Meeting Title: GTM Planning + Kickoff Date: 2025-09-08 Meeting participants: Robert Tseng, Hannah Wang, Ryan Brosas, Uttam Kumaran, Rico Rejoso
WEBVTT
1 00:00:11.110 ⇒ 00:00:12.370 Hannah Wang: Hello.
2 00:00:13.390 ⇒ 00:00:14.820 Robert Tseng: Whoa!
3 00:00:14.820 ⇒ 00:00:17.190 Hannah Wang: Oh, welcome back.
4 00:00:17.510 ⇒ 00:00:18.680 Robert Tseng: Thank you.
5 00:00:19.250 ⇒ 00:00:20.450 Hannah Wang: Yay.
6 00:00:20.800 ⇒ 00:00:22.390 Robert Tseng: Yes, I’m alive.
7 00:00:23.450 ⇒ 00:00:25.989 Hannah Wang: Praise the Lord. Yeah.
8 00:00:26.470 ⇒ 00:00:29.750 Hannah Wang: Was it… I don’t know, how do you feel?
9 00:00:30.120 ⇒ 00:00:31.290 Hannah Wang: Coming back.
10 00:00:31.820 ⇒ 00:00:34.610 Robert Tseng: I slept, like, 12 hours yesterday, so it’s been…
11 00:00:34.610 ⇒ 00:00:35.060 Hannah Wang: Yeah.
12 00:00:35.060 ⇒ 00:00:41.619 Robert Tseng: It’s good, recovering, but still jet-lagged, and I think that my voice doesn’t sound too good, so…
13 00:00:43.900 ⇒ 00:00:47.370 Hannah Wang: Oh my gosh, it’s done. The chaos.
14 00:00:47.670 ⇒ 00:00:48.379 Robert Tseng: OAS is done.
15 00:00:48.380 ⇒ 00:00:50.329 Hannah Wang: Good chaos is over.
16 00:00:50.330 ⇒ 00:00:55.289 Robert Tseng: Yeah, I’m glad to just be back, and hopefully just, have a normal week.
17 00:00:55.670 ⇒ 00:00:59.979 Robert Tseng: Yeah. Alive. Yeah. Still getting up to speed and everything.
18 00:01:00.820 ⇒ 00:01:05.149 Robert Tseng: It was very, felt like a very productive time.
19 00:01:06.410 ⇒ 00:01:12.189 Robert Tseng: Yeah, I was… I gotta write my update, but I’ll probably send it out over… over the weekend.
20 00:01:12.470 ⇒ 00:01:13.440 Hannah Wang: Yeah. Yeah.
21 00:01:13.690 ⇒ 00:01:14.390 Robert Tseng: Studio.
22 00:01:14.390 ⇒ 00:01:18.960 Hannah Wang: update was… I was like, oh my gosh, what’s going on?
23 00:01:18.960 ⇒ 00:01:19.310 Robert Tseng: Oh my god.
24 00:01:19.310 ⇒ 00:01:20.430 Hannah Wang: and everything.
25 00:01:21.220 ⇒ 00:01:22.040 Robert Tseng: Yeah.
26 00:01:23.550 ⇒ 00:01:25.199 Robert Tseng: It’s so bad, I…
27 00:01:25.200 ⇒ 00:01:25.810 Hannah Wang: Oh, okay.
28 00:01:25.960 ⇒ 00:01:30.080 Robert Tseng: Don’t, don’t miss international flights, it’s not worth it.
29 00:01:30.080 ⇒ 00:01:39.399 Hannah Wang: We… I… we… Eric and I booked Yellowstone through Turkish as well, and they messed up, like, his gender, his birthday.
30 00:01:39.830 ⇒ 00:01:42.270 Hannah Wang: His gender and his birthday, so at, like.
31 00:01:42.410 ⇒ 00:01:57.360 Hannah Wang: security at TSA, like, we couldn’t go through, because it’s, like, your birthday’s wrong, and you’re a male, so we had to, like, go to the front desk, and then, like, I think Turkish, like, switched something, like, after we inputted it, so…
32 00:01:58.210 ⇒ 00:02:00.940 Hannah Wang: I understand, kind of.
33 00:02:00.940 ⇒ 00:02:06.240 Robert Tseng: Wow. Yeah, Turkish Airlines is a big negatory. I will never fly that again.
34 00:02:07.550 ⇒ 00:02:16.130 Robert Tseng: Yeah. Yeah. I am gonna be disputing them for a while, probably. Yeah.
35 00:02:16.270 ⇒ 00:02:17.060 Robert Tseng: Yeah.
36 00:02:22.420 ⇒ 00:02:26.750 Robert Tseng: Oh, I have so much… I have so much to catch up on, but.
37 00:02:27.080 ⇒ 00:02:28.210 Hannah Wang: I’m sure, like, even…
38 00:02:28.210 ⇒ 00:02:28.640 Robert Tseng: Okay.
39 00:02:28.640 ⇒ 00:02:30.950 Hannah Wang: I don’t know how you’re going to…
40 00:02:31.180 ⇒ 00:02:34.359 Hannah Wang: Kat, how did you even take the week off for your school?
41 00:02:35.280 ⇒ 00:02:42.989 Robert Tseng: I don’t know. I think I just accepted that for one of my classes, I’m gonna be, like, I’m gonna get a warning for missed classes.
42 00:02:43.920 ⇒ 00:02:49.050 Robert Tseng: Because after Chicago next week, I would have missed 3 classes, and then… for this one class.
43 00:02:49.480 ⇒ 00:02:52.180 Robert Tseng: And, it’s not… it’s not good. I don’t know!
44 00:02:52.180 ⇒ 00:02:53.229 Hannah Wang: Oh, shoot.
45 00:02:53.230 ⇒ 00:02:56.530 Robert Tseng: Hope just have to… just have to make do with it.
46 00:02:56.850 ⇒ 00:02:57.810 Hannah Wang: Okay.
47 00:02:58.060 ⇒ 00:02:58.560 Robert Tseng: Yeah.
48 00:02:58.910 ⇒ 00:03:00.340 Hannah Wang: And Rachel’s gone, right?
49 00:03:00.640 ⇒ 00:03:06.380 Robert Tseng: Yeah, Rachel’s in Germany, she’ll be back Friday, so… yeah, kind of returning to an empty home.
50 00:03:07.270 ⇒ 00:03:08.050 Robert Tseng: Yeah.
51 00:03:08.360 ⇒ 00:03:09.050 Hannah Wang: Dad.
52 00:03:09.520 ⇒ 00:03:10.210 Robert Tseng: Yeah.
53 00:03:13.330 ⇒ 00:03:19.970 Robert Tseng: I don’t think Sol is joining, and I don’t think Jake is, joins these, so I think it’s just us.
54 00:03:22.300 ⇒ 00:03:24.520 Hannah Wang: You can invite Jake, I don’t know.
55 00:03:25.160 ⇒ 00:03:27.669 Robert Tseng: I think I was told not to.
56 00:03:27.980 ⇒ 00:03:32.880 Uttam Kumaran: Yeah, he said he was just gonna send updates in Slack, and so we can just get back to him.
57 00:03:33.410 ⇒ 00:03:34.610 Uttam Kumaran: Yeah.
58 00:03:34.950 ⇒ 00:03:36.099 Robert Tseng: It was fine, yeah.
59 00:03:39.440 ⇒ 00:03:42.299 Uttam Kumaran: If you want to invite Rico, you can invite Rico, you can listen in.
60 00:03:43.930 ⇒ 00:03:46.210 Robert Tseng: Yeah, sure, I can add them.
61 00:03:46.210 ⇒ 00:03:46.900 Uttam Kumaran: Okay.
62 00:03:48.610 ⇒ 00:03:49.310 Robert Tseng: Okay.
63 00:03:55.040 ⇒ 00:04:00.409 Robert Tseng: Yeah, do you want to just send him the link for this time? I’ll add them in later. Yeah. Let me… let me just…
64 00:04:01.630 ⇒ 00:04:03.179 Robert Tseng: Hew up some things.
65 00:04:33.830 ⇒ 00:04:36.440 Robert Tseng: Remember what my documents are called.
66 00:04:37.700 ⇒ 00:04:38.400 Robert Tseng: Sweet.
67 00:04:42.720 ⇒ 00:04:46.530 Robert Tseng: Okay, I’ll share my screen. We’ll just kind of get started here.
68 00:04:46.690 ⇒ 00:04:49.760 Robert Tseng: Yeah, feel free to direct me if things get confusing.
69 00:04:50.030 ⇒ 00:04:58.109 Robert Tseng: Yeah, so what I have to pull up here, I just want to get into note… I just want to get into HubSpot. I haven’t really touched this, over the weekend yet, but
70 00:04:58.790 ⇒ 00:05:03.190 Robert Tseng: I think, just, we’ll start here.
71 00:05:03.680 ⇒ 00:05:05.130 Robert Tseng: So…
72 00:05:10.340 ⇒ 00:05:15.280 Robert Tseng: Feels, and… In progress.
73 00:05:17.760 ⇒ 00:05:23.000 Robert Tseng: Yeah, there’s a few that are missing here, but that’s okay. For the ones that are already here, we’ll just kinda act on it.
74 00:05:23.350 ⇒ 00:05:30.160 Robert Tseng: So, this one is now done, so… just a bad candidate. I’m just gonna say that.
75 00:05:30.480 ⇒ 00:05:38.639 Robert Tseng: Casey, I’m calling him today. I think he had a couple questions, but I expect this one to close, so we’re just gonna say this is in…
76 00:05:39.170 ⇒ 00:05:45.840 Robert Tseng: Exciting, so… Yeah.
77 00:05:46.190 ⇒ 00:05:48.020 Robert Tseng: Figure out what.
78 00:05:56.470 ⇒ 00:06:09.180 Robert Tseng: I think, if anything, he may strip out, a bit. Maybe 7.5 up front is a bit more than what I told him. I said it was 5, so he may try to push it down a bit, so I’ll say that.
79 00:06:09.810 ⇒ 00:06:15.820 Robert Tseng: Visto, yeah, still qualification fall. I’ll do you get a little bit of intro.
80 00:06:16.670 ⇒ 00:06:19.370 Robert Tseng: Follow up on fall call.
81 00:06:20.390 ⇒ 00:06:25.819 Robert Tseng: So there’s actually a couple that are in here.
82 00:06:26.230 ⇒ 00:06:30.900 Robert Tseng: Viewing… That’s okay, I’ll go back to this.
83 00:06:31.020 ⇒ 00:06:32.329 Robert Tseng: Brain check.
84 00:06:34.230 ⇒ 00:06:38.019 Uttam Kumaran: Yeah, I followed up with them, they haven’t gone back to me yet.
85 00:06:38.360 ⇒ 00:06:39.090 Robert Tseng: Okay.
86 00:06:39.390 ⇒ 00:06:40.610 Robert Tseng: Have you called them yet?
87 00:06:42.150 ⇒ 00:06:48.079 Uttam Kumaran: Or is this all… Oh, yeah, so I got introduced to them by…
88 00:06:48.730 ⇒ 00:06:52.139 Uttam Kumaran: A friend here, and then, yeah, we had, like, an intro call.
89 00:06:52.420 ⇒ 00:06:57.129 Uttam Kumaran: Okay. Yeah. But, like, they were calling me just for, like, general advice.
90 00:06:57.250 ⇒ 00:06:59.050 Robert Tseng: Sure. Like, they liked us.
91 00:06:59.240 ⇒ 00:07:03.039 Uttam Kumaran: And then they said, like, yeah, and then I was like, okay, let me just try to hit them anyways.
92 00:07:05.240 ⇒ 00:07:07.359 Robert Tseng: Yeah, okay, I’ll do one more follow-up.
93 00:07:08.470 ⇒ 00:07:09.130 Uttam Kumaran: Okay.
94 00:07:11.810 ⇒ 00:07:15.040 Robert Tseng: Hellofresh, we are calling…
95 00:07:18.870 ⇒ 00:07:23.830 Robert Tseng: Friday, yeah.
96 00:07:25.330 ⇒ 00:07:26.780 Robert Tseng: To be cars.
97 00:07:28.660 ⇒ 00:07:34.190 Uttam Kumaran: I can send one more follow-up, but did not get one… not get a response from the last one.
98 00:07:35.820 ⇒ 00:07:36.380 Uttam Kumaran: I’ll just…
99 00:07:36.380 ⇒ 00:07:36.770 Robert Tseng: Okay.
100 00:07:36.770 ⇒ 00:07:37.450 Uttam Kumaran: Right now.
101 00:07:38.300 ⇒ 00:07:39.190 Robert Tseng: Okay.
102 00:07:39.560 ⇒ 00:07:44.469 Robert Tseng: Yeah, this one… we already here, so Rob,
103 00:07:44.740 ⇒ 00:07:48.240 Robert Tseng: Negotiate there, just kind of negotiate contract.
104 00:07:48.570 ⇒ 00:07:56.840 Robert Tseng: Yeah, there were some, like, pretty technical details that she was calling out that… I don’t know if you saw the email that I didn’t really have time to review yet, so…
105 00:07:56.970 ⇒ 00:08:02.819 Robert Tseng: Not entirely sure what it’ll take to… to sign that, but… We will do that.
106 00:08:02.820 ⇒ 00:08:06.389 Uttam Kumaran: Just start a Slack thread whenever you get to it today. Yeah, I saw it, I didn’t wanna…
107 00:08:06.900 ⇒ 00:08:09.280 Uttam Kumaran: I didn’t know enough to do about USO.
108 00:08:09.610 ⇒ 00:08:10.660 Robert Tseng: Yeah, all good.
109 00:08:10.920 ⇒ 00:08:12.260 Robert Tseng: Nefco?
110 00:08:13.420 ⇒ 00:08:17.910 Uttam Kumaran: Yeah, they’re in proposal, so we did our free hour workshop.
111 00:08:18.130 ⇒ 00:08:19.560 Uttam Kumaran: He really liked it.
112 00:08:19.660 ⇒ 00:08:24.340 Uttam Kumaran: I don’t know their budget sensitivity, so… it’s probably, like.
113 00:08:25.490 ⇒ 00:08:31.130 Uttam Kumaran: 60% chance we end up somewhere. I’m gonna pitch them on… on… I’m gonna pitch them on 3 things.
114 00:08:31.250 ⇒ 00:08:39.700 Uttam Kumaran: Gonna pitch them on one, like, a general… Like, ChatGPT… like, training.
115 00:08:39.960 ⇒ 00:08:49.359 Uttam Kumaran: like, their employees. That’s one thing. Second thing, I’m also going to pitch them on an additional workshop focused on one part of their business that really stood out from our free workshop.
116 00:08:49.630 ⇒ 00:08:56.179 Uttam Kumaran: And then I’m gonna pitch them on just, like, bringing us on to develop,
117 00:08:56.760 ⇒ 00:09:00.360 Uttam Kumaran: develop one of the solutions we also went deeper on, so…
118 00:09:00.800 ⇒ 00:09:04.610 Uttam Kumaran: So we’ll see what they say, I mean… Yeah.
119 00:09:05.900 ⇒ 00:09:06.460 Robert Tseng: Cool.
120 00:09:07.100 ⇒ 00:09:08.870 Robert Tseng: That sounds good.
121 00:09:09.970 ⇒ 00:09:19.269 Robert Tseng: I don’t really like the name, it’s fine. I’ll adjust the name there. Yeah, there’s a few other calls that I have scheduled here. I guess I didn’t… still didn’t add them in yet, but I’ll just…
122 00:09:20.530 ⇒ 00:09:23.399 Robert Tseng: Briefly touch on them, then.
123 00:09:24.090 ⇒ 00:09:25.380 Robert Tseng: integration.
124 00:09:26.930 ⇒ 00:09:36.129 Robert Tseng: Okay, it’s fine, I don’t really want to do this right now. So, just, there’s a couple other… couple other leads that I’m talking to, first calls, this week.
125 00:09:36.510 ⇒ 00:09:42.010 Robert Tseng: Okay, so that seems… Okay…
126 00:09:42.750 ⇒ 00:09:47.000 Robert Tseng: Yeah, I still think that we’re… are…
127 00:09:47.160 ⇒ 00:09:53.780 Robert Tseng: Do you have a sense of how many… how many meetings you have this… kind of calls you have booked this week, Lujan?
128 00:09:54.430 ⇒ 00:10:06.399 Uttam Kumaran: Next week, I have… Hold on.
129 00:10:12.620 ⇒ 00:10:18.160 Uttam Kumaran: Next week, I have to… This week is just… 1…
130 00:10:18.480 ⇒ 00:10:24.179 Uttam Kumaran: But I need to get back on the… I’m gonna send a follow-up to Plan Medicare also right now.
131 00:10:24.370 ⇒ 00:10:27.739 Uttam Kumaran: But yeah, probably just, like, 2 this week.
132 00:10:27.980 ⇒ 00:10:28.980 Robert Tseng: Okay.
133 00:10:30.440 ⇒ 00:10:31.100 Uttam Kumaran: Yeah.
134 00:10:31.100 ⇒ 00:10:31.700 Robert Tseng: Okay.
135 00:10:31.700 ⇒ 00:10:35.750 Uttam Kumaran: I guess, like, we’re not talking about, like, expansion either, so we have.
136 00:10:35.750 ⇒ 00:10:36.179 Robert Tseng: Yeah, yeah.
137 00:10:36.180 ⇒ 00:10:44.499 Uttam Kumaran: I have a little bit of an expansion plan for ABC that I need to put into motion. I’m also gonna try to tee up the default renewal call, so… so… Yeah.
138 00:10:45.060 ⇒ 00:10:49.180 Uttam Kumaran: Four, but two related to… new business.
139 00:10:49.440 ⇒ 00:10:59.109 Robert Tseng: Yeah, yeah, I guess, yeah, I’m just talking about new business. Okay, cool. So, I mean, you have… you have two, I have… I have 3 so far, so, yeah, I mean, we’re…
140 00:10:59.260 ⇒ 00:11:11.550 Robert Tseng: I’m just doing a pulse check, because I would like to come into these… come into the week being, like… knowing that we have, like, 10 booked for the week, so, I mean, that’s, you know, that’s just, like, something I’m gonna call out every week.
141 00:11:11.550 ⇒ 00:11:23.700 Uttam Kumaran: Yeah, so one thing I also want to do while we, like, talk about that is if we can, in this meeting, also review, like, OKRs for sales in our new, like, sheet, we can do that whenever, but I know that 10…
142 00:11:24.050 ⇒ 00:11:27.710 Uttam Kumaran: Meetings a week, or… Or…
143 00:11:27.930 ⇒ 00:11:31.850 Uttam Kumaran: 20 or whatever it was, was on there, so I want to make sure we just start to track.
144 00:11:32.840 ⇒ 00:11:40.910 Robert Tseng: Yeah, I don’t have… I don’t have it pulled up here, so I think, stop there.
145 00:11:40.910 ⇒ 00:11:46.899 Uttam Kumaran: Yeah, I sent it in the chat, but yeah, whenever… but I just want to, as part of every meeting we do.
146 00:11:47.100 ⇒ 00:11:50.350 Uttam Kumaran: Today, I’m going to be bringing up each team’s OKRs.
147 00:11:51.020 ⇒ 00:11:51.660 Robert Tseng: Yeah.
148 00:11:52.320 ⇒ 00:11:54.210 Robert Tseng: Okay, great.
149 00:11:54.480 ⇒ 00:12:02.670 Robert Tseng: So… Okay, then I think that’ll replace whatever I was gonna show here. So…
150 00:12:03.040 ⇒ 00:12:11.989 Robert Tseng: 50% of pipeline of inbound channels. Well, I think these are still the routines that we’re trying to hit here, so, I think I’ll just say, as far as…
151 00:12:13.170 ⇒ 00:12:16.410 Robert Tseng: Billing keeps up here… .
152 00:12:16.410 ⇒ 00:12:28.799 Uttam Kumaran: The other thing is that, like, this… probably sales is the only team I didn’t, like, go through and give specific feedback on, but some of the KPIs, like, Activate Content Asset Library, I want to change as something that’s, like.
153 00:12:29.480 ⇒ 00:12:30.810 Uttam Kumaran: Measurable.
154 00:12:30.810 ⇒ 00:12:31.370 Robert Tseng: Yep.
155 00:12:31.650 ⇒ 00:12:37.179 Uttam Kumaran: Or we can just remove like, for example, the objective and the KPI can be
156 00:12:38.220 ⇒ 00:12:39.939 Uttam Kumaran: the same, but I guess, like.
157 00:12:40.250 ⇒ 00:12:44.369 Uttam Kumaran: If now you see that this format, if there’s anything you want to change, we can change it.
158 00:12:44.700 ⇒ 00:12:49.890 Robert Tseng: Okay, yeah, I think we can kinda… I’ll just…
159 00:12:50.360 ⇒ 00:13:06.880 Robert Tseng: We could spend a bit of time on this. So, 50% pipeline inbound channels, yeah, I would say this is still… this is still a good… good KPI to have. So, we are… it’s mostly coming through Upwork. I haven’t seen anything that’s sourced through content or LinkedIn directly yet.
160 00:13:06.990 ⇒ 00:13:17.729 Robert Tseng: I guess LinkedIn… yeah, I don’t… yeah, so that… that’s that. Sound-led content pieces, ICP stuff, this is what Jake’s working on, so I don’t know if we are…
161 00:13:17.970 ⇒ 00:13:26.109 Robert Tseng: I don’t think this is necessarily, like, got a time bound. I think we just said 2 in general, like, I don’t know, maybe we’re doing a bit more than that.
162 00:13:26.110 ⇒ 00:13:28.979 Uttam Kumaran: I think we’re gonna accomplish it, because we have, but we have…
163 00:13:29.390 ⇒ 00:13:33.789 Uttam Kumaran: We’re gonna have both the insurance one and one for auto ready, so…
164 00:13:33.790 ⇒ 00:13:34.350 Robert Tseng: Yeah.
165 00:13:34.930 ⇒ 00:13:38.569 Uttam Kumaran: Yeah, I feel like… I’m… we’re gonna accomplish this.
166 00:13:38.780 ⇒ 00:13:40.510 Uttam Kumaran: Yeah. This quarter, for sure.
167 00:13:48.440 ⇒ 00:13:53.630 Robert Tseng: Okay, yeah, this one we’ll come back to. I think this is, like you said, is not,
168 00:13:54.370 ⇒ 00:13:55.460 Robert Tseng: measurable.
169 00:13:56.020 ⇒ 00:14:03.810 Robert Tseng: So, brand narratives for the client-facing assets, yeah, I think… We are…
170 00:14:04.400 ⇒ 00:14:07.370 Robert Tseng: I think, to me, this is more,
171 00:14:10.920 ⇒ 00:14:18.699 Robert Tseng: related to the, like, the deck updates that we did on the services and stuff, so I think maybe this kind of gets covered.
172 00:14:19.740 ⇒ 00:14:22.949 Robert Tseng: Yeah, so we’ll just say,
173 00:14:23.480 ⇒ 00:14:32.310 Robert Tseng: AI services deck updated, data services deck, In progress, and then,
174 00:14:32.640 ⇒ 00:14:40.550 Robert Tseng: We also have some case studies, or I guess, how many case studies do we have in the pipeline right now, like, that are being worked on?
175 00:14:43.830 ⇒ 00:14:52.329 Hannah Wang: actively, like, 3 right now, but I try to crank at least, like, 2 to 3 out every week. Okay.
176 00:14:52.330 ⇒ 00:14:54.340 Robert Tseng: Two or three case studies, I think. Okay.
177 00:14:55.810 ⇒ 00:15:00.609 Uttam Kumaran: Yeah, I mean, we could… we could… you could basically… I think we… we have been doing about 2 a week.
178 00:15:00.990 ⇒ 00:15:03.820 Robert Tseng: Yeah. Like, we can basically say.
179 00:15:04.450 ⇒ 00:15:06.320 Uttam Kumaran: We can either call that out, like.
180 00:15:06.430 ⇒ 00:15:11.350 Uttam Kumaran: two new case studies a week, basically, as I get one of these, or whatever, yeah.
181 00:15:11.350 ⇒ 00:15:11.900 Robert Tseng: Yeah.
182 00:15:15.040 ⇒ 00:15:17.790 Robert Tseng: Your new client-facing assets a week.
183 00:15:17.920 ⇒ 00:15:29.250 Robert Tseng: So that includes… You know, case studies… X, other, like, sales?
184 00:15:29.250 ⇒ 00:15:30.490 Hannah Wang: one-pagers, yeah.
185 00:15:30.490 ⇒ 00:15:32.899 Robert Tseng: One-pagers, yeah, sure. Okay, cool.
186 00:15:34.410 ⇒ 00:15:44.409 Robert Tseng: Yeah, what about the website update? We had this… I know we’re kind of conflating, you know, these, but I kind of want to even just collapse this to one go-to-market thing, but,
187 00:15:47.580 ⇒ 00:15:50.629 Robert Tseng: Are you guys already gonna go for this marketing stuff later?
188 00:15:52.900 ⇒ 00:15:58.670 Uttam Kumaran: I would, I mean, I would just rip through the high-level sales stuff now.
189 00:15:59.070 ⇒ 00:16:06.809 Uttam Kumaran: But, I don’t know, let’s just go through the whole thing. I mean, I guess we should be going through it later anyways, but… Okay, sure.
190 00:16:06.810 ⇒ 00:16:08.130 Robert Tseng: Sure. Okay.
191 00:16:08.310 ⇒ 00:16:11.099 Robert Tseng: Yeah, like, what…
192 00:16:11.530 ⇒ 00:16:17.119 Robert Tseng: I don’t know if this is really driving qualified leads, I haven’t gotten any inbound stuff on the website lately, so…
193 00:16:17.120 ⇒ 00:16:20.259 Uttam Kumaran: So, yeah, I think… I think a couple things here.
194 00:16:20.640 ⇒ 00:16:27.019 Uttam Kumaran: I am steadily getting one new person signing up for a newsletter or for a PDF.
195 00:16:27.150 ⇒ 00:16:27.760 Uttam Kumaran: On the site.
196 00:16:27.760 ⇒ 00:16:29.220 Robert Tseng: Oh, yeah? Okay.
197 00:16:29.220 ⇒ 00:16:32.680 Uttam Kumaran: So, but I don’t… I don’t know whether they’re qualified or not, but…
198 00:16:32.810 ⇒ 00:16:44.989 Uttam Kumaran: Yeah. Someone probably needs to go look at their emails and figure out who those people are, but we are getting people steadily one a day that is downloading something from the site, and I’m… we’re getting email… they’re all coming into HubSpot.
199 00:16:45.360 ⇒ 00:16:45.970 Robert Tseng: Yeah.
200 00:16:48.200 ⇒ 00:16:55.169 Uttam Kumaran: So, so this one, I would… I would just probably just change this to drive 10 qualified leads from the website.
201 00:16:55.570 ⇒ 00:16:56.230 Robert Tseng: Yeah.
202 00:16:56.230 ⇒ 00:16:58.959 Uttam Kumaran: And updating web… updating it was related.
203 00:16:59.760 ⇒ 00:17:01.390 Uttam Kumaran: Yeah, also, yeah, go ahead.
204 00:17:01.700 ⇒ 00:17:02.490 Uttam Kumaran: Perfect.
205 00:17:08.490 ⇒ 00:17:09.030 Robert Tseng: Great.
206 00:17:10.089 ⇒ 00:17:12.680 Robert Tseng: Turn to qualify.
207 00:17:13.170 ⇒ 00:17:15.489 Robert Tseng: Engage leads.
208 00:17:15.660 ⇒ 00:17:16.380 Robert Tseng: Okay.
209 00:17:18.220 ⇒ 00:17:29.079 Robert Tseng: Hey, ICP personas, I guess this is related to the thing that you’ve been putting together. We haven’t really… we have some ICP docs that are just kind of floating around, so…
210 00:17:31.550 ⇒ 00:17:38.600 Uttam Kumaran: Yeah, so, like, tell me… yeah, tell me what… what you’d need for this, and I could take this on and rip it. I guess, like, what would… what would be,
211 00:17:39.120 ⇒ 00:17:42.200 Uttam Kumaran: like, We worked on this doc.
212 00:17:42.650 ⇒ 00:17:47.969 Uttam Kumaran: I guess tell me, like, what another deeper version of this would look like, and I’m happy to try to take that this week.
213 00:17:49.030 ⇒ 00:17:56.630 Robert Tseng: Yeah, so, I think this was, like, like… with…
214 00:17:56.920 ⇒ 00:18:13.639 Robert Tseng: Because we have, like, the… this… the playbook Google Sheets, I think Sol still had a hard time, like, qualifying out of that, even though I’d already set up saved searches and stuff, so I have to review the quality of, like, what she actually added to Mutual Intros and Circleback or whatever.
215 00:18:13.660 ⇒ 00:18:24.099 Robert Tseng: But yeah, I think just really laying out what the data personas are and the AI personas are, and there’s probably overlap, but just having, like, a…
216 00:18:24.590 ⇒ 00:18:36.650 Robert Tseng: maybe it’s, you know, kind of like we have it for what you’re doing on the master services kind of, like, revamp. We kind of need something like that on the ICP side, I think. So I don’t think this is just AI personas, but… so build.
217 00:18:37.250 ⇒ 00:18:44.160 Uttam Kumaran: Yeah, so looking at this ICP notion, tell me what part of this You like versus, like.
218 00:18:44.510 ⇒ 00:18:47.350 Uttam Kumaran: Because I will probably just go deep on…
219 00:18:47.620 ⇒ 00:18:48.380 Robert Tseng: Yeah.
220 00:18:48.380 ⇒ 00:18:53.130 Uttam Kumaran: two personas, and then have you just, like, take a look, but just reading through this, what parts.
221 00:18:53.130 ⇒ 00:18:53.760 Robert Tseng: Yeah.
222 00:18:53.760 ⇒ 00:18:54.670 Uttam Kumaran: I… yeah.
223 00:18:54.980 ⇒ 00:19:09.099 Robert Tseng: So I think what this section, like, part of it is, like, filters. This is, like, stuff that you can… we can just easily set up, like, filters for on, you know, LinkedIn safe searches or, like, Play or whatever, so that’s what I consider some of these parts to be.
224 00:19:09.170 ⇒ 00:19:20.380 Robert Tseng: So those are just, like, characteristics or whatever. Then we kind of need to have, like, more descriptive things about, like, what’s, like, how do we describe the signal, like, the signals that we’re looking for?
225 00:19:20.380 ⇒ 00:19:33.579 Robert Tseng: maybe it’s, job posting and hiring in a particular department, maybe new role in the past, like, 6-10 months. If they’re posting about things that are related to AI or data, like, we need to just kind of
226 00:19:33.600 ⇒ 00:19:46.989 Robert Tseng: even, like, what Default had, I guess, in their, like, ICP sheet. Like, I think that’s a little bit too overblown. We don’t need 100 ICPs, but, I think, yeah, we’re maybe missing some of the descriptive things there.
227 00:19:47.980 ⇒ 00:19:48.560 Uttam Kumaran: Okay.
228 00:19:48.800 ⇒ 00:19:49.360 Robert Tseng: Yeah.
229 00:19:49.650 ⇒ 00:20:01.310 Robert Tseng: But that’s kind of how I would structure it. So we have, like, the filter characteristics, and then we also need, like, some… yeah, I guess you have the pain points here, but it’s just more kind of, like, buying… buyer signals is probably a better…
230 00:20:01.420 ⇒ 00:20:04.129 Robert Tseng: yeah, I guess buyer triggers is kind of have this.
231 00:20:04.330 ⇒ 00:20:08.989 Robert Tseng: So I, yeah, I guess the structure is the right one. I think it’s just kind of,
232 00:20:12.390 ⇒ 00:20:13.350 Robert Tseng: Like, yeah, it’s…
233 00:20:13.350 ⇒ 00:20:16.589 Uttam Kumaran: Basically, it’s like… Can we hand this off? Can we hand this off? Yeah.
234 00:20:16.890 ⇒ 00:20:17.990 Uttam Kumaran: Yeah, I see what you mean.
235 00:20:17.990 ⇒ 00:20:34.529 Robert Tseng: And we put this in front of Justina and Sol, and let them use this as their guide. Like, I feel like this doesn’t help us, necessarily, because we can kind of, like, maneuver around it, but this is for everyone else. Like, how much information do they need in order to really be able to understand
236 00:20:34.770 ⇒ 00:20:43.709 Robert Tseng: when I look at a profile, I’m scanning through this list, and I’m able to check the boxes on some of these things, and that will make it be in the ICP, so…
237 00:20:44.290 ⇒ 00:20:45.380 Uttam Kumaran: Okay, okay, cool.
238 00:20:45.720 ⇒ 00:20:58.000 Robert Tseng: Yeah, and then obviously as it… once it… once it becomes more stabilized, then we can just, have the AI team build this as, like, a label to the list, so they don’t have to go and manually qualify all these in the future.
239 00:20:58.590 ⇒ 00:20:59.190 Uttam Kumaran: Yeah.
240 00:20:59.430 ⇒ 00:20:59.990 Robert Tseng: Yeah.
241 00:21:00.640 ⇒ 00:21:06.899 Hannah Wang: I think something else that might be helpful… well, I tried to, like, help Seoul qualify
242 00:21:07.210 ⇒ 00:21:09.759 Hannah Wang: The leads that she found.
243 00:21:09.760 ⇒ 00:21:10.100 Robert Tseng: Okay.
244 00:21:10.100 ⇒ 00:21:21.090 Hannah Wang: I’m forgetting where it is, but I know there’s, like, a high… high match and a medium match, like, even that, I didn’t really know what that meant, or, like, what that looked like, so…
245 00:21:21.960 ⇒ 00:21:23.010 Robert Tseng: Yeah…
246 00:21:23.010 ⇒ 00:21:33.379 Hannah Wang: Yeah, I have two separate lists on Sales Nav for that. I think, like, hide match is, like, when it actually, like, checked all the boxes. Medium was, like, it was some, but yeah, it’s not spelled out. Like, I think it’s…
247 00:21:34.410 ⇒ 00:21:35.190 Robert Tseng: Yeah.
248 00:21:40.920 ⇒ 00:21:46.400 Robert Tseng: So yeah, I mean, I could… I could spend some time on that, but, like, I… yeah, I think that’s, probably not gonna be done today.
249 00:21:46.590 ⇒ 00:21:47.940 Hannah Wang: Yeah.
250 00:21:50.850 ⇒ 00:21:58.689 Robert Tseng: to… help GTM team qualify leads in Canada.
251 00:21:59.150 ⇒ 00:22:09.530 Robert Tseng: Okay, and then, as far as co-marketing events with platform solution partners, I think we’re on track here, so,
252 00:22:10.370 ⇒ 00:22:22.119 Robert Tseng: We’ve done 2… Service packages, ideal case study, I guess… This is, like…
253 00:22:23.380 ⇒ 00:22:27.130 Robert Tseng: Are we… do we have,
254 00:22:27.290 ⇒ 00:22:43.920 Robert Tseng: I mean, we have the general capabilities decks, but Utam, have you, like, been able to put, like, the right offer in front of the right person? Like, I feel like oftentimes I end up just, like, sharing the generic deck, and then we try to, like, we try to get to the specific
255 00:22:44.150 ⇒ 00:22:55.069 Robert Tseng: thing that we’re doing on a call, so I don’t necessarily think we’ve, I get… the SOW ends up being, like, the service package.
256 00:22:55.750 ⇒ 00:23:03.540 Uttam Kumaran: Yeah, so let me share, one… I just don’t… you can keep sharing, but let me just also… I’ll just also share in parallel. So, Hannah and I are working on this.
257 00:23:03.940 ⇒ 00:23:10.509 Uttam Kumaran: Basically, going… going towards that, which is, like, what are you getting?
258 00:23:10.530 ⇒ 00:23:26.510 Uttam Kumaran: Right? And again, like, I just… we’ve been… we used our past meetings, and like, what… what is the distance between, like, coming on and then being like, okay, this is what you’re getting? So, we created some slides on, like, this is kind of classic, what you’re getting, we can slot these in. And again, ideally.
259 00:23:26.720 ⇒ 00:23:46.519 Uttam Kumaran: this is where our playbooks… so, like, our playbooks and our offers will have, like, package deliverables around. But, like, we typically send… we now have these to send, and then, ideally, we present, like, both our hourly rates and our engagement models. We could break this down and have
260 00:23:46.630 ⇒ 00:23:53.530 Uttam Kumaran: like, one slide per engagement model, one slide per service, but ideally, I would like us to
261 00:23:54.040 ⇒ 00:23:57.740 Uttam Kumaran: Have that within our presentation earlier on.
262 00:23:58.010 ⇒ 00:24:01.040 Uttam Kumaran: Yeah. Which is, like, huge…
263 00:24:01.040 ⇒ 00:24:07.130 Robert Tseng: analytics work, it’s pretty straightforward. Like, I think we do have this for that. The other stuff, I’m not sure, yeah.
264 00:24:07.920 ⇒ 00:24:09.350 Uttam Kumaran: but I also think, like.
265 00:24:10.020 ⇒ 00:24:20.619 Uttam Kumaran: It just goes to, like, can we qualify people earlier? And just, like, if they’re hooked on the call, then we might as well just share the pricing right there, and be like, let’s wrap this up, let’s go.
266 00:24:20.840 ⇒ 00:24:21.440 Robert Tseng: Yeah.
267 00:24:22.000 ⇒ 00:24:23.870 Uttam Kumaran: So I think we’re getting closer
268 00:24:24.070 ⇒ 00:24:30.410 Uttam Kumaran: We’re getting closer to that. I think we… I think probably the next step here is for every service.
269 00:24:30.610 ⇒ 00:24:36.849 Uttam Kumaran: We are going to have Either, like, a couple of slides or, like, one slide per service.
270 00:24:36.960 ⇒ 00:24:41.050 Uttam Kumaran: So that you can slot those in. And then, certainly, I want to have, like.
271 00:24:41.300 ⇒ 00:24:44.909 Uttam Kumaran: This slide, or a version of it, That get presented.
272 00:24:45.340 ⇒ 00:24:45.940 Robert Tseng: Yeah.
273 00:24:46.550 ⇒ 00:24:48.910 Uttam Kumaran: You know, so it’s really clear. And then also, again, like.
274 00:24:49.250 ⇒ 00:24:56.770 Uttam Kumaran: I would say this is what we’re pitching these days, right? So, I’m no longer, like, in the mode, probably, where we were last year, which is, like.
275 00:24:57.070 ⇒ 00:25:02.809 Uttam Kumaran: let’s suss it out, and then, like, kind of see what they’re game for. We have a floor now, you know, so that helps us.
276 00:25:03.350 ⇒ 00:25:06.469 Uttam Kumaran: So, I feel more confident, like, having this in the
277 00:25:07.170 ⇒ 00:25:13.539 Uttam Kumaran: One… getting to one meeting where we walk through the whole thing, we sell them, we show them what the pricing is, and they’re like, okay, tell us.
278 00:25:13.750 ⇒ 00:25:14.620 Uttam Kumaran: So…
279 00:25:14.960 ⇒ 00:25:15.690 Robert Tseng: Yeah.
280 00:25:15.690 ⇒ 00:25:17.349 Uttam Kumaran: Versus 2, 3, 4 meetings.
281 00:25:17.650 ⇒ 00:25:18.370 Robert Tseng: I agree.
282 00:25:19.140 ⇒ 00:25:24.290 Uttam Kumaran: So, what would you like to see out of this? Like, that we just kind of go deeper on these? .
283 00:25:25.080 ⇒ 00:25:33.890 Robert Tseng: Yeah, for this one, yeah, if it’s gonna be a slide, like, that’s fine. I think in every call that we get on, we should be showing something. It shouldn’t just be us talking, so…
284 00:25:33.890 ⇒ 00:25:38.399 Uttam Kumaran: I agree. Yeah, like… On the product AI deck is good enough, I feel comfortable, like…
285 00:25:38.660 ⇒ 00:25:39.110 Robert Tseng: Yeah.
286 00:25:39.510 ⇒ 00:25:39.900 Robert Tseng: Pull it up.
287 00:25:39.900 ⇒ 00:25:40.359 Uttam Kumaran: No matter what.
288 00:25:40.360 ⇒ 00:25:40.960 Robert Tseng: Yeah.
289 00:25:40.990 ⇒ 00:25:51.249 Robert Tseng: Great. So then those… so those packages end up just being part of the deck. So, I mean, it doesn’t have to be a part of the slide, it can just be the one-pager as well, but we just have to have it queued up so that
290 00:25:51.250 ⇒ 00:26:10.880 Robert Tseng: when we get to that part of a conversation, it’s like, okay, this is great, like, how do we actually work with you? Well, these are our starting offers, and at least we have a few fixed options for them. Or at least, you know, it’ll either be an AI thing, or a product analytics thing, or a data engine, whatever thing. It’ll be one of those three, and that’s how we… that’s how we would start. So we let them know what the starting point is.
291 00:26:11.050 ⇒ 00:26:23.900 Robert Tseng: Yeah, and if they’re like, great, this is exactly what we need at this time, then we can sign it, we can just move forward there. If they’re like, oh, I’m not sure if we need this full scope yet, then we just say, okay, let’s move to an hourly consulting, we’re $2.50 an hour.
292 00:26:23.910 ⇒ 00:26:38.490 Robert Tseng: Or if we, on the call, realize that, okay, this is actually much bigger than what we’re asking for, then we can just be like, we’ll come back to you with something custom, and we’ll just spend more of that time doing disco. But at least we should be ready to share, that package every… on every call that we go on.
293 00:26:39.520 ⇒ 00:26:42.589 Uttam Kumaran: Okay, okay, great. Okay, perfect. Then I think we’re gonna have that this month.
294 00:26:42.800 ⇒ 00:26:43.700 Uttam Kumaran: Okay.
295 00:26:45.300 ⇒ 00:26:46.309 Uttam Kumaran: Oh, okay, great.
296 00:26:46.310 ⇒ 00:26:46.970 Robert Tseng: break.
297 00:26:47.800 ⇒ 00:26:57.509 Robert Tseng: Okay, event promos and offers, we had, like, I don’t know, how have those discounts been going? Like, I guess we do free AI workshop, we’ve been doing.
298 00:26:57.510 ⇒ 00:27:01.879 Uttam Kumaran: It’s at least the first time where we’ve had, like, a consistent, like.
299 00:27:02.500 ⇒ 00:27:08.110 Uttam Kumaran: here’s, like, something that we offer, which is a free hour-long workshop. It was really good for NEFCO,
300 00:27:08.270 ⇒ 00:27:15.220 Uttam Kumaran: Yeah. Of course, like, I don’t… I think we could… we could offer it as a data and AI workshop, if you’d like to, but…
301 00:27:15.220 ⇒ 00:27:15.830 Robert Tseng: Yeah.
302 00:27:16.110 ⇒ 00:27:24.839 Uttam Kumaran: I think it is the first time where we’ve, like, we’ve had consistency across the website, our call to action on socials, and, like.
303 00:27:25.680 ⇒ 00:27:35.510 Uttam Kumaran: I’ve just been saying it, like, hey, this… you can take advantage of this while we have it. So, in that sense, I think we’ve put something into motion. Is it the right, compelling thing? I don’t know.
304 00:27:37.790 ⇒ 00:27:38.140 Robert Tseng: Yeah.
305 00:27:38.140 ⇒ 00:27:38.520 Uttam Kumaran: You know?
306 00:27:38.520 ⇒ 00:27:50.549 Robert Tseng: I don’t think we’ve really experimented with other, like, offers, like, yeah, we haven’t done any exploding offers, like, limited, oh, free, whatever, for, like, the next month kind of thing, or whatever.
307 00:27:51.140 ⇒ 00:27:52.689 Robert Tseng: Yeah, we just have, like, the average.
308 00:27:52.690 ⇒ 00:27:59.489 Uttam Kumaran: Hannah has the ability to execute on, like, getting this into the site, getting it onto our… onto our materials.
309 00:27:59.600 ⇒ 00:28:03.020 Uttam Kumaran: Am I getting it into our talking points?
310 00:28:03.850 ⇒ 00:28:04.440 Robert Tseng: Okay.
311 00:28:04.440 ⇒ 00:28:06.550 Uttam Kumaran: But I do think we have to have an offer
312 00:28:06.680 ⇒ 00:28:10.330 Uttam Kumaran: We have to have something that’s not a… that is, like, a time-bound…
313 00:28:11.080 ⇒ 00:28:20.989 Uttam Kumaran: Offer at any moment, or set of offers, like a free workshop, or, like, do a free consultation hour, or whatever it is.
314 00:28:23.300 ⇒ 00:28:28.829 Uttam Kumaran: We should always have it, because we have to have a call to action that is, like, really good across everything.
315 00:28:29.490 ⇒ 00:28:37.549 Robert Tseng: Yeah, I think that would be a good promo for on the LinkedIn side as well, obviously on the website, but it’s kind of like, hey, for this month, we have a
316 00:28:38.240 ⇒ 00:28:50.160 Robert Tseng: like, we could… it could always be the same one, we’ll just re… we will reward it, but 3-hour-long AI workshop, we’re only offering this to the first time people that sign up, or kind of thing, like…
317 00:28:50.180 ⇒ 00:28:59.020 Robert Tseng: I don’t think we’ve tried any campaign like that yet, so I think that could… I mean, maybe it’s not really a Q3 thing, this is more of a Q4 thing, so maybe we just take it out for now.
318 00:28:59.310 ⇒ 00:29:02.139 Robert Tseng: We just have a couple other great offers. Okay.
319 00:29:02.470 ⇒ 00:29:08.410 Robert Tseng: So, actually, I’m just gonna say, yeah, take this out of Q3. I don’t really think we really did this.
320 00:29:08.860 ⇒ 00:29:19.389 Robert Tseng: Consider… Okay, I want to go through some of these as well,
321 00:29:20.270 ⇒ 00:29:26.729 Robert Tseng: Yeah, partner source lead, one per month. When was the last… what was the last partner source lead we had?
322 00:29:28.360 ⇒ 00:29:33.620 Uttam Kumaran: I guess…
323 00:29:34.250 ⇒ 00:29:35.469 Robert Tseng: Actually, we have been getting.
324 00:29:36.380 ⇒ 00:29:38.830 Uttam Kumaran: Ritual or the boss? Yeah.
325 00:29:39.070 ⇒ 00:29:42.240 Robert Tseng: Yeah, okay, but we haven’t closed them yet. Okay. So…
326 00:29:43.720 ⇒ 00:29:47.959 Robert Tseng: Yeah, I can’t recall the last partner source lead that we’ve closed.
327 00:29:49.600 ⇒ 00:29:51.250 Robert Tseng: So… maybe I.
328 00:29:51.250 ⇒ 00:29:57.319 Uttam Kumaran: I guess, like, Interlude was a referral, but not from, like, a partner.
329 00:29:58.130 ⇒ 00:29:58.620 Robert Tseng: Mmm.
330 00:30:01.110 ⇒ 00:30:02.040 Uttam Kumaran: Yeah.
331 00:30:02.920 ⇒ 00:30:03.570 Robert Tseng: Okay.
332 00:30:06.810 ⇒ 00:30:09.690 Robert Tseng: Yeah, so I guess we are…
333 00:30:09.690 ⇒ 00:30:10.690 Uttam Kumaran: process, yeah.
334 00:30:10.690 ⇒ 00:30:21.619 Robert Tseng: Yeah, Mikaw, interlude, I mean, I got one from EasyPocker as well, so… But they’re…
335 00:30:21.910 ⇒ 00:30:24.619 Robert Tseng: All day meets this past month.
336 00:30:25.050 ⇒ 00:30:27.579 Robert Tseng: None have closed… yet.
337 00:30:27.910 ⇒ 00:30:28.820 Robert Tseng: Okay.
338 00:30:29.020 ⇒ 00:30:30.850 Robert Tseng: We’ll move on from that for now.
339 00:30:31.160 ⇒ 00:30:37.529 Robert Tseng: Mrr, yeah, I think this is… we’re close, I would say, on track, I guess.
340 00:30:37.760 ⇒ 00:30:45.270 Robert Tseng: submit one quality… yeah, we have not been doing this. This is just… flagging.
341 00:30:46.140 ⇒ 00:30:53.769 Hannah Wang: Sorry, is Catalan related to Contra? Is that the question I asked you, Tom? Because remember, you, like, sent.
342 00:30:53.770 ⇒ 00:30:55.870 Uttam Kumaran: Yes, I think so.
343 00:30:56.410 ⇒ 00:31:03.640 Uttam Kumaran: They are… it’s kind of a similar thing. Catalog is a little bit deeper. So, Robert, have you heard of Contra? It’s like this, like, incumbent…
344 00:31:04.370 ⇒ 00:31:06.290 Uttam Kumaran: like, Upwork platform?
345 00:31:06.290 ⇒ 00:31:10.790 Robert Tseng: I just went ahead and, like, we paid, like, 30 bucks, and then we’re just gonna try to…
346 00:31:10.790 ⇒ 00:31:13.000 Uttam Kumaran: run the same Upwork playbook there.
347 00:31:13.450 ⇒ 00:31:13.980 Robert Tseng: around a lot.
348 00:31:13.980 ⇒ 00:31:19.889 Uttam Kumaran: lighter than… than Catalan, but also, I think now Hannah has a good sense of, like.
349 00:31:20.110 ⇒ 00:31:24.310 Uttam Kumaran: how to do that, so we can also try to do the Catalanp this week, if you want to try.
350 00:31:25.640 ⇒ 00:31:30.680 Robert Tseng: Okay, I haven’t seen any of our contra stuff. Maybe, maybe let me, let me know. So, I mean, I always say…
351 00:31:31.640 ⇒ 00:31:40.099 Robert Tseng: like, yeah, Catalan is a lot. You need to add 3 case studies to every pitch. The things are a lot longer. Yeah, it’s just… it is very…
352 00:31:40.100 ⇒ 00:31:43.009 Uttam Kumaran: You think this will take, like, an hour, or how long do you think these take?
353 00:31:43.010 ⇒ 00:31:46.350 Robert Tseng: Yeah, it probably takes me, like, 30 minutes to put a pitch together.
354 00:31:46.470 ⇒ 00:31:47.000 Robert Tseng: Yeah.
355 00:31:47.000 ⇒ 00:31:52.189 Uttam Kumaran: Hannah, maybe we just do an hour together this week, because I have time, finally, so…
356 00:31:52.190 ⇒ 00:31:52.950 Hannah Wang: Okay.
357 00:31:53.120 ⇒ 00:31:59.689 Hannah Wang: I would also like to take a look at Contra, too, because I… I mean, I… there’s, like… I didn’t follow up with you on some of the… Okay.
358 00:31:59.690 ⇒ 00:32:06.340 Uttam Kumaran: stuff for Contra, so… Yeah. Yeah, I’ll just put a thing in my calendar later today to take a look at Contra stuff.
359 00:32:06.340 ⇒ 00:32:07.110 Hannah Wang: Okay.
360 00:32:07.700 ⇒ 00:32:08.330 Robert Tseng: Okay.
361 00:32:08.830 ⇒ 00:32:12.859 Robert Tseng: Ai-driven data case study,
362 00:32:15.400 ⇒ 00:32:21.750 Robert Tseng: Yeah, I mean, we are doing this. This is already kind of, this is redundant, so we already have it here, so I’m just gonna take this out.
363 00:32:26.930 ⇒ 00:32:31.889 Robert Tseng: 20 qualified leads per week,
364 00:32:36.090 ⇒ 00:32:43.689 Robert Tseng: Have an age with a… 25% meeting book.
365 00:32:45.330 ⇒ 00:32:46.400 Robert Tseng: booking…
366 00:32:53.380 ⇒ 00:33:03.890 Robert Tseng: Yeah, I would say… I don’t think we’ve hit 30 on any of the weeks yet, so, yeah, I think I would say we are lagging here.
367 00:33:04.110 ⇒ 00:33:13.690 Robert Tseng: I think this is just, like, a function of, like, our initial… Mutual intro, circle, back.
368 00:33:14.280 ⇒ 00:33:18.980 Robert Tseng: Volume… Outbound volume isn’t high enough.
369 00:33:21.130 ⇒ 00:33:21.810 Robert Tseng: Okay.
370 00:33:22.420 ⇒ 00:33:32.250 Robert Tseng: Yeah, expand sales pipeline. I mean, this is the same thing as this, really, so…
371 00:33:33.200 ⇒ 00:33:36.019 Robert Tseng: But that’s okay, I’ll just leave it as is.
372 00:33:37.500 ⇒ 00:33:41.310 Robert Tseng: I don’t think that’s really an actionable thing, so I’m gonna take that out.
373 00:33:41.940 ⇒ 00:33:50.510 Robert Tseng: One go-to-market experiment weekly. I think that’s misinformed. We should be running them Yo.
374 00:33:50.710 ⇒ 00:33:51.980 Robert Tseng: Bi-weekly.
375 00:34:00.410 ⇒ 00:34:12.810 Robert Tseng: Yeah, so I would say we are doing this. We have a few of those playbooks up and up and going, so we have, that. Gig Radar, I know we renewed, kind of, what’s our status on this? Like, what?
376 00:34:14.820 ⇒ 00:34:17.429 Hannah Wang: So I’m gonna… me and Ryan are gonna meet with
377 00:34:17.760 ⇒ 00:34:27.220 Hannah Wang: one of the Gig Rider folks tomorrow, and then he’s gonna help us, like, spruce up our profiles or whatever, and then we’ll, like, monitor.
378 00:34:27.489 ⇒ 00:34:28.809 Robert Tseng: Yeah. How that goes.
379 00:34:28.810 ⇒ 00:34:29.500 Hannah Wang: Yeah.
380 00:34:30.020 ⇒ 00:34:32.290 Robert Tseng: Okay.
381 00:34:35.050 ⇒ 00:34:42.920 Robert Tseng: I need radar, we can do radar.
382 00:34:43.250 ⇒ 00:34:54.350 Robert Tseng: Pitching… Probably… I think we were doing something like 20 plus…
383 00:35:00.490 ⇒ 00:35:09.650 Robert Tseng: Yeah, I guess my point with GitRadar is if our volume stays this low, we don’t need to pay them to do it. We should just have someone manually do it.
384 00:35:11.060 ⇒ 00:35:12.230 Robert Tseng: Yeah. Okay.
385 00:35:12.810 ⇒ 00:35:22.280 Robert Tseng: So… Volume is slow, outcomes… may not.
386 00:35:22.430 ⇒ 00:35:23.850 Robert Tseng: be break-even.
387 00:35:25.530 ⇒ 00:35:26.290 Robert Tseng: Okay.
388 00:35:31.500 ⇒ 00:35:38.550 Robert Tseng: Campaign tracking, yeah, we did this. So, I think maybe there’s a couple adjustments that we still need to make.
389 00:35:46.660 ⇒ 00:35:47.990 Robert Tseng: important notes.
390 00:35:51.120 ⇒ 00:35:52.010 Robert Tseng: across.
391 00:36:04.670 ⇒ 00:36:13.650 Robert Tseng: I would say we are… not on track there. I think we’re still… there’s still some gaps where…
392 00:36:14.370 ⇒ 00:36:18.769 Robert Tseng: stuff that comes in on Upwork, where, like, other DMs, text messages, like, we’re…
393 00:36:19.100 ⇒ 00:36:23.800 Robert Tseng: it’s not a… it’s not a hard thing to do, but I just think that we are not kept.
394 00:36:23.800 ⇒ 00:36:33.860 Uttam Kumaran: Oh, yeah, I don’t… I think it is a hard thing to do, bro. I don’t know, like, what am I gonna… I’m not gonna… I can’t even go to Hub… by the time I open HubSpot and hit Lowe’s and, like, find where to do this.
395 00:36:34.080 ⇒ 00:36:34.440 Robert Tseng: Yeah.
396 00:36:34.440 ⇒ 00:36:36.440 Uttam Kumaran: Okay. I think, I think.
397 00:36:36.440 ⇒ 00:36:37.370 Robert Tseng: We’re probably at…
398 00:36:37.370 ⇒ 00:36:39.099 Uttam Kumaran: like, 50%.
399 00:36:39.100 ⇒ 00:36:39.600 Robert Tseng: Yeah.
400 00:36:39.600 ⇒ 00:36:43.900 Uttam Kumaran: But you’re right, like, I have stuff that’s sitting… somewhere, and…
401 00:36:44.540 ⇒ 00:36:50.440 Uttam Kumaran: Yeah, but I… but again, I think, like, this is a… this has to be a Soledad or a Justina thing.
402 00:36:50.630 ⇒ 00:36:51.260 Robert Tseng: Yeah.
403 00:36:52.470 ⇒ 00:36:55.330 Robert Tseng: Okay, so that’s fine. Oh yeah, we already have 50% here.
404 00:36:56.480 ⇒ 00:36:57.340 Uttam Kumaran: there. Okay.
405 00:36:57.340 ⇒ 00:36:57.960 Robert Tseng: Yeah.
406 00:36:58.430 ⇒ 00:37:06.739 Robert Tseng: And… I would say… we’re not. We’re still dropping off, where, like, we, you know, things… are still stalling.
407 00:37:07.900 ⇒ 00:37:15.050 Robert Tseng: between stages, only driven by Udam and me, pretty much, so… I just…
408 00:37:15.050 ⇒ 00:37:18.880 Uttam Kumaran: When you talk about this implement automation, should we just say, like.
409 00:37:19.680 ⇒ 00:37:22.740 Uttam Kumaran: implement one automation per stage, maybe?
410 00:37:24.010 ⇒ 00:37:28.760 Robert Tseng: Yeah, like… Almost as simple as, like.
411 00:37:29.390 ⇒ 00:37:41.460 Robert Tseng: when something is past discovery call, we need to just be pinged, like, over and over again until we, like, actually, I don’t know if that’s the right approach, because it might be too noisy, but…
412 00:37:41.660 ⇒ 00:37:44.900 Robert Tseng: Yeah, we need to continuously be pinged on, like.
413 00:37:45.010 ⇒ 00:37:47.079 Robert Tseng: Moving things to the next stage.
414 00:37:48.080 ⇒ 00:37:51.420 Uttam Kumaran: Yeah, so or notification?
415 00:37:52.070 ⇒ 00:37:53.630 Uttam Kumaran: per stage.
416 00:37:54.900 ⇒ 00:37:57.059 Uttam Kumaran: After this conference.
417 00:37:57.750 ⇒ 00:38:00.350 Uttam Kumaran: Let’s… I think this is better.
418 00:38:01.040 ⇒ 00:38:03.960 Uttam Kumaran: Yeah.
419 00:38:08.330 ⇒ 00:38:09.130 Robert Tseng: Yeah.
420 00:38:09.630 ⇒ 00:38:15.849 Robert Tseng: Because they pretty much are just getting to the call that afterwards, it’s kind of just, like, pretty variable in terms of…
421 00:38:17.450 ⇒ 00:38:20.439 Uttam Kumaran: Yeah, well, like, basic things, like, I just want to get, like…
422 00:38:20.840 ⇒ 00:38:26.149 Uttam Kumaran: all the leads in HubSpot in our Slack channel once a day in the morning.
423 00:38:26.710 ⇒ 00:38:27.250 Robert Tseng: Yeah.
424 00:38:27.250 ⇒ 00:38:29.850 Uttam Kumaran: Right? Like, that’s just what I need to see somewhere.
425 00:38:30.140 ⇒ 00:38:30.700 Robert Tseng: Yeah.
426 00:38:35.160 ⇒ 00:38:40.920 Robert Tseng: Okay, cool. Well, thanks for kind of walk… kind of sitting through with this. I think we haven’t done this as a…
427 00:38:41.430 ⇒ 00:38:48.110 Robert Tseng: the market team before, so I want to give some rest of the time for Hannah, Ryan to kind of share about their initiatives for the week.
428 00:38:48.260 ⇒ 00:38:49.960 Robert Tseng: And how we can support as well.
429 00:38:53.500 ⇒ 00:38:59.960 Hannah Wang: Okay, I can go, okay? Okay. Let me pull up my…
430 00:39:08.580 ⇒ 00:39:16.030 Hannah Wang: I haven’t updated this… for this week yet, I just changed the date, but…
431 00:39:16.240 ⇒ 00:39:24.199 Hannah Wang: I guess updates for partnerships. So, yeah, the Glimpse Shop Talk is next week, so Mary and I…
432 00:39:24.890 ⇒ 00:39:31.339 Hannah Wang: Are in comms and talking, so we’re just monitoring how many people sign up.
433 00:39:31.700 ⇒ 00:39:34.189 Hannah Wang: For the spa events.
434 00:39:34.380 ⇒ 00:39:42.959 Hannah Wang: And I know the pay reach and instantly campaigns are running, so we’ll just continue to monitor that.
435 00:39:43.110 ⇒ 00:39:48.989 Hannah Wang: For Propel, I want to start the campaign
436 00:39:49.490 ⇒ 00:39:56.410 Hannah Wang: this week, if possible, but I don’t know how many campaigns are, like, bleeding into this week, and how many, like.
437 00:39:56.680 ⇒ 00:40:05.530 Hannah Wang: credits or whatever we have. I don’t really know the nitty-gritty for instantly in HeyReach, so…
438 00:40:05.770 ⇒ 00:40:19.179 Hannah Wang: Ryan, let me know, but, like, ideally, we’d start this this week, or early next week, just to hit up all the people who signed up for the webinar. So that’s another campaign I want to start, but I know we want to do only, like, two to three.
439 00:40:19.280 ⇒ 00:40:24.880 Hannah Wang: Basically, a week, 3 a week, doing too many is too much, so…
440 00:40:24.880 ⇒ 00:40:34.040 Robert Tseng: Can I, can I, can I also just, like, say something quick? So, Amplitude, Amplitude actually hired Saish, so he’s now part of Amplitude. I think,
441 00:40:34.040 ⇒ 00:40:34.890 Hannah Wang: Oh, okay.
442 00:40:35.220 ⇒ 00:40:35.550 Uttam Kumaran: I don’t.
443 00:40:35.550 ⇒ 00:40:47.199 Robert Tseng: Yeah, we… yeah, yeah, they’re sponsoring his visa and everything, so it’s a good deal for him. That could be good, because he’s friendly for us or whatever, but this isn’t something I would follow up on until October, probably.
444 00:40:47.220 ⇒ 00:40:48.150 Hannah Wang: Okay.
445 00:40:48.480 ⇒ 00:40:50.849 Robert Tseng: Yeah, give them a month to settle in.
446 00:40:52.580 ⇒ 00:40:53.170 Hannah Wang: Okay.
447 00:40:53.450 ⇒ 00:40:54.000 Robert Tseng: Yeah.
448 00:40:56.250 ⇒ 00:41:09.250 Hannah Wang: So that’s Propel. Corral, I met with Lauren and the marketing team, or Lauren is the marketing team. I met with her last week, and I sent, like, a huge thread in the GoToMarket channel, basically. I pitched the…
449 00:41:09.660 ⇒ 00:41:10.830 Hannah Wang: P.E.
450 00:41:11.070 ⇒ 00:41:27.840 Hannah Wang: focused, white paper. I pitched… I told her that we’re gonna start working on that, and then I’ll try to make an outline for that this week, and then hand it over to you so you can take a look at it. But we kind of want to start it… we kind of want to start with, like, a webinar.
451 00:41:27.840 ⇒ 00:41:44.290 Hannah Wang: So she said that maybe, Robert, you and Alex can do, like, a virtual webinar, and we can, like, promo around that, and then see how that goes. And then even, like, after that webinar, if we run a campaign to hit up all the people that attended, we could
452 00:41:44.380 ⇒ 00:41:47.069 Hannah Wang: Send, like, the white paper, have, like, a…
453 00:41:47.470 ⇒ 00:41:57.959 Hannah Wang: have something, like a joint something offer as the call to action from that. So, that’s something that we kind of talked about, and…
454 00:41:58.260 ⇒ 00:42:05.839 Hannah Wang: basically, I just need dates from you on when you could do that, maybe in October, because September is pretty busy for everyone, so…
455 00:42:06.050 ⇒ 00:42:11.339 Hannah Wang: There’s a thread in the GoToMarket channel somewhere about that, so you can just take a look at that.
456 00:42:11.340 ⇒ 00:42:11.910 Robert Tseng: Okay.
457 00:42:13.180 ⇒ 00:42:20.040 Hannah Wang: Yep, and then… I know Cody Tech Amber worked on, like, a document for…
458 00:42:20.040 ⇒ 00:42:22.290 Robert Tseng: Yeah, I haven’t redoed that yet.
459 00:42:22.290 ⇒ 00:42:25.630 Hannah Wang: Okay, so that’s kind of in motion there.
460 00:42:25.740 ⇒ 00:42:33.189 Hannah Wang: Fresh Paint still has to sign the NDA. I think we sent over, like, an iteration, basically. And…
461 00:42:34.180 ⇒ 00:42:37.480 Robert Tseng: We can nudge them if they haven’t signed. Let’s just… we’ll give a reminder.
462 00:42:38.070 ⇒ 00:42:38.820 Robert Tseng: Okay. Okay.
463 00:42:38.820 ⇒ 00:42:42.280 Hannah Wang: It was pretty recent, though. Like, they sent something last Friday or Thursday.
464 00:42:42.600 ⇒ 00:42:55.779 Hannah Wang: looking at it, yeah. So, I think it’s in the works there, and honestly, for the sales stuff, like, I just keep looking on LinkedIn for these kind of strategic accounts, but there’s not really anything
465 00:42:56.060 ⇒ 00:42:57.990 Hannah Wang: That I’m, like, seeing.
466 00:42:58.130 ⇒ 00:43:04.480 Hannah Wang: So, I’ll, like, update this tracker when I do see something, but for now, it’s, like, not really there.
467 00:43:04.480 ⇒ 00:43:05.120 Robert Tseng: Okay.
468 00:43:05.600 ⇒ 00:43:06.320 Hannah Wang: So yeah.
469 00:43:06.970 ⇒ 00:43:10.520 Hannah Wang: Any other updates on these partners or accounts, I guess?
470 00:43:11.760 ⇒ 00:43:18.420 Robert Tseng: Ow… Yeah, I think that’s… seems about right.
471 00:43:18.420 ⇒ 00:43:18.940 Hannah Wang: Okay.
472 00:43:20.490 ⇒ 00:43:29.970 Hannah Wang: Yeah, maybe on the accounts. I’ve been adding, like, stuff to the LinkedIn, like, strategic accounts weekly, like, because I do have…
473 00:43:30.060 ⇒ 00:43:41.080 Robert Tseng: But, I don’t know, would it be helpful to just make some more noise on Slack, and when I… when I come across an account, I tell you what I’m thinking about it, then you can add it to your listing?
474 00:43:41.220 ⇒ 00:43:43.660 Robert Tseng: Like, I kind of want to just be able to…
475 00:43:43.790 ⇒ 00:43:52.039 Robert Tseng: say, like, hey, this account is throwing some event here, like, like, and I kind of want you to be able to take that and
476 00:43:52.210 ⇒ 00:43:58.070 Robert Tseng: think about, like, how do we actually get in front of them? Like, that’s… that’s the point of this, so…
477 00:43:58.460 ⇒ 00:43:59.110 Hannah Wang: Right.
478 00:43:59.110 ⇒ 00:44:10.449 Robert Tseng: Yeah, like, I don’t really need a huge playbook or anything, it’s just, like, you’re just… you’re just thinking of ways to get in front of the right person here. So, try to identify who the right person is and how to get in front of them. Yeah.
479 00:44:10.450 ⇒ 00:44:22.960 Hannah Wang: Yeah, so I know even, like, I do go through these accounts, or I just, like, look through your feed in the Sales Nav and look for these accounts, so, like, there are some opportunities… like, Planning Center, or, what is it?
480 00:44:23.130 ⇒ 00:44:35.959 Hannah Wang: the back-to-school, that one, like that, I forgot. Fresh from… from home from college, or whatever, that account, like, they had a bunch of events and, like, activations happening, but, like, the dates didn’t work out with your schedule, so…
481 00:44:36.250 ⇒ 00:44:51.099 Hannah Wang: Yeah, so maybe, yeah, make some noise in the Slack channel, like, tell me, oh, I added this, like, account, or something, and I’ll just, like, monitor them, or it’d be helpful to even, like, tell me your… what you’re thinking, like, strategy.
482 00:44:51.310 ⇒ 00:44:56.619 Hannah Wang: wise, because, like, the way I kind of look at these, I just look for, like, events.
483 00:44:56.890 ⇒ 00:45:01.249 Hannah Wang: that they host, or, like, people… I kind of, like, stalk the…
484 00:45:01.940 ⇒ 00:45:07.249 Hannah Wang: VPs on, like, from these accounts and see if they’re, like, doing anything. But…
485 00:45:07.630 ⇒ 00:45:10.440 Hannah Wang: I haven’t been able to really find anything, so…
486 00:45:11.060 ⇒ 00:45:26.169 Hannah Wang: If there’s, like, something that you find that you’re like, oh, this is what I want you to do, like, can you just, like, tell me, oh, I did this, and this is my reasoning, and I did this after that, and then just give me, like, a guidance there, and then I’ll start to model my thinking after that.
487 00:45:27.060 ⇒ 00:45:38.230 Robert Tseng: Okay. Yeah, no, I have seen you tag with John and I in some events that people are kind of hosting and stuff, so that… that is good. I just… I obviously, we don’t make all of them, and yeah, but, like, yeah, so…
488 00:45:39.050 ⇒ 00:45:42.540 Uttam Kumaran: Yeah, I don’t mind… I don’t mind the pings coming, like, don’t worry if, like.
489 00:45:42.540 ⇒ 00:45:42.910 Hannah Wang: Okay.
490 00:45:42.910 ⇒ 00:45:45.529 Uttam Kumaran: I’ll get to it at some point, you’re not spamming at all, like…
491 00:45:45.530 ⇒ 00:45:46.120 Hannah Wang: Okay.
492 00:45:46.120 ⇒ 00:45:48.099 Uttam Kumaran: Sales, it has to be, like…
493 00:45:48.310 ⇒ 00:45:54.289 Uttam Kumaran: it has to be so annoying, and I… I don’t know, for me personally, like, I need to see…
494 00:45:54.720 ⇒ 00:46:04.719 Uttam Kumaran: that stuff every day. There’s some days I can go to the event, some days I can’t. Biggest thing is just, like, active leads that are post-discovery, we have to get to a nowhere, yes.
495 00:46:05.060 ⇒ 00:46:08.850 Uttam Kumaran: Like, I mean, just shrink that timing, is, like, all I’m thinking about.
496 00:46:09.230 ⇒ 00:46:15.439 Uttam Kumaran: The other campaign that I want to hear about is this ABC lookalike and the other lookalike campaigns. I don’t know if, like.
497 00:46:15.990 ⇒ 00:46:17.809 Uttam Kumaran: We want to…
498 00:46:17.810 ⇒ 00:46:18.130 Robert Tseng: Yeah.
499 00:46:18.180 ⇒ 00:46:19.490 Uttam Kumaran: Talk about that, or… yeah.
500 00:46:19.490 ⇒ 00:46:20.100 Hannah Wang: Yeah.
501 00:46:22.930 ⇒ 00:46:30.270 Hannah Wang: Yeah, so I think that’s more Ryan, like ABC. I know he worked on that last week. So the three campaigns we focused on were Propel.
502 00:46:30.400 ⇒ 00:46:32.629 Hannah Wang: Blue People and…
503 00:46:32.930 ⇒ 00:46:38.830 Hannah Wang: or not. Sorry, Glimpse, Blue People, and ABC. So I guess, after we talk about
504 00:46:39.060 ⇒ 00:46:48.660 Hannah Wang: after Ryan gives his update, I want to have, like, the R3 for this week, and then run from there. So, Ryan, if you want to give, like, an update, you can share your screen and…
505 00:46:48.780 ⇒ 00:46:49.770 Hannah Wang: Show us.
506 00:46:51.750 ⇒ 00:46:58.590 Ryan Brosas: Yeah. So 40… I’m currently waiting.
507 00:46:58.790 ⇒ 00:46:59.990 Ryan Brosas: So, yeah.
508 00:47:00.430 ⇒ 00:47:06.200 Ryan Brosas: for the ABC home, or, like, the lookalike for ABC, we already, like.
509 00:47:06.460 ⇒ 00:47:12.109 Ryan Brosas: Proceeded to, like, launch this campaign on… on… instantly.
510 00:47:12.180 ⇒ 00:47:29.389 Ryan Brosas: But, yeah, I think it’s not, get… we are getting a lot of, like, out of the office and, stuff, but we haven’t gotten one responses yet. I think I needed to, like, do some con… like.
511 00:47:29.390 ⇒ 00:47:37.700 Ryan Brosas: Clicking on the copy and relaunch, or added, like, another step on our,
512 00:47:38.150 ⇒ 00:47:53.150 Ryan Brosas: our variant, or, like, in the A-B testing step, yeah, I think I needed to figure out how we can increase our conversion rate on, on, on our reply rate, but it’s…
513 00:47:54.570 ⇒ 00:47:57.400 Ryan Brosas: Yeah, we are getting a lot of, like.
514 00:47:57.960 ⇒ 00:48:01.519 Ryan Brosas: Out of the office, mostly, so…
515 00:48:02.390 ⇒ 00:48:17.670 Ryan Brosas: I’ll be, adding some subsequence for out of the office, and let’s see if I can, increase or get, like, a response from the… our current lead.
516 00:48:17.860 ⇒ 00:48:22.269 Uttam Kumaran: Is… is the LinkedIn… is this also live on LinkedIn for HeyReach?
517 00:48:22.270 ⇒ 00:48:28.300 Ryan Brosas: We are not, we haven’t,
518 00:48:28.490 ⇒ 00:48:40.580 Ryan Brosas: do this on average, because we are currently focused on the other two campaigns that we have, which is more on, ShopTalk and Tactical event.
519 00:48:41.200 ⇒ 00:48:44.910 Uttam Kumaran: Yeah, I would nix the Tekken tequila, then, like, whatever.
520 00:48:45.610 ⇒ 00:48:47.020 Uttam Kumaran: I would just swap it out.
521 00:48:47.560 ⇒ 00:48:55.890 Ryan Brosas: Yeah, I will… so then my next, or, like, this week or later, I will be moving forward to launch a…
522 00:48:56.150 ⇒ 00:49:12.659 Ryan Brosas: follow-up on… like, a follow-up sequence for SheReach, that we sent, like, an email, and we are, you know, if they saw that and something, you know, we can… we can use that also. For exactly for…
523 00:49:12.660 ⇒ 00:49:16.579 Uttam Kumaran: I feel like because the lookalike… I just feel like the lookalike campaigns…
524 00:49:17.390 ⇒ 00:49:23.370 Uttam Kumaran: As of now, are probably going to have a higher rate, just because they’re much more targeted with a case study.
525 00:49:23.660 ⇒ 00:49:28.740 Uttam Kumaran: So… I mean, I just want to see us run the ABC one. It’s really great…
526 00:49:28.880 ⇒ 00:49:35.449 Uttam Kumaran: example of the lookalike campaign to run, so… I would just, like… if we’re not through the tech and tequila, that’s fine, we can just…
527 00:49:35.690 ⇒ 00:49:45.299 Uttam Kumaran: I don’t think it’s… overall, I don’t think that there was probably two people there that are worth selling to, and if they haven’t gone back to us, then it’s fine, so… I would just swap this out.
528 00:49:46.190 ⇒ 00:49:49.979 Ryan Brosas: Yeah, that is noted. I will be pushing the,
529 00:49:50.350 ⇒ 00:49:54.670 Ryan Brosas: They lookalike, campaign for… on… on any reach.
530 00:49:54.950 ⇒ 00:50:01.420 Ryan Brosas: So, yeah, I think that’s all for the, what to call this?
531 00:50:03.400 ⇒ 00:50:16.280 Ryan Brosas: Yeah, that’s all for the ABC, update. So, for other, like, additional campaigns, I think we are hitting other campaigns, like, lookalike for, healthy.
532 00:50:16.420 ⇒ 00:50:24.439 Ryan Brosas: I will be working on that this week, and I will be following up for, like, if it’s a good
533 00:50:24.980 ⇒ 00:50:27.989 Ryan Brosas: Oh, are good to go for this certain
534 00:50:28.270 ⇒ 00:50:35.830 Ryan Brosas: company, so I think that will be my next step for, like, tomorrow or later today.
535 00:50:36.100 ⇒ 00:50:43.449 Ryan Brosas: And also, like, this, I need to figure out how we can, get a reply on here.
536 00:50:48.410 ⇒ 00:50:49.110 Ryan Brosas: Yeah.
537 00:50:49.980 ⇒ 00:51:05.809 Ryan Brosas: Aside from that, other campaign that we need to do, I think, most of that is more on recruitment, but we are currently, like, closed on that, so.
538 00:51:05.810 ⇒ 00:51:11.310 Uttam Kumaran: Yeah, I wouldn’t do any recruitment. Like, next all the recruitments. No, I don’t want to do recruitment for, like, a month.
539 00:51:11.310 ⇒ 00:51:23.920 Ryan Brosas: Yes, it’s already closed, but, it’s already good to go whenever there’s, like, a free slot on Hayridge or, like, in, in, Hayridge slot. So, yeah, you already have, like.
540 00:51:24.320 ⇒ 00:51:39.890 Ryan Brosas: two… for two accounts per account, so I think, that’s a safe, campaigns to set on for two… for… per account is two campaigns, so whenever that there’s, like, a free slot, I will be,
541 00:51:40.080 ⇒ 00:51:43.119 Ryan Brosas: Resuming all the stuff that, needed.
542 00:51:44.320 ⇒ 00:51:50.429 Uttam Kumaran: Yeah, I wouldn’t resume any of the talent ones unless approved. Like, we have the lookalike campaigns, we have other stuff, so…
543 00:51:50.910 ⇒ 00:51:53.310 Uttam Kumaran: Don’t do any more talent-related.
544 00:51:53.680 ⇒ 00:51:54.780 Ryan Brosas: Yeah, that’s noted.
545 00:51:56.300 ⇒ 00:52:03.490 Hannah Wang: Do we want to do Propel this week, or do you think it’ll be kind of similar to Tech and Tequila, where it’s, like, there’s not…
546 00:52:03.770 ⇒ 00:52:05.509 Hannah Wang: Many people were selling to.
547 00:52:05.510 ⇒ 00:52:08.640 Uttam Kumaran: I just want us to do this ABC one, like…
548 00:52:08.640 ⇒ 00:52:09.360 Hannah Wang: Okay.
549 00:52:09.510 ⇒ 00:52:12.500 Hannah Wang: Yeah. Then we can just focus on that this week.
550 00:52:12.500 ⇒ 00:52:15.320 Uttam Kumaran: Yeah, yeah, yeah, I just want to get… have us do that one.
551 00:52:15.540 ⇒ 00:52:16.510 Uttam Kumaran: Awesome.
552 00:52:17.860 ⇒ 00:52:22.120 Uttam Kumaran: Because we have a lot of… So, ShopTalk and ABC, basically. Yeah, yeah.
553 00:52:23.010 ⇒ 00:52:23.800 Hannah Wang: Okay.
554 00:52:25.380 ⇒ 00:52:33.130 Robert Tseng: The Shop Talk campaign’s going well, though. I have two, calls booked with people even before the event. I might even try to just tap that a bit more, and
555 00:52:33.950 ⇒ 00:52:39.550 Robert Tseng: see if people want to get on a call if they’re an RICP before we even go to the event.
556 00:52:40.020 ⇒ 00:52:40.640 Uttam Kumaran: Okay.
557 00:52:40.910 ⇒ 00:52:42.059 Robert Tseng: Dude, it’s next week.
558 00:52:43.620 ⇒ 00:52:44.579 Uttam Kumaran: Oh, really? Okay, then.
559 00:52:44.580 ⇒ 00:52:45.100 Robert Tseng: Ugh.
560 00:52:45.100 ⇒ 00:52:45.730 Uttam Kumaran: ticket.
561 00:52:46.520 ⇒ 00:52:47.710 Robert Tseng: to recover.
562 00:52:47.830 ⇒ 00:52:50.249 Robert Tseng: And then be ready to go again.
563 00:52:50.420 ⇒ 00:52:51.340 Hannah Wang: Oh.
564 00:52:52.780 ⇒ 00:52:53.430 Uttam Kumaran: back.
565 00:52:56.620 ⇒ 00:52:57.000 Robert Tseng: Okay.
566 00:52:57.000 ⇒ 00:53:03.350 Hannah Wang: Okay, well, in those calls, like, if you want to invite them to the… the spa thing, please do, because
567 00:53:03.490 ⇒ 00:53:09.699 Hannah Wang: Not a lot of people have signed up yet. I feel like maybe this week we’ll have some traction, because it’s the week before, but…
568 00:53:09.700 ⇒ 00:53:10.350 Robert Tseng: Yup.
569 00:53:10.350 ⇒ 00:53:13.489 Hannah Wang: If you want to pitch it, please be my guest.
570 00:53:13.680 ⇒ 00:53:20.410 Robert Tseng: Do we only have one email sequence? Like, are we only inviting people one time? Maybe we invite people multiple times, especially if they’re a really good fit for us.
571 00:53:21.100 ⇒ 00:53:27.509 Hannah Wang: There’s, like, 3 set up, and then we also have, stuff on Hayreach, or, like.
572 00:53:28.220 ⇒ 00:53:40.929 Robert Tseng: So I’m actually gonna be at a roundtable on ShopTalk. I forgot exactly what topic I was assigned, but, like, I’m gonna be… I don’t know, I feel like I’m a bit of a… like a black sheep at that table, but we’re gonna figure it out.
573 00:53:40.930 ⇒ 00:53:41.940 Uttam Kumaran: Oh, nice!
574 00:53:41.940 ⇒ 00:53:46.389 Robert Tseng: I might invite everybody at my table to that event, so…
575 00:53:46.390 ⇒ 00:53:48.129 Hannah Wang: When’s the roundtable? What day?
576 00:53:48.130 ⇒ 00:53:49.750 Robert Tseng: It’s on a Thursday, yeah.
577 00:53:50.730 ⇒ 00:53:54.020 Hannah Wang: That’s the 8th… the event is on the 17th.
578 00:53:54.330 ⇒ 00:53:55.210 Robert Tseng: Oh, it is?
579 00:53:55.590 ⇒ 00:53:57.119 Robert Tseng: Oh, well, yeah, well…
580 00:53:57.740 ⇒ 00:54:04.199 Robert Tseng: Okay, I’ll… I’ll miss… I’ll… I’ll… can you send me the email again? I’m gonna just email everybody that is on my ta… at my table.
581 00:54:04.820 ⇒ 00:54:06.269 Robert Tseng: I have to come to it the day before.
582 00:54:06.750 ⇒ 00:54:11.070 Hannah Wang: Okay, I will… I’ll send you the first sequence that has, like, all the information.
583 00:54:11.070 ⇒ 00:54:14.809 Robert Tseng: Because that… that… the… the event is hosted through Rain Forge, right?
584 00:54:15.220 ⇒ 00:54:19.460 Hannah Wang: Yeah. So you’re gonna have to, like, finagle the language, but…
585 00:54:20.290 ⇒ 00:54:27.829 Robert Tseng: Or, like, I’m not… or I’m just being like, hey, like, this… I’m going to this thing that’s hosted by Brainforge, like, you should go, or whatever, yeah.
586 00:54:27.830 ⇒ 00:54:29.559 Hannah Wang: Okay, okay. Yeah. Sure.
587 00:54:30.890 ⇒ 00:54:32.249 Hannah Wang: Okay, I’ll send you that.
588 00:54:35.630 ⇒ 00:54:38.680 Hannah Wang: Anything else for today?
589 00:54:41.930 ⇒ 00:54:42.760 Robert Tseng: I’m good.
590 00:54:43.520 ⇒ 00:54:45.740 Robert Tseng: Any, yeah, anything else we can help with?
591 00:54:46.790 ⇒ 00:54:47.630 Hannah Wang: I guess…
592 00:54:47.630 ⇒ 00:54:50.230 Uttam Kumaran: So, the Insomnia contract…
593 00:54:50.610 ⇒ 00:54:52.560 Robert Tseng: We need feedback on?
594 00:54:53.010 ⇒ 00:54:53.580 Robert Tseng: Okay.
595 00:54:56.470 ⇒ 00:55:01.030 Uttam Kumaran: And then, yeah, you’re talking to, FoamPro?
596 00:55:02.200 ⇒ 00:55:04.980 Uttam Kumaran: Yep. Later, so let’s… hopefully that closes.
597 00:55:04.980 ⇒ 00:55:06.390 Robert Tseng: them in an hour, so…
598 00:55:06.750 ⇒ 00:55:09.079 Uttam Kumaran: And then the HIP plus…
599 00:55:09.550 ⇒ 00:55:15.680 Uttam Kumaran: Yeah. If you want to brainstorm, just hit me on Slack. So, those I would like to get out.
600 00:55:15.680 ⇒ 00:55:16.240 Robert Tseng: Yep.
601 00:55:16.960 ⇒ 00:55:18.109 Uttam Kumaran: Since they’re close.
602 00:55:18.230 ⇒ 00:55:18.990 Uttam Kumaran: Yeah.
603 00:55:19.210 ⇒ 00:55:24.980 Uttam Kumaran: And then I went and sent a bunch of follow-ups already today, so I followed up with Duby Cars, with Planned Medicare.
604 00:55:26.080 ⇒ 00:55:27.920 Uttam Kumaran: Yeah, so we’ll just keep going.
605 00:55:30.170 ⇒ 00:55:32.409 Hannah Wang: Justine is starting the 15th?
606 00:55:32.770 ⇒ 00:55:33.419 Uttam Kumaran: Yeah, one of them.
607 00:55:33.730 ⇒ 00:55:34.680 Hannah Wang: Oh, okay.
608 00:55:34.740 ⇒ 00:55:35.680 Robert Tseng: That’s one day.
609 00:55:37.430 ⇒ 00:55:38.810 Hannah Wang: Okie dokie.
610 00:55:40.270 ⇒ 00:55:40.800 Uttam Kumaran: Okay.
611 00:55:41.170 ⇒ 00:55:41.920 Robert Tseng: Thanks, everyone.
612 00:55:42.500 ⇒ 00:55:43.040 Uttam Kumaran: Thank you.