We have to peek under the hood, do a bit of an assessment of like? What are all the different tools that they’re using?
202 00:57:28.687 ⇒ 00:57:32.620 Robert Tseng: And what do they consider to be their source of truth?
203 00:57:33.089 ⇒ 00:57:56.419 Robert Tseng: And then we have to help them to prioritize, like what’s realistic to accomplish within their timeline, which maybe will just be within a 2 weeks, like, what can we actually get done within 2 weeks? Is it just setting up like a very basic report. Is it fixing something that’s really high visibility for them, whatever it is. Along the way, because we’ve already kind of surveyed their entire data stack.
204 00:57:56.440 ⇒ 00:58:24.620 Robert Tseng: Well, and we’ll understand their business. We’ll be able to create like a 3 month roadmap for them. Of what? Like, what we could do, what what else we could do for them, and what they should expect from whether they go with us or they continue to invest in data work or AI work. And so that’s really what that 2 week strategy sprint really looks like. We hop on a bunch of meetings. And then we go and we peek around, and to to try to come up with a plan for the next 3 months.
205 00:58:25.379 ⇒ 00:58:29.669 Robert Tseng: On the implementation side, which what we were considering single function.
206 00:58:30.000 ⇒ 00:58:39.520 Robert Tseng: what we had, what we had thought was like, we were only going to be working with a product stakeholder or just a marketing stakeholder, and only be doing like
207 00:58:39.990 ⇒ 00:58:43.870 Robert Tseng: data work or for for that particular team?
208 00:58:44.862 ⇒ 00:59:01.240 Robert Tseng: And you know, that would limit the number of sources, you know, like for marketing, they’re only looking really at, like different media channels, like where their where their ads ad dollars. And whatever are going, we’re not going to be touching like
209 00:59:01.870 ⇒ 00:59:10.499 Robert Tseng: Zendesk or customer success data or finance, or whatever it is like. It was supposed to be very, very narrow. But it turns out that, like.
210 00:59:10.750 ⇒ 00:59:33.760 Robert Tseng: you know it. We didn’t really end up having, like a client that only like siloed us into a single function at least not in this iteration. Maybe in previous clients that I’ve had. That’s kind of how it was like, I was only just doing marketing. We’re only just product. But yeah, that that just didn’t end up being the case for what we saw this past quarter
211 00:59:34.256 ⇒ 00:59:48.990 Robert Tseng: and then the full forward deployment team is, yeah, we really are just like they’re they’re. We replace their data team so kind of like what we have with Eden. They, you know, got rid of the 2 of the people that they had doing data stuff.
212 00:59:49.200 ⇒ 00:59:59.669 Robert Tseng: They still have one more person there. But we generally are their data team. We make all the decisions, and we, we control the roadmap on the data side. So that’s kind of
213 01:00:00.110 ⇒ 01:00:23.622 Robert Tseng: what we envision being that like fractional data team that can scale up with them as as they as they grow, which I think we are better set up to do because we have. We are. We are more organized than most of the client, the clients that we work with. They don’t really have anything like what we do. And you know the the goal is to continue to use that
214 01:00:24.050 ⇒ 01:00:33.310 Robert Tseng: mode of engagement to keep expanding the work that we do, and hopefully growing the contracts along alongside that does that answer your question, Annie?
215 01:00:35.080 ⇒ 01:00:37.410 Annie Yu: Yes, yes, super helpful.
216 01:00:37.570 ⇒ 01:00:38.190 Robert Tseng: Okay.
217 01:00:38.560 ⇒ 01:00:56.370 Aakash Tandel: Also add that the strategy piece is super helpful when we get to an implementation or forward development phase, because a lot of times, if we don’t have a good strategy phase, then we become like the catch-all task person for the client. So that’s it’s it’s awesome. When we have a good strategy phase.
218 01:00:56.700 ⇒ 01:00:58.310 Robert Tseng: Yeah, totally.
219 01:00:58.520 ⇒ 01:00:59.165 Robert Tseng: And
220 01:01:00.330 ⇒ 01:01:25.190 Robert Tseng: I don’t think I call it out here yet, but I think I’ll just mention it. So I think the strategy. Now that we’ve kind of expanded our service offerings, we can do a better job. And Akash. This is what I’ve been talking to you about the data platform documentation. We do for every client that’s basically the deliverable we need to deliver in in A in a strategy for a data client on the AI side. We probably have a few
221 01:01:25.490 ⇒ 01:01:48.570 Robert Tseng: kind of like artifacts or resources that we we share as well. Right? It makes strategy more tangible. It gives them something like a clear roadmap, a clear prioritization framework. A centralized place where they can understand what is all the business logic, or what are all the use cases for AI products, that that they that we that we’ve learned about their business and putting that all in a single place for them
222 01:01:48.570 ⇒ 01:01:56.470 Robert Tseng: like that is a level like that. That’s what strategy, that’s what strategy is. Right? And so I think that’s
223 01:01:56.930 ⇒ 01:02:17.050 Robert Tseng: the better. We can like have examples of that to share when I’m pitching and not just being like, I don’t want prospects to come away from sales calls. And just think, oh, yeah, I guess they’re just gonna come and talk to us for a few times and then charge us $5,000, you know, like, I want them to actually see examples of like what they’re gonna get.
224 01:02:17.792 ⇒ 01:02:20.399 Robert Tseng: Yeah. One item there, too, is like.
225 01:02:20.780 ⇒ 01:02:25.600 Robert Tseng: and we should find a way to even make that spreadsheet like look pretty good
226 01:02:25.930 ⇒ 01:02:33.490 Robert Tseng: you haven’t seen. This doesn’t look good, but this is where it’s like, I think there’s an opportunity even. Think about like
227 01:02:33.680 ⇒ 01:02:38.040 Robert Tseng: how that spreadsheet is designed, but like
228 01:02:38.170 ⇒ 01:02:41.749 Robert Tseng: design it in Google sheets, meaning just like, make it more usable.
229 01:02:42.599 ⇒ 01:02:46.090 Robert Tseng: You just search data platform documentation. It’ll probably pop up.
230 01:02:46.320 ⇒ 01:02:47.070 Robert Tseng: Yeah.
231 01:02:48.860 ⇒ 01:02:58.649 Annie Yu: So one question did, let’s say, like Eden, also went through strategy phase, and then to the next one, and then to down? Or did they start off just
232 01:02:58.780 ⇒ 01:03:01.969 Annie Yu: in that forward.
233 01:03:02.340 ⇒ 01:03:13.620 Robert Tseng: Yeah, no, they they did start off in strategy. I like made decks for them like I like, well, I mean, it helped. It helped me sell into the bigger one. And then after that, we just
234 01:03:14.040 ⇒ 01:03:30.699 Robert Tseng: they stopped stopped using it. So I I mean I was. I was just running it off of Google slides and figma, I basically just built them figma, like, I can probably pull up some of this stuff
235 01:03:31.490 ⇒ 01:03:39.779 Robert Tseng: I see. So for urban sense for me the delivery was this spreadsheet. Yeah, but this is where it’s like I. I was sort of talking to Robert this morning is that
236 01:03:40.390 ⇒ 01:03:47.799 Robert Tseng: you know, the real pitch here is that we? I would like to pitch them like this is 5,000.
237 01:03:47.960 ⇒ 01:04:10.379 Robert Tseng: Right? So we’re gonna leave you with a tool procurement plan like which tools you need, what prices you can get them for a roadmap like a risk assessment about like your structure or whatever. And you’re on a really great architecture diagram, and like a data platform spreadsheet that they could take home with them like that we filled out, but like they continue to use.
238 01:04:10.380 ⇒ 01:04:11.269 Aakash Tandel: The Deloitte.
239 01:04:11.270 ⇒ 01:04:13.920 Robert Tseng: That sounds like easily 5 k of value.
240 01:04:14.630 ⇒ 01:04:24.209 Aakash Tandel: So Deloitte just did. Basically this spreadsheet for Dow Jones, News Corp, actually. So Dow Jones, Wall Street Journal Marketwatch, Barron’s.
241 01:04:24.560 ⇒ 01:04:32.720 Aakash Tandel: I think they charge 3 million dollars. So it it was honestly the same thing. So it is not like this is a very helpful piece of documentation.
242 01:04:32.720 ⇒ 01:04:35.010 Robert Tseng: Yeah, don’t give it. I know we’re cheap, know we’re
243 01:04:36.381 ⇒ 01:04:50.220 Robert Tseng: no, but I agree. But it’s more about like when you like they would market. It is that you get a daily data, readiness assessment. And so it’s all perception. It’s all branding. It’s all marketing. This is where for us, like.
244 01:04:50.220 ⇒ 01:05:11.770 Robert Tseng: before we had sort of a sense of who we are. We were just doing what was necessary, and the spreadsheet was necessary. Now that we know we’ve done this enough. We know what people need. We can then overwhelm them by saying, we’re gonna leave you with these 10 things if they go to anybody and show them that we’ve got these 10 things or say, oh, you only paid like 5 K. For that. That’s the sort of feeling that we
245 01:05:11.770 ⇒ 01:05:34.950 Robert Tseng: we want people to have, and then totally is like people could easily get a 5 k. Check from their boss or their team approved getting like a 20 K. 3 month agreement is a little bit steeper, but then we want to start for me. I think about like not. Can we do with one of these, and then it like, takes a bunch of like coordination is like, can any one of us walk into a client and then do this for 2 weeks
246 01:05:34.980 ⇒ 01:05:41.129 Robert Tseng: right like, can anyone on our engineering team, single handedly, maybe with like some Pm support, go in and run an entire
247 01:05:41.280 ⇒ 01:06:04.329 Robert Tseng: data readiness on it like rainforge audit. Right? So this is where it’s like we’ve done this a couple of times a couple of different ways. All those things I listed we’ve done, and like one or 2 of those for each client here and there. But now it’s sort of putting the package together right where we have each of these pieces and it comes across as a cohesive deliverable, and then we can do that in
248 01:06:04.470 ⇒ 01:06:33.500 Robert Tseng: in 2 weeks. Right? We find a way to do as quick as possible. Yeah, a cost. This might be a bit more like kind of relatable to you. But this is basically what I did with like product analytics, only clients. I would basically go into sales calls. And then I would basically be like, okay, we’re gonna look at all the your, we’re gonna we’re gonna do an audit of all the customer journeys on or like a couple of core user journey flows for your product. And we’re gonna build you like an event like design like this? So you get to know, like
249 01:06:33.530 ⇒ 01:07:02.399 Robert Tseng: exactly what events you need to track there’s a whole like process method to this madness thing. And then we’re gonna give you like a tracking plan where we kind of populate it with what we’ve finalized and design you hand it to your developer. You implement it, and you get everything you need for tracking, and like it was a very clear way of like kind of selling it. I mean, we haven’t sold only product analytics clients in a while, because the the budgets were a bit smaller, like the average like lifetime contract size, for that is probably like 30 K or less.
250 01:07:02.644 ⇒ 01:07:10.719 Robert Tseng: So we just haven’t focused on it in q, 1. But yeah, like, I feel like I used to close like 2 or 3 of these a month, so like it was.
251 01:07:10.950 ⇒ 01:07:40.089 Robert Tseng: and being able to to adapt like that way of like taking a strategy thing and just making it into a couple of simple milestones that, like they actually get something to to get put their hands on. That’s useful. I think that’s what we basically need to turn this data platform documentation thing into like, how do we? Yeah, I think that’s that. That to me is like, I almost want to return to having something as simple as that to sell on my calls.
252 01:07:40.210 ⇒ 01:08:01.688 Robert Tseng: But then I think about it from the marketing side. It should be easy for even any of our team to go in and plug into that right like big jam, should be something that like we leave them with. So we think about the design of the big jam. We think about the design of this. Of course, we have our update. We have our architecture diagram. We have our sow. We’ll have other plans. So I think.
253 01:08:02.200 ⇒ 01:08:05.130 Robert Tseng: that’s a that’s what a next job for.
254 01:08:05.550 ⇒ 01:08:14.190 Robert Tseng: you know. We’ll think we’ll do another kit right? We’ll do a strategy, Kit. That’s it. Like, it’s sort of all sort of ladders up right?
255 01:08:15.610 ⇒ 01:08:23.510 Robert Tseng: Okay, cool. I know. I want to kind of give us a break after like 10 more minutes. So let me just kind of run through these really quick.
256 01:08:23.640 ⇒ 01:08:35.210 Robert Tseng: So the second Okr, this is less about the business we actually closing. But how do we quantify the value of the conversations that we’re having? That’s really what this is. Pipeline is just like
257 01:08:36.229 ⇒ 01:09:04.033 Robert Tseng: before a a lead becomes a sale, like they. They go through different stages, but they’re part of our pipeline, like we have a whole series of follow ups we. We categorize them to different stages, we know, like when we need to be. Maybe it’s not the right time. And like we need to follow up with them at a certain point, or or whatever it is. So this is all kind of like broken down to different stages in the way that we we track leads in in the in the leads
258 01:09:05.470 ⇒ 01:09:31.610 Robert Tseng: page that you can go take a look at in your own time, but kind of like what I just what we discussed when we 1st kicked off this call we showed you, hey? Reach. We showed you kind of how we set up discovery calls and meetups and stuff. And yeah, so this is really kind of my goal is to keep having Utam. And I at least having 25 active conversations like per week with people. That’s really kind of what that initiative is. I want.
259 01:09:31.779 ⇒ 01:09:34.479 Robert Tseng: you know, 25% is kind of arbitrary, but like I want.
260 01:09:34.760 ⇒ 01:09:52.889 Robert Tseng: you know, a good chunk of them to be coming from inbound channels. Now. Now that we have a lot of content out there. We’re now, you know, the past few weeks we’ve been doing at least one webinar or event every week getting shout outs from co-marketing partners and stuff. So yeah, there’s a lot of people
261 01:09:53.140 ⇒ 01:10:10.660 Robert Tseng: that we’re not like. We’re not reaching out to them. They’re like coming into our orbit and wanting to turn those into opportunities as well. So I think that’s something that I feel like we can. We can focus more on in this coming quarter. And then the 3rd one is, yeah, just really
262 01:10:10.930 ⇒ 01:10:32.899 Robert Tseng: not just doing outreach, but putting more valuable content out there, whether it’s written or video pieces. And so I think I are trying to turn on our Linkedin kind of channels more and trying to share more, like, you know, Linkedin posts and stuff out there doing white papers doing videos that maybe Ryan and Hannah are like, kind of slicing up.
263 01:10:33.347 ⇒ 01:10:54.680 Robert Tseng: Yeah, just trying to do more talking head. And you know more engaging things other than just the traditional sales sales stuff. So that’s kind of like what we think is gonna help us to keep our pipeline sizable. Obviously, most of these will not close in the time that we want, but I think
264 01:10:54.780 ⇒ 01:11:01.199 Robert Tseng: a measure of our sales like kind of health is. It? All starts from the top like, how many
265 01:11:02.200 ⇒ 01:11:07.318 Robert Tseng: active conversations are we having with with prospects? Right? So,
266 01:11:09.500 ⇒ 01:11:17.639 Robert Tseng: yeah, any kind of. I’ll just pause there any questions or thoughts on that. Anything that wasn’t very clear from those initiatives.
267 01:11:20.150 ⇒ 01:11:21.379 Robert Tseng: Nope, cool
268 01:11:21.906 ⇒ 01:11:40.060 Robert Tseng: yeah, quick. Recap on the legacy stuff here. I mean, this is pretty much the same thing, I would say, like what I changed was rather than optimizing for each stage, from like 1st conversation to bookings, to close rates. I just wanted a very clear, like a simpler metric, to just be like
269 01:11:40.210 ⇒ 01:12:04.709 Robert Tseng: of those conversations like how many of them are actually closing. I don’t even really care how many call. I mean, obviously, there’s there. They have to go through different steps to get to the close. But I don’t want us to be distracted, or me really to be distracted about optimizing for the wrong thing like, I don’t want to fill U Tom’s calendar with like 10 calls. And like that, you know, a lot of those are not really that
270 01:12:04.710 ⇒ 01:12:23.399 Robert Tseng: are not really gonna be leads that are closing. So if we optimize for just the close rate, I think that’ll give us a better sense of like, even before scheduling a call with us. What kind of pre-qualification work. Can we do so? We’re not hopping on calls with people that are not even really gonna
271 01:12:23.580 ⇒ 01:12:27.509 Robert Tseng: lead lead to with anything to give you a sense of this, like
272 01:12:27.900 ⇒ 01:12:38.779 Robert Tseng: there is really. And this is like pushing it. There is like 10 h of meeting time in my day every day. Yeah, 6 h of that is typically filled with internal stuff one way or another.
273 01:12:39.050 ⇒ 01:12:41.970 Robert Tseng: So it really matters that like
274 01:12:42.310 ⇒ 01:13:06.050 Robert Tseng: again, if if it’s 4 HA day that I have. It’s 30 min chunks. And then in that example, I don’t eat. I don’t do anything right. It’s really hard to go hit this number. So it matters for us to have these these meetings be pre-qualified. But this is everything that goes towards the fact that our client engagement teams run really smoothly, because
275 01:13:06.210 ⇒ 01:13:27.729 Robert Tseng: it’s it. This is a hitting. This number like it’s purely a function of time available. Yeah, I can’t take meetings in person after 6 o’clock. No one will meet with me. I would go meet right. But so it’s like, it’s actually so simple in that like there’s only 8 h of the day. I can only meet from like 9 to 5 Monday to Friday. Right? So
276 01:13:27.790 ⇒ 01:13:37.559 Robert Tseng: it’s like, it’s actually like a. It’s an easier problem to digest meaning. It’s purely on time available. But it’s like, it’s challenging in that
277 01:13:37.660 ⇒ 01:13:47.969 Robert Tseng: everything else and executing the company comes as a direct competitor to our availability to do this, and that’s me saying that, like every 30 min, I can go do this right.
278 01:13:48.384 ⇒ 01:14:00.739 Robert Tseng: And that’s not leaving Time Frame. So thinking about the sustainability of something like this. It really matters that our client pods are executing or handling fire drills or escalating within the team.
279 01:14:00.740 ⇒ 01:14:18.679 Robert Tseng: because then, like, for example, I’ll do 8 coffee chats back to back to back, to back to back. I’ll I’ll I’d love to do that. But is that like possible? Is that feasible with our current schedule, like if we have. And so now I’m finding that. Okay, if I can. Here and there I can squeeze them in. I’m finding it easier over the last
280 01:14:18.680 ⇒ 01:14:38.669 Robert Tseng: 2 months definitely. But this needs to really happen this month, where, like for Monday, we’re meeting 2 people on Tuesday and Wednesday we’re going to conference. We’ll meet 10 people easily. Those will follow up within meet the next few days, and so, like for me, I know I can set it up. It’s just the sustainability of
281 01:14:39.120 ⇒ 01:14:44.850 Robert Tseng: can. I’m gonna go meeting people and then like through the meeting, I have to be like, I gotta go jump on this client call and come back.
282 01:14:45.280 ⇒ 01:14:48.980 Robert Tseng: and then you go to next meeting. You’re not prepared like, that’s the tough part.
283 01:14:49.320 ⇒ 01:15:05.309 Robert Tseng: Yeah, I don’t know if you feel like, similarly, like, Yeah, no, for me, it’s it’s it’s about consistently hitting this number, like, yeah, I mean, I would say that there were weeks where we definitely hit it. But that was like the weeks where I just like just locked in, and just
284 01:15:05.440 ⇒ 01:15:09.470 Robert Tseng: but that everybody. But like I I would burn out. Maybe, like.
285 01:15:09.730 ⇒ 01:15:25.469 Robert Tseng: yeah, it’s just. And then the following week, I’d be like, whatever. So like it’s it’s making it. So there’s no excuse for us, and we we really make this a habit for us to to make sure we’re always able to have this many conversations actively, without kind of like
286 01:15:25.710 ⇒ 01:15:32.260 Robert Tseng: letting life or business other business as usual. Kind of get in the way. So yeah.
287 01:15:33.980 ⇒ 01:15:41.140 Robert Tseng: okay, cool. Well, I mean, I want to kind of wrap up this section. I know that we spent like a good chunk of time. I just wanted everyone to kind of see, like.
288 01:15:41.500 ⇒ 01:15:47.496 Robert Tseng: what’s what are the efforts that are moving forward to? Kind of push the company to grow? And
289 01:15:48.930 ⇒ 01:16:01.800 Robert Tseng: yeah, like, what adjustments we’re making kind of at a high level in terms of the clients that we want to take on the types of engagements, etc. I just want to kind of briefly intro the next section, and then we’ll go on a break for a bit.
290 01:16:04.260 ⇒ 01:16:06.450 Robert Tseng: If I can find my mouse. Oh, yeah, there is.
291 01:16:07.620 ⇒ 01:16:13.849 Robert Tseng: So yeah, I think the next session. I I shared a notion with positioning and messaging if I
292 01:16:14.780 ⇒ 01:16:22.580 Robert Tseng: great, yeah. So I want to split us into 2 groups, so it’ll probably be one of the like.
293 01:16:22.770 ⇒ 01:16:36.800 Robert Tseng: Utam, and I won’t be in the same group. And then Akash and Annie won’t be in the same group, so somehow we’ll split that up and we’ll do threes. And we’re basically gonna have 2 groups, one kind of doing go to market strategy. And really, what that is is like,
294 01:16:37.770 ⇒ 01:16:40.190 Robert Tseng: yeah, just kind of thinking through
295 01:16:41.170 ⇒ 01:16:43.870 Robert Tseng: kind of what we discussed in the car earlier of like.
296 01:16:45.920 ⇒ 01:16:49.220 Robert Tseng: what are we missing in in like.
297 01:16:50.270 ⇒ 01:16:56.119 Robert Tseng: are, you know, like, can we design like what that go to market engine looks like? So that
298 01:16:57.040 ⇒ 01:17:15.599 Robert Tseng: every you know whether it’s every piece of content that we put out, gets put, gets is clearly transformed into something that we can actually put in front of clients or you know, like, what what capabilities are we missing like? What are the bottlenecks like? What’s stopping us from pushing out case studies week to week?
299 01:17:15.600 ⇒ 01:17:37.100 Robert Tseng: What’s stopping us from consistently posting on Linkedin like blocking like kind of our like the like a lot of the initiatives that we talked about. So I kind of want that team to kind of think through all the different objections and just be real about like, okay, well, we have all of these things teed up. What’s really gonna stop us from getting that? And what are
300 01:17:37.160 ⇒ 01:17:42.489 Robert Tseng: what, what can we actually like? What does it look like for us to actually be able to
301 01:17:42.700 ⇒ 01:17:59.450 Robert Tseng: strategize, like how to hit kind of get to push these initiatives forward. So I think that’s what one group will focus on. And then the other group will kind of just go comb through this messaging, positioning guide really like, understand it, see what else is missing? This is meant to be a consistent like
302 01:17:59.450 ⇒ 01:18:15.648 Robert Tseng: guide for us to talk about what we do in the business, so that you know whether you’re talking to an executive, an operator like an engineer, or like your your mom’s asking you what you do for work at Brainforge like you’ll be able to answer all of them. And
303 01:18:16.050 ⇒ 01:18:18.420 Robert Tseng: yeah, that way, like, it’s not just
304 01:18:18.610 ⇒ 01:18:26.348 Robert Tseng: Utah. And I like babbling about rainforge stuff on, on calls. But you guys start to do to do that like,
305 01:18:27.090 ⇒ 01:18:49.619 Robert Tseng: yeah, like amber. Yesterday, at the happy hour there was like an executive that like talked to her and was asking her like what what she does, and she got an opportunity to pitch there. So I’m sure you all are having conversations outside of like Rainforest, where people are curious, like what you do and like, what your team does or whatever. And so we want everybody to feel equipped to be able to talk about it. So
306 01:18:49.950 ⇒ 01:18:58.580 Robert Tseng: yeah, I would say, we’ll go on a break for like 1015 min, and then we’ll come back at like. Sorry. I’m using pacific time like 2, 50,
307 01:18:58.990 ⇒ 01:19:09.119 Robert Tseng: 2, 15 Eastern, and then we’ll we’ll do like a 30 min breakout session within like a group of 3. I’ll assign groups while we’re on break.
308 01:19:10.850 ⇒ 01:19:12.714 Aakash Tandel: Awesome, sounds, good, cool.
309 01:19:15.780 ⇒ 01:19:17.410 Robert Tseng: Hi! Baby!
310 01:19:17.640 ⇒ 01:19:19.240 Robert Tseng: Oh.
311 01:19:19.240 ⇒ 01:19:22.840 Aakash Tandel: My son Rishi, say, Hi!
312 01:19:27.520 ⇒ 01:19:29.874 Aakash Tandel: This is what I will be managing during the break.
313 01:19:30.980 ⇒ 01:19:36.309 Robert Tseng: Yeah, alright. Well, we’ll still be here. You can stay out or pop off, or whatever do you think?
314 01:19:51.440 ⇒ 01:19:54.020 Robert Tseng: All in the yeah, you, too.
315 01:19:54.810 ⇒ 01:19:57.510 Robert Tseng: I might even say, push back a little bit longer.
316 01:20:01.665 ⇒ 01:20:02.860 Robert Tseng: Work!
317 01:20:37.520 ⇒ 01:20:42.430 Robert Tseng: Go for a walk.
318 01:20:42.660 ⇒ 01:20:43.650 Robert Tseng: What’s my
319 01:20:44.130 ⇒ 01:20:50.740 Robert Tseng: can you give me like literally 3 min? I’ll just write it out. Because I just, I’m just gonna spam some people with that.
320 01:22:32.940 ⇒ 01:22:35.689 Robert Tseng: Oh, yeah, nice. We should do that.
321 01:22:36.060 ⇒ 01:22:38.990 Robert Tseng: I’ll tell them, yeah.
322 01:24:23.710 ⇒ 01:24:24.980 Robert Tseng: Pretty flexible.
323 01:24:25.430 ⇒ 01:24:31.660 Robert Tseng: Thank you. I try to be one of my jungles thing.
324 01:26:55.970 ⇒ 01:26:57.380 Robert Tseng: How far along are you?
325 01:27:02.010 ⇒ 01:27:07.189 Robert Tseng: Okay, here’s a here’s our little little off site.
326 01:27:10.380 ⇒ 01:27:14.319 Robert Tseng: Hi, oh, yeah, yeah, that’s you, Tom? Have you met him? Yeah, you did he?
327 01:27:14.820 ⇒ 01:27:16.000 Robert Tseng: Yeah, yeah.
328 01:27:19.510 ⇒ 01:27:24.214 Robert Tseng: yeah. Sorry. I couldn’t make that retreat. I’m running a different kind of retreat.
329 01:27:26.740 ⇒ 01:27:30.209 Robert Tseng: No problem have fun.
330 01:27:30.570 ⇒ 01:27:35.289 Robert Tseng: We’d rather go on a walk. I was just let’s say, Hi!
331 01:27:36.600 ⇒ 01:27:38.450 Robert Tseng: Alright! Well, bye.
332 01:53:51.460 ⇒ 01:53:54.939 Annie Yu: It must be fun, whatever they’re doing.
333 01:53:59.200 ⇒ 01:54:01.501 Aakash Tandel: Yeah, I think it’s a long walk.
334 01:54:07.220 ⇒ 01:54:09.457 Robert Tseng: Oh, there it is there. Yeah.
335 01:54:10.330 ⇒ 01:54:19.340 Robert Tseng: sorry, I guess. We went on a longer walk than I expected.
336 01:54:19.840 ⇒ 01:54:20.340 Annie Yu: Specific.
337 01:54:23.950 ⇒ 01:54:25.180 Robert Tseng: Yeah.
338 01:54:42.080 ⇒ 01:54:44.032 Robert Tseng: all right, let’s do
339 01:54:56.500 ⇒ 01:54:59.780 Robert Tseng: Me, Hannah and Akash on.
340 01:55:00.910 ⇒ 01:55:08.575 Robert Tseng: Go to go to market strategy, and then utam Amber and Annie on
341 01:55:11.090 ⇒ 01:55:29.420 Robert Tseng: the other one I forgot already. Oh, messaging just cause like I mean for me, I I wrote this side. I don’t want to look at it again without other people thinking, yeah, okay, cool. So I think that’s how we’ll do it. So I guess we’ll kind of just do breakouts, I guess.
342 01:55:30.125 ⇒ 01:55:36.049 Robert Tseng: Let’s go into the other corner. Cool. Yeah, okay, let’s do that. Yeah.
343 01:55:37.250 ⇒ 01:55:44.760 Robert Tseng: And then I’m gonna just unplug this thing for now, unless you want to just have it up here. What do you think?
344 01:55:44.880 ⇒ 01:55:47.069 Robert Tseng: Yup, it’s on the laptop. Okay.
345 01:55:53.710 ⇒ 01:55:57.319 Robert Tseng: yeah. You wanna just open another meeting and have Andy join that one. Okay.
346 01:56:02.020 ⇒ 01:56:06.850 Robert Tseng: Alright, Annie, you’re gonna join Utam’s meeting when he opens it.
347 01:56:07.060 ⇒ 01:56:11.379 Annie Yu: Sounds good. Should I stay on for now, or.
348 01:56:11.380 ⇒ 01:56:14.240 Robert Tseng: Yeah, yeah, you can stay on whenever they decide to.
349 01:56:14.410 ⇒ 01:56:16.599 Robert Tseng: They’re getting set up in another room.
350 01:56:16.600 ⇒ 01:56:18.050 Annie Yu: Sounds good.
351 01:56:22.530 ⇒ 01:56:30.549 Robert Tseng: I know I know it’s not easy being engaged on this stuff on Friday afternoon is about the weekend.
352 01:56:31.610 ⇒ 01:56:39.045 Annie Yu: Well for me, it’s not that bad as of now. I feel like Akash is. It’s gonna be late. There.
353 01:56:39.400 ⇒ 01:56:40.100 Robert Tseng: Yeah.
354 01:56:40.100 ⇒ 01:56:47.377 Aakash Tandel: Alright. We had a weird day at the office because we laid off some people, so it was like very strange not a lot of work got done today.
355 01:56:48.620 ⇒ 01:56:49.890 Annie Yu: Okay, I’m gonna hop.
356 01:56:50.170 ⇒ 01:56:51.580 Annie Yu: Okay. Alright.
357 01:56:51.580 ⇒ 01:56:52.470 Annie Yu: Bye.
358 01:56:55.020 ⇒ 01:56:57.939 Robert Tseng: Cool. So I mean, I guess for us
359 01:56:58.130 ⇒ 01:57:02.509 Robert Tseng: I should let me just give him a timer. Let’s do a check in.
360 01:57:02.860 ⇒ 01:57:05.640 Robert Tseng: Let’s run until 3 pm.
361 01:57:09.680 ⇒ 01:57:10.530 Robert Tseng: Okay,
362 01:57:13.140 ⇒ 01:57:22.249 Robert Tseng: I don’t think this is Doc started for this one. So right, I don’t know. I guess, Handy, you’re kind of the you’re the go to market. Kind of person that
363 01:57:22.700 ⇒ 01:57:24.009 Robert Tseng: maybe I don’t know what
364 01:57:24.300 ⇒ 01:57:30.960 Robert Tseng: we could start a new docker or I don’t know where. Maybe you wanna I don’t know where to start. I guess this kind of
365 01:57:31.980 ⇒ 01:57:33.359 Robert Tseng: where we should do this.
366 01:57:36.070 ⇒ 01:57:36.830 Robert Tseng: It’s.
367 01:57:45.720 ⇒ 01:57:49.849 Robert Tseng: I guess, like maybe, what would be helpful. I’ll just. I can share my screen.
368 01:57:51.580 ⇒ 01:57:53.399 Robert Tseng: I’ll start from this notion.
369 01:57:56.220 ⇒ 01:57:58.739 Robert Tseng: That’s probably the water from A/C or something.
370 01:57:59.710 ⇒ 01:58:14.829 Robert Tseng: Yeah. So I guess maybe if we have, we don’t have. I mean, it’s good to reference the kind of roadmap that you have. But I’m just gonna go off the Q 2 sales plan. We’re just kind of go through and kind of rip these initiatives apart, really kind of think about objections, things that we’re gonna run into that we need to
371 01:58:15.100 ⇒ 01:58:21.250 Robert Tseng: like, yeah, like, how do we like actually help the team like execute on these initiatives? So,
372 01:58:23.060 ⇒ 01:58:27.278 Robert Tseng: yeah, I think that’s kind of where I’d like this kind of brainstorm to go.
373 01:58:29.680 ⇒ 01:58:33.529 Robert Tseng: it’s still recording right? The meeting. Yeah, I should still be recording
374 01:58:34.980 ⇒ 01:58:41.409 Robert Tseng: just so we have the transcript and stuff. I mean, I’ll I’ll turn on granola, anyway. Okay, yeah.
375 01:58:45.300 ⇒ 01:58:48.330 Aakash Tandel: Yeah, should we go like line by line, through this thing, or just start anywhere.
376 01:58:48.830 ⇒ 01:58:52.957 Robert Tseng: Yeah, let’s just start anywhere, wherever like, I guess I want to hear you guys kind of
377 01:58:53.370 ⇒ 01:58:55.130 Robert Tseng: you guys can start and I can.
378 01:58:55.610 ⇒ 01:58:59.379 Robert Tseng: I’ll I’ll I could take notes and kind of be more on the.
379 01:59:01.690 ⇒ 01:59:21.289 Aakash Tandel: Yeah. One thing that I like. But also I’m nervous about is going too far into partnerships. I’ve run partnerships for mix panel and amplitude at willtree. And then also my previous agency for Google analytics reselling. And they never worked out that well, to be honest, like they just
380 01:59:21.290 ⇒ 01:59:33.680 Aakash Tandel: sometimes they gave you a decent lead, but it was honestly, more often than not they were asking for the other way around. So that’s 1 thing that I’m always yeah, I’m hoping we get better scenario with us. But yeah, that’s something I’m always nervous with.
381 01:59:34.160 ⇒ 01:59:34.720 Robert Tseng: Yeah.
382 01:59:40.040 ⇒ 01:59:47.460 Robert Tseng: but I feel like, that’s something utam like, really wants to push on or just, or I guess.
383 01:59:49.630 ⇒ 02:00:07.360 Robert Tseng: okay, let me 1st ask the question, What what is the partnership? Is it like the stuff that we’re doing with like operating and like default? And like the stuff that we had. Yeah. So we got, we have vendor partners we have. So maybe I’ll what’s helpful is, here’s this partnerships thing. So I can kind of go through this
384 02:00:07.490 ⇒ 02:00:10.069 Robert Tseng: gotcha, can you still see my screen and all that?
385 02:00:11.080 ⇒ 02:00:14.080 Robert Tseng: Yeah, so yeah, I think
386 02:00:14.270 ⇒ 02:00:26.640 Robert Tseng: general wisdom. Yeah, we don’t want to be over like too dependent on partners, and people recommend that to us as well. But I feel like we’re still early enough. That, like having, like a good partner in the beginning really helps us kind of get.
387 02:00:26.780 ⇒ 02:00:40.389 Robert Tseng: like, yeah, we can attach on to them a bit clear. So the way that I’ve kind of broken out these partners. Each one of them is either a vendor. So that’s just like a tool, a consulting partner. So maybe they
388 02:00:40.390 ⇒ 02:00:58.169 Robert Tseng: do strategy or something really neat, like, yeah, strategy for something niche that we need help on. So we haven’t really deployed anyone on that side in this past quarter. So I I don’t really have a reference for that. You guys maybe understand? Affiliate. That’s more of like.
389 02:00:58.200 ⇒ 02:01:11.091 Robert Tseng: yeah, certain publishing platforms or community owners like, kind of like the I guess one example would be like the women’s Job board thing that I talked about, I think could be a possible affiliate partner.
390 02:01:11.530 ⇒ 02:01:15.929 Robert Tseng: recruiting. It’s more of like staffing agencies, people who are like
391 02:01:16.310 ⇒ 02:01:30.390 Robert Tseng: specifically recruiting for data and AI roles. And like we, we did kind of work with some of these people before. But it was like, Hey, like, we actually have these folks. And you can just plug in Brainforge people pretty much
392 02:01:32.020 ⇒ 02:01:35.849 Robert Tseng: platform. I think this one is more just like
393 02:01:35.990 ⇒ 02:01:44.919 Robert Tseng: Linkedin, or upwork, or whatever, like some some platform where the like we get to meet like
394 02:01:45.300 ⇒ 02:02:08.880 Robert Tseng: higher intent prospects than just like sending cold emails or whatever. And then advisors, which are kind of just like people that we we talk to. That that kind of Scott, somebody I. And we’ve kind of tiered them out. So I I consider them tier one if they’ve actively shared leads and I need to update this on a quarterly basis. Really? Because I think.
395 02:02:09.310 ⇒ 02:02:29.940 Robert Tseng: like, yeah, I think some of this could be some of this needs to be updated from the last quarter. But, like Scott, for example, he brought us the ABC. Lead and he’s actively on that contract so, or like he kind of helps advise there. So I would consider him like our most engaged advisor. Currently. Maybe like Vixel should be up there, too, because they still meet with us every week and all that
396 02:02:30.412 ⇒ 02:02:33.410 Robert Tseng: but anyway, so that’s kind of like our list of partners.
397 02:02:33.550 ⇒ 02:02:40.639 Robert Tseng: The way we’ve been handling this is, we have prospects here. I’m not like going after these that often. But we come across people that
398 02:02:40.960 ⇒ 02:02:59.619 Robert Tseng: from these Linkedin awareness campaigns that we’re not selling them something. But maybe they’re they’re like they have potential. So I’ll talk about like this guy, Steven. He runs like a holding company pretty well connected in the Cpg and Fashion space in New York. He’s interested in AI and data work, but he doesn’t have like a
399 02:03:00.010 ⇒ 02:03:02.270 Robert Tseng: like stake in the game. And so
400 02:03:02.500 ⇒ 02:03:23.509 Robert Tseng: I’ve had 2 meetings with him the past month, and we’re trying to figure out like an advisory agreement where he gets to like, kind of basically help us like, Get get us and kind of play more of a Scott role where, he kind of connects us and helps us like close close the sale. So I think that’s like an example of a recent advisor.
401 02:03:24.770 ⇒ 02:03:32.049 Robert Tseng: But yeah, anyway. So there’s a bunch of others that here. But that’s kind of what I mean when we talk about partners. Yeah.
402 02:03:32.540 ⇒ 02:03:58.399 Aakash Tandel: Yeah, I think the vendor I was were, or I am kind of flagging as a potential risk is the tech vendors, because you know. There, the it’s gone the direction of like, hey, get all of your clients to use our product in the past, like, yeah, we can try to do that, but also like it needs to be a reciprocal thing like, if you see, then we can get them to use your product. But we can’t just like, take a existing client like, Hey, use this tool type of thing. So.
403 02:03:58.400 ⇒ 02:03:59.050 Robert Tseng: Yeah.
404 02:04:02.120 ⇒ 02:04:18.849 Aakash Tandel: Also one thing that they get 2 companies ago, and then another company I like interviewed for, called tiger tracks based out of Miami. Both of them had this thing where they were tied into a specific venture fund. And so that venture fund is like, you know.
405 02:04:19.220 ⇒ 02:04:33.049 Aakash Tandel: sending money to all these subsequent companies that they have investments in. And so we got in. They get with like, I can’t remember some local DC, one and that we got like 7 or 8
406 02:04:33.310 ⇒ 02:04:40.301 Aakash Tandel: niche like secondary referrals, because it’s like, Hey, that we use them. And you can use them.
407 02:04:43.560 ⇒ 02:04:45.930 Robert Tseng: Yeah, totally partnership.
408 02:04:51.110 ⇒ 02:04:53.580 Robert Tseng: Venture. So venture fine. Is that?
409 02:04:54.250 ⇒ 02:04:59.469 Robert Tseng: Yeah. So we probably talked about this like, we’re talking to tech stars in in New York and
410 02:05:00.070 ⇒ 02:05:02.029 Robert Tseng: like a couple other
411 02:05:02.510 ⇒ 02:05:13.019 Robert Tseng: early stage accelerators. Or we’re trying to be like, yeah, we’ll do like free strategy audit sessions with your with your portfolio companies.
412 02:05:13.591 ⇒ 02:05:17.909 Robert Tseng: And I think kind of how that could go is
413 02:05:18.636 ⇒ 02:05:34.880 Robert Tseng: obviously, that puts us in front of a lot of founders. We’ll get a lot of Logos and maybe the return isn’t immediate, but like as they grow then like they’ll remember us and kind of use us for like kind of additional services, like when they actually have funding to go.
414 02:05:35.270 ⇒ 02:05:35.790 Aakash Tandel: Yes.
415 02:05:36.026 ⇒ 02:05:54.470 Robert Tseng: At this point, like we kind of didn’t focus on in q 1, because it felt like a distraction. It was like, do we really need to be on all of these conversations, but I actually think that we have the capacity to do that more now, and I think it would be good momentum for the team to just get in more conversations. So I think that’s a good one that we should. We should prioritize.
416 02:05:56.650 ⇒ 02:05:57.320 Aakash Tandel: Yeah.
417 02:05:57.530 ⇒ 02:06:26.719 Aakash Tandel: I’m I’m also thinking of Scenarios, where? So we used to work with progressive insurance at my last company, too. And a lot of these companies will have, like 8 different small companies under them. Like, Kroger does this with analytics, they have, like 8 different analytics companies underneath them, like becoming a preferred vendor would be cool. But that might be, too. That may be further down the road than we’re currently thinking, at least for Q, 2. But that’s always something I thought was a pretty cool.
418 02:06:27.260 ⇒ 02:06:31.110 Aakash Tandel: basically a way to get under into the radar and into their ecosystems.
419 02:06:31.360 ⇒ 02:06:32.010 Robert Tseng: Yeah.
420 02:06:32.200 ⇒ 02:06:40.339 Robert Tseng: yeah, I mean, we could definitely use some guidance on how to crack into these like enterprise vendor networks. I was doing this for
421 02:06:40.880 ⇒ 02:06:46.630 Robert Tseng: Lvmh like last year. I mean, it took me like 6 months to like.
422 02:06:46.890 ⇒ 02:06:49.019 Aakash Tandel: Yeah, procurement on this is crazy.
423 02:06:49.540 ⇒ 02:07:00.219 Robert Tseng: Yeah. And once I did that, I had like one like it was just like an I went on site and did like a training with them, and that was it. They haven’t actually given me like an opportunity to
424 02:07:00.700 ⇒ 02:07:09.619 Robert Tseng: like, go in and do any real work. So I just like did like. I hosted like a workshop at like the Lvmh website, or like headquarters in in New York. That was about it.
425 02:07:09.880 ⇒ 02:07:10.540 Aakash Tandel: Yeah.
426 02:07:10.640 ⇒ 02:07:20.439 Aakash Tandel: yeah, that one might be more of a once we have a larger team and stuff like that, just because it might require more upfront like work in terms of getting those off the roll.
427 02:07:20.620 ⇒ 02:07:21.200 Robert Tseng: Yeah.
428 02:07:26.600 ⇒ 02:07:29.840 Robert Tseng: Yeah. Becoming preferred for mid markets.
429 02:07:30.340 ⇒ 02:07:31.200 Robert Tseng: Prize.
430 02:07:31.960 ⇒ 02:07:32.780 Robert Tseng: Okay.
431 02:07:35.720 ⇒ 02:07:44.409 Robert Tseng: cool, I guess. Any. What about you, Hannah? Any any kind of thoughts, things that stuck out to you. You wanted to flag as risks or opportunities.
432 02:07:45.540 ⇒ 02:07:51.210 Robert Tseng: or I just feel like it’s what you were talking about in the car with Uton like, Oh, we have these goals.
433 02:07:51.710 ⇒ 02:07:56.000 Robert Tseng: But I feel like there’s still a gap that we need to fill in terms of like.
434 02:07:58.450 ⇒ 02:08:03.529 Robert Tseng: yeah, guiding the marketing team in terms of strategy and like
435 02:08:04.270 ⇒ 02:08:10.510 Robert Tseng: direction. Because right now, these are all the goals that we have. But it’s like, okay, how do we get? There is kind of like.
436 02:08:12.040 ⇒ 02:08:22.080 Robert Tseng: I mean, I guess some of these are more tangible, like the case study stuff like. And then, yeah, just kinda handing us like the framework for that and us designing it like, that’s fine, I guess.
437 02:08:24.630 ⇒ 02:08:27.210 Robert Tseng: Like a partner offering.
438 02:08:29.240 ⇒ 02:08:48.469 Robert Tseng: Yeah. Well, I guess you were. We were talking a bit about like, okay, if we were gonna make a next hire like clearly disagree on this like I wanted somebody with more marketing background. He wants someone more sales background, you kind of know, like, who’s who’s missing on your team like? What’s the capability that you feel like you? You would. You would want to see like if we were to write.
439 02:08:48.570 ⇒ 02:09:10.000 Robert Tseng: even if it’s not Maduca, or whatever like we. And we wrote out like that job description. For who that go to Market Person is to kind of support you and Ryan, and to execute on some of the stuff like what would. I think it’s marketing, I think if we push Ryan, because all the sales stuff is there like, yeah. And you’re you’re there. You’re like, you can be like a hub. And Ryan could like.
440 02:09:10.580 ⇒ 02:09:30.569 Robert Tseng: Just pick your brain for like an hour over a call and take that like transcript, or whatever and like. Put that through AI and stuff like that. So I don’t think it’s necessarily sales, because we already have, like the positioning, the messaging and like all that stuff. But it’s just like, okay, like, what do we do with that like? I feel like that’s more of like a marketing strategy
441 02:09:31.117 ⇒ 02:09:47.430 Robert Tseng: thing rather than like a sales. But you’re you, you say you’re pushing for sales. Who’s the no, no, I mean, I mean, he’s kind of brought in a couple of his buddies like Keon as well, who are all sales background folks, but I mean, frankly, I mean, they have a lot of confidence like, I tell them they’re like.
442 02:09:47.590 ⇒ 02:10:13.889 Robert Tseng: Yeah, just give me any list. And I’ll cold column cold email. And it’s like, Yeah, I mean, like, that’s kind of helpful. But yeah, we need somebody who is able to like tackle like the full. Who’s able to think about the full funnel of the the customer, or yeah of the prospect before they before we even close the sale. So yeah, so like, I think we just need like, yeah, marketing strategist, or something rather than someone who can like
443 02:10:13.890 ⇒ 02:10:20.809 Robert Tseng: cause. We have a lot of people who can execute like, I think everyone on this team is good at executing stuff if they’re given a task. But
444 02:10:20.830 ⇒ 02:10:27.190 Robert Tseng: then we need someone who can handle more of the ambiguity and just like
445 02:10:27.430 ⇒ 02:10:36.099 Robert Tseng: roadmap stuff. So since it’s not a Pm, maybe it’s a Pm. I don’t know, like I don’t really know what role it would be. I think, like.
446 02:10:36.890 ⇒ 02:10:42.520 Robert Tseng: yeah, he’s the Pm. For marketing right now. And he’s kind of doing like the whole strategy
447 02:10:42.650 ⇒ 02:10:48.110 Robert Tseng: stuff. But he? Yeah, obviously, we want to pull him out of that so he can focus on like
448 02:10:48.350 ⇒ 02:11:09.320 Robert Tseng: other like sales and stuff like that. But yeah, well, I mean, we’re a bit naive in this. But like, I think this is a good exercise for us to kind of like. Think about, what does that roadmap look like when we put ourselves in the precision of the per of that person, like, I think it’d be a good output from this like kind of short session to be like, Okay, this is the roadmap we came up with. So I guess, like.
449 02:11:10.290 ⇒ 02:11:17.810 Robert Tseng: yeah, I mean, you clearly have a marketing roadmap already. And like, we have these priorities, like, I guess we need to try to think about how we can
450 02:11:18.190 ⇒ 02:11:22.209 Robert Tseng: bring them together. Yeah, Whoa, I think.
451 02:11:22.370 ⇒ 02:11:33.659 Robert Tseng: yeah, I think it’s like the kits, right? So we’re in right now. We finished all like the one pagers and stuff. And now we’re working on like the white paper kit for like partnerships. Like a case study Kit.
452 02:11:33.830 ⇒ 02:11:35.020 Robert Tseng: Yeah.
453 02:11:35.660 ⇒ 02:11:50.490 Aakash Tandel: I think one thing that I would like to highlight in a lot of our case studies is especially going into Q, 2, like like from a macro economic standpoint. Like I was on a call today where our CEO is like, hey, look!
454 02:11:50.530 ⇒ 02:12:13.280 Aakash Tandel: Economy is about to go in the shitter, and a lot of a lot of people are pulling back based off of that, including our big clients. So the thing that I think, is a big value. Add for us is we can do it faster and cheaper than a lot of your either existing vendors or your current situation. Because we’re leveraging AI like that’s the whole AI component of our brand
455 02:12:14.240 ⇒ 02:12:19.800 Aakash Tandel: and we’re also like the main thing we’re doing is saving you. Money is is kind of the end of the day.
456 02:12:20.060 ⇒ 02:12:32.940 Aakash Tandel: cause, I mean, people are gonna make the decision on, are we generating revenue? Or we do reducing costs because those are the their 2 main things right? And I think, as we go into Q. 2, I think it seems like a lot of companies are worried about the cost side more than the revenue side.
457 02:12:33.150 ⇒ 02:12:34.109 Robert Tseng: Oh, interesting.
458 02:12:41.140 ⇒ 02:12:41.920 Robert Tseng: Yeah.
459 02:12:43.590 ⇒ 02:12:53.929 Aakash Tandel: And I like. I don’t know all the ways that we can use AI to do that like I know we. I’m sure there’s ways. I don’t know what those are, but like I’m sure there’s ways that we can make things better faster.
460 02:12:54.580 ⇒ 02:12:56.010 Aakash Tandel: Say, I could put into it. Yeah.
461 02:12:58.730 ⇒ 02:13:19.309 Robert Tseng: Yeah, I mean, this is kind of something you were working on an asset like of the downloadable thing recently, where I was basically like, we’re trying to brainstorm the headline. And we’re like, yeah, I kind of want someone to be like, be able to look at our page and be like, yeah, download this kit, and you’ll be able to get ideas on how to cut your data cost by like 30 or whatever. And like.
462 02:13:20.600 ⇒ 02:13:21.250 Aakash Tandel: Yeah.
463 02:13:21.450 ⇒ 02:13:27.249 Robert Tseng: How we get there is whatever like we, there’s a lot of ways to get there. But I think I think that’s that’s that’s the.
464 02:13:27.680 ⇒ 02:13:37.300 Robert Tseng: That’s how we yeah, I got to tell you that that’s how we should. We should frame it that like by working with us, even just from like a short engagement like they’ll be able to have a clear idea of how to cut costs.
465 02:13:37.898 ⇒ 02:13:50.599 Robert Tseng: We haven’t been doing that very like diligently in our existing clients like that always seems to be deprioritized like, but we are asking about it all the time, like whether or not we can help them consolidate, and to reduce costs, or whatever.
466 02:13:51.770 ⇒ 02:13:52.530 Aakash Tandel: Yeah.
467 02:13:53.570 ⇒ 02:13:54.400 Robert Tseng: Okay.
468 02:13:55.490 ⇒ 02:13:58.930 Robert Tseng: So you were saying, what? What about partners? Specifically that you were talking about?
469 02:13:59.690 ⇒ 02:14:04.770 Robert Tseng: Oh, there’s just like partner.
470 02:14:05.360 ⇒ 02:14:10.460 Robert Tseng: Well, we have the partner, Kit, the partner, deck. So it’s just like tailored to different
471 02:14:11.420 ⇒ 02:14:16.190 Robert Tseng: partners. And didn’t we want to go like for all the assets like? Didn’t we go wanna go like
472 02:14:16.390 ⇒ 02:14:33.150 Robert Tseng: you’re saying, like, be more specific and like, give it to different like niches or whatever based on yeah, whatever they’re focusing on. So yeah, we have, like general one pagers in general, like Pdfs. But we can like hone in more and like target specific
473 02:14:33.460 ⇒ 02:14:34.490 Robert Tseng: niches.
474 02:14:36.960 ⇒ 02:14:37.540 Robert Tseng: And then.
475 02:14:37.540 ⇒ 02:14:52.279 Aakash Tandel: Including niches I know you were talking about like Bask has probably like a dozen clients, or whatever, and we have like, built one of the only connectors like is that like in itself, like, Hey, we’ve just used this tool in a big, big enough situation where we can do this again.
476 02:14:52.690 ⇒ 02:15:01.171 Robert Tseng: Yeah. So like, I think, Ryan, just you kind of pull a couple of lead lists of. So Basque. And there’s 1 other
477 02:15:02.710 ⇒ 02:15:15.140 Robert Tseng: I forgot what they’re called. But they’re like 2 basically shopify for telehealth platforms fast. And this other one between the 2 of them that’s like a hundred 50 clients. They have a hundred 50 customers based on my initial research.
478 02:15:15.500 ⇒ 02:15:24.819 Robert Tseng: Yeah, we should be creating re, like a kits designed specifically for them. And yeah, like, I think I I’ll be an example of one. So.
479 02:15:24.820 ⇒ 02:15:27.791 Aakash Tandel: Yeah. And I don’t know how well we can target those people like
480 02:15:28.220 ⇒ 02:15:35.929 Aakash Tandel: through. I’m sure there’s some sort of marketing tool that can help that like maybe even, hey, was it, hey? Leads? Or something like that?
481 02:15:35.930 ⇒ 02:15:36.630 Robert Tseng: Yeah, I have.
482 02:15:37.600 ⇒ 02:15:48.219 Aakash Tandel: Yeah, like, if we can get that, that type of case study or something in front of enough people that use fast and like, hey, this is our Emr system, like, let’s use this for our Ehr, I can’t remember what it is. Yeah.
483 02:15:48.550 ⇒ 02:15:49.190 Robert Tseng: Yeah.
484 02:15:51.710 ⇒ 02:15:53.600 Robert Tseng: Basque and Beluga.
485 02:15:55.110 ⇒ 02:16:01.849 Aakash Tandel: Because, like Snowflake and Dbt are gonna be too broad. But like Basque is like niche enough to where like, yeah, that probably would work.
486 02:16:10.030 ⇒ 02:16:13.890 Robert Tseng: Yeah. So I think that could be an example of one. So we gotta kind of like.
487 02:16:14.620 ⇒ 02:16:17.491 Robert Tseng: I mean, you can organize this better later. But
488 02:16:23.240 ⇒ 02:16:30.310 Robert Tseng: kind of come up with a list of, we’re like this
489 02:16:34.900 ⇒ 02:16:38.910 Robert Tseng: that we want to go after. So maybe it’s
490 02:16:39.610 ⇒ 02:16:42.889 Robert Tseng: yeah, like this could be an example of one
491 02:16:46.510 ⇒ 02:16:51.579 Robert Tseng: also, like home services like ABC.
492 02:16:51.850 ⇒ 02:16:52.410 Aakash Tandel: Yep.
493 02:16:53.520 ⇒ 02:16:56.139 Robert Tseng: Yeah, we can think about like, what are
494 02:16:56.879 ⇒ 02:16:58.999 Robert Tseng: we don’t have to do that. Many we could just do like.
495 02:16:59.280 ⇒ 02:17:02.949 Robert Tseng: Oh, yeah, 2, like 3, 3 or something.
496 02:17:02.959 ⇒ 02:17:07.229 Aakash Tandel: Think a lot of it comes down to like what? Who’s in your network? And like, what niches are they in? Because, like
497 02:17:07.969 ⇒ 02:17:24.069 Aakash Tandel: it for for both Wiltree and Bigot. They ended up in places that, like both their founders, were like friends with enough people in like for Bigot, it was the environmental nonprofit space. So we did work for like Wcs. And the so like these, if it’s totally organic, that’s totally fine, like.
498 02:17:24.070 ⇒ 02:17:24.610 Robert Tseng: Yeah.
499 02:17:25.719 ⇒ 02:17:36.449 Robert Tseng: yeah, I mean, that’s kind of how we started even in E-com and Sas, because I have more of an E-com background. And then like we and then we Tom has like kind of the We work kind of brand on his on his name. So
500 02:17:36.650 ⇒ 02:17:42.240 Robert Tseng: that is where we started. But yeah, I mean, I think now that we
501 02:17:42.469 ⇒ 02:18:00.999 Robert Tseng: yeah, we’re getting more and more well connected in in other areas. So I also want to leverage like the team’s expertise, like where it’s not just me, and who Tom, like I don’t know, like a cost like you. I don’t telecom right, or I don’t know it would be would be like the niches that you like. Our team is like connected in
502 02:18:01.950 ⇒ 02:18:11.490 Robert Tseng: yeah, I mean, that’s these things still matter like, I think, even some lead that connected with with Utam
503 02:18:11.670 ⇒ 02:18:13.410 Robert Tseng: like yesterday
504 02:18:13.760 ⇒ 02:18:34.360 Robert Tseng: asking for data needs. And then, like, Utah was just like, Oh, yeah, we have someone on our team who’s like Microsoft, or whatever that was like Annie. And then he was like cool Microsoft. Great. But we got Hannah like Am Amazon, Amazon. Great whatever. Like, we we gotta leverage. Yeah, okay, I want to write that down, too. So
505 02:18:35.090 ⇒ 02:18:50.360 Robert Tseng: kind of survey like team background map out like industry, logo, like network, matrix, kind of thing.
506 02:18:50.360 ⇒ 02:18:55.899 Aakash Tandel: Yeah, that would be cool. I wonder if there’s a tool that can help us do that, too. Like I feel like someone built that right at some point.
507 02:18:55.900 ⇒ 02:19:00.919 Robert Tseng: Yeah, probably so great. So, Taylor.
508 02:19:01.250 ⇒ 02:19:05.069 Aakash Tandel: Cause. That’s like a warmer lead than just a you know, complete.
509 02:19:10.569 ⇒ 02:19:12.299 Robert Tseng: That’s not even yeah. I mean.
510 02:19:12.519 ⇒ 02:19:15.439 Robert Tseng: okay, so that’s that’s 1 part of it.
511 02:19:19.629 ⇒ 02:19:32.029 Robert Tseng: yeah, I mean, those are 2 kind of sizable things already. And we’re also thinking about revamping the website and with, like, the landing pages for all the decks and lead magnets. And yeah, all that stuff
512 02:19:33.279 ⇒ 02:19:34.559 Robert Tseng: turning.
513 02:19:37.749 ⇒ 02:19:39.759 Robert Tseng: Yeah, it’s like branding.
514 02:19:41.209 ⇒ 02:19:49.029 Robert Tseng: Hold on, engage and lead magnets and finish.
515 02:19:50.909 ⇒ 02:20:07.449 Robert Tseng: Yeah. So I almost feel like we need to define what are the niches we’re that’s equipped. Go after.
516 02:20:07.559 ⇒ 02:20:09.879 Robert Tseng: Who do we know? Like where?
517 02:20:10.059 ⇒ 02:20:12.299 Robert Tseng: Oh, okay, sorry.
518 02:20:14.249 ⇒ 02:20:15.419 Robert Tseng: That’s the
519 02:20:18.509 ⇒ 02:20:19.469 Robert Tseng: then.
520 02:20:22.329 ⇒ 02:20:23.454 Robert Tseng: Yeah.
521 02:20:25.289 ⇒ 02:20:30.559 Robert Tseng: Yeah. So then it’s like, kind of need to templatize.
522 02:20:34.149 ⇒ 02:20:43.699 Robert Tseng: Sales assets to experiments across landing, page, lead magnets.
523 02:20:44.279 ⇒ 02:20:48.039 Robert Tseng: kids, etc. Okay, that’s I think that’s the way to frame it.
524 02:20:48.800 ⇒ 02:21:00.716 Aakash Tandel: The one thing I’ll say about the website is, I think it’d be cooler if we could expand the number of people on it like, I think right now we have, like Rutham, Robert, 1, 2, 3, 4, 5, 6 other people.
525 02:21:01.270 ⇒ 02:21:08.521 Aakash Tandel: I think just for optics sake. It would be cool to have. Like enough that it’s like you had to scroll down a little bit more.
526 02:21:09.350 ⇒ 02:21:13.810 Aakash Tandel: and I know a lot of people are part time, and so like that, too. So it’s like, that’s like a caveat. But.
527 02:21:21.870 ⇒ 02:21:25.740 Robert Tseng: Refreshing him.
528 02:21:25.960 ⇒ 02:21:32.020 Aakash Tandel: Because I think pushing a little higher company. Size, like, I think will help
529 02:21:32.140 ⇒ 02:21:35.090 Aakash Tandel: make those conversations for like revenue or like, you know.
530 02:21:35.220 ⇒ 02:21:46.769 Aakash Tandel: it’ll be easier to get a 20 K bump if the company is just bigger. Yeah, how that works. So having a larger team, or at least showing that we have a larger roster, I think would be helpful.
531 02:21:46.950 ⇒ 02:21:47.620 Robert Tseng: Yeah.
532 02:21:49.290 ⇒ 02:22:03.339 Robert Tseng: But how do you do that? Because I know you don’t want part timers on here right? Like, how do we? Well, we can. I think it’s just been it was more out of like wanting to protect the part timers like, we can’t feature a caution here yet. Because
533 02:22:04.886 ⇒ 02:22:06.140 Robert Tseng: so yeah.
534 02:22:06.140 ⇒ 02:22:14.030 Aakash Tandel: I haven’t. I haven’t disclosed anyone through that and doing consulting. It’s it’s like totally above board. But yeah.
535 02:22:14.540 ⇒ 02:22:15.310 Robert Tseng: Right?
536 02:22:15.450 ⇒ 02:22:17.960 Robert Tseng: Yeah, yeah. So I think it’s
537 02:22:18.830 ⇒ 02:22:22.458 Robert Tseng: we could probably feature more people on our team. Yeah, we should. We totally should.
538 02:22:22.700 ⇒ 02:22:27.190 Aakash Tandel: Or like even like some advisors like, put them on there, that’s.
539 02:22:27.190 ⇒ 02:22:28.190 Robert Tseng: Yeah, we should.
540 02:22:30.340 ⇒ 02:22:35.510 Robert Tseng: Yeah, advisors.
541 02:22:35.510 ⇒ 02:22:40.659 Aakash Tandel: Do we gate? Do we gate any of our case size, or can you download that directly from the.
542 02:22:41.830 ⇒ 02:22:45.410 Robert Tseng: You can download them, or I mean downloadable. They’re just pages. Yeah.
543 02:22:45.410 ⇒ 02:22:46.350 Aakash Tandel: Other pages. Yeah.
544 02:22:46.350 ⇒ 02:22:46.940 Robert Tseng: Yeah.
545 02:22:47.480 ⇒ 02:22:48.430 Aakash Tandel: That’s good.
546 02:22:48.790 ⇒ 02:23:00.010 Robert Tseng: Yeah, this is a case study, like, yeah, okay, cool.
547 02:23:00.500 ⇒ 02:23:03.530 Robert Tseng: Okay, let me check in with the team. See if they’re ready.
548 02:23:03.740 ⇒ 02:23:04.320 Aakash Tandel: Sure.
549 02:23:05.220 ⇒ 02:23:06.060 Robert Tseng: You guys can.
550 02:23:07.180 ⇒ 02:23:07.869 Robert Tseng: I don’t know.
551 02:23:08.240 ⇒ 02:23:12.040 Robert Tseng: Oh, okay, how old is your
552 02:23:13.000 ⇒ 02:23:18.610 Robert Tseng: son? He is almost 7 months. He’s 7 months as of tomorrow. Actually, so, yeah, your first.st
553 02:23:18.610 ⇒ 02:23:19.340 Aakash Tandel: Yep. Sorry.
554 02:23:19.340 ⇒ 02:23:22.240 Robert Tseng: Oh, man, that must be wild 0 to one.
555 02:23:22.240 ⇒ 02:23:29.670 Aakash Tandel: Yeah, it is. It’s definitely a change. But it’s been a lot of fun. Honestly, like the first.st The 1st beginning is tough.
556 02:23:29.670 ⇒ 02:23:30.100 Robert Tseng: Yeah.
557 02:23:30.100 ⇒ 02:23:39.749 Aakash Tandel: When they’re really little, it’s it’s tough. But it definitely like I would say, like, around month 3 and 4 got a lot easier, and he’s more interactive. So that’s been, that’s great.
558 02:23:39.910 ⇒ 02:23:40.820 Robert Tseng: More fun.
559 02:23:40.970 ⇒ 02:23:41.470 Aakash Tandel: Yep.
560 02:23:41.670 ⇒ 02:23:43.870 Robert Tseng: Yeah, wow.
561 02:23:44.110 ⇒ 02:23:53.000 Robert Tseng: Cause, yeah, I like, I wanna start a family soon. But I know like that, 0 to one transition is like a killer for everyone.
562 02:23:53.420 ⇒ 02:24:05.969 Aakash Tandel: It’s tough, but I mean it’s pretty rewarding, I will say, like we’ve been. We’ve been having a really good time, especially like now that he’s eating, and he’s like he. He has a personality in the beginning. They’re kind of potatoes
563 02:24:07.250 ⇒ 02:24:09.080 Aakash Tandel: like. Eventually they will stop being a potato, and then.
564 02:24:09.418 ⇒ 02:24:13.821 Robert Tseng: Like their neck. They don’t even have neck strength. So it’s just like.
565 02:24:14.190 ⇒ 02:24:21.660 Aakash Tandel: Yeah, babies are very helpless in the beginning, but once they pass that like 1st couple, like 2 months, they start to really open up, which is great.
566 02:24:22.170 ⇒ 02:24:22.970 Robert Tseng: Sweet.
567 02:24:23.730 ⇒ 02:24:31.599 Robert Tseng: It’s cute. Yeah. I wanna see people’s lives more on on calls and stuff like, I didn’t know Luke had a kid until like a month ago.
568 02:24:31.600 ⇒ 02:24:32.610 Aakash Tandel: Has 2 kids, right?
569 02:24:32.610 ⇒ 02:24:34.800 Robert Tseng: Oh, see! I didn’t know that.
570 02:24:34.800 ⇒ 02:24:39.180 Aakash Tandel: I think Luke has like an older kid and a like a youngish kid. I think he has like a
571 02:24:39.770 ⇒ 02:24:44.320 Aakash Tandel: I think either I’m mixing a look up with someone else. But yeah, I think I think he has 2 kids.
572 02:24:44.320 ⇒ 02:24:46.029 Robert Tseng: Oh, wow, yeah.
573 02:24:46.420 ⇒ 02:24:51.860 Robert Tseng: Okay, man, yeah.
574 02:24:52.200 ⇒ 02:24:53.110 Robert Tseng: Hey? Awesome.
575 02:24:53.720 ⇒ 02:24:58.787 Robert Tseng: Well, they’re gonna take another like 10 min. So we can. They got a little more time to
576 02:25:02.550 ⇒ 02:25:08.629 Robert Tseng: Okay, so I think that’s on the sales asset side. Sure, like, I think that’s there’s some strategy there.
577 02:25:10.980 ⇒ 02:25:12.689 Robert Tseng: I think. Also.
578 02:25:18.590 ⇒ 02:25:25.410 Robert Tseng: I mean, I started to build this out, which was like this prospecting diagram of like
579 02:25:25.790 ⇒ 02:25:30.430 Robert Tseng: what the 1st touch looks like, what kind of conversations objection points
580 02:25:32.470 ⇒ 02:25:41.760 Robert Tseng: just trying to like, map out all the different pathways to make it a bit easier for somebody to come on to the cell. I wonder if there’s something like that to do on the
581 02:25:42.160 ⇒ 02:25:48.823 Robert Tseng: I mean. I also don’t want to view sales and marketing as like Silo, they’re all they’re all kind of really combined at this point. So
582 02:25:49.790 ⇒ 02:25:50.790 Robert Tseng: I think.
583 02:25:54.790 ⇒ 02:26:04.210 Robert Tseng: yeah, I I would like us to kind of think about like, what what else needs to go into like, yeah, we’re gonna we can. We can kick off a lot of the stuff to kind of
584 02:26:04.990 ⇒ 02:26:15.489 Robert Tseng: change the assets, make them a bit more targeted. That’s really what this is but like what other, what other strategy points are are important. For for this next quarter, like outside of sales.
585 02:26:16.333 ⇒ 02:26:18.400 Robert Tseng: I mean, outside of like.
586 02:26:19.540 ⇒ 02:26:24.700 Robert Tseng: oh, those things, these things I feel like, this is very just like sales assets. Yeah, yeah.
587 02:26:29.220 ⇒ 02:26:36.288 Robert Tseng: or I don’t know like what this belongs in. But even like the video, like the stuff we were talking about with your video stuff like
588 02:26:38.640 ⇒ 02:26:44.879 Robert Tseng: But that’s probably also a sales asset, too. Right? Humanizing your pitch. Basically.
589 02:26:47.940 ⇒ 02:26:52.570 Robert Tseng: Yeah, I mean, we’re gonna talk on this touch on this later. But I would say, there’s like a like kind of
590 02:26:52.720 ⇒ 02:27:02.840 Robert Tseng: events, outreach, or like even budgeting, you know, like dang.
591 02:27:03.420 ⇒ 02:27:05.600 Robert Tseng: But but shit like
592 02:27:06.810 ⇒ 02:27:14.110 Robert Tseng: I was reading some target. I mean, I don’t know what you think about this, but 60% should go into
593 02:27:14.670 ⇒ 02:27:26.420 Robert Tseng: like events like webinars like, and yeah, just curating thought leadership.
594 02:27:27.040 ⇒ 02:27:30.090 Robert Tseng: And like large.
595 02:27:30.660 ⇒ 02:27:33.830 Robert Tseng: Well, like, kind of with, yeah, yeah.
596 02:27:37.720 ⇒ 02:27:39.669 Robert Tseng: audiences, you know like.
597 02:27:40.000 ⇒ 02:27:45.330 Robert Tseng: And then maybe, like 20% goes to content.
598 02:27:46.690 ⇒ 02:27:54.240 Robert Tseng: 20% goes to well, maybe even more for us, like 30%. And then what
599 02:27:54.960 ⇒ 02:27:59.729 Robert Tseng: I mean, I don’t even know what ads looks like. We don’t even have ads, but like some like paid.
600 02:28:00.060 ⇒ 02:28:07.830 Robert Tseng: I don’t do. We even do paid SEO or ads, or whatever like I was reading that like, I mean, I don’t know. That’s this is kind of just
601 02:28:08.050 ⇒ 02:28:19.410 Robert Tseng: a starting point, for like right now, we don’t have a marketing budget. We don’t spend anything outside of our people like. If we were to give a budget to like the marketing team like to go and do these things like.
602 02:28:19.730 ⇒ 02:28:25.589 Robert Tseng: yeah, like, what should that budget be like? What are I like, you know? I think that that kind of I would like to start
603 02:28:26.110 ⇒ 02:28:32.299 Robert Tseng: having that being able to do that like, yeah. Cause I, we definitely need to.
604 02:28:32.920 ⇒ 02:28:37.989 Robert Tseng: That’s just how sales works like you gotta you gotta pay in order to to get get customers.
605 02:28:37.990 ⇒ 02:28:44.730 Aakash Tandel: And I feel like we get a good insight into what other companies do, because we help clients implement some some of the stuff like the data around it. So
606 02:28:45.330 ⇒ 02:28:48.370 Aakash Tandel: we’re like, Oh, yeah, this is how you would. Do, you know.
607 02:28:48.550 ⇒ 02:28:52.279 Aakash Tandel: ad spend for a if you were a healthcare company for Eden. Type of thing.
608 02:28:53.680 ⇒ 02:29:03.910 Robert Tseng: Yeah, I mean, I do say it will say that like services is definitely different from products. So like, obviously, for like an Eden, like they’re 90% like paid ads pretty much. And.
609 02:29:04.613 ⇒ 02:29:05.530 Aakash Tandel: Very heavy on that. Yeah.
610 02:29:05.530 ⇒ 02:29:06.820 Robert Tseng: Yeah, so
611 02:29:07.030 ⇒ 02:29:20.590 Robert Tseng: but for us, it’s like the cast, the wide net and hit everybody doesn’t really work that well, like we did have cold calls turned on. We did cold email before, like. But the responses just abysmal. It’s like 3%,
612 02:29:21.450 ⇒ 02:29:22.956 Robert Tseng: yeah, like
613 02:29:23.810 ⇒ 02:29:36.680 Robert Tseng: 3% response rate and then like whatever. So Linkedin is, yeah, lower volume. But 20%, you know, it’s like it waits. Wait. The the numbers are like, make make way. More sense. There. So
614 02:29:39.220 ⇒ 02:29:46.589 Robert Tseng: yeah, I I don’t know. Like, what. What if if the marketing team would be able to do much with that kind of incentive like?
615 02:29:46.800 ⇒ 02:30:02.220 Robert Tseng: And I think we can be creative about it as well like if we could back into like a hey. We know how much it costs for us to acquire a customer so like we’re willing to spend up to this amount in order to like, go and and get them. So whether it’s like sending them gifts, or
616 02:30:02.710 ⇒ 02:30:03.670 Robert Tseng: like
617 02:30:04.190 ⇒ 02:30:23.970 Robert Tseng: launching stuff that’s like 1st 10 people to sign up for the register like, Get whatever like, you know, creating some more offers. With like, give them something that’s more than just our service, I think, is kind of where I’m I’m I’m thinking of how to how to create like marketing incentives like an actual budget.
618 02:30:24.200 ⇒ 02:30:24.940 Robert Tseng: Yeah.
619 02:30:27.240 ⇒ 02:30:27.870 Aakash Tandel: Yeah.
620 02:30:28.240 ⇒ 02:30:38.110 Aakash Tandel: does our does our marketing team have like a lean on like, the, are they more comfortable? Doing like kind of the organic content type of stuff, or like maybe more of the
621 02:30:38.550 ⇒ 02:30:40.960 Aakash Tandel: kind of paid channels or anything like that. Do we have.
622 02:30:40.960 ⇒ 02:30:43.760 Robert Tseng: Yeah, there’s no pay. Everything is just organic. Yeah.
623 02:30:44.040 ⇒ 02:30:49.849 Robert Tseng: it’s all just yeah, I mean, SEO, and posting on Linkedin, yeah.
624 02:30:49.990 ⇒ 02:30:50.590 Aakash Tandel: Yeah.
625 02:30:51.180 ⇒ 02:30:51.770 Robert Tseng: Yeah.
626 02:30:55.060 ⇒ 02:31:13.139 Aakash Tandel: I know people. This is something that my willow tree did for a long time that actually worked fairly well as a podcast the growth marketing team was pretty successful at generating a fair amount of business. And like, they’re currently the number one braze partner. So any braze implementation is like, there’s like a 50% chance that it goes to willow tree.
627 02:31:13.140 ⇒ 02:31:14.410 Robert Tseng: Okay, wow, that’s.
628 02:31:14.410 ⇒ 02:31:20.779 Aakash Tandel: That’s a pretty surprisingly effective. I guess people listen to a lot of podcasts which is which is cool.
629 02:31:21.000 ⇒ 02:31:25.690 Robert Tseng: I mean, we had well, before.
630 02:31:26.280 ⇒ 02:31:30.350 Robert Tseng: yeah, we we did have, we do have a podcast. But I think it was just.
631 02:31:30.470 ⇒ 02:31:47.970 Robert Tseng: It was basically Ryan doing everything like all the content stuff. So before we had Linkedin Tiktok, like instagram podcasts, but we cut those channels. And we are now. And that’s why we’re so heavily focusing on Linkedin, because that we felt like there was the most potential there. But.
632 02:31:48.690 ⇒ 02:31:54.670 Aakash Tandel: That makes sense. Yeah, like, you gotta spend a ton of time into and then see if it works. But yeah.
633 02:31:54.870 ⇒ 02:32:05.760 Robert Tseng: Yeah. But I mean, you and Utam are good at talking. So I’m like, yeah, I feel like the podcast world and everyone listens to podcasts, like doing chores like, drive me walking. So
634 02:32:05.960 ⇒ 02:32:11.509 Robert Tseng: yeah, it’s become like the number one kind of like podcast for our field would be.
635 02:32:12.030 ⇒ 02:32:25.580 Robert Tseng: I think, helpful, but it is like a higher lift to like start all of that. And even like Ryan, use like AI. So he, like Utam, didn’t record it like he just took U. Tom’s like recording some voice and
636 02:32:25.900 ⇒ 02:32:26.230 Robert Tseng: meeting.
637 02:32:26.230 ⇒ 02:32:26.840 Aakash Tandel: Oh, man!
638 02:32:26.840 ⇒ 02:32:33.830 Robert Tseng: Like wrote a script, and then it actually sounded like Bhutan, because he asked me like, Oh, does this sound fake? And I was like what? But
639 02:32:34.430 ⇒ 02:32:52.920 Robert Tseng: he didn’t. So I yeah, I think back then, like Tom’s bandwidth was very limited. So that’s why I think he was. Ryan was pushed to just like, yeah, just try anything, and was pretty much like, Oh, yeah, just push everything. And it’s like fair game. But
640 02:32:53.240 ⇒ 02:33:11.750 Robert Tseng: I don’t know about that yeah, tell me more about the podcast. Like, how do we make it? So that it’s less? I mean, I get the production effort is higher. Maybe there’s like AI enhancements that make it easier. Now, we don’t literally have to talk literally. Just write a script, and it’s just Tom’s voice like whatever. Sure, if that’s what it gets us to post consistently on episodes like.
641 02:33:11.950 ⇒ 02:33:29.339 Robert Tseng: it’s fine. That’s just so funny. It’s like literally, people are gonna take the podcast transcript and turn it, run it through. Gpt, it’s gonna be the same thing as our transcript. They’re just gonna be like, it’s like doing all that just to get the same thing that we did to create it.
642 02:33:29.610 ⇒ 02:33:30.110 Aakash Tandel: Yeah.
643 02:33:30.110 ⇒ 02:33:33.140 Robert Tseng: Which is fine. As you need touch.
644 02:33:33.280 ⇒ 02:33:36.940 Robert Tseng: It’s I think it’s fine. Yeah, yeah, yeah, thank you.
645 02:33:37.665 ⇒ 02:33:40.040 Robert Tseng: Yeah. And so I think.
646 02:33:40.340 ⇒ 02:33:44.279 Robert Tseng: well, I don’t know how it’s structured. Maybe they and you said they were talking about braise. So
647 02:33:44.950 ⇒ 02:33:56.460 Robert Tseng: yeah, do you know much about how like what the episodes are like, were they only talking about braze? And then eventually braze caught on and was like great. This is a good braise, podcast and we’ll sponsor them.
648 02:33:58.035 ⇒ 02:34:02.890 Aakash Tandel: Let me pull up the podcast. Information. And since
649 02:34:03.580 ⇒ 02:34:31.245 Aakash Tandel: okay, let’s see, let me, I’ll those in the chat, too. So it’s called room for growth. And basically our at the time, Vp of growth would either. It was either like a deep dive and like with someone on our team on like a expert on, like, Hey, how do you generate more traffic or like, how did you growth marketing in general? And then a lot of the times. It was like meeting with our clients or other people in the industry, and generating
650 02:34:31.930 ⇒ 02:34:55.450 Aakash Tandel: like content that way. So like, for, like she, the most recent one, which was from October 14th she left. Actually, so is the scooters, coffee, Mitch Walden. I don’t know who he let me see if he he’s a senior director of digital loyalty and and digital and loyalty at scooters like that’s just a client of ours. He was probably the guy who signed off on that work and they just talked for like.
651 02:34:55.450 ⇒ 02:35:03.159 Aakash Tandel: I don’t know. How long is this? An hour about growth marketing, and you know it gets. Let me see how many of you
652 02:35:03.620 ⇒ 02:35:05.400 Aakash Tandel: teams these guys got.
653 02:35:07.250 ⇒ 02:35:08.760 Robert Tseng: Check on Youtube, too.
654 02:35:08.760 ⇒ 02:35:12.999 Aakash Tandel: Yeah. So they didn’t do very good on Youtube. But this was
655 02:35:13.190 ⇒ 02:35:23.940 Aakash Tandel: thing that, like every once in a while, a conversation would go like kind of viral ish in like the in, like the growth marketing world. And that was the
656 02:35:24.280 ⇒ 02:35:42.689 Aakash Tandel: that was kind of a big deal. So like we were able to get like, I don’t know people that are celebrities in the in the growth space on there. Like the there’s a there’s a SEO guy that’s also like, really famous, that he was on the podcast with our SEO director at 1 point, and that was like a big deal in the SEO world, which is cool.
657 02:35:43.270 ⇒ 02:35:43.950 Robert Tseng: Yeah.
658 02:35:44.750 ⇒ 02:35:54.819 Robert Tseng: that’s cool. Yeah. I mean, like, I want, I want like to make marketing more interesting. I I want our team to like, make a bet in the corner be like, yeah, we’re just gonna launch like a podcast.
659 02:35:55.430 ⇒ 02:36:02.999 Robert Tseng: And yeah, just like that’ll be like outside of the the things like that’s that’s the it’s a bit more risky. But, like.
660 02:36:03.000 ⇒ 02:36:03.480 Aakash Tandel: Yeah.
661 02:36:03.480 ⇒ 02:36:05.800 Robert Tseng: We have the time we should we should we should do it like.
662 02:36:06.250 ⇒ 02:36:22.199 Aakash Tandel: Think the podcast bet is kind of, like a hey? It’s unlikely that it’s gonna like, Get us revenue. But like, if for some reason, the person that’s holding the keys at this one company is like a millennial who, like binges podcasts because millennials and Gen. Z. Like like podcasts more than the
663 02:36:22.200 ⇒ 02:36:36.900 Aakash Tandel: Gen. X. And and boomers. Maybe that. That’s the way that works. You know. Same thing like a Tiktok, or like those like general social media. It’s a bet. But as as those demographic groups age, they might be more
664 02:36:36.960 ⇒ 02:36:42.420 Aakash Tandel: used to consuming information that way and make buying decisions downstream from that.
665 02:36:45.340 ⇒ 02:36:45.970 Robert Tseng: Yeah.
666 02:36:58.380 ⇒ 02:37:05.470 Robert Tseng: yeah, well, I mean, like, Hannah, like you, you, I mean you. Obviously, you you shoot photos, you do video now and like.
667 02:37:05.950 ⇒ 02:37:09.290 Robert Tseng: so I mean, production is like something that you’re interested in. Right?
668 02:37:10.160 ⇒ 02:37:17.810 Robert Tseng: I think so. I just don’t know where to start, you know, like reducing. So I don’t even have like a I have a tripod, but like a
669 02:37:18.370 ⇒ 02:37:22.759 Robert Tseng: well, like even willow trees, just looks like it’s just like it looks like zoom like zoom.
670 02:37:22.760 ⇒ 02:37:27.616 Aakash Tandel: Yeah, no, it’s not like a high like. There’s no production studio. It’s just like.
671 02:37:29.770 ⇒ 02:37:30.860 Robert Tseng: Yeah, like.
672 02:37:31.080 ⇒ 02:37:40.059 Robert Tseng: well, I don’t know like cause that’s kind of the room that Ryan was in like Ryan’s, the one handling all the video like trimming and cutting and stuff. So it’s like.
673 02:37:41.000 ⇒ 02:38:07.690 Robert Tseng: I don’t know. I am interested in that type of stuff and just putting out like content, like on socials like for Instagram and stuff like that. I’m just wondering like, Oh, I don’t want to make the same mistake that we did earlier, where we had to cut it. So like, what is gonna, be the difference now? Like, if we start the podcast up again, like, how are we gonna, approach it differently and make sure that we don’t come to the conclusion later that like oh, we just have to cut it again.
674 02:38:08.150 ⇒ 02:38:14.590 Robert Tseng: So I guess we need to loop in Ryan because he had more like of that. He had more had hands on. Like
675 02:38:15.390 ⇒ 02:38:18.080 Robert Tseng: was the word involvement with that so.
676 02:38:18.650 ⇒ 02:38:37.819 Aakash Tandel: I feel like a lot of those like social media podcasts like, I don’t know what you classify that group of marketing. But like, it takes a lot more effort in the beginning, and it takes a long time for that ball to start rolling, and then, once it does, it’s it’s useful, but like there’s a lot of no no movement for such a long time that it’s hard.
677 02:38:38.010 ⇒ 02:38:39.720 Robert Tseng: Yeah, yeah.
678 02:38:46.800 ⇒ 02:38:57.739 Robert Tseng: so I mean other than the podcast. I think I had shared with you like some shorts as well. Yeah, kind of just like more traditional Gen. Z. Like social media content.
679 02:38:57.910 ⇒ 02:39:07.749 Robert Tseng: But like, I think it’s valuable, like, you know, there’s I mean, I I do follow some data influencers and AI, whatever like, see some of the content they put out there. And
680 02:39:07.960 ⇒ 02:39:09.370 Robert Tseng: yeah, I think it’s
681 02:39:12.490 ⇒ 02:39:18.370 Robert Tseng: it’s it’s it’s crazy like that. I mean, they’re one of the most followed, I mean guy on on Linkedin. He?
682 02:39:19.128 ⇒ 02:39:22.299 Robert Tseng: Yeah, like he. He has like
683 02:39:25.400 ⇒ 02:39:28.742 Robert Tseng: 500,000 followers, I think, or something.
684 02:39:30.170 ⇒ 02:39:44.690 Aakash Tandel: Yeah. And I feel like that type of thing could also be promoted pretty heavily on Linkedin. And then, yeah, it’s 1 of those weird things like, if you hit gold like, you end up on like one of those tech podcasts like that would be phenomenal, like, if you and newtham were on
685 02:39:45.580 ⇒ 02:39:49.330 Aakash Tandel: one of those tech podcasts like my, my 1 million was like Sam Parr and.
686 02:39:49.330 ⇒ 02:39:49.670 Robert Tseng: Yeah.
687 02:39:50.260 ⇒ 02:39:51.490 Aakash Tandel: What’s his name?
688 02:39:52.090 ⇒ 02:40:02.610 Aakash Tandel: I can’t remember their names, or, like the all in podcast like that, that type of thing like you get on one of those podcasts for a bit. And that’s gonna drive a ton of traffic towards your business. So.
689 02:40:03.060 ⇒ 02:40:04.640 Robert Tseng: Yeah, and then, like.
690 02:40:04.640 ⇒ 02:40:11.820 Aakash Tandel: It’s definitely like a long shot. But you know, it’s like that type of thing. If you want to get. If you’re not at bat. You can’t have to hit the home run type thing.
691 02:40:17.790 ⇒ 02:40:22.350 Robert Tseng: Yeah. So I mean, I do feel like we should make some sort of like production bet, like.
692 02:40:22.580 ⇒ 02:40:31.870 Robert Tseng: things are a bit more stable now, like we have a bit more run, like more control of like more structure on the time, like we can actually be like, all right, maybe we’ll just have. Like.
693 02:40:32.140 ⇒ 02:40:32.930 Robert Tseng: you know.
694 02:40:33.240 ⇒ 02:40:42.885 Robert Tseng: Ryan, Hannah’s time like, I don’t know, like 20% of it go into like a like, a into something launching something interesting that we haven’t done before.
695 02:40:44.220 ⇒ 02:40:49.410 Robert Tseng: yeah, that like obviously, will be hard to get off the ground. But, like, you know.
696 02:40:49.520 ⇒ 02:40:54.950 Robert Tseng: I feel like over the course of the quarter. Maybe it takes you a few weeks, a couple of weeks to like, really plan it out, and then
697 02:40:55.130 ⇒ 02:41:05.939 Robert Tseng: maybe we end up only shooting like 5 episodes or something, but like that’s that. That’d be a good good win for the quarter or something, just to see how that goes. I mean, even like, with all the
698 02:41:06.120 ⇒ 02:41:30.580 Robert Tseng: talks and events that we had like planning the 1st one like for default. That took a long time, but once we had that framework down. It was easy to do like the operating thing. And vixel, it’s like the same thing. So I think once we just have like a template down like Ryan’s a machine. So like he cranks out stuff, and I, I can be pretty machine like, maybe, so you can just crank out things after you get like the framework down.
699 02:41:32.540 ⇒ 02:41:47.070 Robert Tseng: I feel like there is value in like more social media, like Gen. Z. Like targeting those. The audience, because those people are going to grow up to be like the CEO Ctos of major companies. So like targeting them, I think, is helpful.
700 02:41:47.200 ⇒ 02:41:48.000 Aakash Tandel: Yeah.
701 02:41:48.770 ⇒ 02:42:04.430 Aakash Tandel: I know. So they get a thing kind of where, like, we would try to pull like a stunt like a like a weird thing that was just for marketing like it would. There was obviously like a tech component to like. We built something cool. Like one of the things we did was we built this like
702 02:42:05.046 ⇒ 02:42:09.910 Aakash Tandel: Iot, connected actual physical installation at this school in Colorado.
703 02:42:09.910 ⇒ 02:42:10.620 Robert Tseng: Excellent.
704 02:42:10.790 ⇒ 02:42:18.689 Aakash Tandel: Called light light walk, and that obviously showed off our tech skills and stuff like that. But it’s also like mostly a marketing push.
705 02:42:19.462 ⇒ 02:42:23.990 Aakash Tandel: And like, I know, there’s another company. Let me see if I can find their stuff
706 02:42:24.610 ⇒ 02:42:27.130 Aakash Tandel: that does this pretty well where they just like
707 02:42:27.230 ⇒ 02:42:47.439 Aakash Tandel: we’ll take a project. But it’s so. They’re actually doing normal work. But they’re they’re kind of offsetting the cost of it, because it’s probably not a lucrative project in terms of like actually doing the project. But the marketing revenue from it is probably going to be. It’s kind of like lumped into it. So it’s like, almost like a pro bono thing. But the market, yeah.
708 02:42:50.959 ⇒ 02:43:02.119 Aakash Tandel: they did a thing with red. This company did a thing with oh, here it is, the red bull thing. I know this company lost money on this, but they made a ton of like marketing red bull visualizations.
709 02:43:05.910 ⇒ 02:43:10.679 Aakash Tandel: Like. It was like super cool, super interesting, but like not
710 02:43:11.620 ⇒ 02:43:28.980 Aakash Tandel: not like they’re not making a ton of profit on the actual project. But they’re making a lot on like the marketing. And, like, you know, nowadays, you would make plenty of tiktok shorts and like or tick tock, tick, tocks and instagram shorts. And you talk about on podcasts and that type of thing. So you cross, sell across all those things.
711 02:43:29.650 ⇒ 02:43:30.310 Robert Tseng: Yeah.
712 02:43:31.000 ⇒ 02:43:37.889 Robert Tseng: Well, this red bull thing I don’t like, what is the Dj data engineering like, what is.
713 02:43:37.890 ⇒ 02:43:45.118 Aakash Tandel: This is old. I can’t remember what year this happened. I want to say this happened a long time ago, but basically you would
714 02:43:46.030 ⇒ 02:43:47.919 Robert Tseng: Supplies, data, visualizations.
715 02:43:48.110 ⇒ 02:43:57.079 Aakash Tandel: Yeah, you. They basically gave a bunch of people in a club sponsored by red bull IoT device. And it tracked their movements. And it created these really pretty visualizations.
716 02:43:57.395 ⇒ 02:43:57.710 Robert Tseng: Yeah.
717 02:43:57.710 ⇒ 02:44:00.750 Aakash Tandel: Yeah, that was like, that’s, that’s honestly the whole project.
718 02:44:01.283 ⇒ 02:44:04.840 Robert Tseng: Yeah, so interesting.
719 02:44:04.840 ⇒ 02:44:05.370 Aakash Tandel: Yeah.
720 02:44:06.750 ⇒ 02:44:25.200 Aakash Tandel: So again, not like a revolutionary data thing, but kind of cool like they, they use their data chops a little bit, but also they use their design skills and then most of it was marketing. So came up with it. And then they also get the logo of like Red Bull right with with a lot of their marketing stuff, saying, Hey, we work with Red Bull type of thing.
721 02:44:25.590 ⇒ 02:44:26.310 Robert Tseng: Yeah.
722 02:44:29.940 ⇒ 02:44:42.870 Robert Tseng: yeah, maybe we should do this for some of these clients that don’t want to pay as much. And I’m just like, Okay, well, we’ll just do something that’s like, for example, like there’s like a animal conservancy like a rhinos conservancy that reached out to me from Africa.
723 02:44:43.520 ⇒ 02:45:00.949 Robert Tseng: The budget didn’t really like fit what we wanted. But like I don’t know. Well, I’m gonna when I go to Nairobi I’m gonna I’ll probably see him again. But like, maybe I should just do that project. And I could. There’s some cool geospatial stuff like we’d be like, Oh, yeah, look this, look this, these are where the rhinos are. Whatever.
724 02:45:02.022 ⇒ 02:45:09.318 Robert Tseng: Yeah, Brainforge helps you find your lost rhinos.
725 02:45:11.160 ⇒ 02:45:16.919 Aakash Tandel: Yeah, as long as like, we take that and make it like our core marketing message for that. Like, next, like, 6 months. Yeah, it’s all solid.
726 02:45:17.810 ⇒ 02:45:22.840 Robert Tseng: Yeah, then we then every conservancy in the in the world like hits us up when we can start to.
727 02:45:23.370 ⇒ 02:45:27.770 Robert Tseng: Yeah, that’d be that’d be hilarious. A year from now would become the
728 02:45:28.030 ⇒ 02:45:32.275 Robert Tseng: the AI data company that helps you find your animals.
729 02:45:33.990 ⇒ 02:45:34.790 Robert Tseng: Yeah.
730 02:45:35.190 ⇒ 02:45:39.589 Robert Tseng: I mean, who knows? If that you know, that’s what helps us win like. Whatever I’ll I’ll we’ll become that.
731 02:45:39.590 ⇒ 02:45:44.299 Aakash Tandel: Yeah, yeah. So some of those are kind of fun. They’re kind of like, weird. And yeah.
732 02:45:44.710 ⇒ 02:45:53.200 Robert Tseng: I totally think that we need to make a bet like this and like, do it that like, that’s what’s gonna make us like, different from all these other people trying the same like
733 02:45:53.590 ⇒ 02:46:01.589 Robert Tseng: things on Linkedin, or whatever that are. We’re just like competing for the same likes and the same like, yeah, like, whatever like it’s not.
734 02:46:02.100 ⇒ 02:46:10.320 Robert Tseng: it’ll move the needle in small ways. But we gotta like take bigger swings to go after, like some of the stuff that moves the needle more. Yeah.
735 02:46:10.700 ⇒ 02:46:28.239 Aakash Tandel: And I think it also added, like a lot of that stuff added, good like you’re working with, who are trying to solve your problems. Not just like a generic group of like random developers like these people are gonna come in and we’re gonna help you solve your real problems. Like, here’s the rhino solution we’ve solved with like finding your rhino type of thing.
736 02:46:30.130 ⇒ 02:46:34.400 Robert Tseng: Yeah, okay.
737 02:46:36.080 ⇒ 02:46:42.160 Robert Tseng: be more quirky. Yeah, no. I think definitely for some of these quirky clients like, I want to be able to do something with them.
738 02:46:42.693 ⇒ 02:47:02.330 Robert Tseng: Yeah, I feel like, maybe we’re a bit too rigid in the way that we sell. Even, it’s like it doesn’t hit our minimums like, we’re not gonna do anything with them. So I think, gotta pick and choose. But if it’s like, if it turns into a cool, if it has potential to be a cool story, I should be open to doing, I should be open to doing it. Yeah, I’m gonna reach back out to the rhino. The rhino conservancy. Now.
739 02:47:04.390 ⇒ 02:47:08.089 Robert Tseng: okay, cool. Let me let me let me pull them over to this.
740 02:47:14.500 ⇒ 02:47:15.180 Robert Tseng: Okay.
741 02:47:22.700 ⇒ 02:47:23.620 Robert Tseng: nice.
742 02:47:26.550 ⇒ 02:47:28.219 Robert Tseng: Thank you. Greeting Charlotte.
743 02:47:28.390 ⇒ 02:47:30.130 Robert Tseng: Yes, we should.
744 02:47:33.400 ⇒ 02:47:38.260 Robert Tseng: I suppose we can do our whole other artwork set up we had before.
745 02:47:40.520 ⇒ 02:47:41.420 Robert Tseng: Okay.
746 02:47:44.910 ⇒ 02:47:46.559 Robert Tseng: think about going back with you.
747 02:47:47.545 ⇒ 02:47:51.920 Robert Tseng: It’s coming. It’s coming. Yeah.
748 02:47:53.882 ⇒ 02:48:00.410 Robert Tseng: Let’s do quarters 30 or 6 or 5.
749 02:48:01.100 ⇒ 02:48:05.549 Robert Tseng: I think realistically, we have to go early, like, if you’re 5
750 02:48:06.060 ⇒ 02:48:10.239 Robert Tseng: and you can. Yeah, she can. She can roll in at like 5, 30 or something if you want.
751 02:48:11.080 ⇒ 02:48:15.200 Robert Tseng: Yeah, because we don’t have a res. And like, I’m sure that place gets booked out early.
752 02:48:24.960 ⇒ 02:48:25.930 Robert Tseng: very pressing.
753 02:48:26.100 ⇒ 02:48:26.830 Robert Tseng: Yeah
754 02:48:31.180 ⇒ 02:48:32.280 Robert Tseng: brought you remote.
755 02:48:33.860 ⇒ 02:48:36.939 Robert Tseng: It’s just I’ll fiddle with it.
756 02:48:37.210 ⇒ 02:48:38.299 Robert Tseng: But you can.
757 02:48:38.470 ⇒ 02:48:39.619 Robert Tseng: That’s the first, st
758 02:48:49.680 ⇒ 02:48:50.830 Robert Tseng: all right.
759 02:48:54.290 ⇒ 02:48:55.820 Robert Tseng: I guess we’re going first.st
760 02:48:57.920 ⇒ 02:49:07.019 Robert Tseng: So yeah, there’s either Akash or Hannah wanna walk through Steph and what we talked about.
761 02:49:07.210 ⇒ 02:49:08.850 Robert Tseng: I’m just a note taker here.
762 02:49:10.420 ⇒ 02:49:11.650 Aakash Tandel: Hannah, you want to talk through it.
763 02:49:12.450 ⇒ 02:49:15.000 Robert Tseng: Okay, all this term in, okay? Well.
764 02:49:15.180 ⇒ 02:49:17.439 Aakash Tandel: I can jump in. If yeah, random stuff.
765 02:49:17.600 ⇒ 02:49:42.049 Robert Tseng: I don’t know what a bet is. But what’s a Gtm bet, like, what’s a bet? Okay, okay, fine. I’ll I’ll outline. And you guys. So basically, like, we were talking through like, Okay, what is this like? Go to market strategy kind of talked about some objections that we had to like the the initiatives we laid out. What are some of the risks and opportunities. And so we’ll talk. We’ll mention some of that. And then we’re also talking.
766 02:49:42.050 ⇒ 02:49:43.290 Annie Yu: Sharing a screen.
767 02:49:44.050 ⇒ 02:49:46.849 Robert Tseng: Oh, I am sorry!
768 02:49:47.420 ⇒ 02:49:47.990 Annie Yu: Thanks.
769 02:49:48.180 ⇒ 02:49:48.760 Robert Tseng: Yeah.
770 02:49:51.100 ⇒ 02:50:08.270 Robert Tseng: yeah, so these are just some notes, not not a pretty screen to look at. But yeah. And then afterwards we kind of went through the exercise of like, okay, I mean, we’re all like, not really what we naively like thought through. Okay, what does? What does the roadmap look like for the next quarter, if we were to kind of like, make it.
771 02:50:08.440 ⇒ 02:50:27.600 Robert Tseng: And there’s like 3 parts. Like, right? I think the core thing is really okay. I think there’s clear direction for, like what we need to do for, like the next iteration of our sales assets. And there’s some some details around that. Thought through like, okay, what does it look like to even lay out a marketing budget now? Because right now, we’re only really paying for like
772 02:50:27.700 ⇒ 02:50:55.449 Robert Tseng: people cost. But like, yeah, if we were to actually invest more in the in the, you know, lead acquisition like, piece what? What would that look like? And then we talk just talk through like a more of like a moonshot, or like a bet that we want to make this quarter something that’s like a bit more of a stretch out of the traditional things that we’ve already done so far. And what would it look like to kind of to to launch that. And
773 02:50:55.550 ⇒ 02:51:07.689 Robert Tseng: anyway, so I’ll let a caution that Hannah kind of talk through the details. You don’t have to go in this order. I just kind of took notes like that. But you know, start wherever you want. Yeah, well, I can talk about the sales stuff. And then Josh, maybe you can take the podcast and the.
774 02:51:07.690 ⇒ 02:51:08.310 Aakash Tandel: Sure.
775 02:51:08.310 ⇒ 02:51:10.799 Robert Tseng: A budget. But yeah, for the sales.
776 02:51:10.990 ⇒ 02:51:14.159 Robert Tseng: I think now that we have a more like general.
777 02:51:14.380 ⇒ 02:51:21.770 Robert Tseng: we have like assets for more generalized things. But I think now we want to go more niche and kind of target. Certain.
778 02:51:22.680 ⇒ 02:51:27.471 Robert Tseng: Yeah, just industries or field. So kind of going through the bullets.
779 02:51:28.190 ⇒ 02:51:39.319 Robert Tseng: The 1st one is. Oh, we kind of thought about how we can utilize like our team, and kind of survey everyone’s background and kind of map out like who knows what and everyone’s network. Because I feel like there’s a lot of
780 02:51:39.380 ⇒ 02:52:09.069 Robert Tseng: like potential there. We all come from various backgrounds, and even like the thing you talked, or like the Annie and Microsoft thing, that combo thread somewhere. And then the client lead was like, Yes, Microsoft, yeah, we we totally flexed Annie on a on a prospect. So this is what happened like yesterday. We have a I have a friend who runs a
781 02:52:09.469 ⇒ 02:52:19.360 Robert Tseng: AI People Empowerment Company, where they have like a slack bot that like helps your people grow. They’re just starting out. They just landed like a big client. I don’t know who
782 02:52:19.868 ⇒ 02:52:22.949 Robert Tseng: but then he text me, Hey, do you have analysts?
783 02:52:23.440 ⇒ 02:52:35.550 Robert Tseng: I’m like Bingo, and I’m like, I’m like, of course we have analysts like, tell me what’s the deal. And she’s like we just launched. We just, we’re getting this client. I need data work like, who do you have? And I’m like.
784 02:52:35.570 ⇒ 02:52:54.570 Robert Tseng: oh, we have like great people like like Annie on our team working Microsoft like, you’re not gonna say no to that, right? I could talk about me I could. I could have said that for like a lot of people on team. But I was like cool. Let’s get this past the point of like, what’s the 1st objection? Oh, the people are not good! And then he was like, great. That sounds perfect, like
785 02:52:54.740 ⇒ 02:53:07.219 Robert Tseng: like, what can we do this? What can we do to start? And then like, how does pricing work perfect? So we’re in that like we went. That was a 30 min conversation we went to being like. He’s like cool. I’m good for 10 K. Let’s like moving forward.
786 02:53:08.133 ⇒ 02:53:12.380 Robert Tseng: But I guess like, where was where was that in like this example, though.
787 02:53:12.530 ⇒ 02:53:30.480 Robert Tseng: like, Oh, and then networking. Yeah, yeah, so that’s exactly. It is like we each, for example, when I, when we talk about Rainforge as a whole, we said, like we’ve done with 20 plus people we’ve each worked at, let’s say, like 40 plus companies out of which a lot of very big Logos.
788 02:53:30.829 ⇒ 02:53:43.519 Robert Tseng: Like, that’s the stuff that like gets us over the like, are these guys legit like how typically, you know, and the network thing, I think is totally right, because we commonly we, we underestimate that we’re probably one degree
789 02:53:43.740 ⇒ 02:53:46.249 Robert Tseng: or 2 degrees from like most people
790 02:53:46.430 ⇒ 02:53:53.850 Robert Tseng: in the in like, probably in the Us. At least right? Like, I really think I’m probably one or 2 text messages from like anybody.
791 02:53:53.950 ⇒ 02:53:58.140 Robert Tseng: And so if we lean into that, imagine we’re like 30 of us.
792 02:53:58.300 ⇒ 02:54:01.269 Robert Tseng: and all of our network, or 20 of us, all of our network.
793 02:54:01.460 ⇒ 02:54:21.417 Robert Tseng: We’re easily like so and so’s cousin knows so and so like, let’s get the referral level. So network density and like background of our of our logo matrix is is totally right. We already actually do some of that I think I’ve sort of just told the marketing team like, put these Logos. I know where everybody is work.
794 02:54:21.750 ⇒ 02:54:46.709 Robert Tseng: Yeah. So that’s the increase. The objects of our team, and there’s only dudes on there. So the Logos are not really clearly on like whatever, anyway. So yeah, we are, we. We look like we’re just a team of 5 dudes right now. Yeah. So we got to update that.
795 02:54:46.710 ⇒ 02:54:56.660 Robert Tseng: Yeah. So that’s kind of the 1st thing we talked about. And then the second thing is just, yeah, I guess more targeting or being more strategic about what niche that we want to go to. So I know, Ryan pulled like.
796 02:54:56.760 ⇒ 02:55:03.969 Robert Tseng: yeah, that baskin. I don’t. Yeah. I don’t know what those are. But like, he pulled a bunch of customers and clients from those 2.
797 02:55:04.150 ⇒ 02:55:24.900 Robert Tseng: Oh, yeah. Yeah. And then kind of going after them. And then also ABC home. For example, they can like refer us to other people. So maybe that’ll brought into home services, for example. So just be more strategic in that way. I wonder if there’s somehow we could just put this in a graph like a graph
798 02:55:25.430 ⇒ 02:55:39.390 Robert Tseng: like like some sort of I don’t know what to go to like, I just know, like neo 4 j. Or something. But if we can map out the nodes, and then somehow, we can show like who is 2 degrees from this or for a customer.
799 02:55:39.570 ⇒ 02:55:46.149 Robert Tseng: And we let’s great. We scrape all the employees in the company like, how can we get an intro into this company? Basically. And we do that.
800 02:55:46.150 ⇒ 02:55:55.180 Aakash Tandel: There’s gotta be something like that for Linkedin, because I think we talked about that we’re like you should be able to like, visualize. Everyone’s like.
801 02:55:55.420 ⇒ 02:55:56.310 Robert Tseng: Network contact.
802 02:55:56.310 ⇒ 02:56:01.639 Aakash Tandel: Like network. See the network of connections there? So you get some sort of warm lead. If you get a lead.
803 02:56:03.270 ⇒ 02:56:08.730 Robert Tseng: Yeah, it’s basically like, we’re gonna say, cool. We want to go after this home service company.
804 02:56:08.910 ⇒ 02:56:30.691 Robert Tseng: who’s the closest. And then who who in our network is the closest. And like, what’s the easiest intro we could get made like. You would have no idea that someone you connected with who you like went to high school with now is like a Vp today, which is literally happens, like all the time, like someone now, their dad like works there like, Oh, cool like that, was it?
805 02:56:31.820 ⇒ 02:56:34.540 Robert Tseng: So I totally. I love that. That’s a great idea.
806 02:56:34.910 ⇒ 02:56:35.680 Robert Tseng: Yeah.
807 02:56:35.780 ⇒ 02:56:48.120 Robert Tseng: So the next thing under that is kind of the work that we started, I guess, in q, 1 of taking our assets and putting them everywhere, so like making a landing page for that for it and making it a lead magnet, and
808 02:56:48.280 ⇒ 02:56:53.079 Robert Tseng: I don’t know why you put kits there. But the 3rd bullet.
809 02:56:53.360 ⇒ 02:57:06.689 Robert Tseng: sorry I’m just. I’m trying to take notes. Yeah. So we’re kind of already doing that. We started that initiative. I think we’ll just continue that. So we can kind of drive people to sign like, fill out a form. We get their contact and stuff like that.
810 02:57:06.880 ⇒ 02:57:35.629 Robert Tseng: We talked about the next one just refreshing our about us, Page, because it’s old. And there’s it’s not updated. Yeah, team advisors, certifications we need. We need to brag a little bit more on the website. Don’t be so humble. Humble brag. Yeah, and then the last thing or not. Last thing. Okay, sure. So those are the sales assets. And then below that, you guys talked a lot about how we need more case studies. Right? So just yeah, those case studies.
811 02:57:35.890 ⇒ 02:57:49.750 Robert Tseng: And then particularly, I guess, sorry, Akash, I’m speaking for you. But I just basically like, you know, Akash was saying, like, I think his. He thinks that in in the Q 2 like making the case studies really clear on
812 02:57:50.120 ⇒ 02:57:54.160 Robert Tseng: for like, for how we’re impacting
813 02:57:55.220 ⇒ 02:58:13.750 Robert Tseng: like we’re we’re helping companies like, save save costs. And especially with kind of the scare, the economy, whatever. That’s timely. Yeah, like, taking advantage of something that’s timely. Yeah, like in in an upmarket, we would say, capture the value. Yeah. In a down market. Where say, like, mitigate. Yeah, exactly.
814 02:58:14.160 ⇒ 02:58:21.069 Aakash Tandel: Like cheaper, faster results. Or, you know, faster delivery type of thing. That’s where we can win right now.
815 02:58:22.010 ⇒ 02:58:27.770 Robert Tseng: Yeah, cool. You want Akash, you wanna take the top part.
816 02:58:27.770 ⇒ 02:58:57.359 Aakash Tandel: Sure. Yeah. So the I mean, what? What Hannah talked about in like the like, hey? We can. We’re we’re better at the work. We’re faster at the work. We’re cheaper at. The work is obviously like the 80, like the or even like the 90 95%. And then there’s that small bit of at one of my agencies. We called them like moonshots, or like stuff we call them stunts a lot of times, and we would just do these things that were either cost neutral. So they basically cost us exactly
817 02:58:57.360 ⇒ 02:59:21.989 Aakash Tandel: how much like it cost to build the product. Or it was sometimes negative. And we were definitely not the only place to do this, but we did things basically just for the marketing. So one of the examples I showed in the chat. Here is a light walk which is like an IoT connected light installation at a college in Colorado, so you can go there, and you can still walk
818 02:59:21.990 ⇒ 02:59:48.769 Aakash Tandel: these steps. And like we built this thing that lights up clever Frank, which is like a another agency. They did a thing with Red Bull, and like they totally lost money on this thing. But they are now able to put like, Hey, we partner with Red Bull on a bunch of stuff, that type of stuff where it’s like, you know, not really going to make us money. But theoretically the marketing is bigger than the revenue generated on that one. So I thought that was kind of something fun. My current company does like podcasts, which is
819 02:59:48.910 ⇒ 03:00:15.389 Aakash Tandel: which is pretty pretty good. I guess in certain scenarios like, they’re good at capturing the digital marketing market. Like, we’re the number one, braze partner, mostly because of the podcast and there’s like random guests that are as many celebrities like the Rand fishkin. I just looked it up. He’s like a big SEO guy and the fact that we got him on a podcast our SEO team was like, Oh, my God, we got Rand fishkin on this, and it’s crazy and like no one else cares, but like in the SEO world that’s cool. So.
820 03:00:15.390 ⇒ 03:00:25.549 Robert Tseng: Yeah, like in the data world, I listen to a couple of data podcasts, you’d be surprised are very boring. And you’re like, if you run our Linkedin. We know the cool people.
821 03:00:26.220 ⇒ 03:00:27.300 Aakash Tandel: And the thing is like, if.
822 03:00:27.300 ⇒ 03:00:38.339 Robert Tseng: You guys market to like data people, right? And that’s where it’s kind of tough. Sometimes where I’m like, I could go, do, we could do a podcast right now about like activity, scheme, or whatever fun. But like
823 03:00:39.010 ⇒ 03:00:55.853 Robert Tseng: like who, I don’t know is that, and to be to be honest. You know, we have a podcast. One of it is a talk. I did a webinar. I did another one is. I asked. I asked Ryan one day, I said, go mess around with AI
824 03:00:56.190 ⇒ 03:01:10.269 Robert Tseng: chat. I said, clone my voice and have it. Just do a podcast so there’s AI podcast of me talking to an actual AI like that’s not a person that exists about like some topic. And I said, just like upload and see what happens. So
825 03:01:10.460 ⇒ 03:01:12.999 Robert Tseng: I think we’ve we’ve we could totally do that.
826 03:01:13.250 ⇒ 03:01:36.560 Robert Tseng: I think the I I do like the stunts a lot. This is where also we have other friends that we have no business tapping that we totally could just to say that we did a partnership like those people don’t need us. There’s people who are the way bigger than us. But if we came at it from like a marketing side there’s different budget available. It is like stunt focus.
827 03:01:36.880 ⇒ 03:01:39.910 Robert Tseng: like we come to the table with the ideas, or like
828 03:01:40.140 ⇒ 03:01:44.449 Robert Tseng: this is really, really, we just sort of punch way above our weight a little bit.
829 03:01:44.660 ⇒ 03:01:49.670 Aakash Tandel: Yeah, exactly like clever Frank, like no one’s heard that company but Red Bull. I think most people
830 03:01:49.830 ⇒ 03:01:51.200 Aakash Tandel: in the world have
831 03:01:51.320 ⇒ 03:01:58.270 Aakash Tandel: hopefully heard a well, baby hurt a red bull. So that’s like a big that’s a big name recognition thing. So yeah.
832 03:02:00.950 ⇒ 03:02:01.480 Robert Tseng: Yeah.
833 03:02:01.480 ⇒ 03:02:05.650 Aakash Tandel: Knows anyone at Nike or the Lakers let me know, or Chelsea Soccer Club.
834 03:02:06.230 ⇒ 03:02:08.640 Robert Tseng: The Lakers. I don’t know anyone.
835 03:02:08.990 ⇒ 03:02:12.740 Robert Tseng: I probably look one degree, though, but it’d be hard. That’d be a hard ask.
836 03:02:13.900 ⇒ 03:02:19.185 Robert Tseng: And Nike, Nike, we having a phone call already?
837 03:02:21.500 ⇒ 03:02:28.069 Robert Tseng: I don’t know. We have to. That’s great, though. That’s a great idea. We should try to like.
838 03:02:28.940 ⇒ 03:02:50.550 Aakash Tandel: And it’s good bench time. Also, like once our team, like we have a like a large, larger, full team full full time team like if they just have like bandwidth like, Hey, we’re 50% booked for the next 2 weeks, like, what can we just build in 2 weeks? That’s a fun stunt it’s entertaining for us to build, but also like kind of cool for that client or that, like the marketing partnership thing.
839 03:02:50.550 ⇒ 03:03:05.959 Robert Tseng: It could be like a dashboard on weird data, or like some sort of like kind of like stunt AI thing that we do something kind of click baby thing that we can all sort of post about. Yeah. It’s like a
840 03:03:06.140 ⇒ 03:03:11.910 Robert Tseng: yeah. I like that. That one is really like a standout one where it shows we have some culture
841 03:03:12.020 ⇒ 03:03:13.630 Robert Tseng: some way. Yeah.
842 03:03:14.010 ⇒ 03:03:16.079 Aakash Tandel: It humanizes us. Yeah, a lot. Yeah.
843 03:03:16.610 ⇒ 03:03:18.609 Robert Tseng: Some joy, right?
844 03:03:18.980 ⇒ 03:03:24.799 Robert Tseng: It’s really hard. I don’t know why, for me, like everything we do is so business focus. And like, that’s
845 03:03:25.170 ⇒ 03:03:33.640 Robert Tseng: that’s like what I bring to the table. But like this is a nice way to humanize us a lot. And you’re right like, if it’s not neutral, we find ways to do it
846 03:03:34.020 ⇒ 03:03:46.330 Robert Tseng: like for no money. Right? I I would tell you a lot of these things we can get like I was just saying the event yesterday. We didn’t pay a dime for that, and I talked most of the event, and I think we got 80% of the value like they mentioned
847 03:03:47.200 ⇒ 03:03:53.539 Robert Tseng: their company like once, and I shouted them out, but, like most of the thing is coming, was on us.
848 03:03:53.690 ⇒ 03:04:14.969 Robert Tseng: All of the assets are all us our faces. First, st we, our marketing team, produce all the illustrations and everything they use. So that’s the way where like that took no extra cash to do. Another thing is, for example, I have a couple of friends in Austin who work in BC. Who work at some like high flying startups where I’m like, let’s throw an event.
849 03:04:15.080 ⇒ 03:04:33.090 Robert Tseng: If they’re let’s throw dinner, there’s no way I’m gonna put a dime into that, because those guys don’t know anything about AI. So who’s gonna bring the AI to the, to the, to the dinner? How are you gonna get people to come to a dinner? Then it’s not gonna be about a. So that’s I think there’s some ways for us to do this like very low cost, right? Like
850 03:04:33.260 ⇒ 03:04:48.256 Robert Tseng: the Vc. Wants. They want people to come. They want their portfolio companies. They want other lps to come. They’re not gonna just be able to throw just an event. They have to say, Evan, how is are they? Gonna they don’t know anything. You’re a Vc. So there’s I think there’s crafty ways for us to
851 03:04:48.880 ⇒ 03:04:52.790 Robert Tseng: to do that. Maybe we should think about one of these a month. Yeah. And like.
852 03:04:52.940 ⇒ 03:05:04.210 Robert Tseng: initially, like, I have some. I have some really interesting trends that would be totally down to do like Ivana would really do something like this. Mickey would totally do something, and we should. We can collaborate with brands that maybe otherwise
853 03:05:04.600 ⇒ 03:05:20.032 Robert Tseng: we wouldn’t. And maybe we should think about that. It’s really great. It will make us eventually work with them. Oh, I guess. Yeah, that’s great. Yeah, that’s fun. Cool. Yeah. That was
854 03:05:21.360 ⇒ 03:05:26.649 Robert Tseng: is that it? That’s our. That’s our piece, right? So I guess we can turn it over to you guys.
855 03:05:26.900 ⇒ 03:05:27.740 Robert Tseng: Cool
856 03:05:28.980 ⇒ 03:05:49.410 Robert Tseng: the notes in our channel. Yes, okay, I can. There’s nothing to share screen. So we started on 2 documents, one that Robert wrote and brought one that we can work with Ivana on.
857 03:05:49.970 ⇒ 03:05:59.249 Robert Tseng: And so our current problems that a lot of it is very one that everybody has a different way of talking about Brainforge and 2.
858 03:05:59.660 ⇒ 03:06:01.080 Robert Tseng: It doesn’t stick
859 03:06:01.230 ⇒ 03:06:08.380 Robert Tseng: like whatever we say is either too technical to generally glides over your brain. And you’re like, Okay, cool, great. Next.
860 03:06:08.560 ⇒ 03:06:21.370 Robert Tseng: So our our sessions. Now I drive the point forward, which now, after I talk, we were like, Okay.
861 03:06:21.880 ⇒ 03:06:26.129 Robert Tseng: no, wait for Robert. I’ll wait for Robert. Okay.
862 03:06:28.350 ⇒ 03:06:31.190 Robert Tseng: but it’s true. Like, I just know.
863 03:06:39.180 ⇒ 03:07:02.527 Robert Tseng: yeah. So after our session, we worked a lot on how to have a messaging that sticks and makes people want to explore further, right? So a lot of it is less about exactly what we do. But okay, what is something really unique about us that we can package into a click. Baby
864 03:07:03.120 ⇒ 03:07:11.529 Robert Tseng: billboard like title, something that makes people go in deeper and pick up the phone and call you. And then we eventually
865 03:07:11.720 ⇒ 03:07:13.509 Robert Tseng: we arrived on
866 03:07:14.013 ⇒ 03:07:33.690 Robert Tseng: these few things that we do very strong. So 1st of all, we’re end to end right? We do data. And then we all the way to visualization and the AI stuff. That’s number one, number 2. We do it super fast. We move really fast. And number 3, we
867 03:07:34.788 ⇒ 03:07:43.290 Robert Tseng: what’s number 3 the spreadsheets piece. Oh, I see. Number 3. There’s
868 03:07:45.170 ⇒ 03:07:57.700 Robert Tseng: We? Let’s see, we simplify the process. So there’s a lot of different pieces. And what we do is that we unify it, and we make it a lot easier for people to navigate instead of picking up the random little pieces.
869 03:07:57.970 ⇒ 03:08:26.000 Robert Tseng: So basing off of those 3 points, the end to end the fast, the picking pieces together. We arrive at a conclusion that we need some patchy titles that start from a user pain point. Right? Those are all pain points essentially of oh, my God! My team took a year, or Oh, my goodness! We have 60 spreadsheets. Or, Oh, my goodness, you have all these different people doing these random, different things in different versions. And let them match up
870 03:08:26.090 ⇒ 03:08:28.919 Robert Tseng: right? So from there, we’re like, Okay.
871 03:08:29.310 ⇒ 03:08:32.080 Robert Tseng: that’s a pain point that could make someone go.
872 03:08:33.120 ⇒ 03:08:41.310 Robert Tseng: Oh, damn I I yeah, that’s me. Like, right, we wanted to have something that makes people go. Oh, yeah, that’s me. That’s what makes them
873 03:08:41.530 ⇒ 03:08:50.329 Robert Tseng: look at it more. And we wanted to have a line that captures them. So going back to our marketing concepts of
874 03:08:50.770 ⇒ 03:08:57.340 Robert Tseng: what makes virality is something that people haven’t thought about before, something that you say.
875 03:08:57.540 ⇒ 03:09:09.299 Robert Tseng: You say their thoughts out loud in a way that they can never have said it before. So a few examples we’re at the end here. So a few examples would be, say.
876 03:09:09.440 ⇒ 03:09:13.830 Robert Tseng: executives make 500 decisions a day.
877 03:09:14.350 ⇒ 03:09:18.670 Robert Tseng: or let’s. And then let’s make that sit in like
878 03:09:19.140 ⇒ 03:09:24.719 Robert Tseng: less. Or we could say, you only have 2 h of active decision time per day.
879 03:09:25.442 ⇒ 03:09:30.580 Robert Tseng: You want to use it wise. We don’t want to use it on 60 different spreadsheets, or
880 03:09:30.750 ⇒ 03:09:36.959 Robert Tseng: we can say as the executive, every minute of yours is worth like a thousand dollars.
881 03:09:37.080 ⇒ 03:09:39.179 Robert Tseng: Are you sure you want to spend
882 03:09:39.450 ⇒ 03:09:46.269 Robert Tseng: 20 h on all these things? Right? So those are catchy things that will
883 03:09:46.500 ⇒ 03:09:56.100 Robert Tseng: make people go like, Oh, wait. Yeah, that’s me. And I think that you do point out a good problem. And then, later on.
884 03:09:56.410 ⇒ 03:10:03.620 Robert Tseng: we tell them about the things we do and how we do them. Well, we illustrate all the different case studies.
885 03:10:03.810 ⇒ 03:10:07.659 Robert Tseng: and then we do want to segment by industry. So for each industry.
886 03:10:09.340 ⇒ 03:10:27.530 Robert Tseng: So example of a product website like a consulting website or say, Jira or these products, you go on their website. And there’s different industries. And I don’t really look at the general thing I just go straight to oh, I’m a product manager in data industry. I go. I click, click, and I go there.
887 03:10:27.750 ⇒ 03:10:38.030 Robert Tseng: So for each individual sub branch, we need something that speaks to them rather than having a very generic, overarching thing, like people will navigate to who they are. They know who they are.
888 03:10:38.410 ⇒ 03:10:41.809 Robert Tseng: Okay. So that’s our conclusion. If that’s clear.
889 03:10:43.130 ⇒ 03:10:45.529 Robert Tseng: Yeah, hey? Do you want to add any
890 03:10:45.820 ⇒ 03:10:47.750 Robert Tseng: anything to that or any thoughts.
891 03:10:50.180 ⇒ 03:10:54.566 Annie Yu: I think I’m I’m good. I think you set it off pretty much.
892 03:10:55.170 ⇒ 03:11:00.799 Robert Tseng: Yeah, I I think the one thing I’ll add is like we wanna catch them with something we want to leave them with, like.
893 03:11:00.920 ⇒ 03:11:09.380 Robert Tseng: what our pieces of our core message are. And then I think we want to lean on like our differences a lot. So we thought about things like
894 03:11:09.600 ⇒ 03:11:31.939 Robert Tseng: they asked. Like, is there a story behind the name I was like? Not really. But that’s a good. That’s a good opportunity to come up with one right like we should, we should just make one up and and have that sort of enveloped. So in case someone wants to hear about that, the second piece is like, we can say things like, not your typical consultancy. Yeah. And like, sort of sort of in this in one way, like bash the industry that we know we’re very different from
895 03:11:32.362 ⇒ 03:11:38.139 Robert Tseng: and like Stand out right. And I think a lot of what Amber said is totally right, which we say things like
896 03:11:38.320 ⇒ 03:11:59.719 Robert Tseng: executives make like 500 decisions a day. Don’t waste. Don’t waste them all on bad spreadsheets, or every hour of your day is worth $20,000 like, how much is this worth to you? Or the average executive? And we could just like again, just make up, just make the statistic up, and we just say the average executive sits in spreadsheets, for, like
897 03:12:00.070 ⇒ 03:12:00.850 Robert Tseng: like
898 03:12:01.200 ⇒ 03:12:09.937 Robert Tseng: 2 fifths of their life, or something like that, you know something shocking, but something like, Oh, my God! Like that’s me! I feel that way. And then
899 03:12:10.630 ⇒ 03:12:11.215 Robert Tseng: We
900 03:12:12.520 ⇒ 03:12:38.729 Robert Tseng: We sort of like play on that to then say like, check us, check us out to solve that problem. So we kind of, I think we spent a lot of time speaking about like how we come across like we did a lot of role play on like how we would if we were to explain to your grandma or your 5 year old cousin like, how how we come across like, what? What sort of terminology and phrasing you we use. So I think.
901 03:12:39.020 ⇒ 03:12:42.560 Robert Tseng: but our conversation and some of the stuff we were, I think, will get us to like
902 03:12:43.178 ⇒ 03:12:58.790 Robert Tseng: pretty good highlight of like the messaging the like key principles, and then we can sort of then layer down to like, okay for for these people, how did that? How do then we go one layer deeper for Ceos. What is our like? Maybe catchphrase for one person.
903 03:12:58.790 ⇒ 03:13:13.589 Robert Tseng: for home services. What is it? And then we have content for each of our sub pages right? And then we can sort of that’s how it layers down. Instead, we were, basically, we’re just doing everything ad, hoc, right? Transforming data and insights. It’s like something. I asked. AI,
904 03:13:13.940 ⇒ 03:13:35.050 Robert Tseng: yeah, I put it on my resume for my very 1st draft, and I took it out afterwards, because I realize it doesn’t really do anything. Yeah, but you know. And so that’s the piece, I think. But for us to come up with the next piece, we need to like nail like really, this core framework, because it’s going to ladder into, like all of our other decisions, because every single industry we talk about we need to somehow
905 03:13:35.090 ⇒ 03:13:48.809 Robert Tseng: loop it into like, what is bureaucracy, or like slowness, look like at home service. What is like? In sas? What is like not doing something end to end, look like right, and it like layers back to those like.
906 03:13:48.930 ⇒ 03:14:16.749 Robert Tseng: I think ultimately, we read on, pain points are universal executives, data people, these different industries. It’s essentially we’re addressing one pain point that your grandma has your kid has. It’s just a universal human pain that manifests in different ways. So if we drill down on that pain, and then we build our messaging around that. I think that’s what would really resonate.
907 03:14:16.850 ⇒ 03:14:19.599 Robert Tseng: Yeah. And then we have the specific.
908 03:14:20.030 ⇒ 03:14:22.189 Robert Tseng: Taylor wants to
909 03:14:22.620 ⇒ 03:14:37.349 Robert Tseng: what they do. But ultimately they suffer. Our customers suffer so we help them suffer less. Well, they do like they come to us for firefighting. Of course they’re yeah. They’re drowning.
910 03:14:40.000 ⇒ 03:15:04.099 Robert Tseng: Yeah, that’s from us. So I think in that, you know, from our Zoom Meeting and from our notes, I think we have enough to sort of use AI to come up with like, modify and like, come up with our core positioning and like, and then basically give the sales team and the marketing team enough to go on to basically write any copy we need or framework to write to write copy. Yeah.
911 03:15:04.480 ⇒ 03:15:06.280 Robert Tseng: I mean, I think even
912 03:15:07.070 ⇒ 03:15:10.510 Robert Tseng: So I’m just gonna pull the positioning thing again. So
913 03:15:11.200 ⇒ 03:15:21.889 Robert Tseng: yeah, I mean, if you want to update this like, go ahead. I mean, I tried to, the way I structure, I mean, I’m sure if you kind of look through it, I want this to be able to be like a custom Gpt, prompt pretty much. And it’s like.
914 03:15:22.370 ⇒ 03:15:51.179 Robert Tseng: Yeah, anytime we’re. It’ll like, we’re. This is a prompt engineering exercise. Everybody that we’re doing. Exactly. We’re we’re trying to coach like A, you know, an Lm to basically understand like things in the hierarchy that we want and to be able to when we feed it. A particular industry in some some detail we have to think about what the query looks like, but then they’ll be able to speak to every level of person in that particular industry because of what we did
915 03:15:51.360 ⇒ 03:15:57.870 Robert Tseng: when we get a new lead in the AI team should craft a cold, outbound, cold outbound
916 03:15:57.940 ⇒ 03:16:16.500 Robert Tseng: right now we’re just saying, write a great, cool, outbound word data analytics. Right? And then we get what we get. Think about what the prompt would be if we that has a profile, that person. And we have like this great context. It’s gonna rock like, it’s gonna it’s gonna work or not work. And we’re like confident versus. Now, we’re like.
917 03:16:16.500 ⇒ 03:16:37.969 Robert Tseng: Should I put an end there? Should then that sentence be like half its length, like we’re like, I’m like looking up like sentence structure feedback like. That’s not what we want to do. We want to shoot these shots like over and over and over and then not worry about like damage. Our positioning sort of like too broad. So this is really like the V 3 of our like core positioning
918 03:16:37.970 ⇒ 03:16:47.319 Robert Tseng: we went from, we’ll do anything in data to. Okay, we’re like, more focused on like a couple of capabilities. So now we’re focused on solving these pain points.
919 03:16:47.360 ⇒ 03:16:50.560 Robert Tseng: First, st you know. And so, yeah, totally right?
920 03:16:51.820 ⇒ 03:17:04.259 Robert Tseng: So yeah, I mean, I’d love to see like, I don’t know. You don’t have to take this. You can kind of take it and create another version. But yeah, I want, I feel like the good output from kind of that pod would be to basically have
921 03:17:04.370 ⇒ 03:17:27.319 Robert Tseng: like that that ready. I think we can. Even first, st we can research like, if there’s examples of how to do like a brand messaging document. Yeah, like, what is like, what are the best companies have. What are their best brand messaging sort of like Bibles look like. And then, yeah, she’s yeah. We should. Just. You should just ask her
922 03:17:27.450 ⇒ 03:17:32.440 Robert Tseng: or you should. We should send our notes to her, or whatever you should leverage her for sure.
923 03:17:32.640 ⇒ 03:17:37.220 Robert Tseng: And then we can just take our our Zoom Meeting and some of these pieces and the previous ones.
924 03:17:37.470 ⇒ 03:17:41.820 Robert Tseng: and they should just hand it to. o 1, have it sit on it for like 20 min.
925 03:17:42.250 ⇒ 03:17:43.250 Robert Tseng: Oh.
926 03:17:43.616 ⇒ 03:18:02.259 Robert Tseng: I I think, since we’ve been dropping a lot of like sales terminology, I do want to kind of clarify for those of you who don’t don’t think about sales in this way. So positioning is really like what we like, how we talk about what we do to other people. That may not be the same way we, we actually think about the work that we do.
927 03:18:02.280 ⇒ 03:18:20.099 Robert Tseng: So I think, like, maybe beforehand, we were only focused on like, what are our capabilities. What are these core competencies? And we have, like pretty defined services as a whole matrix. You can go and look at all of that. And so what we’ve what I’ve really been doing the past couple of weeks. And you know, in line with all this
928 03:18:20.330 ⇒ 03:18:26.940 Robert Tseng: because I was like really trying to dial in on the messaging side. It’s like, yeah, you know, it’s
929 03:18:27.050 ⇒ 03:18:39.369 Robert Tseng: yeah. We know what we know, what we know, what we can do better than anybody that we’re selling to at the end of the day, like they’re not gonna view it the same way that we do. If they did, then they probably would have done it themselves already. So we’re just trying to like
930 03:18:39.420 ⇒ 03:19:02.720 Robert Tseng: frame things like our capabilities, packaged it in ways. That is more like relevant to the outcome that the the buyer is interested in achieving. So that’s kind of the difference between positioning and core competency and that whole exercise that you did is really just about talking about. We do. So I want you to feel like free to like experiment with that. Because.
931 03:19:03.160 ⇒ 03:19:29.610 Robert Tseng: yeah, we shouldn’t need to start from like our capabilities like we should be thinking we should, if we can really articulate the outcome that we’re trying to drive for the for the client like we’ll find the capabilities to go and do that. Yeah. So I think that’s kind of where this whole brand positioning exercise is like really important for the way that we’re gonna to to kind of yeah, like to talk about business moving forward. Yeah, I I think next quarter or this quarter, we? Wanna
932 03:19:30.070 ⇒ 03:19:51.010 Robert Tseng: we’re gonna move away from the generic stuff like we’ve done it. It kind of works. It got us to where we’re at. But in order to get to where we want to be like, we want to be really, yeah, like, completely like, outcome focused. And yeah, give give the give the every prospect that Aha! Like that’s me kind of moment that’s like, that’s the goal.
933 03:19:51.270 ⇒ 03:20:10.900 Robert Tseng: either with this group or on Fridays like. Discuss what? When we pitch this, because again, back to the the thing we did earlier, if we’re talking to 5 people a day or whatever, I’m literally gonna memorize what I need to say, and I’m gonna say it verbatim every time, and like basic AV test
934 03:20:10.920 ⇒ 03:20:34.440 Robert Tseng: like, live with people. And so that will give me feedback on like what we can adjust. And so for each of us, as you go, talk to people like try to explain, like, even in the in the room we didn’t like. If you were to take a moment to explain, you find yourself saying one thing you’re like, Oh, yeah, but like, that’s kind of like a dud you sort of like, try to think through this, so give it a shot like, think of through these things. We’ll have a cohesive like
935 03:20:34.520 ⇒ 03:20:42.930 Robert Tseng: what like, how the blurbs or whatever. But try it out and see whether it’s natural for you, because it’s not natural for you. No one’s gonna articulate that again.
936 03:20:43.090 ⇒ 03:21:10.390 Robert Tseng: right. So we’re we’re hoping that whoever we talk to they go to their financing. They go to their team. They’re like I spoke to this great company. Here’s what they do. They do this, this and this and then. But that’s a derivative of what we say. So our stuff, even for us. It kind of doesn’t roll off the phone. It’s sort of like, kind of like weird. There’s no way the clients gonna be able to articulate it and sell us whoever they need to get approval for to to move the deal forward, you know, we’re getting internal confidence, or whatever.
937 03:21:10.500 ⇒ 03:21:11.530 Robert Tseng: Yeah.
938 03:21:11.880 ⇒ 03:21:14.999 Robert Tseng: And but we’ll have to say this like a hundred 100 times like
939 03:21:15.170 ⇒ 03:21:21.489 Robert Tseng: this is where for me, I know all the ways that we’ve explained the business like cause, that’s all I do every single day.
940 03:21:21.610 ⇒ 03:21:22.450 Robert Tseng: And
941 03:21:22.540 ⇒ 03:21:49.049 Robert Tseng: but also, I know, like what works, what doesn’t. There’s sometimes you can go through where you ask a bleeding question. There’s sometimes where you want to just hook someone because some people don’t have time, or you want them to actually book a meeting first, st we’re not meeting some of these people in person, they come to the site. How do we get them to be compelled just by reading, like, you know, 50 words like, I have to book, a meeting once they book a meeting. Our odds are really, really strong. Yeah, really, really strong.
942 03:21:49.359 ⇒ 03:22:04.469 Robert Tseng: But our biggest problem is getting to the meeting to the degree at which we’re we’re moving away from like trying digital to going and just like one on one on one on one. But like, you guys know how that scales. Right. As I said, we only have a certain amount of time.
943 03:22:04.700 ⇒ 03:22:09.139 Robert Tseng: So the website, our assets are like scaling our messaging
944 03:22:09.270 ⇒ 03:22:34.399 Robert Tseng: the the lowest scale thing is for us to just meet one person a day, 1 1 person, one meeting, they meet one person. But if we have a hundreds of people coming to the website every day. How do we get the conversion rate of the website to be as high as if I were 6 in front of you. Right? How? How is the website as convincing as I am in front of you and telling you that you have a data problem, and we will solve that for you. And I guarantee you you’ll make another 50 million next quarter.
945 03:22:35.530 ⇒ 03:22:45.849 Robert Tseng: right? Like the website needs to convince that. And so it has. It really almost has to be sharper than what I would say in person. Because when is the last time you went to a website? And you’re like.
946 03:22:45.970 ⇒ 03:22:47.590 Robert Tseng: I need that thing right?
947 03:22:47.870 ⇒ 03:22:51.020 Robert Tseng: So I think for for the design team. I think that’s like.
948 03:22:51.670 ⇒ 03:22:56.278 Robert Tseng: you know, that’s the extra mile. And we can test that we can maybe test it. But
949 03:22:56.990 ⇒ 03:22:58.930 Robert Tseng: it’s hard. Yeah, it’s really hard.
950 03:22:59.830 ⇒ 03:23:00.530 Robert Tseng: Yeah.
951 03:23:01.970 ⇒ 03:23:07.259 Annie Yu: I think one more thing I wanted to add, and maybe we didn’t touch on this. I feel like
952 03:23:07.780 ⇒ 03:23:34.150 Annie Yu: it’s also good to think like, maybe, like on our website, how serious we want to be. By that I mean, like, I know, that. Oh, we we had prospect for like Christian publishing. So if we want to do like more playful words, maybe we wouldn’t track those audience. But also, like, if we do more playful words, we can do more like Gen. Zish business like Job, that kind of thing. So I feel like, that’s also one thing to think.
953 03:23:34.150 ⇒ 03:23:48.070 Robert Tseng: Yeah, totally. Yeah. I think we. I think that we did talk about like, how do we come across the tone? I think both the documents there was that. So we just have to make a decision, because the worst thing we could do is be generic. Yeah. So we’ll have to decide as a crew.
954 03:23:48.320 ⇒ 03:23:55.820 Robert Tseng: and this is the thing like, you know. One exercise I would encourage everyone to do is, I have a spreadsheet of of like 200 or 300 data consencies.
955 03:23:56.180 ⇒ 03:23:59.619 Robert Tseng: Well, all their links. You could just go check and look at all their websites.
956 03:23:59.760 ⇒ 03:24:25.899 Robert Tseng: You’ll see the kind of like garbage that like is in our business. But then you’ll see you’re like, why is the biggest companies? Their websites are so bland and and on 1st thing you think for me? I was like, oh, because they’re boring like boomer companies. But then, another side, you’re like, what do they like? What’s the psychology behind having, like a bland website like, who are who’s coming on here and buying? Are people coming on your buying? Are they going to the website to check a box
957 03:24:25.980 ⇒ 03:24:43.980 Robert Tseng: cause. I think I think a lot of people come to our website when they pick up one of our phone calls. And they’re like, Oh, who is this? Again? Oh, like they quickly Google, us, oh, like, yeah, yeah, yeah, bring forward. I know you guys before, like their website was so trash, we were like, Oh, this is like a freelancer. Now you go on the website you’re like, Oh, it’s like a legit operation.
958 03:24:44.080 ⇒ 03:24:54.990 Robert Tseng: So partly, we need to think even about the customer journey like, are people coming to the website to book? Is that what we want? Is it more about like when they come to validate us.
959 03:24:55.100 ⇒ 03:25:00.569 Robert Tseng: That’s the website needs to turn them into like is that their 1st touch is that their their second touch?
960 03:25:00.840 ⇒ 03:25:11.680 Robert Tseng: It’s like interesting, I think, for the most part a lot of consulting websites, mainly they go to check a box like they’ve already got in with you. You already have something in your hand. You’re going to the website just like, Make sure they’re
961 03:25:11.900 ⇒ 03:25:15.629 Robert Tseng: like, should I hand these guys a hundred KA month? Right?
962 03:25:16.461 ⇒ 03:25:32.460 Robert Tseng: So I don’t know it’s a it’s a good question. I’m not sure. I’m not sure I’ve debated multiple things like whether it is the 1st touch many people, or whether for for the people that they never ever go to our website, they they meet one of us. Then they go and they already have some contacts.
963 03:25:32.620 ⇒ 03:25:35.350 Robert Tseng: So maybe the website should be totally geared towards second touch.
964 03:25:36.260 ⇒ 03:25:40.129 Robert Tseng: Yeah, this is where you know, we’ll have to think a little bit about it. Yeah.
965 03:25:40.760 ⇒ 03:25:43.359 Robert Tseng: yeah. I guess my take on that is like
966 03:25:44.300 ⇒ 03:26:12.009 Robert Tseng: for a services business versus, like a product company like a product company like a Saas software company. You would go on to there. You want to look at the platform capabilities, a little bit of documentation, and make sure that like, it’s answered, all of like your tactical questions. Because if you’re using that product, you’re gonna try to look for the resources on the website for services, it’s less about like, I don’t think we’ll spend as much time on it. I do kind of I I you know, from what I’ve seen, I do feel like it’s more kind of checking the box.
967 03:26:12.050 ⇒ 03:26:37.669 Robert Tseng: I think the best, I mean broken record. But all about the case studies. It’s all about Logos case studies being like, Oh, you’ve worked with such companies. Yeah. So it’s social proof making sure that we have shout outs stuff like that. Like, I think that’s that’s really what it is. I talked to 2 prospects this past week. That yeah, they basically both just like looked up brainforest, like, right before the call. And then they just like, you know, people like to.
968 03:26:38.100 ⇒ 03:27:02.299 Robert Tseng: They’ll be like, Oh, yeah, you you work ambiently, like, yeah, it was like, Oh, yeah, yeah, you you work with body cocoa or whatever. And it’s like, Oh, yeah, sure, yeah. Yeah. And like, that’s there, they just they go on. They look at like they. They saw something flash in front of them, and that’s like all that’s all they really looked at when I was at flow code, when I was working with designers like, that’s where I met Ivana.
969 03:27:02.350 ⇒ 03:27:09.509 Robert Tseng: We we had a whole thing about like Ada and about like social proof. One of the key examples was when
970 03:27:09.850 ⇒ 03:27:34.630 Robert Tseng: at checkout online. A lot of customers were scared to input their credit cards and stuff like that. And that’s why, like visa mastercard, they decided to add the visa logo, because it looks like it’s stamped and secure. And that whole thing is a design decision. So going through visa anyways. But like now, you see, visa mastercard. You’re like, we’re golden. Right? You see, Paypal, you’re like, we’re golden. Yeah, that’s like example of like a pure example of social proof.
971 03:27:34.720 ⇒ 03:27:49.900 Robert Tseng: Like, did you see the logo there, it gives you the trust that you should enter your your credit or your bank account details. And so we study that a lot about how to leverage social proof. You know, in order to convince people that have the confidence and
972 03:27:50.070 ⇒ 03:27:52.370 Robert Tseng: and what you’re what you’re asking for, so
973 03:27:52.610 ⇒ 03:27:54.299 Robert Tseng: makes a lot of sense. Yeah.
974 03:27:58.390 ⇒ 03:28:02.560 Robert Tseng: okay, cool. I think that kind of wraps up that session.
975 03:28:03.390 ⇒ 03:28:09.859 Robert Tseng: yeah. I mean, we got through pretty much what I was hoping we would get through today. I mean.
976 03:28:10.560 ⇒ 03:28:13.360 Robert Tseng: how are we feeling? Are we still good for another?
977 03:28:14.000 ⇒ 03:28:16.260 Robert Tseng: We’ll need a break. Alright.
978 03:28:16.400 ⇒ 03:28:30.147 Robert Tseng: I like I can go. But I’m gonna break up talk. No talking. So okay, let me go back to the agenda. So
979 03:28:33.500 ⇒ 03:28:35.000 Robert Tseng: we
980 03:28:35.180 ⇒ 03:28:47.960 Robert Tseng: didn’t get to breakout session, too. So we will have another session, the Hr role progression kind of thing as like, and also like event planning calendar kind of thing like.
981 03:28:48.270 ⇒ 03:28:50.489 Robert Tseng: you know. So the next time I’m not like
982 03:28:50.600 ⇒ 03:29:00.330 Robert Tseng: messaging a cough. And Annie, the week of would be like, Hey, can you join an offsite, you know, so we can actually like, think about what are some milestones that we’re gonna
983 03:29:00.710 ⇒ 03:29:19.050 Robert Tseng: maybe the La people are going to go to La Conferences, the new. I’ll go to New York stuff, you know, which I’m going to, Austin. Yeah, Annie, like I know a couple people in Portland I’d love for you to meet them, you know, like stuff, you know, we should, we should talk about like, how do we like get people to go out? And just.
984 03:29:19.180 ⇒ 03:29:45.160 Robert Tseng: yeah, yeah, how do we just like equip people with all the material? Yeah? Then they go out and put this into practice. This doesn’t live in notion. Talking points to just go and then speak. You know, I think it’s similar. You know, we’re talking a lot this week about how on like Linkedin. Linkedin is one of the platforms with the highest, like people publishing, content to people reading ratio. Yeah, Instagram. Most people still post storage. At least they’re close friends. The people I know who like
985 03:29:45.610 ⇒ 03:29:46.960 Robert Tseng: no like
986 03:29:47.000 ⇒ 03:30:16.399 Robert Tseng: like they just have. Like a small friend group, they still post like couple of things. And so, Linkedin, though everybody reads like nobody publishes means you can get a lot of viewership like this week. We’ve been really spamming from my account like a lot. So many people came out of the woodwork and text me was like, Let’s catch up. They didn’t like a single thing, though they didn’t like a thing in common and repost anything like, Hey, I just graduated my master’s program like, I’m like, I saw you’re doing this thing like, let’s catch up
987 03:30:16.450 ⇒ 03:30:28.570 Robert Tseng: so many people right? Because and then everybody I knew who I was like in the car with this week. I was like when you pull up Linkedin like what do you see? And immediately it’s like our head, like so many people, because
988 03:30:28.690 ⇒ 03:30:57.540 Robert Tseng: in our network we’ve we’ve cultivated now like thousands of people. And so there, we’re the 1st thing they see when they open up their like career app or their business app and so it’s like, it’s really, really good. So what I’m saying is that the power of that is is really really big, when, if we decide, even in our own networks, to publish something or to go talk even in the real world you think about. It’s the highest ratio of the people that are saying something out loud to people just observing.
989 03:30:57.630 ⇒ 03:31:09.149 Robert Tseng: And so we have a lot to say, you know. So I think it’s up to the our team to provide the scaffolding around, how to structure a presentation, how to structure a talk like how to get people invited to an event.
990 03:31:09.965 ⇒ 03:31:10.570 Robert Tseng: Like
991 03:31:10.720 ⇒ 03:31:38.650 Robert Tseng: white papers. Decks, like all that we want to make, that part is should be the easiest part of the hardest part should be showing up and like doing a dance right before it was. Everything was I was like, I’m like in Canva, like doing something like, Please, I gotta go. This thing like this looks so bad like all that stuff was actually way harder. I could go talk to a wall about what we do right, and that’s the easy part for me. For me the hard part is like
992 03:31:38.870 ⇒ 03:32:02.610 Robert Tseng: scheduling Linkedin Post like organizing the thing, following up with everybody, and that’s the scaffolding that I know. We want to provide for everybody. So totally, I think there’s we’re gonna we’ll try to set up like and find have a structure of finding events a few months ahead of time, asking our team if they’d like to get involved. If we’d like to submit their name, or sort of like, find a way to get them introduced.
993 03:32:02.710 ⇒ 03:32:15.080 Robert Tseng: and you’ll be surprised, like a lot of these events are scrounging for someone to talk. They get someone who’s like lame, who has nothing to say up there. People are like dude. I should have like not totally should have done the other thing.
994 03:32:16.033 ⇒ 03:32:21.980 Robert Tseng: That like, we’re, we’re cool people like, we have interesting things to say, like, we should push our folks. Yeah, yeah.
995 03:32:24.340 ⇒ 03:32:37.578 Robert Tseng: Yep. So I mean. That’s that’s I guess we’ll probably do that session tomorrow. I guess I can just kind of give a heads up on. Maybe we’ll just talk about logistics for tomorrow, then really quick. And then we can probably end or something.
996 03:32:39.070 ⇒ 03:32:45.180 Robert Tseng: yeah. So I mean, we were, gonna we were gonna surf tomorrow morning. So.
997 03:32:46.880 ⇒ 03:32:49.329 Aakash Tandel: You guys should definitely do that. That sounds awesome.
998 03:32:49.330 ⇒ 03:32:49.650 Robert Tseng: Yeah.
999 03:32:50.090 ⇒ 03:33:06.446 Robert Tseng: yeah. So I mean, I think that’s like, probably like 2 h. So rather than starting tomorrow morning, I don’t know Annie and Akash, if you could maybe shift it to like, just kind of like what we did today. Like tomorrow, like, same same time, pretty much like
1000 03:33:07.220 ⇒ 03:33:08.290 Robert Tseng: noon.
1001 03:33:09.020 ⇒ 03:33:22.300 Robert Tseng: Yeah, yeah, maybe a bit earlier. Maybe, like, I know, sorry Akash is kind of late for you. So maybe more a bit earlier, we could start like 11 we could do another. This is like a 4 h session. Yeah, another 4 h
1002 03:33:22.970 ⇒ 03:33:27.129 Robert Tseng: tomorrow, like something like 11 to. Sorry. 11 Am. To 3 Pm.
1003 03:33:27.810 ⇒ 03:33:30.679 Robert Tseng: Would that, I guess. Would that work.
1004 03:33:33.810 ⇒ 03:33:35.129 Aakash Tandel: Works for me. I’m flexible.
1005 03:33:36.136 ⇒ 03:33:39.699 Robert Tseng: And I know I appreciate. You know, Saturday, it’s like.
1006 03:33:39.810 ⇒ 03:34:05.178 Robert Tseng: I know we all like. I don’t even work Saturdays. This this I try to like, take that off. So like, I really appreciate, there’s like a these things are like we never can find the time to do. And so hopefully, next time. I think we’ll do all we’ll do the as much of the offsite during like work hours as possible. Yeah, yeah, we want to get. We want to get to some really poor stuff like, I want to spend time talking about how we set goals. You know, as individuals, and like
1007 03:34:05.510 ⇒ 03:34:26.779 Robert Tseng: talking about like more things about us as people like. I wanted to really have a great discussion about how we, how we build a great remote 1st company. There’s been a lot of writing on that. I’ve read a lot about it. But now that each of you have worked in maybe other remote companies. You’ve worked in our company. It’s kind of different because we’re not all working on one product with multiple clients like.
1008 03:34:26.860 ⇒ 03:34:34.369 Robert Tseng: how do we cultivate something that isn’t just like, come, show up to like free meetings. No zoom. And then you’re like, I’m gone. And then
1009 03:34:34.450 ⇒ 03:35:02.840 Robert Tseng: you’re like, who are these people? And we’re like, how do we cultivate like this atmosphere over zoom? And that’s where, like, I’ve never worked in a company that’s done that well, every company mine struggles with it. And so it’s up to us to sort of determine and try some things and sort of set the tone. So those are 2 conversations I wanted to try to have, and maybe even tomorrow we can spend just a little bit of time talking about that. Those can be quick, like just like 15 min round table discussion, though.
1010 03:35:03.150 ⇒ 03:35:05.279 Robert Tseng: what people have seen at works.
1011 03:35:05.890 ⇒ 03:35:09.390 Robert Tseng: Because also, like, I want everyone to drive that like.
1012 03:35:09.740 ⇒ 03:35:21.210 Robert Tseng: it’s I’m not gonna be able to show up every day like Super Smiley and like do like the play. Geo. Guessers. I’ll try my best, but like I want everybody to be able to lead that and
1013 03:35:21.560 ⇒ 03:35:26.759 Robert Tseng: sort of make this company your own also, just like make it fun, just like something we do for 8 HA day
1014 03:35:26.980 ⇒ 03:35:31.480 Robert Tseng: like it can be a. It can be a lot more fun than a yeah.
1015 03:35:32.450 ⇒ 03:35:40.440 Robert Tseng: Last thing I’ll add, is like, I mean, like Utam said before, like this is, I think this is the team we want to go with for the next quarter. We’re not planning to
1016 03:35:41.520 ⇒ 03:35:50.259 Robert Tseng: hire and fire a bunch of people again in the next next quarter. That was also longer than this quarter. Yeah, yeah, that was that was rough. Oh, I mean, I mean, I’m just saying, well, I
1017 03:35:50.400 ⇒ 03:36:01.180 Robert Tseng: I’m not realistically thinking, like years in advance, like, we gotta yeah. We gotta just take it a quarter to time. It’s kind of the way I see it. But yeah, I mean, definitely like.
1018 03:36:02.480 ⇒ 03:36:13.440 Robert Tseng: we want to make the remote culture like, definitely a place like this, this company a great place since we’re you’re trusting us with your time, and like we and your and your skills. And we want to make this a place where you could thrive
1019 03:36:14.610 ⇒ 03:36:25.110 Robert Tseng: and definitely, the next time we do something like this, we we want. We want both of you to be here so, or it won’t be in la, necessarily like we, we wanna try to figure out, how do we actually
1020 03:36:25.180 ⇒ 03:36:53.319 Robert Tseng: like get get everyone together in person? So I think, just making sure that that’s you know we’re doing. We’re doing healthcare soon. We’re doing like all this stuff that’s like all is Mount meant to round round out that experience like this is not just like a trade. Your time for money kind of company, hopefully. And at least we want to work towards graduating from from that status.
1021 03:36:53.330 ⇒ 03:37:04.130 Robert Tseng: and it’s hard like it’s so. I want this. I still look forward to coming to work. Every day. I look forward to Friday meetings I look forward to now. I do office hours and stuff, and I want everybody to have that.
1022 03:37:04.270 ⇒ 03:37:20.220 Robert Tseng: And I want people who’s going eventually to have that I want people in our team now who may feel a little bit isolated to to feel that. So otherwise it’s like people are gonna check in and check out 2 years casual ticket go, which is fine, like, you know, but it’s also like.
1023 03:37:20.580 ⇒ 03:37:47.549 Robert Tseng: I don’t know. I think we could do a better job. And like this is interesting. It’s like, you’re actually building a company. And like, we’re all sort of making these decisions that will affect now 20 people. And then 40 people. It’s really curious, like how it all works. And you’d be surprised. This is how it works. And in a lot of companies where decisions get made like this or they don’t get. Unfortunately, they don’t get made at all. And so companies, the culture just like isn’t amoeba sort of flows and typically
1024 03:37:47.630 ⇒ 03:37:54.499 Robert Tseng: like, there’s no culture, or the culture is one of like fear, like you don’t really know what it is. So it’s up to us to set that
1025 03:37:55.190 ⇒ 03:37:58.270 Robert Tseng: you know, really, diligently, I think, yeah.
1026 03:37:58.720 ⇒ 03:38:23.830 Robert Tseng: yeah, I mean, I we we don’t have Hr, you know, like, and I think that’s you know, that’s where that’s where we’re at right now. And yeah, I mean it. It’s it feels risky like as we we gotta take the heat from when we’re not doing a good job, but you know, with them and I are want to own up to anything that’s like, not not going so well. And like, yeah, we really wanna wanna be front. This is this is important at the end of the day, at least for me, personally, like.
1027 03:38:23.960 ⇒ 03:38:37.369 Robert Tseng: I’m doing this because of the relationships that I get to build with the team and also the clients that we meet as well. So I think that’s that’s the main main thing for me. Wanna make sure that that stays number one for me. So
1028 03:38:39.240 ⇒ 03:38:47.263 Robert Tseng: cool. Alright? Well, we don’t have to drag this out too much. I also. Yeah, you know, we’ll we’ll see you tomorrow. Thank you once again. And
1029 03:38:48.740 ⇒ 03:38:54.510 Robert Tseng: yeah, I guess maybe any any concluding thoughts for the day from either of you.
1030 03:38:57.800 ⇒ 03:39:05.428 Aakash Tandel: Yeah, these sessions are always good. That’s good to get everyone on the same page and kind of think a little bit higher level than like, how are we getting this ticket through.
1031 03:39:05.660 ⇒ 03:39:08.430 Robert Tseng: Yeah, yeah, yeah.
1032 03:39:10.190 ⇒ 03:39:13.739 Annie Yu: Okay, wait. So what does tomorrow’s agenda look like?
1033 03:39:14.331 ⇒ 03:39:36.419 Robert Tseng: Yeah, I’ll send it to slack again. Yeah, it’ll it’ll it’ll include the the stuff that’s in breakout session, too. But I’ll probably structure it a little bit. It’ll probably look something similar to what today we were able to go through one like overview and one breakout. So I think that’s probably what we’ll do. Yeah, we’re just gonna have to pick the topics, but it’s generally there already.
1034 03:39:37.660 ⇒ 03:39:38.690 Annie Yu: Awesome.
1035 03:39:38.690 ⇒ 03:39:43.909 Robert Tseng: If there’s anything you think we’re missing, you know, let let us know, and we’ll we’ll we’ll we’ll tee it up. Yeah.
1036 03:39:45.850 ⇒ 03:39:47.760 Aakash Tandel: Good luck surfing y’all, that’s not the.
1037 03:39:49.820 ⇒ 03:39:52.073 Robert Tseng: Believe on you stay safe.
1038 03:39:53.250 ⇒ 03:39:54.720 Annie Yu: Don’t get persons.
1039 03:39:55.210 ⇒ 03:40:03.440 Robert Tseng: I’m worried about sharks. The water is, yeah, yeah, look it up.
1040 03:40:06.852 ⇒ 03:40:07.700 Aakash Tandel: Can swim right.
1041 03:40:07.790 ⇒ 03:40:10.220 Robert Tseng: Everyone can swim?
1042 03:40:11.220 ⇒ 03:40:11.630 Robert Tseng: Not sure.
1043 03:40:13.930 ⇒ 03:40:14.550 Robert Tseng: Yeah.
1044 03:40:14.710 ⇒ 03:40:17.969 Robert Tseng: Okay. Cool. Alright.
1045 03:40:17.970 ⇒ 03:40:19.299 Annie Yu: Have fun. See you tomorrow.
1046 03:40:19.300 ⇒ 03:40:20.370 Robert Tseng: Bye.
1047 03:40:20.370 ⇒ 03:40:20.950 Aakash Tandel: I.