Meeting Title: Zoom Meeting Date: 2025-06-03 Meeting participants: Robert Tseng, Mustafa Raja, Uttam Kumaran
WEBVTT
1 00:06:06.920 ⇒ 00:06:07.560 Mustafa Raja: Hey!
2 00:06:11.040 ⇒ 00:06:11.970 Robert Tseng: And Mustafa.
3 00:06:12.290 ⇒ 00:06:13.280 Mustafa Raja: Hey! How are you?
4 00:06:14.190 ⇒ 00:06:15.340 Robert Tseng: I’m good. How are you?
5 00:06:15.720 ⇒ 00:06:16.660 Mustafa Raja: Yeah, I’m good.
6 00:06:20.580 ⇒ 00:06:24.930 Robert Tseng: Our job is gonna drive this call. So I’m just gonna kinda wait for him to get here.
7 00:06:25.390 ⇒ 00:06:26.130 Mustafa Raja: Yeah.
8 00:06:26.750 ⇒ 00:06:27.330 Robert Tseng: Alright!
9 00:16:40.100 ⇒ 00:16:44.570 Uttam Kumaran: Hey, guys, okay.
10 00:16:49.760 ⇒ 00:16:50.640 Mustafa Raja: Cool.
11 00:16:50.640 ⇒ 00:16:51.290 Robert Tseng: Hey!
12 00:16:51.760 ⇒ 00:16:55.732 Uttam Kumaran: Hey? So let’s let’s talk about
13 00:16:57.500 ⇒ 00:17:02.269 Uttam Kumaran: I guess, Robert, we we want to talk about the account based marketing. Okay? So actually, let me.
14 00:17:02.700 ⇒ 00:17:06.213 Uttam Kumaran: Okay, let me just go through what we want to try to get to. And we can try to prioritize a little bit. So
15 00:17:06.530 ⇒ 00:17:11.740 Uttam Kumaran: we did some automations around account based marketing event, based marketing and technology based marketing.
16 00:17:11.940 ⇒ 00:17:15.139 Uttam Kumaran: We did story one and 2,
17 00:17:15.534 ⇒ 00:17:19.929 Uttam Kumaran: but I think we have some questions about connecting to Hubspot and connecting to Hey reach.
18 00:17:20.060 ⇒ 00:17:28.729 Uttam Kumaran: And we have a small couple of tickets that we want to talk about. Maybe the best thing I’ll do is I’m just gonna I’m just gonna share. And I’ll just present what we sort of
19 00:17:28.900 ⇒ 00:17:37.540 Uttam Kumaran: outline initially for like these like marketing plays. And then I’ll let Mustafa show the what we what we landed on.
20 00:17:39.930 ⇒ 00:17:41.170 Uttam Kumaran: So yeah,
21 00:17:46.820 ⇒ 00:17:58.320 Uttam Kumaran: I basically outlined like couple of things. So one is like, we have this account based marketing. Where you put in a company company gets enriched with people. People get moved to Hubspot. People get moved to hey? Reach
22 00:17:58.510 ⇒ 00:18:04.310 Uttam Kumaran: what you’ll see here is, you’ll see inputs outputs. You’ll also see, like a person person indicates human in the loop.
23 00:18:04.600 ⇒ 00:18:12.389 Uttam Kumaran: So this is something we can talk about today. We talked about event based marketing. So you put an event. We get all the people that have engaged with that event.
24 00:18:12.650 ⇒ 00:18:25.799 Uttam Kumaran: I’m sorry this text may not be completely accurate. We get all the people engaged with that event. Those people move into some play technology as well. You put in like, Hey, I wanna target everybody in some sector with some dimensionality that uses Snowflake.
25 00:18:26.523 ⇒ 00:18:40.740 Uttam Kumaran: You can get all those people put into a campaign and then engagement. This may be something that like automatically. When someone comments or post on our website, they get put into some play. I would say the lowest out of the 4 things, because this can sort of run on autopilot.
26 00:18:42.330 ⇒ 00:18:45.429 Uttam Kumaran: Mustafa. Maybe. Let’s start with the the account based one.
27 00:18:45.690 ⇒ 00:18:51.719 Uttam Kumaran: We can get feedback on that. And then we can also in that process. If you don’t mind talking about Hubspot and Clay
28 00:18:51.850 ⇒ 00:18:54.790 Uttam Kumaran: Topspot, hey, reach and Clay, and then.
29 00:18:54.790 ⇒ 00:18:55.240 Mustafa Raja: Yeah.
30 00:18:55.240 ⇒ 00:18:57.170 Uttam Kumaran: There’s a lot of parallels into the other 2.
31 00:18:57.580 ⇒ 00:18:58.330 Mustafa Raja: Yeah, let me.
32 00:18:58.330 ⇒ 00:19:00.069 Uttam Kumaran: You just walk through how to use it.
33 00:19:00.360 ⇒ 00:19:04.049 Uttam Kumaran: the the output format, and then any questions that you have.
34 00:19:04.240 ⇒ 00:19:07.550 Mustafa Raja: Yeah, let me let me just in a moment share my screen.
35 00:19:07.550 ⇒ 00:19:08.160 Uttam Kumaran: Sure.
36 00:19:09.530 ⇒ 00:19:10.250 Mustafa Raja: Maybe.
37 00:19:39.990 ⇒ 00:19:50.749 Mustafa Raja: Yes. So I created 3 3 worksheets for this one for each based marketing. So for for account based marketing.
38 00:19:53.126 ⇒ 00:19:56.583 Mustafa Raja: What what we are doing is
39 00:19:58.275 ⇒ 00:20:02.050 Mustafa Raja: but let’s actually start from
40 00:20:05.810 ⇒ 00:20:20.909 Mustafa Raja: technology based. It’s so how this starts is we we take in a name of company and in that company we try to extract all of its employees. And we are also enriching some of its data.
41 00:20:23.905 ⇒ 00:20:44.834 Mustafa Raja: Here. Here are the columns. So we have the name, the CEO, their tech stack industry. And whichever company we feel. Okay, this this is the one. We want to find the employees of we would go ahead and go ahead and trigger this
42 00:20:46.187 ⇒ 00:20:55.059 Mustafa Raja: column. Okay? So what that will do it will fill up this account. Based marketing table.
43 00:20:56.040 ⇒ 00:21:23.110 Mustafa Raja: Yeah, so it will pull up employees of that company and then we haven’t. Do. We? Haven’t done much of enrichment on this yet. But it does give us employees. And then if we enrich it, we’ll get the emails. And so so we’ll we’ll then have our potential leads. And then we’ll all. We. We are also sending this data to Hubspot.
44 00:21:23.676 ⇒ 00:21:32.279 Mustafa Raja: For the event based marketing. Let me go to that copy to me.
45 00:21:32.970 ⇒ 00:21:37.249 Mustafa Raja: Yeah, for the event based marketing. It’s simple. We, what we are doing is
46 00:21:37.756 ⇒ 00:22:01.699 Mustafa Raja: we take in the name of an event. We put it in our form, and it goes through. Linkedin searches all of the posts and fetches people who have engaged with those posts. So that is how we are getting these people, and these are being sent to Hubspot also. So this is where we are. We are yet to
47 00:22:01.700 ⇒ 00:22:11.589 Mustafa Raja: connect this event, based marketing and account based marketing thing, even based marketing would be the story. When an account based marketing would be the story, too.
48 00:22:11.590 ⇒ 00:22:14.230 Mustafa Raja: and we have to merge this into a story. 3.
49 00:22:16.160 ⇒ 00:22:23.250 Uttam Kumaran: So maybe let’s pause there. I guess, Robert, what do you think, seeing these.
50 00:22:24.160 ⇒ 00:22:34.299 Robert Tseng: Yeah, I mean, I think that works I kinda had Ryan do something manual of at least on the account side, like I gave him an account, and then he went, and he found, like some people
51 00:22:34.450 ⇒ 00:22:44.959 Robert Tseng: reach out to. Unfortunately the campaign wasn’t successful, that I we launched and hey reach. We got like a 0 response rate from like 20 people that I I went after. So
52 00:22:45.447 ⇒ 00:22:58.009 Robert Tseng: but yeah, I mean, that’s generally what I I want to do like I wanna be able to, on the account side, be able to be like, hey, there’s an opportunity with this mid Market enterprise account, like, I wanna go and just connect with people there.
53 00:22:59.350 ⇒ 00:23:05.170 Uttam Kumaran: So is it good? Is a good form factor for you to just provide us with the account names, and then is the output
54 00:23:05.680 ⇒ 00:23:07.530 Uttam Kumaran: like. Would you prefer the output?
55 00:23:07.650 ⇒ 00:23:09.990 Uttam Kumaran: Not only be a clay table, but like
56 00:23:10.660 ⇒ 00:23:13.899 Uttam Kumaran: you want to review it at that at that step? Would you rather
57 00:23:14.390 ⇒ 00:23:19.630 Uttam Kumaran: it like be reviewed once it gets into hey reach with a bunch of people like what? What would work for you.
58 00:23:20.050 ⇒ 00:23:20.735 Robert Tseng: Yeah,
59 00:23:21.560 ⇒ 00:23:28.600 Robert Tseng: I mean, I guess I can review it at the clay table. That’s probably easier. And then it gets pushed into hey, reach afterwards. So that could be the check in point. Yeah.
60 00:23:29.010 ⇒ 00:23:30.910 Uttam Kumaran: And then when it gets pushed into, hey, reach?
61 00:23:31.510 ⇒ 00:23:36.499 Uttam Kumaran: Okay? Yeah. So I guess what? The what, what are the things that you’re looking for during the review, step.
62 00:23:37.998 ⇒ 00:23:40.190 Robert Tseng: Like relevance to like.
63 00:23:40.810 ⇒ 00:23:55.010 Robert Tseng: I I guess if if I was like, okay, like, we’ll just go insomnia cookies is hiring like marketing analytic, like marketing analytics, contractors. Pretty much so. I was like looking for people who are adjacent to marketing. And then.
64 00:23:55.170 ⇒ 00:23:56.950 Robert Tseng: like, you know, director, level and up.
65 00:23:57.696 ⇒ 00:24:00.090 Robert Tseng: So that was
66 00:24:00.530 ⇒ 00:24:12.390 Robert Tseng: that was pretty much. I I hit anybody that was like anybody in Ryan’s list that was marketing sales growth related. I I included in the list, and then I had him exclude everything else.
67 00:24:15.040 ⇒ 00:24:18.549 Uttam Kumaran: Okay, I think, Mustafa, that makes sense.
68 00:24:18.970 ⇒ 00:24:26.169 Uttam Kumaran: So I think we will have a human in the loop at the clay table once. It’s good in clay. We’ll push all those people to Hubspot.
69 00:24:26.580 ⇒ 00:24:26.970 Mustafa Raja: Yeah.
70 00:24:26.970 ⇒ 00:24:32.640 Uttam Kumaran: And then push them to hey, reach as a 1 campaign, and then I assume at that point, Robert, you’ll write the
71 00:24:32.870 ⇒ 00:24:38.610 Uttam Kumaran: should we collect like maybe the copy from you, for, like the message upfront as part of like the requirements.
72 00:24:39.040 ⇒ 00:24:39.770 Robert Tseng: Yeah.
73 00:24:40.290 ⇒ 00:24:40.840 Uttam Kumaran: Okay.
74 00:24:41.060 ⇒ 00:24:41.730 Uttam Kumaran: Cool.
75 00:24:42.680 ⇒ 00:24:43.330 Uttam Kumaran: Great.
76 00:24:43.330 ⇒ 00:24:52.570 Robert Tseng: I. I was telling Ryan that I wanted to do. The next step is, I also wanted to email with them. Maybe like we just need to do email and and Hey, reset it. But I guess that’s a
77 00:24:52.770 ⇒ 00:24:54.509 Robert Tseng: probably a separate thing from this.
78 00:24:54.960 ⇒ 00:24:55.849 Uttam Kumaran: We can do that.
79 00:24:59.086 ⇒ 00:25:01.720 Uttam Kumaran: And then for the events, similar process.
80 00:25:03.170 ⇒ 00:25:19.090 Robert Tseng: Yeah. So on the event side, any engagement on a particular event, let’s say we know a conference is coming up. Let’s say like sale, like salesforce conference or something. That’s probably not a good example, because we’ll go after that. But that’s coming up so.
81 00:25:19.689 ⇒ 00:25:27.039 Robert Tseng: Anybody that’s liking, commenting or posting about stuff related to the Salesforce Conference. Like, yeah, I want them in a list.
82 00:25:27.180 ⇒ 00:25:33.750 Robert Tseng: And then that will just be yeah. And then we we would also. Once again. I’ll I’ll look at the query table.
83 00:25:34.283 ⇒ 00:25:41.389 Robert Tseng: I’ll I’ll I can do the copy for the for the Hey Reach campaign, and then we can go after them.
84 00:25:42.270 ⇒ 00:25:42.850 Uttam Kumaran: Okay.
85 00:25:43.180 ⇒ 00:25:43.560 Mustafa Raja: Yeah.
86 00:25:43.874 ⇒ 00:25:45.130 Uttam Kumaran: And yeah, go ahead.
87 00:25:45.440 ⇒ 00:25:50.239 Mustafa Raja: Yeah. So so we’ll need to do Some kind of enrichment over here, right?
88 00:25:50.380 ⇒ 00:25:54.680 Mustafa Raja: Because, I don’t think this would be enough. No.
89 00:25:55.440 ⇒ 00:26:01.299 Uttam Kumaran: Yeah, we’ll we’ll we’ll probably get their email. But as long as we have their Linkedin profile, that’s fine.
90 00:26:01.300 ⇒ 00:26:04.660 Mustafa Raja: And then we also have their positions. I guess.
91 00:26:04.660 ⇒ 00:26:07.389 Robert Tseng: Yeah, I think this is good enough. Yeah.
92 00:26:07.390 ⇒ 00:26:07.980 Mustafa Raja: Yeah, yeah.
93 00:26:07.980 ⇒ 00:26:15.700 Uttam Kumaran: That’s probably fine. I think we can continue to expand it like, if you want other anecdote. If you want other like text based stuff for the thing. Yeah. But
94 00:26:16.240 ⇒ 00:26:16.940 Uttam Kumaran: okay,
95 00:26:19.280 ⇒ 00:26:26.630 Uttam Kumaran: so I think the last piece is for the technology. Can you can you walk through the technology based thing? I think this is actually something that we could do on a more
96 00:26:27.450 ⇒ 00:26:31.399 Uttam Kumaran: recurring basis or something. But yeah, if you just want to walk through this.
97 00:26:32.960 ⇒ 00:26:35.240 Robert Tseng: Yeah, I think, oh, go ahead.
98 00:26:36.420 ⇒ 00:26:39.719 Mustafa Raja: No, I thought the utham wanted me to explain this again.
99 00:26:40.170 ⇒ 00:26:40.740 Robert Tseng: Yeah.
100 00:26:41.370 ⇒ 00:26:41.950 Mustafa Raja: Yeah.
101 00:26:42.140 ⇒ 00:26:48.850 Mustafa Raja: Yeah. So so the idea behind behind it is that we have a form where we put in names.
102 00:26:49.330 ⇒ 00:26:54.380 Mustafa Raja: names of these companies right? Once that is done.
103 00:26:55.629 ⇒ 00:27:19.000 Mustafa Raja: I have. I have this table set up so it looks for the for the company through their stack Api and fetches all this information about that. So so that way, we have their tech stack the industry. They’re working in their revenue, their city, where they are their domain, and the employee count.
104 00:27:19.000 ⇒ 00:27:20.530 Robert Tseng: How is the polling tech stack.
105 00:27:21.970 ⇒ 00:27:24.310 Mustafa Raja: How are we pulling the the tech stack.
106 00:27:24.310 ⇒ 00:27:24.900 Robert Tseng: Yeah.
107 00:27:25.300 ⇒ 00:27:31.950 Mustafa Raja: Yeah. For that we are using. This service here is that.
108 00:27:31.950 ⇒ 00:27:32.770 Uttam Kumaran: Their stack.
109 00:27:33.010 ⇒ 00:27:33.670 Mustafa Raja: Yeah.
110 00:27:34.190 ⇒ 00:27:37.630 Uttam Kumaran: What what’s his face from Cameron for from
111 00:27:37.910 ⇒ 00:27:40.190 Uttam Kumaran: Pixel told me when we were standing outside.
112 00:27:40.520 ⇒ 00:27:41.600 Robert Tseng: Yeah.
113 00:27:42.840 ⇒ 00:27:49.740 Uttam Kumaran: So we’re using their stack. And we’re doing some filtering their status uses job.
114 00:27:50.080 ⇒ 00:27:52.580 Uttam Kumaran: Basically, they’re using job job post signals.
115 00:27:52.580 ⇒ 00:27:54.139 Robert Tseng: They use drop posts. Right? Okay?
116 00:27:54.810 ⇒ 00:28:00.990 Mustafa Raja: Yeah, so essentially, all of this data is coming from their stack.
117 00:28:03.820 ⇒ 00:28:07.560 Uttam Kumaran: So can you show the filters that we’re doing also on their stack, like the types of.
118 00:28:07.820 ⇒ 00:28:09.140 Mustafa Raja: Yeah, yeah, I think that.
119 00:28:09.140 ⇒ 00:28:11.600 Uttam Kumaran: It’s probably in the it’s in one of the Api calls.
120 00:28:11.750 ⇒ 00:28:12.340 Mustafa Raja: Yeah.
121 00:28:14.850 ⇒ 00:28:21.665 Mustafa Raja: So sorting with the employee, count. So this is actually because,
122 00:28:23.030 ⇒ 00:28:35.330 Mustafa Raja: there, there might be the case where with the same name we might have multiple companies. So we’ll just select the one with the most number of employees.
123 00:28:35.920 ⇒ 00:28:44.700 Mustafa Raja: And then for the tech filters, we have this. We have it utham and I decided a few categories of
124 00:28:47.160 ⇒ 00:28:51.259 Uttam Kumaran: Yeah, can you? Can you go to the dare stack categories? Page? By the way.
125 00:28:51.260 ⇒ 00:28:51.930 Mustafa Raja: Yeah, yeah.
126 00:28:52.510 ⇒ 00:29:00.240 Uttam Kumaran: So in their stack they have all these categories. I was like, just choose the ones that we care about.
127 00:29:01.440 ⇒ 00:29:09.080 Uttam Kumaran: We could probably. But all it’s doing is it’ll pull the stack for pull the stack in those categories for a given name.
128 00:29:09.260 ⇒ 00:29:15.220 Uttam Kumaran: so we don’t hope we won’t have to do this like multiple times. But and I can, we can make it even slimmer.
129 00:29:15.540 ⇒ 00:29:19.550 Uttam Kumaran: Like I, we removed, like, probably 60 or 70% of this.
130 00:29:20.070 ⇒ 00:29:20.710 Robert Tseng: Okay.
131 00:29:21.773 ⇒ 00:29:25.219 Uttam Kumaran: But that gives you, and that gives you enough to reference.
132 00:29:26.868 ⇒ 00:29:31.090 Uttam Kumaran: So if you go back to the clay table, Mustafa, let’s just look at one given row.
133 00:29:31.638 ⇒ 00:29:36.169 Uttam Kumaran: Let’s take so well, we we actually did this for all the companies in our in our lead list.
134 00:29:36.570 ⇒ 00:29:36.990 Mustafa Raja: Yes.
135 00:29:36.990 ⇒ 00:29:37.330 Uttam Kumaran: So.
136 00:29:37.330 ⇒ 00:29:39.359 Mustafa Raja: This list is from notion.
137 00:29:40.430 ⇒ 00:29:47.760 Uttam Kumaran: Yeah. So yeah, let’s take any of them. Let’s take that one, for example, Spot and tango.
138 00:29:48.280 ⇒ 00:29:51.139 Uttam Kumaran: And so if you open their lead open their tech stack.
139 00:29:53.070 ⇒ 00:29:54.429 Uttam Kumaran: Yeah, that’s what we get.
140 00:29:55.320 ⇒ 00:29:57.269 Uttam Kumaran: So there’s dbt looker.
141 00:29:58.540 ⇒ 00:30:05.370 Uttam Kumaran: So we can probably do one more pass at those categories like, maybe Scikit learn, and beautiful soup is probably not that relevant. But
142 00:30:07.030 ⇒ 00:30:13.119 Uttam Kumaran: this at least we can. Then you can either a use this to write the message, or at least.
143 00:30:13.280 ⇒ 00:30:19.869 Uttam Kumaran: And basically, anytime we get a new lead or you submit a contact, we can automatically go get their tech company’s tech stack.
144 00:30:20.450 ⇒ 00:30:21.040 Robert Tseng: Yeah.
145 00:30:23.100 ⇒ 00:30:25.159 Uttam Kumaran: How do you see yourself using
146 00:30:26.140 ⇒ 00:30:28.339 Uttam Kumaran: this one? You had an idea.
147 00:30:29.470 ⇒ 00:30:30.325 Robert Tseng: Yeah,
148 00:30:32.260 ⇒ 00:30:37.270 Robert Tseng: let’s go on tech stack. I just. I wish it would give us more timing as well like.
149 00:30:37.580 ⇒ 00:30:40.730 Robert Tseng: which tool do they need help with. Now, you know.
150 00:30:41.460 ⇒ 00:30:44.100 Robert Tseng: it’s like one thing to know what they’re using. But then
151 00:30:44.280 ⇒ 00:30:51.579 Robert Tseng: I feel like, when we’ve done tech based campaigns like amplitude or mixed panel a lot of time. They’re not looking for anything, so
152 00:30:51.930 ⇒ 00:30:56.890 Robert Tseng: I don’t know if it’s I mean you may not be able to get this from their stack. But like
153 00:30:57.120 ⇒ 00:31:10.530 Robert Tseng: recency of the job posts, it’s like, yeah, most recent job posts that’s relevant to these tech to these tech tools. It’s asking for tableau or whatever right like, that’s that’s how I found the insomnia insomnia cookies thing.
154 00:31:12.320 ⇒ 00:31:13.180 Robert Tseng: So
155 00:31:13.930 ⇒ 00:31:21.810 Robert Tseng: yeah, if anything’s like, okay, we have the tech stack. But it’d be great to find some way to know like which one are they looking for help with now
156 00:31:21.930 ⇒ 00:31:35.889 Robert Tseng: like, how recent was was that request, I guess, or you know, we can scrape different things like maybe they’re sharing job posts on Linkedin, like, I think that’s like a clear one. Any active job post on Linkedin or like.
157 00:31:35.890 ⇒ 00:31:38.059 Uttam Kumaran: You, you will reference the job post.
158 00:31:38.530 ⇒ 00:31:39.509 Robert Tseng: Oh, yeah, absolutely.
159 00:31:39.510 ⇒ 00:31:40.050 Uttam Kumaran: Okay.
160 00:31:40.310 ⇒ 00:31:45.569 Uttam Kumaran: So that’s maybe helpful. Also, like, I don’t know if their stack provides this Mustafa, but I guess 2 points.
161 00:31:45.570 ⇒ 00:31:49.900 Mustafa Raja: They have an endpoint to look look up for the jobs.
162 00:31:50.380 ⇒ 00:31:51.230 Uttam Kumaran: Oh, really. Okay.
163 00:31:51.230 ⇒ 00:31:52.530 Robert Tseng: You? Okay? Great.
164 00:31:53.590 ⇒ 00:31:55.379 Mustafa Raja: Let me just double check.
165 00:31:55.380 ⇒ 00:31:58.959 Uttam Kumaran: So, yeah, ideally, we wanna somehow rank by like their.
166 00:31:58.960 ⇒ 00:31:59.460 Mustafa Raja: Yep.
167 00:31:59.460 ⇒ 00:32:00.230 Uttam Kumaran: Recency.
168 00:32:00.370 ⇒ 00:32:01.080 Mustafa Raja: Check it.
169 00:32:01.080 ⇒ 00:32:06.569 Uttam Kumaran: And then yes, this would be perfect. So a list of the jobs.
170 00:32:08.370 ⇒ 00:32:11.960 Uttam Kumaran: Robert, is this something like we would. We would just try to try to run like
171 00:32:12.550 ⇒ 00:32:14.360 Uttam Kumaran: we would just have always on.
172 00:32:15.660 ⇒ 00:32:23.680 Robert Tseng: Yeah, I mean, it’s like anytime. I look, I look at that list. Let’s say, I look at that list twice a week, and I’m just gonna go after the ones that are the most that are that are ranked. The highest.
173 00:32:24.930 ⇒ 00:32:30.020 Uttam Kumaran: But oh, but you wouldn’t, you would you? Would action on it still, manually like this wouldn’t be an always on hey? Reach campaign.
174 00:32:30.210 ⇒ 00:32:31.055 Robert Tseng: Oh,
175 00:32:33.000 ⇒ 00:32:35.320 Robert Tseng: We could turn into an always on page campaign.
176 00:32:35.320 ⇒ 00:32:35.920 Uttam Kumaran: I mean, I just.
177 00:32:35.920 ⇒ 00:32:46.159 Robert Tseng: To do this manually, for the upwork stuff already upwork leads that. Come in. I’ll immediately go and try to find them on Linkedin. I’ll connect with, you know, 2 or 3 people there.
178 00:32:46.907 ⇒ 00:32:52.280 Robert Tseng: And then, like, yeah, like, that’s already part of my manual process.
179 00:32:52.590 ⇒ 00:32:55.363 Uttam Kumaran: I mean, maybe we continue to do this
180 00:32:56.440 ⇒ 00:33:04.700 Uttam Kumaran: manually for now. But what we will automate is like when you submit a new lead. You’ll automatically get all the jobs, the tech stack
181 00:33:05.160 ⇒ 00:33:06.329 Uttam Kumaran: and the people.
182 00:33:06.540 ⇒ 00:33:07.470 Robert Tseng: Yeah.
183 00:33:07.640 ⇒ 00:33:14.599 Uttam Kumaran: So actually, I think probably this tech stack thing we can move into the account based marketing flow. Mustafa.
184 00:33:15.060 ⇒ 00:33:15.490 Mustafa Raja: Yep.
185 00:33:15.757 ⇒ 00:33:19.239 Uttam Kumaran: Into that same table. We can probably merge these because they’re pretty similar.
186 00:33:21.070 ⇒ 00:33:23.430 Uttam Kumaran: And then the second piece is
187 00:33:24.090 ⇒ 00:33:29.200 Uttam Kumaran: yeah, after time. Maybe this is like automatically.
188 00:33:29.590 ⇒ 00:33:32.839 Uttam Kumaran: like we have some amount that’s like going after net new
189 00:33:33.090 ⇒ 00:33:37.840 Uttam Kumaran: clients automatically or something. But hopefully, at least, this takes care of some piece of it.
190 00:33:38.470 ⇒ 00:33:39.070 Robert Tseng: Yeah.
191 00:33:40.461 ⇒ 00:33:46.480 Uttam Kumaran: And then I mean, we’re gonna have. And on any new lead we’re gonna run this and have this enrich in Hubspot. So
192 00:33:47.496 ⇒ 00:33:52.420 Uttam Kumaran: but also for anyone that you add will also add this, okay, so that’s helpful.
193 00:33:52.910 ⇒ 00:33:53.510 Robert Tseng: Yeah.
194 00:33:57.050 ⇒ 00:34:00.459 Uttam Kumaran: So there! So there was this ticket for filling clay.
195 00:34:01.160 ⇒ 00:34:04.559 Uttam Kumaran: People from the vellum event. Did we want to still do that?
196 00:34:06.570 ⇒ 00:34:12.110 Robert Tseng: I think that one’s a bit late now. I’ve already like manually connected with everyone there.
197 00:34:12.520 ⇒ 00:34:22.920 Uttam Kumaran: Okay, okay, and then, we have a yeah. So the hubspot work.
198 00:34:25.560 ⇒ 00:34:27.857 Uttam Kumaran: Can you talk about what the
199 00:34:28.969 ⇒ 00:34:33.440 Uttam Kumaran: The processes Mustafa like for that Hubspot ticket. Yeah, this one, the 2, 30.
200 00:34:34.259 ⇒ 00:34:51.789 Mustafa Raja: Yeah. So so from so from clay to Hubspot, we were able to do that by Hubspot’s Api, because Clay’s integration is quite expensive. So now for now for
201 00:34:52.469 ⇒ 00:35:00.939 Mustafa Raja: now to send. Now let’s say we manually add a new contact into Hubspot, and we want to enrich it in clay
202 00:35:02.159 ⇒ 00:35:32.129 Mustafa Raja: to send it from Hubspot to Clay. We have to get Hubspot either Hubspot’s pro account or the workaround, for that would be to create a workflow in anten that would listen to every new contact created. And then we’ll see if it if it has a webhook id attached to it, because we’ll only be able to send contacts back to clay. If they have a webhook id attached as a property of contact.
203 00:35:37.160 ⇒ 00:35:40.520 Uttam Kumaran: So I guess if I was to simplify, basically.
204 00:35:40.650 ⇒ 00:35:44.099 Uttam Kumaran: we want just want to understand when we create a hubspot contact.
205 00:35:45.100 ⇒ 00:35:49.660 Uttam Kumaran: I guess to ask Mustafa, is that every hubspot contact gets put into a campaign.
206 00:35:51.840 ⇒ 00:36:13.760 Mustafa Raja: Every every for now for now every hubspot contact has that is coming from clay has a contact campaign. Id I haven’t put them into a campaign. I have put them into a list that is being sorted on con campaign ids.
207 00:36:14.080 ⇒ 00:36:20.479 Uttam Kumaran: But, for example, the the user is gonna create a contact in Hubspot. First, st right? Then, what happens.
208 00:36:20.680 ⇒ 00:36:21.749 Mustafa Raja: Then it hits.
209 00:36:21.750 ⇒ 00:36:22.360 Mustafa Raja: See?
210 00:36:22.470 ⇒ 00:36:28.919 Mustafa Raja: Yeah. So so let’s say, user comes in and manually creates a contact on Hubspot.
211 00:36:29.630 ⇒ 00:36:36.210 Mustafa Raja: Right? So so what this ticket says is, we should be able to send that contact back.
212 00:36:36.210 ⇒ 00:36:37.269 Uttam Kumaran: Play, and then back.
213 00:36:37.690 ⇒ 00:36:41.210 Mustafa Raja: Yeah, back to play, enrich that, and then back to Hubspot.
214 00:36:41.210 ⇒ 00:36:41.850 Uttam Kumaran: Yes.
215 00:36:42.130 ⇒ 00:37:08.059 Mustafa Raja: Yeah. So for that. If we want to do the do do that through Hubspot, we’ll have to get a pro account the workaround would be if we are manually creating a contact in hubspot, we must add a property. web hook id. I have created the property there. We can easily add that.
216 00:37:08.360 ⇒ 00:37:15.899 Uttam Kumaran: Okay, yeah. So I think we should go with that, Robert. Basically like, we need to do web hooks on Hubspot. We just need an upgraded version.
217 00:37:16.020 ⇒ 00:37:18.129 Uttam Kumaran: trying to avoid that. If we can.
218 00:37:18.510 ⇒ 00:37:18.830 Robert Tseng: Yeah.
219 00:37:18.830 ⇒ 00:37:22.059 Uttam Kumaran: But it’s a little bit jank in the short term.
220 00:37:22.910 ⇒ 00:37:23.939 Uttam Kumaran: As long as
221 00:37:24.200 ⇒ 00:37:31.619 Uttam Kumaran: you’re good. With that I think we will record like what the best flow is basically, what you’ll need to do is when you create a contact. You also need to add.
222 00:37:31.950 ⇒ 00:37:40.359 Uttam Kumaran: unless we do some default, you’ll need to add the web hook of the enrichment service you want to use. For example, if you’re like, I want to do the account based marketing
223 00:37:41.200 ⇒ 00:37:45.009 Uttam Kumaran: ideally, there’s only one, but like you would just have to make sure that gets put in there.
224 00:37:45.950 ⇒ 00:37:46.530 Robert Tseng: Hmm.
225 00:37:47.330 ⇒ 00:37:57.010 Mustafa Raja: We can, we can have. We can have a table specifically, that is, for this kind of enrichment. So it will always be a single web hook, id.
226 00:37:57.160 ⇒ 00:38:01.029 Uttam Kumaran: Let’s try that, and then let’s go ahead with this ticket.
227 00:38:01.691 ⇒ 00:38:04.670 Uttam Kumaran: and let’s just like record how the process is.
228 00:38:04.820 ⇒ 00:38:08.960 Uttam Kumaran: I don’t think it’ll be too crazy, since we’re not, we’re not doing like thousands and thousands.
229 00:38:09.200 ⇒ 00:38:19.013 Uttam Kumaran: But I think this is still good to go. And yeah, ideally, we have one place where Robert or anyone of the team can create a new contact. I think. What what
230 00:38:19.580 ⇒ 00:38:22.789 Uttam Kumaran: Mustafa for you to think about is what are the required fields.
231 00:38:23.760 ⇒ 00:38:24.310 Mustafa Raja: Yeah.
232 00:38:24.600 ⇒ 00:38:27.930 Uttam Kumaran: Like for for you to get the enrichment accurately.
233 00:38:28.100 ⇒ 00:38:29.300 Uttam Kumaran: Right? Yeah.
234 00:38:29.790 ⇒ 00:38:32.859 Uttam Kumaran: So if you need the person’s name, the person’s email
235 00:38:33.070 ⇒ 00:38:35.890 Uttam Kumaran: so ideally, we’ll either have a company, or we’ll have a person.
236 00:38:36.550 ⇒ 00:38:39.579 Uttam Kumaran: so there’ll be 2. There’ll be 2 sort of like.
237 00:38:40.100 ⇒ 00:38:42.489 Uttam Kumaran: Those are the 2 objects, and then, like.
238 00:38:42.490 ⇒ 00:38:44.360 Mustafa Raja: For the outline. What? Yeah.
239 00:38:44.680 ⇒ 00:38:51.410 Mustafa Raja: For the person, I believe what we are currently doing is we are at least getting their Linkedin id.
240 00:38:51.570 ⇒ 00:38:54.360 Mustafa Raja: so that might be helpful.
241 00:38:55.630 ⇒ 00:39:01.200 Uttam Kumaran: Okay, okay, yeah. I mean for person, I think, requiring the Linkedin URL is is valid.
242 00:39:01.490 ⇒ 00:39:05.410 Mustafa Raja: Yeah, and that will be a time I feel.
243 00:39:05.990 ⇒ 00:39:14.380 Mustafa Raja: I’ll double. I’ll double check it, and I’ll work on this ticket and by the end of today I’ll have it probably done, and I’ll let you know.
244 00:39:15.570 ⇒ 00:39:17.689 Mustafa Raja: Okay, and I’ll have a room ready for this.
245 00:39:18.930 ⇒ 00:39:20.350 Uttam Kumaran: Okay. Dope.
246 00:39:21.480 ⇒ 00:39:22.510 Mustafa Raja: So hi.
247 00:39:23.880 ⇒ 00:39:36.030 Uttam Kumaran: Yeah, I guess what? Yeah, let’s do high for this one. And then what else, Robert like, what else can we try to take on. So we’re gonna nail. Basically new new thing into Hubspot goes through an enrichment cycle comes back in Hubspot.
248 00:39:36.270 ⇒ 00:39:39.569 Uttam Kumaran: What we haven’t worked on is like auto drafting messages.
249 00:39:39.690 ⇒ 00:39:42.829 Uttam Kumaran: the Hubspot email work like auto drafting email work.
250 00:39:43.240 ⇒ 00:39:50.720 Uttam Kumaran: We also haven’t worked on the Hubspot sort of like phases like opportunity phases. And like, what happens. But what’s a priority.
251 00:39:53.450 ⇒ 00:39:54.305 Robert Tseng: Yeah,
252 00:39:55.930 ⇒ 00:40:17.600 Robert Tseng: I think it’s still just getting more 1st touches. So I feel like we can, we can keep. Yeah. So I mean, those are new leads. So, but I think we have enough in our rolodex now to go after. Like our existing, you know contacts as well. So between our combined networks. We have, you know, probably like 6,000 7,000 people. Now.
253 00:40:18.302 ⇒ 00:40:28.310 Robert Tseng: I mean, we should be engaging with people who are liking, commenting your posts right? That’s like the most basic one we can. We can just throw that into like a
254 00:40:28.450 ⇒ 00:40:42.410 Robert Tseng: ongoing like, always on hey? Reach campaign. So I think that’s an easy one to go after. And then, yeah, I I think we need to build be more, more, bit more tactful, for, like how we do circle backs with our existing clients.
255 00:40:42.640 ⇒ 00:40:49.539 Robert Tseng: specifically like, you know, leads that maybe died this quarter, and we just want to follow up with them every quarter or every month, whatever it is
256 00:40:49.800 ⇒ 00:40:52.559 Robert Tseng: like stuff like that, I think, would be
257 00:40:53.030 ⇒ 00:41:09.080 Robert Tseng: important like we don’t. We don’t manage that. Well, notion right now, right. We just we take the next meeting date. We adjust it, and then we we update the the message. But there’s no change log of like. How many times we follow up with them, whatever it’s just. That’s that’s why it’d be better if that existed in Hubspot.
258 00:41:09.430 ⇒ 00:41:17.090 Uttam Kumaran: So for those, for like leads that died this quarter. Would that be something where you can give me like the messaging.
259 00:41:17.690 ⇒ 00:41:18.100 Robert Tseng: Yeah.
260 00:41:18.100 ⇒ 00:41:25.059 Uttam Kumaran: That we would send to them. And like, that’s something we can just like fix for at least like a month or 2, and then we can just automatically
261 00:41:26.450 ⇒ 00:41:31.970 Uttam Kumaran: like, have or like at least put them into the hey reach thing for you to turn on.
262 00:41:32.270 ⇒ 00:41:32.900 Robert Tseng: Yeah.
263 00:41:33.350 ⇒ 00:41:46.100 Robert Tseng: yeah, that way, like every lead that dies, at least before we let it like slip our mind, we can write like a write a blurb that gets fed into a message that goes that gets followed up, like, you know, a month or a quarter later.
264 00:41:47.520 ⇒ 00:41:52.795 Uttam Kumaran: Okay, perfect and then we’ll we’ll. What we’ll do also is
265 00:41:54.650 ⇒ 00:42:02.239 Uttam Kumaran: I think if I think about proactively setting you up with a couple. I’m gonna go ahead and try to prioritize setting up a couple of vendor based
266 00:42:03.833 ⇒ 00:42:10.660 Uttam Kumaran: like campaigns, for example, like scrape. Everyone that’s interacting with snowflake related stuff Dbt related stuff
267 00:42:10.830 ⇒ 00:42:12.389 Uttam Kumaran: try to give you like.
268 00:42:13.730 ⇒ 00:42:18.250 Uttam Kumaran: I don’t know. Just load like some number into Hubspot
269 00:42:18.950 ⇒ 00:42:24.399 Uttam Kumaran: in a clay or in into a clay table. Have you basically give a thumbs up? And I can give you that in, hey? Reach to turn on.
270 00:42:24.850 ⇒ 00:42:25.520 Robert Tseng: Okay.
271 00:42:26.090 ⇒ 00:42:34.169 Uttam Kumaran: And then for email, yeah, I mean, we could either run it through instantly, or
272 00:42:35.250 ⇒ 00:42:42.500 Uttam Kumaran: I can. We can just like pre-drafted into your inbox like, so you can send manually.
273 00:42:45.260 ⇒ 00:42:46.000 Robert Tseng: Yeah.
274 00:42:49.450 ⇒ 00:42:52.130 Uttam Kumaran: Because I don’t want to go to automated.
275 00:42:52.370 ⇒ 00:42:53.840 Uttam Kumaran: Yeah, yeah, for sure.
276 00:42:53.840 ⇒ 00:42:58.003 Uttam Kumaran: But I want to kind of, I wanna kinda like, Get close.
277 00:43:01.400 ⇒ 00:43:07.389 Robert Tseng: I mean, do pre draft in my inbox like, and if they’re like filtered to like a particular list, I can just go in and just like
278 00:43:07.720 ⇒ 00:43:10.309 Robert Tseng: that’s that’s mindless. That’s mindless. Edit final.
279 00:43:10.310 ⇒ 00:43:16.779 Uttam Kumaran: Okay, so let me. Okay, let me do pre draft. Let me see if I can do labels or folders at least.
280 00:43:16.980 ⇒ 00:43:17.610 Robert Tseng: Yeah.
281 00:43:17.925 ⇒ 00:43:21.390 Uttam Kumaran: And then for each of for each of the pre-draft campaigns.
282 00:43:21.730 ⇒ 00:43:29.670 Uttam Kumaran: I’ll see if I can set up like some sort of campaign hub either a notion or Hubspot, where you’ll have the clay tables that we scrape from.
283 00:43:31.679 ⇒ 00:43:36.729 Uttam Kumaran: That way you can quickly be like, who’s this sending to you quickly go to Linkedin if you want to change anything.
284 00:43:37.390 ⇒ 00:43:44.360 Uttam Kumaran: And then that email will start to have a pretty consistent email draft with like our resources.
285 00:43:45.760 ⇒ 00:43:51.429 Uttam Kumaran: So I. So I’m not. Gonna I’m basically not gonna try to focus the next like week or 2 on anything post
286 00:43:51.660 ⇒ 00:43:53.650 Uttam Kumaran: top of funnel like lead.
287 00:43:54.030 ⇒ 00:43:54.440 Robert Tseng: Yeah.
288 00:43:54.440 ⇒ 00:43:56.050 Uttam Kumaran: I think we’re doing okay there.
289 00:43:56.660 ⇒ 00:43:59.849 Uttam Kumaran: But we will get to that, I think. Next. So
290 00:44:00.623 ⇒ 00:44:04.410 Uttam Kumaran: talk about some sort of resurrection related campaign.
291 00:44:04.600 ⇒ 00:44:06.960 Robert Tseng: Yeah, I will go ahead and work with Mustafa on, just like.
292 00:44:07.410 ⇒ 00:44:12.820 Uttam Kumaran: Like creating some like Dbt focused campaigns, snowflake real
293 00:44:13.030 ⇒ 00:44:15.449 Uttam Kumaran: like couple of the ones that I think
294 00:44:15.570 ⇒ 00:44:17.210 Uttam Kumaran: we should just try to target
295 00:44:19.000 ⇒ 00:44:22.659 Uttam Kumaran: and then we’ll get this hubspot thing working for any new contact.
296 00:44:23.170 ⇒ 00:44:26.746 Uttam Kumaran: And then, yeah, we’ll just. We’ll just keep iterating.
297 00:44:27.090 ⇒ 00:44:27.710 Robert Tseng: Yeah.
298 00:44:29.240 ⇒ 00:44:29.810 Uttam Kumaran: Okay.
299 00:44:32.320 ⇒ 00:44:37.010 Robert Tseng: I wonder if it’d be helpful to also have like a database? This is just like so that we can.
300 00:44:37.290 ⇒ 00:44:42.775 Robert Tseng: you know, just of all the hypotheses like there are all these like nuance things. So I’m just thinking, like,
301 00:44:47.410 ⇒ 00:44:49.020 Robert Tseng: okay, it’s fine. I’ll I’ll.
302 00:44:49.020 ⇒ 00:44:50.610 Uttam Kumaran: No, no! Wait! What is it? What is it?
303 00:44:52.430 ⇒ 00:45:11.840 Robert Tseng: Like basic. So I’m just thinking, like I, I have a table in my mind like multiple columns. One is like the hype. You know us hypothesis like what I’m testing. You know what what it was before like, and then like kind of sample size, just like. So we can kind of keep track of like insights that we’re getting from all these go to market.
304 00:45:11.880 ⇒ 00:45:28.199 Robert Tseng: you know, experiments that we’re running. So if I were to just like use the insomniac. One insomnia cookies, one as like an example. Hypothesis was like, Okay, we if we hit every like marketing sales director and kind of told them that we were chatting with them on upwork like we’d get a good response rate.
305 00:45:28.460 ⇒ 00:45:38.500 Robert Tseng: And you know, before we were, we weren’t referencing like the platform, and we tested it with 20 contacts didn’t work well. So maybe if we were to do another account based marketing approach.
306 00:45:38.790 ⇒ 00:45:55.990 Robert Tseng: I don’t tell them I don’t focus on where I met them or like. And I focus more on, like the roi of, like what I know they’re looking for, based off of what? Based off of what I know they’re hiring for. So maybe it’s less like, Hey, I met you on upwork, and it’s more like, Hey, I know you’re trying to fix like
307 00:45:56.070 ⇒ 00:46:22.380 Robert Tseng: your your your attribution, reporting whatever so like. That’s just for me to experiment with different types of messaging in the campaigns and like having like. And we’re recording our learning so hopefully that kinda makes the like the drafting process. If we’re starting to add an AI agent into that be more like. Be smarter about like the suggestions it gives us.
308 00:46:23.100 ⇒ 00:46:28.910 Uttam Kumaran: Okay, well, I’m gonna go ahead and do something in spreadsheets to start with.
309 00:46:29.440 ⇒ 00:46:30.420 Robert Tseng: Yeah. Yeah. So spring
310 00:46:30.420 ⇒ 00:46:34.019 Robert Tseng: sheets to start with, I just want to make sure. I’m like documenting every learning and not
311 00:46:34.360 ⇒ 00:46:37.480 Robert Tseng: like, okay, that was a failure, and then moving on. You know.
312 00:46:37.480 ⇒ 00:46:43.629 Uttam Kumaran: Okay. So like I’ll set up something in sheets to start with. We will. We’ll sort of like, do our best for the past
313 00:46:43.840 ⇒ 00:46:45.560 Uttam Kumaran: to at least look at like.
314 00:46:46.030 ⇒ 00:46:48.989 Uttam Kumaran: If we can link a given hey reach campaign.
315 00:46:49.230 ⇒ 00:47:03.990 Uttam Kumaran: we can then put the numbers there. And then in that the dimensions will be like, what is the outbound prompt? What is the hypothesis like? What’s in like? We just have a couple of dimensions there, and then we can start tracking tracking those
316 00:47:04.160 ⇒ 00:47:08.570 Uttam Kumaran: on the data side. Yeah, ideally, we will will.
317 00:47:09.740 ⇒ 00:47:17.740 Uttam Kumaran: We’ll figure out how to get all this together, cause I don’t know whether this Hubspot is the best place to do this. I haven’t really looked at the Hubspot campaign object.
318 00:47:17.740 ⇒ 00:47:19.950 Robert Tseng: Yeah, I’ve never done campaigns off of.
319 00:47:19.950 ⇒ 00:47:26.010 Uttam Kumaran: But maybe if they do have the analytics in there, and we can add an extra field. Maybe it is best to just like
320 00:47:26.230 ⇒ 00:47:28.899 Uttam Kumaran: centralize it there and use the Hubspot analytics.
321 00:47:30.400 ⇒ 00:47:31.000 Robert Tseng: Okay.
322 00:47:33.890 ⇒ 00:47:37.280 Uttam Kumaran: Okay, so I’ll I’ll figure out like, whether we can centralize this.
323 00:47:38.090 ⇒ 00:47:38.620 Robert Tseng: Oh!
324 00:47:39.430 ⇒ 00:47:40.756 Uttam Kumaran: Okay, cool.
325 00:47:41.530 ⇒ 00:47:46.619 Uttam Kumaran: So yeah, I think, we’ll try to get this all done today or tomorrow. And then let’s just try to start using
326 00:47:47.490 ⇒ 00:47:50.010 Uttam Kumaran: or try to start using some of the stuff directly in Hubspot.
327 00:47:50.580 ⇒ 00:47:52.210 Robert Tseng: Yeah, will do.
328 00:47:53.180 ⇒ 00:47:54.570 Uttam Kumaran: Okay. Thank.
329 00:47:55.750 ⇒ 00:47:56.260 Robert Tseng: Good.
330 00:47:56.540 ⇒ 00:47:57.370 Uttam Kumaran: Thank you. Guys.
331 00:47:57.730 ⇒ 00:47:58.560 Robert Tseng: Thanks guys.
332 00:47:58.940 ⇒ 00:47:59.320 Uttam Kumaran: Bye.