Meeting Title: Weekly Managers Meeting Date: 2025-06-11 Meeting participants: Hannah Wang, Uttam Kumaran, Amber Lin, Robert Tseng
WEBVTT
1 00:02:09.690 ⇒ 00:02:10.690 Uttam Kumaran: Hey!
2 00:02:13.120 ⇒ 00:02:14.010 Hannah Wang: Hello!
3 00:03:40.050 ⇒ 00:03:40.810 Amber Lin: Well.
4 00:03:41.850 ⇒ 00:03:42.720 Uttam Kumaran: Hey!
5 00:03:42.720 ⇒ 00:03:43.660 Hannah Wang: Well.
6 00:03:43.660 ⇒ 00:03:49.089 Amber Lin: There’s so many helicopters outside of my house. I am. I am in the curfew zone.
7 00:03:49.430 ⇒ 00:03:55.069 Uttam Kumaran: I know. So I don’t think you. I think when I was talking to you, you’re like, Oh, yeah, it should be. Should be like
8 00:03:55.430 ⇒ 00:04:00.220 Uttam Kumaran: kind of crazy I’m like, no, I’m pretty sure you’re like next door to like
9 00:04:02.570 ⇒ 00:04:04.260 Uttam Kumaran: to where everything is going on.
10 00:04:04.260 ⇒ 00:04:14.340 Amber Lin: There. There’s no people near us. We just hear a lot of cars and helicopters driving past. But other than that, like
11 00:04:14.830 ⇒ 00:04:16.250 Amber Lin: we’re a little
12 00:04:16.420 ⇒ 00:04:24.070 Amber Lin: a little stuck. Nico’s calling her uncle, who lives in Santa Monica to see if maybe we can go down there. So.
13 00:04:25.920 ⇒ 00:04:27.090 Uttam Kumaran: Yeah. Good.
14 00:04:29.780 ⇒ 00:04:36.429 Amber Lin: I? I feel okay. Mostly I haven’t. I haven’t seen all of it, but it’s a little scary.
15 00:04:37.520 ⇒ 00:04:38.500 Amber Lin: Any items.
16 00:04:38.500 ⇒ 00:04:43.786 Robert Tseng: You should. I mean, I’m not gonna tell you what to do, but I don’t know. If I were you I wouldn’t stay in downtown.
17 00:04:44.222 ⇒ 00:04:49.100 Amber Lin: I guess today I was like, I don’t feel like we have to go. I feel like I’m fine. And today.
18 00:04:49.100 ⇒ 00:04:50.747 Amber Lin: back to New York.
19 00:04:52.020 ⇒ 00:04:59.150 Amber Lin: Maybe maybe I was very. I was like the last 2 days. I was just trapped in the hostel, just working.
20 00:05:00.480 ⇒ 00:05:04.200 Robert Tseng: Yeah, actually don’t come to New York. It’s probably coming here next. So.
21 00:05:04.910 ⇒ 00:05:05.320 Amber Lin: Oh!
22 00:05:05.320 ⇒ 00:05:09.580 Uttam Kumaran: New York, on average, is already like that, you know, like half time.
23 00:05:09.740 ⇒ 00:05:10.830 Amber Lin: Yeah.
24 00:05:10.830 ⇒ 00:05:11.690 Uttam Kumaran: That’s true.
25 00:05:12.990 ⇒ 00:05:14.240 Amber Lin: How’s everyone?
26 00:05:14.490 ⇒ 00:05:20.355 Uttam Kumaran: New York. I feel like everyone’s already, so everyone will be like, yo give it a break dude. I’m just like trying to go home.
27 00:05:21.550 ⇒ 00:05:23.709 Uttam Kumaran: You’re gonna protest.
28 00:05:24.300 ⇒ 00:05:29.169 Robert Tseng: Yeah, it protests are pretty normal, like, there’s things get shut down all the time. So
29 00:05:33.060 ⇒ 00:05:45.510 Robert Tseng: weeks good. I’m glad to. I mean trying to have a full full week of this building momentum again. But I was mia yesterday and back.
30 00:05:46.370 ⇒ 00:05:48.679 Amber Lin: Oh, wow! Did you just come back, Robert?
31 00:05:49.160 ⇒ 00:05:55.449 Robert Tseng: No, no, but I I came back, and then I had to go to court yesterday, and like I was there pretty much all day, so.
32 00:05:55.450 ⇒ 00:05:58.539 Amber Lin: Oh, gosh, okay, I see.
33 00:05:59.000 ⇒ 00:06:09.120 Amber Lin: Wait, Robert, how does your time distribution look like right now, are you? Is it cause you? I know you spent a lot of time on Eden, and then a lot of time. Now there’s new clients
34 00:06:09.550 ⇒ 00:06:15.019 Amber Lin: like, do you have enough time to do the stuff you want to do or do sales.
35 00:06:15.740 ⇒ 00:06:22.889 Robert Tseng: Well, I mean, I think this new client work is kind of sales for me. I’m kind of trying to sell sell higher into them. So
36 00:06:23.807 ⇒ 00:06:28.009 Robert Tseng: yeah, I feel like I’m spending a little like I’m spending less time in sales right now.
37 00:06:28.230 ⇒ 00:06:33.399 Robert Tseng: But like I’m going to read me tomorrow trying to see if I can
38 00:06:33.690 ⇒ 00:06:36.229 Robert Tseng: sell to a higher contract soon. So
39 00:06:36.470 ⇒ 00:06:46.949 Robert Tseng: yeah, okay, yeah. And then we have another one starting, probably next week. So that’s the one I was just talking every time about. So yeah, I mean, there’s there’s there’s like.
40 00:06:47.430 ⇒ 00:06:53.399 Robert Tseng: feel like we’re on a roll. We’re like getting like one. We’re starting one client a week. The past few weeks. So.
41 00:06:53.760 ⇒ 00:06:54.660 Amber Lin: Yay!
42 00:06:54.660 ⇒ 00:06:55.330 Robert Tseng: Yeah.
43 00:06:55.600 ⇒ 00:06:58.059 Amber Lin: Great. Do we need more capacity?
44 00:07:00.350 ⇒ 00:07:05.759 Robert Tseng: Yeah. Well, I guess that’s why you you and Utam kind of like scoring like.
45 00:07:07.180 ⇒ 00:07:15.529 Robert Tseng: kind of the Pm. Like, what does the Pm. Coordinator, the sales Coordinator kind of like need need to look like. So we know
46 00:07:15.900 ⇒ 00:07:20.579 Robert Tseng: we don’t really know what our breaking point is right now. So I think that’s what, at least in my, from my.
47 00:07:20.580 ⇒ 00:07:20.930 Amber Lin: Let me see.
48 00:07:21.140 ⇒ 00:07:24.089 Robert Tseng: Vantage point. That’s what I think you guys are trying to figure out.
49 00:07:24.250 ⇒ 00:07:27.520 Robert Tseng: But we’re trying to just run with our current team as far as we can.
50 00:07:28.240 ⇒ 00:07:31.100 Uttam Kumaran: Yeah. I don’t think we need anything I don’t know. I’ve been thinking about.
51 00:07:31.100 ⇒ 00:07:31.500 Robert Tseng: I know.
52 00:07:31.500 ⇒ 00:07:31.980 Uttam Kumaran: Over, the past.
53 00:07:31.980 ⇒ 00:07:37.220 Robert Tseng: Yeah, we talked to Doctor, and he was like he. I mean, they were doing 4.
54 00:07:37.220 ⇒ 00:07:38.850 Uttam Kumaran: I think we need the Coordinator role.
55 00:07:38.850 ⇒ 00:07:39.760 Robert Tseng: Just like.
56 00:07:40.500 ⇒ 00:07:42.760 Uttam Kumaran: Yeah, I think we need the Coordinator role.
57 00:07:43.330 ⇒ 00:07:43.750 Robert Tseng: Yeah.
58 00:07:44.350 ⇒ 00:07:48.909 Uttam Kumaran: For sales like I think that’ll really solve a lot.
59 00:07:49.270 ⇒ 00:07:49.733 Robert Tseng: Yeah.
60 00:07:51.240 ⇒ 00:07:54.719 Uttam Kumaran: And then, yeah, I think we need some sort of Pm Coordinator role.
61 00:07:55.770 ⇒ 00:07:59.580 Uttam Kumaran: But also, like, I’m finally
62 00:07:59.890 ⇒ 00:08:08.370 Uttam Kumaran: seeing the Roi, some of the AI stuff I wanted to do for like a long time, like I’m seeing it actually where I was talking to someone yesterday, where
63 00:08:08.910 ⇒ 00:08:14.919 Uttam Kumaran: I was telling him. Like all these things we’ve been, we wanted to do, we? We just didn’t. I just didn’t have like
64 00:08:15.290 ⇒ 00:08:19.319 Uttam Kumaran: the time or the momentum, or like the
65 00:08:19.450 ⇒ 00:08:25.920 Uttam Kumaran: sort of like execution, capacity to do these like these are all ideas. I I had like more than a year ago.
66 00:08:26.090 ⇒ 00:08:44.109 Uttam Kumaran: but I was like, finally, I think we’re at the point where we’re at a. We’re between a decision point of like trying to hire someone. And I think we’re now. It’s forcing all of us to like, try to leverage AI more. I’m seeing it more in all types of conversations, like people are relying it on on a more trying.
67 00:08:44.340 ⇒ 00:08:51.190 Uttam Kumaran: and then that allows like, once, you see, the magic, I think it’s gonna and then, now that Mustafa is here.
68 00:08:51.380 ⇒ 00:08:54.100 Uttam Kumaran: we’re really pushing a lot of stuff.
69 00:08:55.030 ⇒ 00:08:58.620 Uttam Kumaran: So I don’t know I’m I’m a little bit more
70 00:08:58.960 ⇒ 00:09:03.399 Uttam Kumaran: bullish on the I don’t think we’ve seen a clear, super clear, Roi.
71 00:09:03.630 ⇒ 00:09:26.200 Uttam Kumaran: and I think even a month like about a month and a half ago I was kind of like yo, if this isn’t gonna work, I’m like not gonna run these pet projects. I was pretty. I was pretty serious to myself, too, and I told that to me. I told that the whole team, I said, Look, if these aren’t gonna see, Roi. And you guys aren’t gonna take it seriously. Then we’re just gonna work on client AI stuff and we’ll take another stab at this later. But like
72 00:09:26.570 ⇒ 00:09:29.806 Uttam Kumaran: they, they kind of turned stuff around. And I think,
73 00:09:30.650 ⇒ 00:09:35.579 Uttam Kumaran: we’re pushing a lot more. And now we also have like pool parts is is like technically an AI client.
74 00:09:36.340 ⇒ 00:09:39.253 Uttam Kumaran: We have off the record. We have.
75 00:09:40.710 ⇒ 00:09:48.420 Uttam Kumaran: yeah. So we we’re and we have ABC, so they’re actually now like working on client work, and I think now, with the 3 of them, I think
76 00:09:48.530 ⇒ 00:09:53.150 Uttam Kumaran: each of them have like been pushing the
77 00:09:54.070 ⇒ 00:09:56.730 Uttam Kumaran: you know the ball forward in different ways. So it’s getting better.
78 00:09:58.640 ⇒ 00:10:02.480 Amber Lin: Awesome. And I what was I gonna say? Gosh, I forgot.
79 00:10:02.720 ⇒ 00:10:06.160 Amber Lin: Anyways, I put my PI put my Pm. Hours
80 00:10:06.260 ⇒ 00:10:08.270 Amber Lin: in the in the group chat
81 00:10:08.660 ⇒ 00:10:10.730 Amber Lin: so we can kind of look at.
82 00:10:11.650 ⇒ 00:10:16.639 Amber Lin: can we? Can we look at that like that spreadsheet you’re working on? And maybe we can just talk to talk about that.
83 00:10:16.640 ⇒ 00:10:17.690 Amber Lin: Sure, yeah.
84 00:10:18.235 ⇒ 00:10:32.830 Amber Lin: I feel like the video is slowly my Internet a little bit. So I have my camera off. But I would have liked to show my video. Anyways, this is this is this person I’m working on. So 1st of all.
85 00:10:33.390 ⇒ 00:10:39.140 Amber Lin: some basic stuff. So this is the spreadsheet that everything funnels into.
86 00:10:39.370 ⇒ 00:10:42.390 Amber Lin: I did a tiny bit of transformations.
87 00:10:42.590 ⇒ 00:10:52.099 Amber Lin: All these are linked to the this spreadsheet. So it updates automatically. And then I have what year it is, what month it is, if it’s billable.
88 00:10:52.210 ⇒ 00:10:58.670 Amber Lin: really simple and I, these are pivot tables that they’re vlookup, so we can just edit them here,
89 00:11:02.160 ⇒ 00:11:10.389 Amber Lin: and next. So I did also another one for people, if they’re active in their capacity.
90 00:11:10.790 ⇒ 00:11:12.699 Amber Lin: So I need to fill these out. But
91 00:11:13.040 ⇒ 00:11:19.169 Amber Lin: these are the basic ones that I started with. And so I have a pivot table per project.
92 00:11:19.470 ⇒ 00:11:22.410 Amber Lin: and then a table per person.
93 00:11:22.730 ⇒ 00:11:38.589 Amber Lin: So let me just walk through these 2 tables going to start here because it’s a straight, more straightforward. I hid all the other members that’s non active. So this is more straightforward, straightforward view. This 1st part is a pivot table, and this is a total per month.
94 00:11:38.990 ⇒ 00:11:42.710 Amber Lin: Alright. So there’s per person for this month. How much did it do?
95 00:11:42.910 ⇒ 00:11:50.989 Amber Lin: And then I did a weekly average, and I put on top how many weeks are in the month?
96 00:11:51.560 ⇒ 00:11:54.950 Amber Lin: You see, February is less, and for
97 00:11:55.090 ⇒ 00:11:57.869 Amber Lin: June, because we’re still in progress. It’s like this.
98 00:11:58.000 ⇒ 00:12:04.530 Amber Lin: and this is average hours per week which, combined with
99 00:12:04.630 ⇒ 00:12:14.650 Amber Lin: this capacity table, we can compare it to allocated. And let’s see what percentage they’re at, and to see who’s
100 00:12:14.760 ⇒ 00:12:23.809 Amber Lin: under allocated and to see who still has room for capacity.
101 00:12:24.300 ⇒ 00:12:30.450 Amber Lin: Right? For example, we can see them stuff us ramping up
102 00:12:30.750 ⇒ 00:12:33.440 Amber Lin: here. Wait. We edit it. Okay.
103 00:12:33.750 ⇒ 00:12:39.999 Uttam Kumaran: Yeah, I mean, because I’ve got cause he joined what? Like mid last month? Yeah, I’m slowly ramping him up.
104 00:12:40.290 ⇒ 00:12:40.840 Amber Lin: Awesome.
105 00:12:41.230 ⇒ 00:12:49.139 Amber Lin: I think we’re saying we’re going to aim for 40 h for him as well, and we can see Raymond ramped up pretty well, he’s a little bit over.
106 00:12:49.390 ⇒ 00:12:58.479 Amber Lin: but that’s okay. We have some high requests right now, and we can see that Luke is very under allocated. So.
107 00:12:58.480 ⇒ 00:13:07.290 Uttam Kumaran: Yeah, I honestly, like, I’m probably less interested in folks. That are non bill like i’m only really interested in the billable folks.
108 00:13:08.290 ⇒ 00:13:15.219 Uttam Kumaran: because everything else we’re sort of considering as like cost of sales, not like cost of services.
109 00:13:15.822 ⇒ 00:13:20.069 Uttam Kumaran: So like anyone on design or operations, we can.
110 00:13:20.530 ⇒ 00:13:22.909 Uttam Kumaran: I don’t think it’s worth sort of looking at.
111 00:13:23.200 ⇒ 00:13:23.990 Amber Lin: Okay.
112 00:13:25.780 ⇒ 00:13:30.680 Uttam Kumaran: Like, what what are the when? I, when when I, when I think about capacity, I think about
113 00:13:31.160 ⇒ 00:13:33.519 Uttam Kumaran: like data and AI capacity.
114 00:13:35.650 ⇒ 00:13:36.310 Uttam Kumaran: You know.
115 00:13:36.670 ⇒ 00:13:38.909 Amber Lin: Yeah, let me add a
116 00:13:57.880 ⇒ 00:14:04.075 Amber Lin: yeah, we’ll go through. We’ll go through these, and it’s a little bit tricky when it comes to
117 00:14:04.670 ⇒ 00:14:14.110 Amber Lin: Some projects. For example, for me, part of my time is billable. Part of it is non billable, so it’s a little bit hard to
118 00:14:14.900 ⇒ 00:14:15.780 Amber Lin: navigating.
119 00:14:15.780 ⇒ 00:14:25.320 Uttam Kumaran: Yeah, I think it’s worth just deciding on a on a rough number like for me and Robert, it’s gonna be very. I I mean like there’s to me. It’s like impossible for me to track my time.
120 00:14:26.648 ⇒ 00:14:36.129 Uttam Kumaran: So like, probably the most accurate you can get is like looking at my calendar. But I’d rather you just say it’s like 30% or some percentage.
121 00:14:42.680 ⇒ 00:14:44.960 Amber Lin: Okay, great. I’ll do the adjustments later.
122 00:14:45.200 ⇒ 00:14:51.160 Uttam Kumaran: All of all of this info on billable and stuff is all in the other spreadsheet. By the way, so I don’t wanna read. We don’t have to read this.
123 00:14:51.160 ⇒ 00:14:57.989 Amber Lin: Sure awesome. Awesome. That would be great. Yeah. I looked at the other one. I was gonna migrate it over. Didn’t have time yet.
124 00:14:57.990 ⇒ 00:14:58.670 Uttam Kumaran: Okay.
125 00:14:58.670 ⇒ 00:15:03.400 Amber Lin: So looking. And then that’s per person. And this is per project.
126 00:15:03.450 ⇒ 00:15:31.019 Amber Lin: So I selected to have only 2025, and billable projects, so client projects, and we can see per person. And then the total. I’m going to migrate this over to our financial model. So this is this won’t be here anymore. Clean it up a little bit. Essentially, we have hours, any adjustments, for example, here for Eden, we added Robert’s hours, and then total hours, and we arrive at a certain rate that.
127 00:15:32.090 ⇒ 00:15:38.289 Amber Lin: like our actual rate that we’re getting, and we can compare that to how much we charge them.
128 00:15:39.630 ⇒ 00:15:46.800 Amber Lin: And I think only 1. 1 incident I want to point out here is that I think here we
129 00:15:46.980 ⇒ 00:15:56.139 Amber Lin: works similar hours but we earned a similar amount. So I think may got a lot better.
130 00:15:56.901 ⇒ 00:15:59.130 Amber Lin: In terms of profitability and margin.
131 00:15:59.130 ⇒ 00:16:05.390 Uttam Kumaran: Yeah, can I tell you why? Cause we had a we had? We had contractors on Eden that like, we’re just over, basically like.
132 00:16:05.870 ⇒ 00:16:09.510 Uttam Kumaran: like completely fucking us. So that’s that’s done.
133 00:16:09.610 ⇒ 00:16:25.109 Uttam Kumaran: and we which is like horrendous. I don’t even wanna go into that. And then, second pool parts got a lot like we should be able to fulfill the 5 k. With actually like probably 10 or 20 h, which is better.
134 00:16:25.110 ⇒ 00:16:25.730 Amber Lin: Okay.
135 00:16:27.450 ⇒ 00:16:32.089 Uttam Kumaran: And ABC is is really really light. So both of those are good.
136 00:16:32.280 ⇒ 00:16:44.810 Uttam Kumaran: So part of the part of the goal. Here is the reason why I want to avoid anything hourly. Billing is because we can’t bridge. We can’t break this right. We can’t start to lower our hours and and keep the rate the same.
137 00:16:45.651 ⇒ 00:16:50.710 Uttam Kumaran: Which is why, like Eden, is a really great use case, ABC urban stems.
138 00:16:51.100 ⇒ 00:17:00.110 Uttam Kumaran: And now pool parts are good. Use cases because we’ve successfully moved them to some sort of like minimum monthly fee.
139 00:17:00.310 ⇒ 00:17:01.180 Amber Lin: Yeah.
140 00:17:01.180 ⇒ 00:17:05.119 Uttam Kumaran: Which allows us to really optimize, like on the engineering side.
141 00:17:07.410 ⇒ 00:17:08.560 Amber Lin: Yeah, so.
142 00:17:08.960 ⇒ 00:17:15.839 Uttam Kumaran: Oops, and I can bill and for cash flow I can Bill, on the start of the month
143 00:17:16.069 ⇒ 00:17:22.089 Uttam Kumaran: versus waiting for the month to end, which is actually, frankly, for, like just as important.
144 00:17:22.609 ⇒ 00:17:28.089 Amber Lin: Yeah, we have to pay people like we have to retain them, and we have to pay them off.
145 00:17:28.089 ⇒ 00:17:31.299 Uttam Kumaran: No, not even for that, like, I just need that. We just need to cash upfront.
146 00:17:31.300 ⇒ 00:17:31.930 Amber Lin: True.
147 00:17:33.720 ⇒ 00:17:34.230 Uttam Kumaran: Yeah.
148 00:17:34.230 ⇒ 00:17:38.290 Amber Lin: So this is great. And I I think this is really nice.
149 00:17:40.070 ⇒ 00:17:44.520 Uttam Kumaran: So can you do can you divide those? And and then put a column called
150 00:17:45.850 ⇒ 00:17:49.470 Uttam Kumaran: like actual billable rate, or average billable rate.
151 00:17:53.940 ⇒ 00:17:57.409 Uttam Kumaran: And these don’t. These aren’t accounting for.
152 00:17:58.070 ⇒ 00:17:58.530 Amber Lin: Rx.
153 00:17:58.530 ⇒ 00:17:58.970 Amber Lin: That’s it.
154 00:17:59.870 ⇒ 00:18:03.580 Uttam Kumaran: No, these aren’t accounting for. Make me or Robert’s hours.
155 00:18:03.580 ⇒ 00:18:10.440 Amber Lin: Yeah, I wanted to add yours like just an approximate cause. You approximate it. Office hours here.
156 00:18:10.440 ⇒ 00:18:13.920 Amber Lin: Well, I would just. I don’t know, Robert, like I, you think 30%.
157 00:18:14.400 ⇒ 00:18:20.780 Uttam Kumaran: Of like 40 h is like, I mean, yours is gonna be higher. I think.
158 00:18:20.930 ⇒ 00:18:26.290 Robert Tseng: Yeah, yeah, no. I think I think that makes sense. I mean, it’s for Eden, I mean, before I would say it was between
159 00:18:26.450 ⇒ 00:18:31.289 Robert Tseng: 10 to 15 this week. I’m trying to do 5 to 10, like I I’m just like
160 00:18:31.440 ⇒ 00:18:38.990 Robert Tseng: I’m trying to put caps on myself on what I spend on per clients. So I mean in in general, I I don’t spend. I’m not.
161 00:18:39.220 ⇒ 00:18:41.650 Robert Tseng: I probably am spending.
162 00:18:41.850 ⇒ 00:18:43.789 Robert Tseng: Yeah, I mean, I think 30% is fair.
163 00:18:45.640 ⇒ 00:18:46.290 Uttam Kumaran: Okay.
164 00:18:47.880 ⇒ 00:18:49.059 Amber Lin: Yeah, I think
165 00:18:49.280 ⇒ 00:18:54.159 Amber Lin: if we, I don’t think you lock your hours for urban stems when you’re doing development work
166 00:18:54.420 ⇒ 00:18:57.100 Amber Lin: and then like for
167 00:18:58.090 ⇒ 00:19:03.799 Amber Lin: like, maybe we can estimate for the clients that you’re not doing development work, maybe say like
168 00:19:04.600 ⇒ 00:19:10.509 Amber Lin: 5 HI don’t know, depending on. If you attend all the sessions.
169 00:19:10.510 ⇒ 00:19:11.590 Uttam Kumaran: I would put up.
170 00:19:11.590 ⇒ 00:19:15.509 Amber Lin: Flat 30 HI would just put a flat, 30%.
171 00:19:16.310 ⇒ 00:19:20.659 Uttam Kumaran: And add it to the total like, I’m not, gonna it’s not even worth yeah.
172 00:19:20.660 ⇒ 00:19:22.639 Amber Lin: Okay, 30%, your time.
173 00:19:23.630 ⇒ 00:19:28.609 Amber Lin: So I would just do flat 12 h. So there’s like, exact. You could just put like a.
174 00:19:29.120 ⇒ 00:19:32.329 Uttam Kumaran: Yeah, Robert and I, just 24 h
175 00:19:34.560 ⇒ 00:19:36.570 Uttam Kumaran: plus the total is the total. Yeah.
176 00:19:39.730 ⇒ 00:19:43.999 Amber Lin: So yeah, we’ll build all these assumptions in later. But yeah, yeah, yeah, yeah, totally.
177 00:19:56.030 ⇒ 00:19:59.739 Amber Lin: Oh dear, $29 per hour.
178 00:19:59.740 ⇒ 00:20:01.589 Uttam Kumaran: No, January is not correct.
179 00:20:02.180 ⇒ 00:20:03.350 Amber Lin: Oh, okay.
180 00:20:03.680 ⇒ 00:20:07.959 Uttam Kumaran: You’re missing a lot of stuff I would just. I would just not even do. Yeah, I would just.
181 00:20:07.960 ⇒ 00:20:09.890 Robert Tseng: We’ll just care about the last 3 months, anyway.
182 00:20:09.890 ⇒ 00:20:11.900 Uttam Kumaran: I’m mainly looking at last. 3 months.
183 00:20:11.900 ⇒ 00:20:12.550 Robert Tseng: Yeah.
184 00:20:12.960 ⇒ 00:20:15.599 Uttam Kumaran: Also, I don’t know if this is completely correct.
185 00:20:16.280 ⇒ 00:20:20.950 Amber Lin: Hmm, yeah. So let me, because I still need to consolidate this with the.
186 00:20:20.950 ⇒ 00:20:25.929 Uttam Kumaran: I’m actually less. I’m actually less interested in looking at these rates. I want to talk about capacity
187 00:20:26.380 ⇒ 00:20:27.650 Uttam Kumaran: much more like I.
188 00:20:27.650 ⇒ 00:20:28.150 Amber Lin: Sure.
189 00:20:28.150 ⇒ 00:20:29.810 Uttam Kumaran: This one. We’re we’re fine on.
190 00:20:29.810 ⇒ 00:20:30.530 Amber Lin: Okay.
191 00:20:30.530 ⇒ 00:20:33.739 Uttam Kumaran: Like I wanna talk about like, what do we do?
192 00:20:34.470 ⇒ 00:20:40.080 Uttam Kumaran: I mean, really, for me, top of mind is like for for Kyle and Luke
193 00:20:43.630 ⇒ 00:20:45.299 Uttam Kumaran: like. What are we gonna do.
194 00:20:51.530 ⇒ 00:20:54.490 Amber Lin: Is there capacity on new clients to put them on.
195 00:20:58.580 ⇒ 00:21:00.309 Uttam Kumaran: Yeah, that would be.
196 00:21:00.310 ⇒ 00:21:05.620 Robert Tseng: Coming out of our last conversation. I wasn’t clear on what they could do.
197 00:21:05.960 ⇒ 00:21:09.749 Robert Tseng: I think I mentioned that like by default, I think
198 00:21:10.750 ⇒ 00:21:18.280 Robert Tseng: I mean, I I feel comfortable kind of just looping them a lot of innovation to things that are more ambiguous.
199 00:21:18.892 ⇒ 00:21:27.380 Robert Tseng: But like, yeah, I just I don’t know where. I don’t know how to start them. So I think that’s probably why I don’t. Oh, yeah. And I’m like, I don’t really know how to
200 00:21:27.690 ⇒ 00:21:29.049 Robert Tseng: how often you’ve been better.
201 00:21:32.100 ⇒ 00:21:37.129 Uttam Kumaran: How to start meaning oh, like a 4 readme, or spark plug.
202 00:21:37.330 ⇒ 00:21:49.000 Robert Tseng: Yeah, like, I think what I think I talked about with like with Ryan. I think what makes sense is, I mean for all the projects he’s done. It was either you, Tom, or I mean I think it was just you you go in, you you kind of
203 00:21:49.210 ⇒ 00:21:52.110 Robert Tseng: you stood some things up, and then you handed it off to him to keep building.
204 00:21:52.110 ⇒ 00:21:52.430 Uttam Kumaran: Yeah.
205 00:21:52.430 ⇒ 00:21:59.189 Robert Tseng: So I have that in my mind as like, Okay, that’s kind of when Ryan would be able to be, or Luke would be able to be brought into something.
206 00:21:59.760 ⇒ 00:22:04.700 Robert Tseng: I don’t really know what that looks like for Kyle. And I mean, if that’s the only
207 00:22:04.850 ⇒ 00:22:11.555 Robert Tseng: way that we could deploy Luke. Then we’re we’re that’s gonna be pretty slow, like, we’re not gonna get many of those
208 00:22:13.000 ⇒ 00:22:14.330 Robert Tseng: opportunities.
209 00:22:14.840 ⇒ 00:22:15.530 Robert Tseng: Yeah.
210 00:22:18.650 ⇒ 00:22:19.420 Uttam Kumaran: Okay.
211 00:22:19.420 ⇒ 00:22:21.810 Amber Lin: Is Luke on hourly or salary.
212 00:22:22.570 ⇒ 00:22:23.700 Uttam Kumaran: He’s on hourly.
213 00:22:24.760 ⇒ 00:22:30.219 Amber Lin: Then does it? Does it matter if we fully utilize his time?
214 00:22:30.590 ⇒ 00:22:35.100 Amber Lin: If he’s not on salary yet, like I think we still have some buffer. Now.
215 00:22:36.400 ⇒ 00:22:38.769 Uttam Kumaran: It doesn’t matter, although, like
216 00:22:39.390 ⇒ 00:22:45.119 Uttam Kumaran: for me, I just want to know whether at what point we’re gonna need more data folks
217 00:22:45.120 ⇒ 00:22:47.619 Uttam Kumaran: hmm like, if we’re close to that or not.
218 00:22:48.130 ⇒ 00:22:49.390 Amber Lin: I see, I see.
219 00:22:49.390 ⇒ 00:22:59.079 Uttam Kumaran: Like, I think, for readme and spark plug like, I think, with a wish, and I will come in as like solutions, people, and then we’ll bring those people in. Once the tasks are organized.
220 00:22:59.080 ⇒ 00:22:59.620 Robert Tseng: Yeah.
221 00:22:59.950 ⇒ 00:23:02.630 Uttam Kumaran: I think that’s probably I think that’s the play.
222 00:23:03.250 ⇒ 00:23:08.010 Uttam Kumaran: As soon as those those get to the next stage like which I think you’re basically there now
223 00:23:08.120 ⇒ 00:23:14.640 Uttam Kumaran: will help to ticket things out. And then once it’s ticketed
224 00:23:15.300 ⇒ 00:23:17.909 Uttam Kumaran: like it’ll go to them for execution.
225 00:23:20.260 ⇒ 00:23:22.879 Uttam Kumaran: That’s probably what we can do now.
226 00:23:23.560 ⇒ 00:23:24.130 Robert Tseng: Yeah.
227 00:23:34.430 ⇒ 00:23:40.650 Amber Lin: Okay, wanna take a quick look on this. So, depending on
228 00:23:40.920 ⇒ 00:23:44.049 Amber Lin: the size of the client, these are the times that been
229 00:23:44.910 ⇒ 00:23:51.630 Amber Lin: I’ve been spending. I think Urban’s time is gonna be closer to 10 moving forward.
230 00:23:52.360 ⇒ 00:23:56.670 Amber Lin: Maybe she is. Gonna be around 10.
231 00:23:56.670 ⇒ 00:23:58.280 Uttam Kumaran: Wait. So what are the numbers here.
232 00:23:59.046 ⇒ 00:23:59.739 Amber Lin: These are.
233 00:23:59.740 ⇒ 00:24:00.190 Uttam Kumaran: 10 h.
234 00:24:00.190 ⇒ 00:24:03.079 Amber Lin: Project management hours. This is just my hours.
235 00:24:03.510 ⇒ 00:24:04.200 Uttam Kumaran: Okay.
236 00:24:04.530 ⇒ 00:24:06.674 Amber Lin: Yeah. So I think
237 00:24:10.840 ⇒ 00:24:16.130 Amber Lin: think for the size of matter more, it’s gonna be around like 5
238 00:24:16.370 ⇒ 00:24:19.579 Amber Lin: ABC and urban staff is gonna be around 10
239 00:24:20.320 ⇒ 00:24:25.419 Amber Lin: full parts if I do take. If I do take a client like that, probably closer.
240 00:24:25.580 ⇒ 00:24:27.090 Amber Lin: like closer to 5.
241 00:24:27.410 ⇒ 00:24:32.200 Amber Lin: And so no, I think pull-pool parts you can just leave to me. Like.
242 00:24:32.200 ⇒ 00:24:36.370 Amber Lin: Yeah, yeah, I know I’m talking about. If we have a similar size client I see, I see
243 00:24:36.370 ⇒ 00:24:43.889 Amber Lin: want to take on. I think I definitely have room for at least another 5 h for sure.
244 00:24:47.700 ⇒ 00:24:48.440 Amber Lin: But then.
245 00:24:48.440 ⇒ 00:24:49.070 Uttam Kumaran: Okay.
246 00:24:49.070 ⇒ 00:24:50.110 Amber Lin: I think.
247 00:24:50.400 ⇒ 00:24:52.610 Amber Lin: Well, the question we want, but I guess this is where.
248 00:24:52.950 ⇒ 00:25:01.179 Uttam Kumaran: My my ask would be, are those clients from a Pm. Standpoint running like 100%?
249 00:25:01.790 ⇒ 00:25:04.780 Uttam Kumaran: Cause? Then I, because I would push back and say, I don’t think.
250 00:25:04.780 ⇒ 00:25:05.560 Amber Lin: Yeah, I.
251 00:25:05.560 ⇒ 00:25:08.689 Uttam Kumaran: We’re yet. We’re we’re at a hundred percent for those clients.
252 00:25:08.690 ⇒ 00:25:15.500 Amber Lin: No, I need another say another 2 spreads before I can say that
253 00:25:15.670 ⇒ 00:25:21.719 Amber Lin: I need to see that things are running well. Before I can tell you. I want to take on because I don’t want to take it on, and then.
254 00:25:21.990 ⇒ 00:25:28.950 Uttam Kumaran: But I would just say, just like, Spend more time on those you know than like, if, yeah.
255 00:25:29.170 ⇒ 00:25:34.760 Amber Lin: Yeah, yeah, that work that works like same for is is just where I put my time. So it doesn’t matter.
256 00:25:34.760 ⇒ 00:25:42.690 Uttam Kumaran: Because those because urban stems is going to be a lot. It’s gonna continue to be. It’s gonna stabilize at something like 10 h.
257 00:25:43.850 ⇒ 00:25:45.270 Uttam Kumaran: Same with ABC.
258 00:25:48.580 ⇒ 00:25:52.120 Uttam Kumaran: And then same with matter more like, I think all those will stabilize it.
259 00:25:52.340 ⇒ 00:25:52.710 Amber Lin: Hmm.
260 00:25:52.710 ⇒ 00:25:54.690 Uttam Kumaran: At that basically.
261 00:25:54.840 ⇒ 00:25:55.550 Amber Lin: Yeah.
262 00:25:56.400 ⇒ 00:26:00.769 Amber Lin: So I think the question we’re talking about is, when do we need another?
263 00:26:01.140 ⇒ 00:26:02.400 Amber Lin: Pm, higher?
264 00:26:04.210 ⇒ 00:26:04.910 Amber Lin: Right?
265 00:26:05.520 ⇒ 00:26:06.350 Uttam Kumaran: Yeah.
266 00:26:08.970 ⇒ 00:26:11.279 Amber Lin: What is our current?
267 00:26:12.790 ⇒ 00:26:14.080 Amber Lin: I guess we can.
268 00:26:14.430 ⇒ 00:26:23.389 Amber Lin: I mean, we can categorize our projects into stuff that need 10 h stuff that need 5 h and stuff that needs 2 h each week.
269 00:26:23.920 ⇒ 00:26:24.510 Amber Lin: Alright.
270 00:26:24.510 ⇒ 00:26:28.009 Uttam Kumaran: I would rather I want to categorize, based on potential revenue.
271 00:26:28.790 ⇒ 00:26:29.610 Amber Lin: Okay.
272 00:26:30.090 ⇒ 00:26:37.289 Uttam Kumaran: Like ABC, we have, we’re we can if we get the adoption higher.
273 00:26:37.810 ⇒ 00:26:42.255 Uttam Kumaran: Like is a revenue thing like
274 00:26:42.870 ⇒ 00:26:45.629 Amber Lin: How would that relate to our Pm. Buyer, or.
275 00:26:46.290 ⇒ 00:26:51.170 Uttam Kumaran: We’re sitting on like probably 30 tickets that I know. If we executed we would.
276 00:26:51.530 ⇒ 00:26:53.209 Uttam Kumaran: We would hit the 10 K.
277 00:26:54.210 ⇒ 00:27:00.040 Uttam Kumaran: Like we still aren’t doing things like looking at all the bad messages that are coming in and improving them
278 00:27:00.290 ⇒ 00:27:05.650 Uttam Kumaran: like, I still think we’re we’re just like not pushing on the adoption side enough.
279 00:27:06.910 ⇒ 00:27:15.210 Uttam Kumaran: Like. I think we’re waiting for the client to do a lot of stuff when we can just do it like I think that’s that I don’t. I don’t know who it’s either an engineering thing or Pm. Thing. You know.
280 00:27:17.180 ⇒ 00:27:18.340 Uttam Kumaran: I agree.
281 00:27:25.750 ⇒ 00:27:28.479 Uttam Kumaran: Urban stems like we’re locked into our current rate.
282 00:27:29.720 ⇒ 00:27:33.209 Uttam Kumaran: So the goal there is is to just execute it with
283 00:27:34.520 ⇒ 00:27:36.339 Uttam Kumaran: as little time as you can.
284 00:27:36.910 ⇒ 00:27:42.449 Uttam Kumaran: But like that we can’t. We? We like that needs to just work like we have to guarantee that.
285 00:27:43.050 ⇒ 00:27:43.630 Amber Lin: Yeah.
286 00:27:52.070 ⇒ 00:27:56.610 Amber Lin: well, in my perspective, these bigger clients will take more time.
287 00:27:56.840 ⇒ 00:27:58.000 Amber Lin: And so
288 00:27:58.130 ⇒ 00:28:10.350 Amber Lin: it comes to a point where I reach the capacity that I have, because I need to keep these going. Well, you reach the capacity you have, because you have to tend to sales, so you only have a limited amount of.
289 00:28:10.460 ⇒ 00:28:21.009 Amber Lin: say, even small projects that you can take on a robber has a capacity. So I think it’s calculating that capacity will let us know when we need a Pm hybrid hire. That’s what I want to.
290 00:28:25.720 ⇒ 00:28:33.330 Uttam Kumaran: Yeah, I mean, I think we’re kind of close to that point. Like, I, yeah.
291 00:28:34.640 ⇒ 00:28:42.410 Amber Lin: Okay, you know. I can do this. I can do this. Offline as well. I can calculate how much. Say, a
292 00:28:42.660 ⇒ 00:28:51.519 Amber Lin: short term. Pm. Hire. If we’re hiring offshore, how much that will save us? Not save us! How much that will allow us to
293 00:28:51.660 ⇒ 00:28:54.659 Amber Lin: survive another 2, 3 months.
294 00:28:54.780 ⇒ 00:28:55.360 Uttam Kumaran: Like
295 00:28:55.360 ⇒ 00:29:03.540 Uttam Kumaran: basically that. That short term Pm. Hire can take 2 h off of each of your clients that allows you to probably take on one more large.
296 00:29:05.030 ⇒ 00:29:06.719 Uttam Kumaran: And that I think if we can
297 00:29:06.860 ⇒ 00:29:11.059 Uttam Kumaran: do that for at least another month or 2 like that would be ideal.
298 00:29:13.370 ⇒ 00:29:13.910 Amber Lin: Okay.
299 00:29:13.910 ⇒ 00:29:19.020 Uttam Kumaran: And then I like I can totally hand off all of my clients. Like all of my client stuff.
300 00:29:19.350 ⇒ 00:29:25.140 Uttam Kumaran: I’m doing so bare bones like I could hand off all of that, and I just show I just show up to the meeting.
301 00:29:27.860 ⇒ 00:29:28.670 Amber Lin: Great.
302 00:29:29.000 ⇒ 00:29:37.009 Uttam Kumaran: Like, if it’s like taking taking notes from the meeting, turning it into tickets, following up on the tickets, telling me when the tickets are done.
303 00:29:37.010 ⇒ 00:29:37.530 Amber Lin: Yeah.
304 00:29:37.530 ⇒ 00:29:40.549 Uttam Kumaran: Helping me draft the communication and then icing the comms
305 00:29:41.260 ⇒ 00:29:47.099 Uttam Kumaran: like, I’m only on the front and back end of that like that’d be perfect. I don’t have to talk to at like
306 00:29:47.660 ⇒ 00:29:51.899 Uttam Kumaran: this stuff I’m I’m running like with like very little already. So.
307 00:29:55.420 ⇒ 00:29:58.069 Amber Lin: Okay, yeah, I’ll do the calculation software.
308 00:29:59.510 ⇒ 00:30:05.339 Amber Lin: I want to see some actual numbers. But I do agree. We’re at that point. I and
309 00:30:05.460 ⇒ 00:30:09.279 Amber Lin: I know we’re making our hiring decision. Soon
310 00:30:10.660 ⇒ 00:30:12.550 Amber Lin: we’re gonna move forward with fun.
311 00:30:14.263 ⇒ 00:30:17.499 Uttam Kumaran: No, I don’t think we’ve like arrived at that yet.
312 00:30:17.500 ⇒ 00:30:18.280 Amber Lin: Okay.
313 00:30:18.670 ⇒ 00:30:19.320 Uttam Kumaran: Yeah.
314 00:30:29.730 ⇒ 00:30:37.724 Uttam Kumaran: yeah, if you could work in that in the financial model spreadsheet, I think that’ll be better. And then, yeah, I kind of want to look at. I kind of want to look at.
315 00:30:38.130 ⇒ 00:30:40.839 Uttam Kumaran: yeah, like what our average billable rate is.
316 00:30:41.190 ⇒ 00:30:43.900 Uttam Kumaran: I also want to bring in the
317 00:30:44.170 ⇒ 00:30:47.662 Uttam Kumaran: the 2, the 2 clients that Robert’s working at so like
318 00:30:48.180 ⇒ 00:30:54.730 Uttam Kumaran: spark plug and read me into that. And then I wanna be able to forecast
319 00:30:55.000 ⇒ 00:31:03.650 Uttam Kumaran: like if those end up growing like what hours we’ll need for those I think we have. We basically have all the data to do that now.
320 00:31:07.510 ⇒ 00:31:08.750 Uttam Kumaran: So, yeah.
321 00:31:09.560 ⇒ 00:31:10.180 Amber Lin: Okay.
322 00:31:14.490 ⇒ 00:31:17.560 Uttam Kumaran: And then, yeah, you can just factor 30% for our time.
323 00:31:20.660 ⇒ 00:31:26.250 Uttam Kumaran: So yeah, I think I just really wanted like, I, I think part of this like what I you know what
324 00:31:26.670 ⇒ 00:31:33.190 Uttam Kumaran: author said to us, Robert? He talked. I don’t know if you’re there at this point, but he talked about this like concept of like
325 00:31:33.580 ⇒ 00:31:36.239 Uttam Kumaran: basically like ambient stress.
326 00:31:36.300 ⇒ 00:31:38.370 Robert Tseng: Yeah, yeah, I remember you signing.
327 00:31:39.310 ⇒ 00:31:42.020 Uttam Kumaran: And that I’ve been thinking about like
328 00:31:43.010 ⇒ 00:31:46.902 Uttam Kumaran: since. Basically, since the moment he said that I’ve been thinking about that and
329 00:31:48.240 ⇒ 00:31:54.239 Uttam Kumaran: I really am still very have a high ambient stress for urban stems, for matter, more and for ABC.
330 00:31:54.490 ⇒ 00:32:00.889 Uttam Kumaran: And so I don’t want to talk about like moving off, though moving
331 00:32:01.090 ⇒ 00:32:13.439 Uttam Kumaran: amber your time to other stuff until those are like no longer ambient stress. So that’s what I that’s what my ask would be. Is that we
332 00:32:13.630 ⇒ 00:32:15.359 Uttam Kumaran: we like nail those
333 00:32:15.808 ⇒ 00:32:21.069 Uttam Kumaran: because we if if we lose one of those, it’s a huge risk to the company.
334 00:32:21.320 ⇒ 00:32:25.189 Uttam Kumaran: So I just want to see those be like perfect
335 00:32:25.300 ⇒ 00:32:40.920 Uttam Kumaran: before we do anything else. So I want to know, and then that way it’ll show us how much time perfect takes, and we can go back from there like I don’t. I don’t want to layer on another 2 clients or 3 clients on your plate until we figure that out.
336 00:32:40.920 ⇒ 00:32:42.650 Amber Lin: Okay, I like that, too.
337 00:32:42.870 ⇒ 00:32:47.589 Uttam Kumaran: That’s I think my would be my 2 cents, because I think the cost of the ambient stress
338 00:32:47.870 ⇒ 00:32:52.370 Uttam Kumaran: is a lot higher than the than the 30% would indicate.
339 00:32:55.587 ⇒ 00:33:00.940 Uttam Kumaran: yeah, like, I think there is. There is time that we’re spending on the clients. But I think there is
340 00:33:01.140 ⇒ 00:33:07.689 Uttam Kumaran: the the sort of like making sure that things are going well and like
341 00:33:08.040 ⇒ 00:33:15.340 Uttam Kumaran: sort of like coming to end of month and being. Did we make progress like that sort of stuff is really hard to deal with. So I think if we can.
342 00:33:15.540 ⇒ 00:33:21.139 Uttam Kumaran: if we just know that those clients are working well, and we and you work with Alex to figure out like
343 00:33:21.260 ⇒ 00:33:27.940 Uttam Kumaran: what needs to happen to get to that point. That’ll then allow us to understand. Okay, what is the fully baked Pm. Time needed.
344 00:33:28.940 ⇒ 00:33:33.939 Uttam Kumaran: And what is the level of expertise we need for this next mid level hire.
345 00:33:34.150 ⇒ 00:33:41.249 Uttam Kumaran: In the meantime, like, I will continue to leverage the AI team. And ideally, we’ll see if we get a coordinator person.
346 00:33:41.360 ⇒ 00:33:47.389 Uttam Kumaran: But those are like stop gaps meaning those are just gonna help like, help us get there.
347 00:33:47.530 ⇒ 00:33:52.440 Uttam Kumaran: But like, I think we’re gonna start swinging for bigger and bigger clients.
348 00:33:52.660 ⇒ 00:33:57.380 Uttam Kumaran: And it’s gonna be hard to run any of those like
349 00:33:57.560 ⇒ 00:34:10.779 Uttam Kumaran: it’s gonna be like a lot. It’s gonna be like more serious. I would say, I have to guess because when we move from 3 clients that are all paying like 1520, 30 k. To then 5 or 6.
350 00:34:10.969 ⇒ 00:34:13.810 Uttam Kumaran: We really need to guarantee like the success for them.
351 00:34:14.443 ⇒ 00:34:17.000 Uttam Kumaran: So I just wanted to make sure that we can nail that.
352 00:34:17.610 ⇒ 00:34:22.579 Uttam Kumaran: So that’s what probably would be my, and then keep some time, just as things are fluctuating
353 00:34:23.000 ⇒ 00:34:25.800 Uttam Kumaran: so like you shouldn’t. I wouldn’t aim to like.
354 00:34:26.679 ⇒ 00:34:33.809 Uttam Kumaran: Say, like, Oh, I have 40 h booked like I would aim for 35 30 h, booked the other time. We’ll get taken by stuff easily.
355 00:34:33.969 ⇒ 00:34:34.639 Amber Lin: Yeah.
356 00:34:35.060 ⇒ 00:34:39.140 Uttam Kumaran: And then, if you’re like cool, I think I can take on these 3 clients solidly.
357 00:34:39.440 ⇒ 00:34:47.779 Uttam Kumaran: And, Max, that’s fine that that way, we just know, and then we can pick at it via AI or coordinators. We can take some of that off.
358 00:34:53.279 ⇒ 00:34:54.199 Amber Lin: Right.
359 00:34:55.239 ⇒ 00:34:56.739 Uttam Kumaran: Because the the
360 00:34:57.019 ⇒ 00:35:10.599 Uttam Kumaran: the time in between stuff where, like I mean I you know, I can only talk about me, but the time in between meetings or in between sort of tasks, is where, like, I get a lot of work done about the like on the company.
361 00:35:10.959 ⇒ 00:35:18.089 Uttam Kumaran: and that is at a direct head with like ambient stress. Because if there’s ambient stress, I’m working on that, and I can’t
362 00:35:18.269 ⇒ 00:35:24.739 Uttam Kumaran: do anything on the company planning side. So for me. I think that’s the number one thing to try to eliminate.
363 00:35:27.779 ⇒ 00:35:30.799 Uttam Kumaran: That’ll help us move up things forward a lot.
364 00:35:31.839 ⇒ 00:35:40.579 Uttam Kumaran: You know, but I think we’ll try to land at least one coordinator, either for sales, or or
365 00:35:40.699 ⇒ 00:35:41.599 Uttam Kumaran: PM.
366 00:35:41.810 ⇒ 00:35:42.500 Amber Lin: Okay.
367 00:35:44.780 ⇒ 00:35:46.200 Amber Lin: Sounds good to me.
368 00:35:48.410 ⇒ 00:35:51.000 Uttam Kumaran: Other than that. Yeah, I think on the sales side
369 00:35:51.530 ⇒ 00:35:55.959 Uttam Kumaran: it’s getting better. I think we have a lot. We have a bunch more leads in the pipeline.
370 00:35:56.270 ⇒ 00:35:57.590 Uttam Kumaran: I think we’re.
371 00:35:59.090 ⇒ 00:36:02.589 Uttam Kumaran: I think we’re still in the mode where you just have to follow up and keep pushing.
372 00:36:03.265 ⇒ 00:36:13.504 Uttam Kumaran: I don’t know how much my upward thing is working proper. So maybe you can, you can make a decision on that. I mean, if it’s still running, it’s still running. I don’t want to keep bringing that up, but
373 00:36:13.760 ⇒ 00:36:14.420 Robert Tseng: Okay.
374 00:36:15.160 ⇒ 00:36:17.126 Uttam Kumaran: Yeah, I mean, I guess.
375 00:36:19.470 ⇒ 00:36:31.869 Robert Tseng: We’ll we’ll give it. We’ll give it a month. So yeah, let’s let’s we can. We can pull it by then. I mean, I’m gonna I keep tweaking it. I made some adjustments earlier this week. So but
376 00:36:33.290 ⇒ 00:36:40.980 Robert Tseng: wait, is it just that you don’t feel like you’re getting like good. I mean, if you get the proposals you get, I see you get some responses, and then, like they.
377 00:36:40.980 ⇒ 00:36:43.390 Uttam Kumaran: I don’t think I’m getting any responses.
378 00:36:43.660 ⇒ 00:36:44.270 Robert Tseng: Oh!
379 00:36:45.210 ⇒ 00:36:47.189 Uttam Kumaran: Yeah. I don’t think I’m getting any responses.
380 00:36:47.470 ⇒ 00:36:48.143 Robert Tseng: I see.
381 00:36:50.030 ⇒ 00:36:53.470 Uttam Kumaran: But I I don’t know. That’s just on my mind. I think the other thing.
382 00:36:53.470 ⇒ 00:36:53.790 Robert Tseng: Exactly.
383 00:36:53.790 ⇒ 00:36:56.262 Uttam Kumaran: Like we we got
384 00:36:57.320 ⇒ 00:36:59.680 Uttam Kumaran: We got 2 good leads from
385 00:37:02.430 ⇒ 00:37:02.950 Robert Tseng: And Odn.
386 00:37:02.950 ⇒ 00:37:04.899 Uttam Kumaran: Leads from Craig. Yeah. So
387 00:37:06.030 ⇒ 00:37:11.953 Uttam Kumaran: I just think, I, I think we’re seeing some success from the partners that like, we just need to try to spend more time on
388 00:37:12.360 ⇒ 00:37:15.839 Robert Tseng: Yeah, we don’t both have to like optimize the upward stuff. It was just
389 00:37:16.400 ⇒ 00:37:21.739 Robert Tseng: well, I think the AI pitching on upwork is kind of noisy. I feel like
390 00:37:21.870 ⇒ 00:37:27.990 Robert Tseng: I feel like that’s really just a race to the bottom. It may just be going for the budgets too low. It doesn’t make any sense for us.
391 00:37:27.990 ⇒ 00:37:28.510 Uttam Kumaran: Okay.
392 00:37:29.800 ⇒ 00:37:37.150 Robert Tseng: yeah, on the data stuff. There’s some high quality stuff. But I mean at the end of the day, like, if you start up work. You’re never really gonna be able to.
393 00:37:37.550 ⇒ 00:38:00.140 Robert Tseng: It’s always kind of you’re working up towards like the rate that we want. So I’d rather you just like worry about the partner stuff like, I feel like we have good needs there, if you definitely have more traction there. So if anything, I I’ll check again at the end of the week. But maybe I’ll I’ll I’ll keep mine running like I think those cam. Those campaigns are good like I’m even looking at this week like I’ve gone 7.
394 00:38:01.031 ⇒ 00:38:06.148 Uttam Kumaran: Nice responses so, and probably half of those will convert to discovery calls, and, like.
395 00:38:07.340 ⇒ 00:38:10.910 Robert Tseng: Yeah, the inbound on on my side has been has been good. So.
396 00:38:10.910 ⇒ 00:38:13.410 Uttam Kumaran: The Roi is good, the Roi has been worth it.
397 00:38:13.630 ⇒ 00:38:14.100 Robert Tseng: Yeah.
398 00:38:14.570 ⇒ 00:38:15.490 Uttam Kumaran: Okay, cool.
399 00:38:17.390 ⇒ 00:38:21.564 Uttam Kumaran: Okay? Yeah. And I think I think,
400 00:38:22.120 ⇒ 00:38:28.400 Uttam Kumaran: probably the other thing is, we just need to continue to have the bandwidth to just continue on linkedin and stuff. I think it’s helping
401 00:38:29.070 ⇒ 00:38:30.779 Uttam Kumaran: a lot of people are coming back.
402 00:38:31.610 ⇒ 00:38:37.889 Uttam Kumaran: Yeah. And I’m like, I just think we the the biggest thing, Hannah, I think, to consider there is just like sustainability like
403 00:38:39.410 ⇒ 00:38:44.730 Uttam Kumaran: it’s some weeks are easier than others, like I think I had a little bit of a good momentum. But then
404 00:38:45.320 ⇒ 00:38:46.949 Uttam Kumaran: last 2 weeks are really hard.
405 00:38:49.350 ⇒ 00:38:58.719 Uttam Kumaran: but but Ryan is posting a lot from the account, and we’re, I think, so we just need to try to get some more like one more event scheduled or something.
406 00:39:01.550 ⇒ 00:39:06.209 Uttam Kumaran: So yeah, that’s probably the biggest thing there.
407 00:39:06.701 ⇒ 00:39:14.119 Uttam Kumaran: I think from from the events are like. That’s where I think we have a really good shot. If we can get the right people in the room to get some good follow ups from.
408 00:39:14.750 ⇒ 00:39:23.529 Hannah Wang: Events, I know you made like a ticket for an event scraper. I don’t know the roadmap.
409 00:39:24.070 ⇒ 00:39:27.370 Uttam Kumaran: Yeah, I can let me try to get that onto something.
410 00:39:27.810 ⇒ 00:39:28.210 Hannah Wang: Okay.
411 00:39:30.100 ⇒ 00:39:32.219 Uttam Kumaran: So if I get that, can I just like.
412 00:39:33.140 ⇒ 00:39:36.880 Uttam Kumaran: and that’s you, maybe to figure out what what we do with that.
413 00:39:37.970 ⇒ 00:39:43.499 Hannah Wang: Yeah, yeah, I need to think through, like.
414 00:39:46.370 ⇒ 00:39:49.749 Hannah Wang: yeah, who’s gonna like, go through it? And then
415 00:39:50.580 ⇒ 00:39:56.954 Hannah Wang: I mean, like, I can go through the events and just like, suggest things to you guys. And then you could like yes or no, it
416 00:39:57.200 ⇒ 00:39:58.010 Uttam Kumaran: Yeah.
417 00:39:58.270 ⇒ 00:40:00.099 Hannah Wang: That’s probably the best way to go.
418 00:40:00.100 ⇒ 00:40:02.530 Uttam Kumaran: The next place, I think the evolution
419 00:40:02.800 ⇒ 00:40:07.259 Uttam Kumaran: is we want to start up. We want to start applying to go speak, at events,
420 00:40:08.950 ⇒ 00:40:13.380 Uttam Kumaran: with our propose, with our whatever thing. So
421 00:40:13.690 ⇒ 00:40:17.110 Uttam Kumaran: let me try to get this event scraper thing done.
422 00:40:17.370 ⇒ 00:40:18.929 Uttam Kumaran: Thanks as a good reminder.
423 00:40:22.510 ⇒ 00:40:26.350 Hannah Wang: I mean, it’s a bummer that we didn’t get the early June.
424 00:40:26.670 ⇒ 00:40:28.809 Hannah Wang: What’s it called the AI in the West.
425 00:40:29.950 ⇒ 00:40:31.266 Uttam Kumaran: What’s that about? Or whatever.
426 00:40:32.370 ⇒ 00:40:32.760 Hannah Wang: Oh!
427 00:40:32.760 ⇒ 00:40:48.229 Uttam Kumaran: I don’t know we, but we just have to try. We just. I think we have like enough brand presence, and we have that sheet where my suggestion would be. If we find events in Austin, New York, we should, if you can handle just like even dming and being like, Hey, we’d like to present.
428 00:40:48.470 ⇒ 00:40:53.900 Uttam Kumaran: or we’d like to like, do something. I think that would be really really helpful.
429 00:40:53.900 ⇒ 00:40:54.780 Hannah Wang: Okay. Yeah.
430 00:40:56.230 ⇒ 00:41:02.599 Uttam Kumaran: I just have a feeling that if we can get on a stage or like, get in front of people and talk about what we do.
431 00:41:04.960 ⇒ 00:41:16.390 Uttam Kumaran: people are gonna come up to us and ask us for follow ups like, pretty significantly. But I think the main bottleneck there is actually just like Robert, and I can’t execute that right now, like the coordination.
432 00:41:16.390 ⇒ 00:41:20.279 Hannah Wang: Yeah, yeah, I can coordinate. Yeah, I can send emails and do stuff. Yeah.
433 00:41:20.280 ⇒ 00:41:22.489 Uttam Kumaran: So let me let me ask. Let me see if
434 00:41:24.240 ⇒ 00:41:28.136 Uttam Kumaran: yeah, I’ll ask. I’ll see if they can. If they can do this today or tomorrow.
435 00:41:28.930 ⇒ 00:41:30.039 Uttam Kumaran: it’s pretty quick.
436 00:41:30.190 ⇒ 00:41:34.810 Uttam Kumaran: And then at least we have that list. You can start to get people going on there.
437 00:41:34.810 ⇒ 00:41:35.920 Hannah Wang: Yeah, okay.
438 00:41:35.920 ⇒ 00:41:36.500 Uttam Kumaran: Okay.
439 00:41:40.960 ⇒ 00:41:41.830 Uttam Kumaran: okay.
440 00:41:48.590 ⇒ 00:41:49.950 Uttam Kumaran: what else?
441 00:41:51.560 ⇒ 00:41:57.699 Uttam Kumaran: Yeah, Amber, if you just let me know how far you make it on this spreadsheet stuff, I I’m basically free
442 00:41:58.310 ⇒ 00:42:01.730 Uttam Kumaran: until this mixed panel call later.
443 00:42:02.130 ⇒ 00:42:05.260 Uttam Kumaran: So I will be, I’m gonna be working on one
444 00:42:05.500 ⇒ 00:42:18.519 Uttam Kumaran: fleshing out like our AI. I’m going to be writing like a big Prd for AI pm, like doing some workflow. And then I can do spreadsheet stuff. Yeah, just tell me if you get stuck on any spreadsheet stuff, too, because
445 00:42:18.990 ⇒ 00:42:23.379 Uttam Kumaran: I’ve been doing especially stuff the last 2 weeks. So I feel like I’m back in the Zone.
446 00:42:23.610 ⇒ 00:42:30.099 Amber Lin: Sounds good. I have a call. I think I’ll have the next 30 min free, because I have a call with the ABC. Folks. Later.
447 00:42:30.100 ⇒ 00:42:30.720 Uttam Kumaran: Okay.
448 00:42:30.940 ⇒ 00:42:32.640 Amber Lin: Yeah, sounds good.
449 00:42:33.000 ⇒ 00:42:40.200 Uttam Kumaran: And then just ping me if if like. You need help on any of the ABC stuff, is not moving forward, or whatever.
450 00:42:40.930 ⇒ 00:42:45.499 Amber Lin: Well, ABC, stuff, you guys have a, we have the discussion.
451 00:42:45.500 ⇒ 00:42:50.889 Uttam Kumaran: Well, I talked to them about the act, the tickets that are active in our meeting, but I’m not like.
452 00:42:51.080 ⇒ 00:42:51.690 Amber Lin: Yeah.
453 00:42:51.690 ⇒ 00:42:54.489 Uttam Kumaran: There’s a little bit of a disconnect, because I’m not talking to.
454 00:42:54.490 ⇒ 00:42:55.420 Amber Lin: Oh, okay.
455 00:42:55.690 ⇒ 00:42:59.920 Uttam Kumaran: ABC team. So just tell me if they’re like tickets that are there.
456 00:43:00.740 ⇒ 00:43:05.620 Amber Lin: Okay, yeah. And if not, I’ll probably get a meeting with them tomorrow, too.
457 00:43:05.940 ⇒ 00:43:08.080 Uttam Kumaran: So just check on the team, and I’ll do
458 00:43:08.080 ⇒ 00:43:13.790 Uttam Kumaran: we should we? We should have this sprint summarizer.
459 00:43:14.370 ⇒ 00:43:14.730 Amber Lin: Okay.
460 00:43:14.730 ⇒ 00:43:16.080 Uttam Kumaran: Like today or tomorrow.
461 00:43:16.080 ⇒ 00:43:17.535 Amber Lin: Oh, awesome! Great.
462 00:43:18.180 ⇒ 00:43:18.620 Uttam Kumaran: So.
463 00:43:19.110 ⇒ 00:43:21.110 Uttam Kumaran: We can all try that out and discuss.
464 00:43:21.110 ⇒ 00:43:27.160 Amber Lin: Yeah, I’ll probably do a grooming for ABC. Like Thursday or Friday.
465 00:43:27.740 ⇒ 00:43:28.460 Uttam Kumaran: Okay.
466 00:43:28.460 ⇒ 00:43:30.949 Amber Lin: Yeah. Sounds good, that’s all from my side.
467 00:43:33.360 ⇒ 00:43:34.040 Uttam Kumaran: Okay.
468 00:43:34.210 ⇒ 00:43:34.770 Amber Lin: Yeah.
469 00:43:36.070 ⇒ 00:43:37.040 Uttam Kumaran: Thanks guys.
470 00:43:37.040 ⇒ 00:43:38.570 Amber Lin: Alrighty thanks, all.
471 00:43:39.020 ⇒ 00:43:40.220 Robert Tseng: Alright! Bye, everyone.
472 00:43:40.220 ⇒ 00:43:41.250 Amber Lin: Bye.