Meeting Title: BF Managers Meeting: Finance Check Date: 2025-07-03 Meeting participants: Robert Tseng, Amber Lin, Hannah Wang, Uttam Kumaran
WEBVTT
1 00:00:41.540 ⇒ 00:00:42.770 Amber Lin: Hi Robert!
2 00:00:45.920 ⇒ 00:00:46.650 Robert Tseng: Amber.
3 00:00:49.697 ⇒ 00:00:52.720 Amber Lin: Do you know if others will be joining.
4 00:00:54.680 ⇒ 00:00:56.380 Robert Tseng: I don’t know.
5 00:00:56.380 ⇒ 00:01:03.880 Amber Lin: And that said question questionable a wish, I think, a wish. I think he is off today. He I just saw that in the data channel.
6 00:01:05.780 ⇒ 00:01:07.579 Amber Lin: I don’t know where Utam is.
7 00:01:14.890 ⇒ 00:01:18.610 Robert Tseng: I’m looking through your messages. Machine.
8 00:01:26.980 ⇒ 00:01:33.439 Robert Tseng: Yeah, pretty sure wishes off he was on. He was like taking a couple of meetings for clients, but then I think he’s off now.
9 00:01:33.750 ⇒ 00:01:34.759 Amber Lin: Hmm, okay.
10 00:01:45.000 ⇒ 00:01:57.260 Robert Tseng: Oh, maybe Utah has to be on this call. But if you if if Hannah is there, okay, Hannah’s here. Okay, yeah. I’ll also run it, even if it’s just you, too, and then you don’t listen to this morning. It’s fine. He knows all the stuff.
11 00:01:58.150 ⇒ 00:01:58.680 Amber Lin: Hmm.
12 00:02:00.810 ⇒ 00:02:02.150 Robert Tseng: Okay, cool?
13 00:02:03.800 ⇒ 00:02:07.259 Robert Tseng: Well, I’m just gonna share my screen.
14 00:02:10.430 ⇒ 00:02:17.970 Robert Tseng: So there were a bunch of documents that were kind of put out today. So I’m hoping that this time I’ll just set aside to answer any questions, and then we can kind of just talk through.
15 00:02:19.820 ⇒ 00:02:22.620 Robert Tseng: Didn’t send any of the stuff. So but
16 00:02:24.540 ⇒ 00:02:29.250 Robert Tseng: I mean, this already went over last week. These are just kind of our updated like
17 00:02:29.780 ⇒ 00:02:31.840 Robert Tseng: sales. Okrs. I’ve kind of.
18 00:02:32.250 ⇒ 00:02:35.148 Robert Tseng: I’ve been running off of this every day. So
19 00:02:35.700 ⇒ 00:02:39.739 Robert Tseng: yeah, I think this is pretty clear. I think there’s there were a couple of things I wanted to
20 00:02:39.950 ⇒ 00:02:47.370 Robert Tseng: kind of like nudge on specifically on on the partner side, I mean, I think they’re just like scattered messages. I I
21 00:02:49.300 ⇒ 00:02:53.940 Robert Tseng: I guess this is kind of not to put you on the spot, Hannah, but, like I
22 00:02:54.450 ⇒ 00:03:07.100 Robert Tseng: I I know that we have some initiatives going on this front. I I don’t know. I I don’t know what they are. I think I just. I’m highlighting it because I I know how everything else is going. I just don’t know how this is going.
23 00:03:10.260 ⇒ 00:03:13.796 Hannah Wang: I am also still learning. So I’ll do my best.
24 00:03:14.270 ⇒ 00:03:16.489 Hannah Wang: Okay, in terms of yeah.
25 00:03:17.650 ⇒ 00:03:20.427 Robert Tseng: Yeah, that’s fine. I think I I’m not asking for like,
26 00:03:22.460 ⇒ 00:03:27.600 Robert Tseng: this is not like a progress check call or anything. I just because I’m
27 00:03:28.130 ⇒ 00:03:30.800 Robert Tseng: I’m checking on all this every day like I
28 00:03:31.510 ⇒ 00:03:38.580 Robert Tseng: and I’m kind of giving giving you guys some space to kind of run with this. So anything that I can do to
29 00:03:38.840 ⇒ 00:03:43.315 Robert Tseng: and provide more clarity on that, I think. Just let me know. But
30 00:03:43.800 ⇒ 00:03:49.780 Robert Tseng: I’m not gonna spend that all really talking about these things. I’m just trying to ground us on like
31 00:03:50.100 ⇒ 00:03:51.410 Robert Tseng: some context here.
32 00:03:51.690 ⇒ 00:03:57.950 Robert Tseng: So we have this, we have marketing Okrs, these initiatives are slightly different.
33 00:03:58.110 ⇒ 00:04:02.430 Robert Tseng: but kind of rolling up to the same objective and then
34 00:04:02.640 ⇒ 00:04:08.930 Robert Tseng: I had already I had updated some of these initiatives here, so I think some of the website work that we’re doing is kind of going. And
35 00:04:09.300 ⇒ 00:04:13.439 Robert Tseng: it’s going to go and impact this and then
36 00:04:13.930 ⇒ 00:04:16.910 Robert Tseng: I, I think this is still kind of
37 00:04:17.660 ⇒ 00:04:21.750 Robert Tseng: work in progress between. We, Dom and I were both been like building a lot of
38 00:04:24.330 ⇒ 00:04:26.370 Robert Tseng: I guess new
39 00:04:26.570 ⇒ 00:04:32.060 Robert Tseng: agents, if you want to call that our GPS for us to be able to basically just like.
40 00:04:32.170 ⇒ 00:04:42.360 Robert Tseng: do better knowledge, knowledge, knowledge share. We haven’t really moved into like clients personas. Yet I think we’re still kind of trying to get stuff out of our brain. And this exact brain gpt.
41 00:04:42.510 ⇒ 00:04:45.510 Robert Tseng: so, yeah, I think that’s something I’m paying attention to as well.
42 00:04:46.350 ⇒ 00:04:51.390 Robert Tseng: And then yeah, on the more on the co-marketing stuff. There’s some work here.
43 00:04:51.849 ⇒ 00:05:00.520 Robert Tseng: events. And now, Hannah, you’ve kind of been pushing on that, giving us a list few times. Kind of jumping into some more events and working on the fine speaking engagements.
44 00:05:01.296 ⇒ 00:05:18.250 Robert Tseng: Yeah, as far as like getting our assets in in the marketing content. More, I think I see Ryan kind of starting to do more linking to our assets, and then we also talked about be able to track like kind of downloads and click throughs into these assets
45 00:05:18.770 ⇒ 00:05:25.469 Robert Tseng: yesterday. So I think that’s kind of that’s all we’re gonna roll as that’s all impacting this initiative.
46 00:05:25.969 ⇒ 00:05:31.410 Robert Tseng: And then, as far as packaging goes, that’s why I think packaging will kind of spend some time talking through like
47 00:05:31.860 ⇒ 00:05:38.090 Robert Tseng: the evolution from the brand script to kind of like what I had written out in strat in the strategy. Doc.
48 00:05:44.170 ⇒ 00:05:45.820 Robert Tseng: I don’t think this is what it is.
49 00:05:56.210 ⇒ 00:06:03.350 Robert Tseng: okay, I’m not really sure what I what I branded what I called that doc. But it ended up becoming this this artifact?
50 00:06:06.520 ⇒ 00:06:11.630 Robert Tseng: So I think that’ll be distilled into panels.
51 00:06:12.070 ⇒ 00:06:21.359 Robert Tseng: The language that’s in our in our existing assets. So that’s kind of the idea of the modular service packages like, we’re not really there yet, but that’s that’s another
52 00:06:21.540 ⇒ 00:06:22.590 Robert Tseng: initiative.
53 00:06:23.212 ⇒ 00:06:26.519 Robert Tseng: And then on the event, promo side.
54 00:06:27.052 ⇒ 00:06:34.309 Robert Tseng: Yeah, I think we’re continuing to drive, or, you know, John’s kind of laid out some more process on.
55 00:06:34.450 ⇒ 00:06:39.560 Robert Tseng: like how we’re doing the outbound work. I think
56 00:06:39.780 ⇒ 00:06:44.330 Robert Tseng: being able to make it more seamless to go from apps.
57 00:06:44.710 ⇒ 00:07:01.969 Robert Tseng: Yeah. Us, requesting, like a particular lead list, to be built to the scheduling that goes into it. I met with Mustafa and Ryan earlier this week are talking about how it should flow into, hey, reach? And then how we’re using it to follow up through linkedin or email, so that that work is is being done right now.
58 00:07:02.481 ⇒ 00:07:08.519 Robert Tseng: So yeah, like, those are all the things that are going on. Hopefully, I don’t know, like, I know, it’s a lot of
59 00:07:09.030 ⇒ 00:07:10.334 Robert Tseng: lot of stuff. But
60 00:07:11.870 ⇒ 00:07:15.699 Robert Tseng: yeah, I don’t know how much it impacts your day to day. But like at least for my
61 00:07:16.090 ⇒ 00:07:22.443 Robert Tseng: point of view, like I, I do think we’re running at in the in at these with with some more focus now. So
62 00:07:22.930 ⇒ 00:07:45.139 Robert Tseng: yeah, I’ll just pause there just to make sure we’re all aligned on like the things that we’re seeing observing across the company are all kind of like lining up with these objectives that we’ve outlined. And if they’re not like all them out, if we feel like we’re actually not hitting any of these initiatives, or we’re not giving it enough. Something like I would want to hear that as well.
63 00:07:49.500 ⇒ 00:07:51.550 Hannah Wang: I think it makes sense, I think.
64 00:07:54.210 ⇒ 00:08:02.429 Hannah Wang: yeah, just channeling all the efforts to more like sales and treating sales as like our client. Essentially, I think that’s like helpful and
65 00:08:03.240 ⇒ 00:08:17.540 Hannah Wang: just thinking about why we’re doing what we’re doing. Because I think before it was kind of more nebulous, like the goal, I guess. But now it feels more concrete. So I feel like everything that we’re doing is basically to help with
66 00:08:17.730 ⇒ 00:08:23.709 Hannah Wang: sales. And I think that’s just helpful to to know
67 00:08:27.020 ⇒ 00:08:34.370 Robert Tseng: Cool. Yeah, I mean, I don’t think it fundamentally changes what we’re doing. I think all the pieces are still the same. But we’re just like trying to
68 00:08:35.006 ⇒ 00:08:43.073 Robert Tseng: as we’re working on those things that there is like an outcome that we’re working towards. So that it is, you know, directly impacting
69 00:08:43.880 ⇒ 00:08:48.370 Robert Tseng: the sales in a in a quantifiable way where they’re we’re bringing in
70 00:08:51.250 ⇒ 00:09:02.759 Robert Tseng: at least better and faster. We’re able to drive up kind of like the size of our of our deals as well, like things like that. Those are. Those are all kind of like the
71 00:09:03.250 ⇒ 00:09:13.982 Robert Tseng: the measurable impacts that we want to be seeing from our kind of across all sales marketing. Basically, non client work. Everything needs to kind of
72 00:09:14.530 ⇒ 00:09:17.809 Robert Tseng: be more focused to work towards that.
73 00:09:19.000 ⇒ 00:09:21.420 Robert Tseng: okay, well, I mean, I think for this one.
74 00:09:21.720 ⇒ 00:09:28.133 Robert Tseng: you know the idea of like, who are we? Who is our branding meant to really resonate with.
75 00:09:28.900 ⇒ 00:09:29.790 Robert Tseng: I think
76 00:09:30.050 ⇒ 00:09:45.825 Robert Tseng: I know you. Some of you have already talked through the story brand thing, and so I don’t want to kind of talk through much to it, but I did kind of get inspiration. I I spent some time over this past weekend really studying this and trying to understand the discussions that you’re having and what I can read.
77 00:09:46.250 ⇒ 00:09:57.499 Robert Tseng: And yeah, I think the idea of like, okay, there is like this character that we’re trying to like really speak to right? Even this was a bit nebulous, and so I kind of
78 00:09:57.910 ⇒ 00:10:06.360 Robert Tseng: but to flush it out a bit more specifically. You know, calling them like senior operators at companies of this valuation. Right?
79 00:10:07.250 ⇒ 00:10:07.660 Hannah Wang: Hmm.
80 00:10:07.660 ⇒ 00:10:08.380 Robert Tseng: I think.
81 00:10:09.610 ⇒ 00:10:14.679 Robert Tseng: and we can kind of describe who those people are. I think maybe we part. You’ve you’ve
82 00:10:15.590 ⇒ 00:10:34.009 Robert Tseng: you know. I think these are the right archetypes, you know, either somebody who’s a step below the founder who’s kind of the head of growth or head of something who has, like, had experience owning scaling initiatives clearly as successful, as able to grow the company to you know, at least
83 00:10:34.570 ⇒ 00:10:39.560 Robert Tseng: 5 10 million revenue but in order to get to like
84 00:10:39.750 ⇒ 00:10:43.250 Robert Tseng: their goal, which is to hit, you know.
85 00:10:43.380 ⇒ 00:11:03.380 Robert Tseng: 9, 9, 10 figures revenue like they’re going to need more than just their intuition, and you know their operate operating skill. And I think it’s like when companies are kind of like knocking out that door. That’s when they’re really thinking about the work that we have to offer. And so I think it kind of slides in well with the stage that they’re at
86 00:11:03.660 ⇒ 00:11:04.700 Robert Tseng: arms.
87 00:11:05.320 ⇒ 00:11:27.140 Robert Tseng: This this archetype as well, I think, then, probably is not the direct person that we want to like impact. So I think even this is like a nice to have, but if we were to be like very fair cut, I do think that this was closer to what I personally think is the person that we’re working with. I feel like across all of our clients I could name who that person is for us?
88 00:11:27.565 ⇒ 00:11:33.419 Robert Tseng: And some of our clients. It is the actual, like C-suite level person, because some of there are
89 00:11:33.690 ⇒ 00:11:48.109 Robert Tseng: leaders that are some of our clients that are still very heavily involved operationally, and they they do lead teams and lead initiative and stuff. So I think like it’s either be the founder C-suite person, or, like, you know, someone might build up
90 00:11:50.040 ⇒ 00:11:50.900 Robert Tseng: So
91 00:11:51.110 ⇒ 00:12:02.140 Robert Tseng: yeah, I don’t want to kind of like, only do all the talking here. So I hope that you took some time to read through. I saw some comments here and there. But yeah, I just kinda
92 00:12:03.010 ⇒ 00:12:04.799 Robert Tseng: I kind of just created this
93 00:12:05.200 ⇒ 00:12:11.680 Robert Tseng: framework. I’m still wanting to see my strategy, Doc. I don’t know where I put it.
94 00:12:12.340 ⇒ 00:12:13.220 Robert Tseng: All right.
95 00:12:17.410 ⇒ 00:12:22.319 Uttam Kumaran: I think my only comment, overall is like, I think we could. We now have enough
96 00:12:22.780 ⇒ 00:12:32.900 Uttam Kumaran: folks around the whole table to start to do some ownership over initiatives. I don’t think we’ve 100 agreed on like
97 00:12:33.000 ⇒ 00:12:52.224 Uttam Kumaran: how often we’re going to look to see if we’re hitting this. But I think across this team, and now we have several other people who, I think, are in a good position to own these. They may not be the entirety of what it takes to execute. But I do think that we should have names alongside some of these.
98 00:12:52.930 ⇒ 00:13:00.750 Uttam Kumaran: so that there is actually a cadence of reporting on whether these are getting done. And this is something. Now that we’re doing the 2 week cycle
99 00:13:01.341 ⇒ 00:13:05.560 Uttam Kumaran: for Friday meetings, maybe this is something you spend time on on Friday, or
100 00:13:05.690 ⇒ 00:13:08.810 Uttam Kumaran: we do once a month. I don’t know.
101 00:13:11.720 ⇒ 00:13:14.870 Robert Tseng: Yeah, you mean, as far as like assigning ownership to all the initiatives?
102 00:13:15.050 ⇒ 00:13:19.679 Robert Tseng: Yeah, and and basically reporting out on like, how is this going overall because they do have.
103 00:13:19.680 ⇒ 00:13:20.050 Uttam Kumaran: Yeah, right?
104 00:13:20.050 ⇒ 00:13:25.910 Uttam Kumaran: Just one liners. And I think it’s enough. We now have enough folks to sort of divvy it up
105 00:13:26.120 ⇒ 00:13:27.190 Uttam Kumaran: effectively.
106 00:13:28.400 ⇒ 00:13:37.808 Robert Tseng: Yeah, I think we should. I think that’s something we can. I don’t know all the assignments like happened here on this call, but like we, I mean a lot of them already have names on them. But
107 00:13:38.050 ⇒ 00:13:38.610 Uttam Kumaran: Yes.
108 00:13:39.040 ⇒ 00:13:41.010 Robert Tseng: Yeah, I do think that this is
109 00:13:41.470 ⇒ 00:13:54.130 Robert Tseng: like any work that I’m doing. I’m trying to like fit into this framework now. So if it doesn’t really align with any of these. I’m not. I’m not really, not really doing this kind of. I’m being more kind of rigorous about that.
110 00:13:54.350 ⇒ 00:13:55.110 Robert Tseng: No.
111 00:13:55.810 ⇒ 00:14:04.050 Robert Tseng: yeah. So I mean, ideally, everyone can see where they where their work kind of fits into these, I think maybe amber, maybe less so, since
112 00:14:04.460 ⇒ 00:14:21.117 Robert Tseng: it’s more on the operational side, and I think we got still kind of working through those but even some of these like might probably be related to the work. So I think maybe we need to get bigger on our ownership and really do assignments on these initiatives. People should read out on them.
113 00:14:22.440 ⇒ 00:14:23.200 Robert Tseng: Yeah.
114 00:14:24.020 ⇒ 00:14:32.490 Robert Tseng: So strategy aside, I think I’m missing that, Doc. I don’t remember what I named it right now. Yeah, if anybody I mean, I could just
115 00:14:32.690 ⇒ 00:14:39.220 Robert Tseng: then, just like the manager panel, I shared a bunch of stuff.
116 00:14:39.860 ⇒ 00:14:42.579 Robert Tseng: It’s a panel for me. It is just that
117 00:14:45.280 ⇒ 00:14:49.679 Robert Tseng: But yeah. So I mean, this is like long form narrative, like, if you want to like, really
118 00:14:49.960 ⇒ 00:14:58.450 Robert Tseng: read through it, like I think to me the thesis is. And this is the way. I’ve been talking about it the past week, even. That we’re not.
119 00:14:58.620 ⇒ 00:15:02.058 Robert Tseng: Yeah. We’re not building like static reports anymore, like
120 00:15:03.140 ⇒ 00:15:04.080 Robert Tseng: And
121 00:15:05.150 ⇒ 00:15:18.829 Robert Tseng: I think before we were trying to just like fulfill traditional like data needs, and then just basically own it as a fractional team running it up like efficiently. But I think everything that we’re doing has to like
122 00:15:20.312 ⇒ 00:15:23.267 Robert Tseng: has to be about directly embedding
123 00:15:27.220 ⇒ 00:15:33.789 Robert Tseng: AI into the decision making workflow of the stakeholder that we’re working with and so
124 00:15:34.380 ⇒ 00:15:46.519 Robert Tseng: I think that’s that’s kind of the end state that I want to work backwards from rather than like. Oh, like we built a set of reports that we then hand off to them. So I think.
125 00:15:46.890 ⇒ 00:15:52.340 Robert Tseng: at least for me, this has pushed my thinking of like, okay, before we were just treating.
126 00:15:52.440 ⇒ 00:16:08.230 Robert Tseng: You know, there’s different. There’s different levels for this. There’s like the analysis, the analyst level, which is just like giving answers to questions and like reducing the number of like ad hoc questions that we’re taking on manually.
127 00:16:08.829 ⇒ 00:16:12.449 Robert Tseng: A lot of these can be answered with kind of this.
128 00:16:12.620 ⇒ 00:16:32.389 Robert Tseng: you know, chat with the I chat with your data model kind of like patients that we’ve already deployed both internally to help speed up the way that we’re answering questions, and also like for our clients as well. So I do think we do this well already, and this is something that we should continue to just like harp on as like that makes us different.
129 00:16:33.038 ⇒ 00:16:41.371 Robert Tseng: This is probably more of a stretch. I don’t think we’re necessarily actively using AI to make recommendations.
130 00:16:41.990 ⇒ 00:16:54.640 Robert Tseng: I don’t. Yeah, I don’t. I don’t really know how many of us on the team are even making these types of recommendations. But we can see that they have big impacts. And I think.
131 00:16:54.970 ⇒ 00:16:56.870 Robert Tseng: at least from what I’ve
132 00:16:57.430 ⇒ 00:17:19.356 Robert Tseng: you know, like, this is the role that Utop and I have played mostly with our with clients like, you know, urban stems parts again. They continue to work with us because they want they like. They want our recommendations. And we’ve helped them make choices in choosing vendors and and what they should invest their budget into on, like the outcomes that are achievable stuff like that.
133 00:17:20.170 ⇒ 00:17:24.989 Robert Tseng: you know, there’s part of it is leveling up the other people on our team to do so. But I think.
134 00:17:26.430 ⇒ 00:17:27.670 Robert Tseng: yeah, okay.
135 00:17:27.930 ⇒ 00:17:42.838 Robert Tseng: you know, sure we’re we may. There’s a there’s maybe like a hiring problem solved there, too, where we’re gonna bring more kind of people at our our level into team. But also yeah, I I think as much as we can get that
136 00:17:44.240 ⇒ 00:18:05.520 Robert Tseng: get our knowledge out of our head into a form that’s easier to like advise folks when you’re when you’re asking those questions. I think that’s kind of the initiative behind the exact brain. And this is why I’m gonna continue to work on over the weekend like, I want this to be live ready for the team to use in the next week. Whenever you’re asking a question wanting, like.
137 00:18:05.560 ⇒ 00:18:23.789 Robert Tseng: you know, my feedback over time’s feedback, I think, like, you know, most of these, most of those approvals and recommendations should be able to come out of this tool. At least, that’s that’s the vision, and so that limits the the bottleneck that we have, and being able to make those decisions every time.
138 00:18:25.930 ⇒ 00:18:28.410 Robert Tseng: That’s like, yeah, go ahead.
139 00:18:28.410 ⇒ 00:18:29.370 Uttam Kumaran: Yeah, go ahead. Go ahead.
140 00:18:29.720 ⇒ 00:18:42.819 Robert Tseng: No, no, I you can pop me up whenever. But yeah, I was just gonna say, so. Yeah, I think that’s the idea of a co-pilot to me like someone where there is like there is action that’s being recommended. Obviously, whenever someone is asking like.
141 00:18:42.870 ⇒ 00:19:08.299 Robert Tseng: How is this metric doing or like, you know what we’re we’re when they’re asking about reporting. The the real question is like, what’s the decision that they’re trying to make? Are they trying to launch a new product? Are they trying to pause the products? Are they trying to shift marketing budget? Like, there’s an underlying decision that’s that needs to be made, that we that like what we need to get really dialed in on like knowing what that is.
142 00:19:08.310 ⇒ 00:19:16.100 Robert Tseng: and a lot of that has just been intuition. Or you know, those of us that have worked in this industry long enough to know, like what questions they’re not asking.
143 00:19:16.120 ⇒ 00:19:18.839 Robert Tseng: but then being able to like proactively, give
144 00:19:18.870 ⇒ 00:19:24.919 Robert Tseng: to to think like our our stakeholder, and then also to put the recommendation in front of them earlier.
145 00:19:25.010 ⇒ 00:19:27.039 Robert Tseng: So I think that’s
146 00:19:27.540 ⇒ 00:19:31.989 Robert Tseng: at least I like the way that that’s been framed, and I want to be sharing that
147 00:19:32.130 ⇒ 00:19:34.010 Robert Tseng: more and more with
148 00:19:34.780 ⇒ 00:19:41.379 Robert Tseng: with agency and clients, and also with with leads that like this is like where we’re going to play the best
149 00:19:41.962 ⇒ 00:19:46.890 Robert Tseng: and I want opportunities that let us be able to do this? So
150 00:19:47.180 ⇒ 00:19:56.890 Robert Tseng: yeah, I think. That’s that’s the second layer. And I think this is, yeah. I can pause there before I talk about the last last layer. But yeah.
151 00:19:58.170 ⇒ 00:20:00.960 Uttam Kumaran: Yeah, I think from my side, I think this is the 1st
152 00:20:01.090 ⇒ 00:20:05.220 Uttam Kumaran: sort of articulation of like a how come
153 00:20:05.390 ⇒ 00:20:18.150 Uttam Kumaran: and a capability for our business that I don’t think really exists in the market right now. And so for that reason it’s like, it’s very, very exciting. I think. Similarly, it’s unknown. Like some of these, we will have to
154 00:20:18.370 ⇒ 00:20:44.248 Uttam Kumaran: kind of challenge like what’s possible on the technology side, like, there are a lot of product companies going after this right now. But the problem with those product companies is their solution is very generalized. Are they trying to bring, like a AI data analyst to any business like a fundamentally, I think, are the reason why we, we have a higher chance of succeeding is we have all this context around the business and the problem.
155 00:20:44.890 ⇒ 00:20:54.739 Uttam Kumaran: that we will bring to whatever set of tools or AI tools we build that will allow us to actually aim. For you know, there’s a higher odds of us succeeding.
156 00:20:54.830 ⇒ 00:21:17.039 Uttam Kumaran: The additional thing is we have. So we have such a backlog of videos and slack messages of the types of questions clients typically ask us, which gives us a very rich data set of like, what to actually build towards the other piece sort of switching from what the actual constraints are, there is the opportunity. So
157 00:21:17.510 ⇒ 00:21:46.629 Uttam Kumaran: these positions for this sort of strategic thinking are commonly the hardest to fill, and therefore, like the most expensive, typically right, like people who can actually diagnose a business in an industry where you may not have, you may have some random experience in and actually being able to answer a question. It’s very hard to find folks like that so one is like, we’re gonna recruiting is gonna be hard
158 00:21:50.780 ⇒ 00:22:05.360 Uttam Kumaran: these people are expensive, and they will commonly the more senior folks we get, the more we either have to raise our prices, which will, like, you know, hurt our demand and hurt our margin. So we there is actually a really great financial reason to invest in this area.
159 00:22:05.360 ⇒ 00:22:24.149 Uttam Kumaran: Additionally, I don’t think we’re spending nearly as much time doing this right, because we don’t sort of hire for these resources necessarily. And this is something that I think if you nail one or 2 of these. A client will keep us for quite a quite a bit longer versus if we just get out more and more pipelines for stuff. They’re not taking a look at.
160 00:22:24.598 ⇒ 00:22:28.870 Uttam Kumaran: So I’m I’m super excited about this. I think my only sort of
161 00:22:29.910 ⇒ 00:22:34.779 Uttam Kumaran: risk factor to share is right now. The AI team is is working on
162 00:22:34.960 ⇒ 00:22:38.280 Uttam Kumaran: several sort of initiatives. I will say.
163 00:22:38.860 ⇒ 00:22:46.830 Uttam Kumaran: like, we’re we’re assisting with Clay anything around the AI enrichment for sales. We’re working on project management.
164 00:22:47.080 ⇒ 00:22:52.128 Uttam Kumaran: related automations, internal operations, related automations.
165 00:22:53.690 ⇒ 00:23:05.240 Uttam Kumaran: and so I think if we right now, if we want to to nail this in the short term we should focus on just that. Or if we’re like, we want to
166 00:23:05.650 ⇒ 00:23:12.669 Uttam Kumaran: execute like 3 or 4 sprints towards it, then we should budget time for that. I do think that the time
167 00:23:12.840 ⇒ 00:23:30.760 Uttam Kumaran: that we’re spending on the Zoom Platform has paid off. I also think the time that we spent on Clay is clearly playing up paying off for sales. And then, similarly, some of the operations and project management work that’s directly gonna affect Amber’s time. And the Pmo office time
168 00:23:31.229 ⇒ 00:23:38.410 Uttam Kumaran: is is paying off. So I think you know that probably my only risk is like the timeline for this
169 00:23:38.873 ⇒ 00:23:48.886 Uttam Kumaran: just given that those things I feel like I have a really good idea of, like what the outputs are, and it’s clear how to get there. This one is really
170 00:23:50.380 ⇒ 00:23:58.479 Uttam Kumaran: quite tougher, like, I think, probably 3 or 4 times more difficult than any of the AI stuff that we built to date where I’m like, not exactly sure
171 00:23:58.860 ⇒ 00:24:00.809 Uttam Kumaran: what’s possible today. So
172 00:24:01.000 ⇒ 00:24:06.250 Uttam Kumaran: if we go after it, we’ll have to go after it in like a much bigger way. I don’t think it’s gonna be like one to 2 tickets.
173 00:24:06.950 ⇒ 00:24:10.270 Uttam Kumaran: sort of scattered randomly among everything else. You know.
174 00:24:10.960 ⇒ 00:24:32.070 Robert Tseng: Yeah, I hear you on that. I think definitely what our, what we’ve built internally probably is like, we’ve gotten really good at this. I think we do that internally, and we could talk about it with anyone. I think. I don’t feel the urgency that we need to be building this. Yet I think this is more like from like a sales perspective. I want to be selling for this. So
175 00:24:32.939 ⇒ 00:24:43.410 Robert Tseng: yeah, it’s kind of like, once we get someone that lets us like actually go and deliver on this, then we’ll then we’ll see. But yeah, I think this is, you know, at least.
176 00:24:44.300 ⇒ 00:24:45.660 Uttam Kumaran: Built around these to.
177 00:24:45.660 ⇒ 00:24:46.960 Robert Tseng: Yeah, we built around these things.
178 00:24:46.960 ⇒ 00:24:47.310 Uttam Kumaran: This is.
179 00:24:47.310 ⇒ 00:24:48.190 Robert Tseng: It’s not too far.
180 00:24:48.190 ⇒ 00:25:18.129 Uttam Kumaran: Yeah, yeah, like everything we’ve built, which is like ingesting all of our client sources and all of our sources. Okay, that’s something that’s needed for anything. We sort of built these like general purpose client agents. We’re doing like summaries and stuff like. So we’re like, we’re sort of picking at the edges of something, which is why, like, I haven’t. Really, it may seem like the strategy on the AI side, like sometimes when I look at, I’m like, are we just building random shit? Or are we actually like going towards? But we are like basically cracking at every role
181 00:25:18.520 ⇒ 00:25:36.680 Uttam Kumaran: like in the company, but mainly at like from a knowledge perspective like, can we get all the knowledge sources available? And then that really the last piece that we haven’t done anything on is like, can we query databases and make those available to the agents right? Which is really like the big capability that would unlock this
182 00:25:37.195 ⇒ 00:25:49.590 Uttam Kumaran: but also the the really, the thing that I think has been more difficult than anything is getting the AI team to work directly with stakeholders to solve problems like. Fundamentally, I think
183 00:25:49.850 ⇒ 00:25:57.439 Uttam Kumaran: it, we needed time for everybody to understand like, Oh, we can actually build stuff and to open up everybody’s brains on like.
184 00:25:57.540 ⇒ 00:26:17.840 Uttam Kumaran: what are things in my workload that I’m doing. Because ultimately this is something that Annie Demote Kyle, like the data team, will have to start to provide inputs on. And so the stuff we built has bring brought them into like adopting just AI tools in general, whether it is basic chat Gpt or it’s like our platform work
185 00:26:17.840 ⇒ 00:26:36.269 Uttam Kumaran: like that is a huge triumph. I don’t think a lot of other companies even get people to do that like we’re. I talked to the guy at Ui, and he’s like, nobody’s using the thing. We spent 30 million to build, nobody’s using it. And so that’s I think something we would have. Even if we’ve gone attack this data analytics AI piece.
186 00:26:36.290 ⇒ 00:26:41.850 Uttam Kumaran: it would have failed without the adoption like without everybody sort of being able to be a little bit of a Pm.
187 00:26:41.940 ⇒ 00:26:50.989 Uttam Kumaran: And saying like, Well, my piece of like solving the client problem is here. Or my pieces over here. All of that we’re sort of building this larger system. So
188 00:26:51.270 ⇒ 00:27:00.020 Uttam Kumaran: yeah, I do think that we’re we’re. It’s not like a brand new initiative. It will take this. It’ll leverage a lot of the same sources that we’re doing.
189 00:27:00.330 ⇒ 00:27:01.810 Uttam Kumaran: And frankly, like
190 00:27:02.070 ⇒ 00:27:27.359 Uttam Kumaran: AI. Folks like AI engineers, or whatever you describe them, are not used to working with this much data they’re used to like point in time, workflows on like a few fields, right? So even for them to start to leverage snowflake super base play around with real Mcp. Took a few. Took like 6 months to sort of get them closer and closer to that. So we are in a much better place.
191 00:27:27.760 ⇒ 00:27:35.559 Uttam Kumaran: With everybody sort of understanding each other and like what’s possible. And then the AI folks to be like, Oh, okay, these, how these are actually
192 00:27:35.710 ⇒ 00:27:55.209 Uttam Kumaran: this, this is how the solution I’m building are gonna get used right? Otherwise, it’s like, we need someone like myself or Robert to be the key product driver. And then all the sort of like, it’s just not gonna work that way. You know, everybody needs to be bought in which I think has been helping a lot recently, happening a lot recently.
193 00:27:56.620 ⇒ 00:27:57.160 Robert Tseng: Yeah.
194 00:27:58.860 ⇒ 00:28:07.819 Robert Tseng: okay. And you know, just to kind of like, I know we were. We. I want to just like maybe water water everything down a little bit on like, why, like kind of what
195 00:28:07.990 ⇒ 00:28:28.070 Robert Tseng: each person can take away from this, Doc, I’m not gonna walk through the rest of it. I think we’re just describing, like, we’ve gone really good at this and at this, at this part. And this is what we’re we’re doing. And you know if anything, this has been our differentiator that we haven’t really like leaned into enough from like a messaging perspective. And we could definitely be doing this. This is a low hanging fruit.
196 00:28:28.510 ⇒ 00:28:55.330 Robert Tseng: and then, like, this is where we want to be, and like from a marketing perspective, like, I think we like our messaging should be a lot more targeted towards this. So when I think about like, you know, the content even that Ryan puts out, for example, maybe less tool comparison. And like, kind of that, like, really top of funnel, like, you know, stuff. And really just speaking to the operator, being like, you know, talk to people who are in their role.
197 00:28:55.420 ⇒ 00:29:20.359 Robert Tseng: Yeah, to to the person who spends some time waking up in the morning, clicking 5 different dashboards, not knowing what they mean, and then, being confused like, Hey, like this is, this is like what we can. We don’t have to directly say like, this is what we can do for you. But like I want to, I want you to be speaking to that person who who doesn’t, who knows that they’re drowning and like, just like knowledge, like, kind of, or data overload that doesn’t really know how to
198 00:29:20.725 ⇒ 00:29:33.860 Robert Tseng: who kind of feel stuck in making their decisions like, I want to be speaking. I want to be at least, yeah, I want to be speaking a lot to like how they should be making decisions. And like what this technology will enable for that.
199 00:29:34.250 ⇒ 00:29:46.859 Robert Tseng: So I think that would be like, kind of maybe for Hannah, like takeaway for you is like, I think, a lot of the marketing material. How we position ourselves should really be speaking more to this. And then, when we’re talking to like
200 00:29:46.970 ⇒ 00:29:52.740 Robert Tseng: investors, and, like, you know, bigger, like higher people who watch a big vision.
201 00:29:52.770 ⇒ 00:30:19.880 Robert Tseng: I think this is like on me. And and you, Tom, to like, really own, like how to articulate this like I don’t. Even this still feels a bit nebulous for me. I feel like I could spend a lot more time thinking about this, but you know, with some of the case studies, and like I kind of looked into them stuff, and I pulled them in like to try to like give examples of like, maybe, how some of these companies like went from that 10 million to 100 million or 10 million to 1 billion dollar, like really 10 x 100
202 00:30:20.146 ⇒ 00:30:29.489 Robert Tseng: using kind of these steps, like, I think these are the decisions that they had to make in order to get there. And you know, if we were applying our framework to it, like.
203 00:30:29.510 ⇒ 00:30:56.119 Robert Tseng: I kind of I I kind of just broke it down like, what are the different like stages to get there. So I I think you know, this is a way for us to break down like, what were those like key like game changing decisions that the fastest growing companies made and like, how does our the way that we deploy like work like kind of get us there? You know, it’s not just a lucky decision. It doesn’t happen overnight. There’s
204 00:30:56.140 ⇒ 00:31:00.960 Robert Tseng: stuff to have that we have to like. We have to level up into it. But if we can go and articulate.
205 00:31:01.030 ⇒ 00:31:10.570 Robert Tseng: Hey, we’ve broken down how the highest leverage decisions that take companies from 10 million to a billion dollars in revenue works that makes us extremely valuable.
206 00:31:10.862 ⇒ 00:31:31.520 Robert Tseng: Because we can go and sell, we can sell that to you know, there’s a lot more companies that are at the 10 million stage than like at the 100,000,000,000,000,000 we’ll probably be working with, you know, like of the world or whatever but yeah, that’s that’s at least to me, like how I how I thought about why, I think this this framework kind of helps me.
207 00:31:31.550 ⇒ 00:31:36.179 Robert Tseng: I feel more confident about going after people in our in our
208 00:31:36.490 ⇒ 00:31:39.894 Robert Tseng: and our current segment of the market.
209 00:31:41.090 ⇒ 00:31:54.139 Robert Tseng: But yeah, so I think, yeah, I know I don’t wanna take up too much time. This this there’s a lot you can unpack here like. Honestly, if I I’m gonna be continuing to return to this over and over again. And
210 00:31:54.580 ⇒ 00:32:03.819 Robert Tseng: I mean, I hope that you’ll you’ll have the curiosity to ask the questions so like really kind of join me in articulating like like, how we
211 00:32:05.000 ⇒ 00:32:12.899 Robert Tseng: like, how how we actually, you know, deploy this. But yeah, I think this is, you know, at least a start. For like
212 00:32:14.559 ⇒ 00:32:25.070 Robert Tseng: like a general like this is what brands forge is like is exists to do like our overall kind of like strategy. And where we sit. Okay.
213 00:32:27.840 ⇒ 00:32:29.650 Robert Tseng: yeah, okay, I’m done. I’m not
214 00:32:29.930 ⇒ 00:32:34.860 Robert Tseng: any yeah, any any other thoughts or reactions to this. So far.
215 00:32:36.380 ⇒ 00:32:41.859 Uttam Kumaran: Yeah, I think it’s probably helpful. Anna, for you to think a little bit about like
216 00:32:42.140 ⇒ 00:32:47.600 Uttam Kumaran: whether this is like. Then we do our current brand script, and then
217 00:32:47.790 ⇒ 00:32:57.059 Uttam Kumaran: we like jump to this, or whether we should sort of look at this as the final state. I do think that it’s really paramount
218 00:32:57.450 ⇒ 00:33:04.210 Uttam Kumaran: for you especially to understand this. So I know there’s a lot of jargon, and it’s a lot of data stuff.
219 00:33:04.330 ⇒ 00:33:12.410 Uttam Kumaran: So I do think we should spend a bunch more time together walking through this in detail, like, I can even show examples of like what we mean.
220 00:33:12.816 ⇒ 00:33:17.790 Uttam Kumaran: Because I don’t think this sort of scales within the within, the sales and marketing org without you?
221 00:33:18.508 ⇒ 00:33:22.010 Uttam Kumaran: So that’s probably one piece of feedback. And then I think
222 00:33:22.340 ⇒ 00:33:26.829 Uttam Kumaran: I think on the actual delivery side, I think, for amber and awaish.
223 00:33:27.258 ⇒ 00:33:38.039 Uttam Kumaran: I think, Amber, you’re sort of getting a sense now of like the common data questions. A wish. Of course, you know, like what we mean when we’re talking through these sorts of analytics questions.
224 00:33:38.280 ⇒ 00:33:42.319 Uttam Kumaran: I think this is ultimately partly how we’re gonna
225 00:33:43.270 ⇒ 00:34:09.280 Uttam Kumaran: one like keep our margins lower, but also ideally, you know, increase our rates to do something that nobody else is doing here. But I think a wish on the technical side. It’ll require you having a really great understanding of like, how we can enable our AI team to actually accomplish this. So maybe we’ll we’ll probably have to spend some time talking about like what? What an architecture could look like to make this possible.
226 00:34:09.280 ⇒ 00:34:10.980 Amber Lin: Oh, wait! She is not here.
227 00:34:10.989 ⇒ 00:34:12.019 Uttam Kumaran: Oh, really. Okay.
228 00:34:14.449 ⇒ 00:34:15.659 Robert Tseng: We’ll haven’t watched this.
229 00:34:15.659 ⇒ 00:34:21.759 Uttam Kumaran: Oh, yeah, he’ll watch it. But yeah, that’s probably that’s like, really on the technical side. And then, yeah, amber. I think part of this is like
230 00:34:22.119 ⇒ 00:34:26.409 Uttam Kumaran: for you. I think the benefit is like we want to. We want to deliver more
231 00:34:27.259 ⇒ 00:34:31.889 Uttam Kumaran: right? The things that we’re not doing for clients, which is like really finding those insights.
232 00:34:32.340 ⇒ 00:34:43.919 Uttam Kumaran: We want to be able to do that. A lot easier. And we basically want to give you the ability to like answer strategy questions without needing another person on the team. You know.
233 00:34:44.429 ⇒ 00:34:52.944 Uttam Kumaran: right? And the more we were able to over deliver on renewal. We can ask for more, and we can ask for better contract terms. Right? So,
234 00:34:53.569 ⇒ 00:34:54.379 Uttam Kumaran: yeah.
235 00:34:58.930 ⇒ 00:35:04.672 Hannah Wang: Yeah, that makes sense. I think it’d be helpful. Oh, yeah, I just need to. Ingest all of this, somehow.
236 00:35:05.627 ⇒ 00:35:08.309 Hannah Wang: I don’t know if our website
237 00:35:08.490 ⇒ 00:35:18.601 Hannah Wang: and all of our obviously all of our assets. But since we’ve been working on the website, I don’t know if it reflects this type of strategy and framework.
238 00:35:21.690 ⇒ 00:35:28.920 Hannah Wang: yeah. So I think we just need to like align that somehow with our brand script.
239 00:35:32.890 ⇒ 00:35:48.049 Hannah Wang: and sorry if this is like a silly question, but will our like pricing and like packages and stuff like all that change to eventually? I know. I asked a question in the other Doc, like in Q, 3 marketing plan, I think you had like a case studies
240 00:35:48.200 ⇒ 00:35:57.299 Hannah Wang: the package thing. Yeah. The Modular service packages like, is that like what we’re
241 00:35:57.530 ⇒ 00:36:06.650 Hannah Wang: aiming for in terms of what we’re offering to clients. Or like, yeah, I guess. Yeah, how? How is every? How is this gonna change like
242 00:36:07.040 ⇒ 00:36:12.000 Hannah Wang: pricing, and all that stuff like down the downstream. I guess.
243 00:36:12.620 ⇒ 00:36:28.179 Robert Tseng: Yeah, I mean, I think the the website can be the last thing to change definitely when we’re making pitches, I expect to be pitching different types of messaging faster. So, yeah, like, I want to adopt some of this language into the next pitch is what I put out.
244 00:36:29.990 ⇒ 00:36:56.150 Robert Tseng: But yeah, I think you know, I’m kind of just thinking based on what works. Then we’ll then we’ll kind of bring that into into the website. So to me, that’s why that kind of making sure tracking the sales assets is super important. Because I need to know, like, what’s resonating people with sticking. Those are the things that like no one makes a decision off the website. They may be curious enough to reach out to us, but they’re gonna make a decision based off of the assets that we give them. So I think
245 00:36:56.970 ⇒ 00:37:01.989 Robert Tseng: you know, I think we’re pretty fast at creating new assets at this point. And
246 00:37:02.386 ⇒ 00:37:16.020 Robert Tseng: we can. We can keep playing around with the language there. Then, yeah, I kind of view, like updating the website as less of a priority. I mean, there’s there’s some things that I think that you guys are cleaning up, and I’m not.
247 00:37:16.020 ⇒ 00:37:20.909 Uttam Kumaran: I think, yeah, I think that like, I think we should go ahead and probably like just thinking about it.
248 00:37:21.200 ⇒ 00:37:25.149 Uttam Kumaran: we should probably just go ahead and do Hannah like where we’re at now.
249 00:37:25.150 ⇒ 00:37:25.590 Hannah Wang: Okay.
250 00:37:25.910 ⇒ 00:37:55.079 Uttam Kumaran: Cause. We’re making a lot of changes that aren’t just related to like copy. But like the overall layout, we can just do that we’re getting like 40 to 50 people looking at the site every day approximately. So we made. And we’re we’re we’ve made really good progress. So let’s just we can just wrap that up. And then, as we start to basically, the website will always lag our sales assets and that will always lag what we’re testing in the field. So the next sort of thing is
251 00:37:55.240 ⇒ 00:38:16.599 Uttam Kumaran: to go back to our sales assets and see how we can sort of start to map towards this. And then finally, once we get a good grasp on this and we test what’s working. We can then probably go through another revision of the of the sort of brand script. I think the amount of progress we made on the existing sort of changes we should just go ahead with.
252 00:38:17.035 ⇒ 00:38:27.130 Uttam Kumaran: It will get us a lot closer than we are now. And then the next leap will will actually be a lot shorter and and a lot cleaner to do so.
253 00:38:28.250 ⇒ 00:38:36.640 Hannah Wang: Okay, that that’s helpful to know, like, in terms of priority. And what what’s gonna inevitably lag behind the other.
254 00:38:37.460 ⇒ 00:38:43.730 Hannah Wang: so that makes sense. Yeah, I feel like we can just finalize stuff and then bring Arushi back to.
255 00:38:43.950 ⇒ 00:38:44.290 Uttam Kumaran: Yeah.
256 00:38:44.590 ⇒ 00:38:48.200 Hannah Wang: Crank those 3, I guess 2 to 3 pages out, and then
257 00:38:48.370 ⇒ 00:38:51.850 Hannah Wang: maybe another pause while we work on sales assets.
258 00:38:58.160 ⇒ 00:39:01.340 Robert Tseng: Yeah, so
259 00:39:01.885 ⇒ 00:39:11.799 Robert Tseng: I mean, I I kind of shared this earlier today. And I think it’s more I I this is, I did like if if you haven’t watched me do a tear down of like the proposal.
260 00:39:12.193 ⇒ 00:39:21.540 Robert Tseng: That, Nicole said. You know, Eden, like I would encourage you to. I know, Hannah, you have. And you left the feedback. And you’re just like this is basically this, basically our sow.
261 00:39:22.240 ⇒ 00:39:31.077 Robert Tseng: If I could just take a couple of minutes to just say, Yeah, if you read through this or you just watch my video, because I don’t actually think you can access this doc.
262 00:39:31.860 ⇒ 00:39:40.640 Robert Tseng: yeah, just from like, it’s really just from the way that they packaged. It’s just from wordsmithing.
263 00:39:41.335 ⇒ 00:40:09.739 Robert Tseng: This is just like an extended version of like what we do on sow. They wrap it up. They make it seem very important. If they get you on a 1 h call, and then they’re charging, you know, 30 K. For, like what we’re charging 3 to 5 K. For and like, that’s that’s just the one that we play in. So I think anything that we’re doing is just like not that far off from like what is considered industry leading, like all the capabilities are there, I think it really is just for each of us to really know like, how we communicate it.
264 00:40:10.258 ⇒ 00:40:17.720 Robert Tseng: And yeah, I think there are some good learnings from this. You know one is like they really, I think they really nailed like a.
265 00:40:17.840 ⇒ 00:40:35.910 Robert Tseng: Our pricing should be really tied to your outcome, and you know they force you to pick a metric that you know that they can impact, to fail with the success of your project. And that’s part of their storytelling of being like. Okay, this is the most important thing for you. If you move it by 5%, you should be getting something.
266 00:40:36.020 ⇒ 00:41:00.740 Robert Tseng: And yeah, like, that’s that’s like a level of of like clarity, and like the impact that we’re driving for clients that we don’t have in our pitch right now. Right now we’re kind of more loose and like, Hey, here’s the demos of things that we’ve done that are adjacent to what you’re asking for, and it’s like cool showcases. Our capabilities. But we’re not. I mean, this isn’t a promise, by no means. But we’re not like bold enough, and it’s being like.
267 00:41:00.920 ⇒ 00:41:15.659 Robert Tseng: Oh, yeah, and you’re going to see Roi. That’s going to lift your most important metrics by 5%, like we don’t even say something like that. I don’t even know if that’s true, but like the fact that they say that knowing how big, you know even is whatever. Then they can, you know.
268 00:41:15.660 ⇒ 00:41:30.706 Robert Tseng: with a straight face just like sell 10 x more than what we like at a higher, like that times higher rate than what we what we described. And so yeah, I think that’s why kind of this positioning stuff that we’re talking about is so important.
269 00:41:31.180 ⇒ 00:41:43.680 Robert Tseng: alongside all the capabilities and stuff that we’re doing in the trenches. But taking the time to kinda come back to this over and over again. So we’re all like up leveling in the way that we talk about our work.
270 00:41:44.192 ⇒ 00:41:50.379 Robert Tseng: Like. That’s the biggest a lot, I think, for pushing us in force towards the
271 00:41:50.900 ⇒ 00:41:55.015 Robert Tseng: yeah, you know, toward toward in the direction that we want to head in.
272 00:41:55.580 ⇒ 00:42:04.020 Robert Tseng: You know I I was telling every time when he was here, like I, you know, by the few 3 like I don’t mind if we work on fewer clients, I just want each one to be like.
273 00:42:04.240 ⇒ 00:42:10.180 Robert Tseng: I want even to be our smallest client, you know, like, I think, the work that we’re doing
274 00:42:10.560 ⇒ 00:42:15.320 Robert Tseng: can can definitely be. Yeah, just in the way that we.
275 00:42:15.780 ⇒ 00:42:24.885 Robert Tseng: we, we communicate our our work. And if we obviously delivery is what will actually, you know where the rubber hits the road. But
276 00:42:25.500 ⇒ 00:42:30.099 Robert Tseng: yeah, for for all of us. You know that. I think that’s if we can.
277 00:42:30.580 ⇒ 00:42:32.220 Robert Tseng: And we can really cross that
278 00:42:32.500 ⇒ 00:42:54.310 Robert Tseng: bridge or like. And seeing that like, we’re not that far off from like what is, quote unquote industry leading? Like, I think we we can. We can. We can leapfrog more more than we always think that we more than more than we realize. So yeah, I think that’s I’m gonna
279 00:42:56.120 ⇒ 00:42:58.680 Robert Tseng: as you come. And I set aside time
280 00:42:59.190 ⇒ 00:43:15.359 Robert Tseng: and step back and find work and executional things. Yeah, we can keep this business running the way that it’s been running. And you know, we have a lifeline. We see a future at the same doing about the same for the next, you know, 3 to 6 months easily. But that’s not what we want to be. Like. I think
281 00:43:15.550 ⇒ 00:43:36.384 Robert Tseng: that’s so. We’re we’re making a fat by like investing in our storytelling, in our branding and in the way that we yeah, just talk about our capabilities and trying to teach that or kind of learn together like no one’s. None of us are really experts at this, just some of us that talk have talked about it more than others. So I think,
282 00:43:36.880 ⇒ 00:43:41.279 Robert Tseng: I just hope that that’s that’s like, kind of this is not like a
283 00:43:41.850 ⇒ 00:43:49.179 Robert Tseng: a top down kind of like conversation. This is like A, okay, I just got something started like, let’s collaborate on it, really, just
284 00:43:49.310 ⇒ 00:44:10.150 Robert Tseng: as you process it, like, you know, we should. You should teach each other like we should, we? Yeah, we can try to work on work on this on this story together. I kind of view it like we’re just. We’re all co-authoring a book. That’s the difference between, like, you know, like a like a kindergartner’s book versus like an adult book that like people
285 00:44:10.230 ⇒ 00:44:22.209 Robert Tseng: a like way more forward, even though the concept is probably about the same. So yeah, it’s like, I think that’s that’s how I don’t know if that analogy resonates with you, but that’s kind of
286 00:44:22.430 ⇒ 00:44:23.619 Robert Tseng: that’s how I see it.
287 00:44:23.620 ⇒ 00:44:51.860 Uttam Kumaran: No, I think the 1st part of our journey was like, are we capable of doing it right? And I think we’ve shown we’re capable of doing everything like it’s, and we always hold ourselves to high standard on execution. But you’re totally right. And this is what’s so painful. But it’s actually, why, it’s starting to work is that the gap between us charging 10 KA month and 50 KA month is basically just branding and like just having confidence in what we’re communicating, which may seem like.
288 00:44:51.970 ⇒ 00:45:12.209 Uttam Kumaran: okay, that may seem like, that’s not the case. Or I go. There’s probably so much else that goes into it. But frankly, not really and we’re seeing that, because now our stuff looks very high quality and we’re starting to get our poise on our sales calls, we’re starting to get more confident in the numbers we’re pitching. So that’s actually what’s gonna get us the next level, the data work.
289 00:45:12.320 ⇒ 00:45:30.219 Uttam Kumaran: Frankly, the stuff that God’s pitching is the same stuff that has been done for a long time. The innovation that we’re going to try to bring is this AI and data piece, right? And but again, even without that, I feel like, still, the mission is really clear to to have a really concise offering and really level up
290 00:45:30.250 ⇒ 00:45:48.580 Uttam Kumaran: our professionalism. And like the way we come poised, we always want to come across like we’re 50 grand a month type company, right? And then we offer discounts, and we can figure it out from there. But that’s, I think, what’s changed a lot. I also, you know, think it’s been really clear even the last month. How more involved.
291 00:45:48.820 ⇒ 00:46:15.029 Uttam Kumaran: Hannah. You’re getting and amber. You’re getting in sort of a lot of the parts of the company, and that’s like, I think, really special. And that needs to continue to happen. Right? You can now see how we’re able to sort of spread the wealth of the challenges we’re going through. And now that you guys have a really clear understanding of what we do and what we sell and how we sell things just move faster like you’re able to answer questions. You’re able to actually move higher into more strategic stuff.
292 00:46:15.030 ⇒ 00:46:19.989 Uttam Kumaran: That’s the best, right? Otherwise, there’s no sort of scaling this
293 00:46:20.630 ⇒ 00:46:42.739 Uttam Kumaran: and hiring does not necessarily solve that. So that’s what I think has to sort of continue. Happen like the same pace at which we’re we’re all collaborating on. This needs to stay the same. But I don’t think we’re like that far from this, as we think. But the confidence to go into a meeting, have everything ready, and then say 50 k. Like that needs to be there. You know.
294 00:46:47.960 ⇒ 00:46:49.100 Hannah Wang: That makes sense.
295 00:46:55.350 ⇒ 00:46:59.479 Amber Lin: Is there a specific next step that we’re taking on this?
296 00:47:00.286 ⇒ 00:47:04.560 Amber Lin: Is there anything specific I can help with with this? Or is
297 00:47:04.730 ⇒ 00:47:10.120 Amber Lin: is this more of a we’ll know that this will happen. We’ll be prepared.
298 00:47:10.570 ⇒ 00:47:16.430 Uttam Kumaran: Yeah, I mean, I think for the objectives. I think May, it would be helpful. And I think this is something that
299 00:47:16.580 ⇒ 00:47:24.029 Uttam Kumaran: the Pmo office could own is getting those initiatives organized by and having ability to assign owners.
300 00:47:24.450 ⇒ 00:47:27.230 Uttam Kumaran: I think that would be very helpful.
301 00:47:27.230 ⇒ 00:47:27.620 Amber Lin: Okay.
302 00:47:28.130 ⇒ 00:47:28.820 Uttam Kumaran: And then.
303 00:47:28.820 ⇒ 00:47:29.950 Amber Lin: That’s great!
304 00:47:29.950 ⇒ 00:47:33.699 Uttam Kumaran: Yeah, I think because you guys now have a sort of process to
305 00:47:33.910 ⇒ 00:47:43.459 Uttam Kumaran: understand all projects, internal and external. I think that could be really great, and then we need to agree on the sort of a cadence to report out and like measure against these.
306 00:47:43.700 ⇒ 00:47:46.459 Uttam Kumaran: But I think that would be really.
307 00:47:46.950 ⇒ 00:47:48.899 Uttam Kumaran: that would be very, very helpful.
308 00:47:49.667 ⇒ 00:47:54.670 Uttam Kumaran: That’s like probably the most immediate next step on my side.
309 00:47:55.101 ⇒ 00:48:11.829 Uttam Kumaran: I still think the marketing priorities and everything stay the same. I think one thing that we will look at once. We have those. When we do a sprint kickoff for an internal team we will make sure that we’re driving towards one of those right? So it’ll be clear like what work we should put off, based on what the current objectives are.
310 00:48:14.150 ⇒ 00:48:20.175 Hannah Wang: Yes, please, that’d be very helpful, because right now I feel like everything’s everywhere, and I don’t no
311 00:48:20.800 ⇒ 00:48:34.040 Hannah Wang: what to tell and to do. Basically, I’m just like scrambling, because I know a lot of stuff is like needs review, or it’s in like in progress. Or it’s just yeah. You know, the cadence of design and stuff. So
312 00:48:34.590 ⇒ 00:48:40.019 Hannah Wang: yes, please, and amber. I know we have that call with Rico in a bit. So I think that’ll be helpful if
313 00:48:40.200 ⇒ 00:48:47.749 Hannah Wang: we can just get a Pm. Somehow. To help us kind of align on all the work that we’re doing. So
314 00:48:47.990 ⇒ 00:48:48.710 Hannah Wang: yeah.
315 00:48:53.620 ⇒ 00:48:54.210 Uttam Kumaran: Okay.
316 00:48:57.970 ⇒ 00:49:00.735 Robert Tseng: Cool. Yeah, well, that’s all. That’s all I had.
317 00:49:01.840 ⇒ 00:49:07.302 Robert Tseng: and I guess this wasn’t a finance call, after all. But I guess we’ll do that next week. So
318 00:49:09.230 ⇒ 00:49:17.550 Robert Tseng: no, and enjoy your July, your 4th July. Hopefully. I don’t bother you, but I will probably send messages anyways. Don’t have to respond.
319 00:49:19.670 ⇒ 00:49:22.469 Uttam Kumaran: Awesome thanks everyone, appreciate it, enjoy the weekend.
320 00:49:22.470 ⇒ 00:49:24.340 Amber Lin: Okay? Bye.