Meeting Title: GTM Planning + Kickoff Date: 2025-09-22 Meeting participants: Hannah Wang, Uttam Kumaran, Rico Rejoso, Ryan Brosas, Jake Nathan, Amber Lin, Justina Spinn, Robert Tseng, Jake Nathan
WEBVTT
1 00:00:50.050 ⇒ 00:00:51.130 Uttam Kumaran: Hello!
2 00:00:53.660 ⇒ 00:00:54.750 Rico Rejoso: Hey guys, how you doing?
3 00:00:54.750 ⇒ 00:00:55.330 Hannah Wang: Bye.
4 00:00:57.360 ⇒ 00:00:58.140 Ryan Brosas: Hi, guys.
5 00:01:12.310 ⇒ 00:01:13.020 Uttam Kumaran: Yo.
6 00:01:19.100 ⇒ 00:01:19.760 Jake Nathan: Paleo.
7 00:01:22.460 ⇒ 00:01:23.150 Hannah Wang: Hi.
8 00:01:49.180 ⇒ 00:01:53.820 Jake Nathan: Dude, Tom, how are those, dumplings at Shop Talk? Those, those looked insane.
9 00:01:53.820 ⇒ 00:01:55.189 Uttam Kumaran: They were good!
10 00:01:55.440 ⇒ 00:01:58.660 Uttam Kumaran: They were really good, although I feel like,
11 00:01:59.660 ⇒ 00:02:06.309 Uttam Kumaran: I’m much more a fan of, like, really, like, soupy soup dumplings versus just, like, normal dumplings.
12 00:02:07.140 ⇒ 00:02:11.010 Jake Nathan: I wish they had a little bit… I wish they were more, like, soup-forward.
13 00:02:12.280 ⇒ 00:02:21.010 Uttam Kumaran: But the chili oil was really good, and I don’t know, I made chili oil two weeks ago, and mine did not taste like that, and I’m like, what did I…
14 00:02:21.410 ⇒ 00:02:27.170 Uttam Kumaran: do wrong, and I’m trying to figure out, like, was it maybe vinegar or something? I need to figure out something.
15 00:02:27.510 ⇒ 00:02:29.810 Uttam Kumaran: But, yeah.
16 00:02:29.810 ⇒ 00:02:32.649 Jake Nathan: Have you been to… have you been to Lynn in Austin?
17 00:02:32.650 ⇒ 00:02:34.680 Uttam Kumaran: I have one, so I need to go back.
18 00:02:35.170 ⇒ 00:02:50.640 Jake Nathan: I feel like when you… I haven’t heard soup-forward as an adjective forever, but I… I like that. But yeah, they’re very soup forward. Honestly, speaking of events, I feel like, like, a bottle dumpling, or something, that’d be… I mean, I think those things are amazing.
19 00:02:50.640 ⇒ 00:02:51.970 Uttam Kumaran: Yeah, yeah.
20 00:02:53.010 ⇒ 00:02:58.090 Uttam Kumaran: There’s another place in the triangle that does soup dumplings, too.
21 00:02:58.490 ⇒ 00:03:00.920 Jake Nathan: Oh, really? I… I don’t think I’ve been.
22 00:03:01.190 ⇒ 00:03:02.650 Jake Nathan: I live right by there, though.
23 00:03:02.650 ⇒ 00:03:04.219 Uttam Kumaran: Yeah, kinda near where you are.
24 00:03:08.600 ⇒ 00:03:09.940 Amber Lin: Hello!
25 00:03:11.420 ⇒ 00:03:12.810 Amber Lin: Is Robert coming?
26 00:03:13.730 ⇒ 00:03:14.779 Uttam Kumaran: You tell me.
27 00:03:15.140 ⇒ 00:03:17.559 Amber Lin: I don’t know, let me ask him.
28 00:03:18.160 ⇒ 00:03:20.799 Hannah Wang: He should be, he accepted.
29 00:03:21.410 ⇒ 00:03:22.200 Amber Lin: Hmm.
30 00:03:24.860 ⇒ 00:03:27.359 Amber Lin: Yeah, he doesn’t have a conflict.
31 00:03:27.550 ⇒ 00:03:31.699 Uttam Kumaran: We have so many sales deals active right now, it’s kind of insane.
32 00:03:34.840 ⇒ 00:03:37.430 Amber Lin: Is there a place we can view all of that?
33 00:03:39.160 ⇒ 00:03:40.399 Uttam Kumaran: In HubSpot, hopefully.
34 00:03:40.400 ⇒ 00:03:41.350 Hannah Wang: spot, yeah.
35 00:03:41.350 ⇒ 00:03:47.969 Amber Lin: Okay, I think… Should… I think we should go…
36 00:03:47.970 ⇒ 00:03:56.349 Uttam Kumaran: I want to start with that, maybe, Justina, we could just do a quick review of, like, all active deals, maybe just do a, like, a view of, like, how HubSpot looks now.
37 00:03:59.130 ⇒ 00:04:06.040 Justina Spinn: Yeah, let me see… Hmm…
38 00:04:07.230 ⇒ 00:04:12.699 Justina Spinn: Okay, so this is all of the ones that are marked in progress right now.
39 00:04:12.700 ⇒ 00:04:13.250 Uttam Kumaran: Whoa.
40 00:04:14.010 ⇒ 00:04:24.149 Justina Spinn: So it’s these 11. I was literally just looking at your CTA, information, and I was gonna update this.
41 00:04:25.040 ⇒ 00:04:26.750 Justina Spinn: Yeah, tell me, like…
42 00:04:28.050 ⇒ 00:04:41.559 Uttam Kumaran: Yeah, I guess maybe, like, maybe the first thing we can do, is maybe just on this call, we can agree on the stages. I know we talked about that briefly. Maybe we just wanna… can you just share, like, what the existing stages are, and then…
43 00:04:41.730 ⇒ 00:04:47.999 Uttam Kumaran: if I’m happy to make a decision on that in this call, or even if you… or if we… we need a bit more time, we can…
44 00:04:48.490 ⇒ 00:04:49.089 Uttam Kumaran: I can…
45 00:04:49.090 ⇒ 00:04:51.190 Justina Spinn: Yeah,
46 00:04:51.800 ⇒ 00:05:00.429 Justina Spinn: Robert and I had talked about that a little bit on Friday. I was going to hopefully, like, list all of these out this week, and then he was supposed to help give…
47 00:05:00.710 ⇒ 00:05:05.460 Justina Spinn: Some descriptions of them. There’s… there’s just a lot.
48 00:05:05.850 ⇒ 00:05:10.699 Justina Spinn: There’s, like, just the in-progress ones are.
49 00:05:10.700 ⇒ 00:05:14.429 Uttam Kumaran: should do less, or, like, because I feel like some of them are, like.
50 00:05:14.710 ⇒ 00:05:19.900 Uttam Kumaran: indicative of a stage, but I guess we plugged them all into one property, like.
51 00:05:20.170 ⇒ 00:05:22.889 Uttam Kumaran: Blake, what do you think is the best route?
52 00:05:23.610 ⇒ 00:05:27.519 Justina Spinn: I mean, I think that I… I need to understand more of, like.
53 00:05:27.660 ⇒ 00:05:33.049 Justina Spinn: y’all’s sales process before I really make a decision on that, but…
54 00:05:33.700 ⇒ 00:05:43.200 Justina Spinn: I mean, like, is there… what is the reason for not just having, like, in progress, and then having notes about, like, where the stages are?
55 00:05:43.380 ⇒ 00:05:44.270 Justina Spinn: like…
56 00:05:45.050 ⇒ 00:05:52.319 Uttam Kumaran: Yeah, I guess, it’s mainly to understand where things are slowing down.
57 00:05:52.670 ⇒ 00:05:53.280 Justina Spinn: Okay.
58 00:05:53.280 ⇒ 00:05:57.489 Uttam Kumaran: Yeah, like, if we, for example.
59 00:05:58.000 ⇒ 00:06:08.669 Uttam Kumaran: proposed… like, and also, it’s associated with an action, right? So at any… at any deal stage, there is an action that’s either on us or the client. So, because I’m just trying to remember, like, why…
60 00:06:08.730 ⇒ 00:06:19.989 Uttam Kumaran: I’m pretty sure I set up our original deal stages, so basically at any point of this, it’s like Brainforge has to do something, or the client has to do something. So there’s never a moment in which something’s like.
61 00:06:20.430 ⇒ 00:06:23.090 Uttam Kumaran: just, like, in progress. There’s always, like, a status.
62 00:06:23.280 ⇒ 00:06:38.050 Uttam Kumaran: Right? So, we could consider having two, but what you’ll see here is, like, demo scheduled indicates that, okay, there’s nothing to do until the demo happens. Once the demo happens, there is… the thing needs to move to, like, a…
63 00:06:38.380 ⇒ 00:06:50.930 Uttam Kumaran: they either told us no on the call, or it’s like, great, send us a proposal. So then it moves to, like, proposal creation. And ideally, proposal creation is basically, like, a task gets created, like, create the proposal, or… or…
64 00:06:51.440 ⇒ 00:06:54.889 Uttam Kumaran: whatever, right? So that was kind of, like, that was kind of the thinking.
65 00:06:55.470 ⇒ 00:07:00.920 Justina Spinn: Okay. Do you guys have something where that’s already written out, so that I’m not, like, duplicating that?
66 00:07:00.920 ⇒ 00:07:08.544 Uttam Kumaran: Yes… let’s see…
67 00:07:15.510 ⇒ 00:07:16.950 Uttam Kumaran: There is…
68 00:07:35.610 ⇒ 00:07:37.740 Uttam Kumaran: Okay, so if you go, like…
69 00:07:38.050 ⇒ 00:07:40.870 Uttam Kumaran: Here… I’m just gonna send you this.
70 00:07:45.140 ⇒ 00:07:53.279 Uttam Kumaran: So, in this, in this notion, there are these… these are the different stages we have right now.
71 00:07:53.860 ⇒ 00:07:54.770 Justina Spinn: Okay.
72 00:07:58.700 ⇒ 00:07:59.689 Robert Tseng: Hey, Rob here.
73 00:07:59.910 ⇒ 00:08:00.710 Uttam Kumaran: Hey.
74 00:08:03.380 ⇒ 00:08:06.699 Uttam Kumaran: Roughly, it was just talking about, like, the different stages. I mean.
75 00:08:08.890 ⇒ 00:08:13.099 Uttam Kumaran: I was kind of just giving a reason about the existing stages were built.
76 00:08:13.310 ⇒ 00:08:26.930 Uttam Kumaran: by me, so that we have an action associated with every stage. So it’s very obvious, like, if it’s a discovery is booked, then the next thing is do the discovery. And then after discovery, it should shift to, like.
77 00:08:27.130 ⇒ 00:08:33.679 Uttam Kumaran: there’s some action on us, so it’s really clear, like, what the task is. But…
78 00:08:36.940 ⇒ 00:08:42.249 Uttam Kumaran: like, I don’t know what the right… I basically was like, okay, one stage column, every single stage is just…
79 00:08:42.770 ⇒ 00:08:48.500 Uttam Kumaran: Like, the… The stage was in progress, and, like, what the next action is.
80 00:08:49.190 ⇒ 00:08:51.090 Uttam Kumaran: Yeah.
81 00:08:52.480 ⇒ 00:09:03.310 Justina Spinn: Yeah. I mean, if, like, the deal stages make sense to you guys, then that’s just, like, I need to learn them, that’s all. We don’t need to change them if that’s, like, your preferred…
82 00:09:03.740 ⇒ 00:09:12.940 Justina Spinn: way of going about it. I just need to learn more about them. Okay.
83 00:09:12.940 ⇒ 00:09:13.300 Hannah Wang: Well.
84 00:09:13.300 ⇒ 00:09:14.050 Justina Spinn: Sorry.
85 00:09:14.050 ⇒ 00:09:20.879 Hannah Wang: Alright, I have one quick… comment, like, when I was helping with this briefly, too, like.
86 00:09:21.280 ⇒ 00:09:26.470 Hannah Wang: It was more helpful for me for the deal stage to be more broad, and then
87 00:09:27.120 ⇒ 00:09:38.920 Hannah Wang: I guess, extract, like, oh, disco follow-up, like, that type of stuff in the next steps. Like, to me, that was more intuitive as well. I feel like maybe, Justina, that’s what you think, but…
88 00:09:39.410 ⇒ 00:09:46.220 Hannah Wang: That was just my two cents. As someone who was, like, looking at this for the first time, and kind of learning it.
89 00:09:46.360 ⇒ 00:10:00.629 Hannah Wang: the multiple, like, in pro… multiple layers of in progress, like, was a bit confusing, and it was easier for me to read, like, next steps to see, like, where in the in-progress pipeline it was, but…
90 00:10:01.010 ⇒ 00:10:02.140 Hannah Wang: Yeah, maybe…
91 00:10:02.260 ⇒ 00:10:10.500 Hannah Wang: if you guys prefer this, then I, too, need to learn… learn this, but that’s just my input as well.
92 00:10:12.900 ⇒ 00:10:20.220 Hannah Wang: But if it’s, like, too much work, like, if it’s too much of a heavy lift to change everything, like, yeah, we can just leave it as well.
93 00:10:22.510 ⇒ 00:10:27.330 Justina Spinn: It’s not, like, HubSpot-wise, it wouldn’t be an issue.
94 00:10:27.570 ⇒ 00:10:31.270 Justina Spinn: To change it to just, like, an in-progress stage.
95 00:10:33.370 ⇒ 00:10:37.020 Robert Tseng: I just, as long as the action is clear, like, I think that’s the point of it.
96 00:10:37.180 ⇒ 00:10:47.239 Uttam Kumaran: Yeah, the same way. I just wanted, like, we used to have too much stuff that’s just in progress. In progress is, like, not great. It means someone is on the hook for something.
97 00:10:47.430 ⇒ 00:10:58.650 Uttam Kumaran: and it’s… is it me? Or who is it? Or, like… and then what do we need to nudge on, right? Like, because ultimately, what we’re trying to scale here is that anybody on the sales team can look at something and then
98 00:10:58.820 ⇒ 00:11:01.970 Uttam Kumaran: do the action, right? Like.
99 00:11:01.970 ⇒ 00:11:02.780 Justina Spinn: Great stuff.
100 00:11:02.780 ⇒ 00:11:07.020 Uttam Kumaran: Yeah, so that’s, like, that’s what I need to be clear, whether that’s two properties or just one.
101 00:11:08.840 ⇒ 00:11:09.240 Justina Spinn: Yeah.
102 00:11:09.240 ⇒ 00:11:11.609 Uttam Kumaran: No, I don’t… I don’t care the form factor.
103 00:11:12.620 ⇒ 00:11:29.910 Justina Spinn: Yeah, I mean, we could make, like, yeah, like, the deal sta- like, the… I feel like the next steps could help, and even maybe making, like, an additional field where, it’s, like, like, next steps due date, or something like that, so that we can, like, even filter and sort by, like.
104 00:11:30.170 ⇒ 00:11:34.849 Justina Spinn: the dates that we’re expecting to do the next activity. Does that make sense?
105 00:11:35.800 ⇒ 00:11:38.979 Justina Spinn: So that we can, like, keep on top of it a little bit more.
106 00:11:38.980 ⇒ 00:11:45.630 Uttam Kumaran: I feel like who’s on the hook for it, right? Because, for example, for Shinesty, for Televero, like, I’m on the hook for, like, 5 of these.
107 00:11:46.140 ⇒ 00:11:53.409 Uttam Kumaran: And so, for me, I want to be able to be, like, go into HubSpot and see, like, what sales tasks, like, I have to do today.
108 00:11:53.840 ⇒ 00:11:54.750 Justina Spinn: Right.
109 00:11:55.650 ⇒ 00:12:00.939 Justina Spinn: That was another thing that I was gonna ask you about, was, like, the deal owner. Why do we have some that are.
110 00:12:00.940 ⇒ 00:12:14.469 Uttam Kumaran: Oh, so I… I… I saw that this happened, so there… we are share… we’re all sharing, like, an HubSpot login right now, because there’s only 4 seats. So one of them used to have my name on it, I changed it to Sales Team Brainforce, so you can… anything that was…
111 00:12:14.730 ⇒ 00:12:19.440 Uttam Kumaran: That is Sales Team Rainforest, you could just change to me, because I… and sale.
112 00:12:19.550 ⇒ 00:12:21.019 Uttam Kumaran: It’s, like, a group email.
113 00:12:21.210 ⇒ 00:12:33.810 Justina Spinn: Okay, so then, like, if we do that, and we move the deal owner up in the view, then you’ll be able to see them over here, you’ll be able to see, like, if I make another column that’s, like, next steps due.
114 00:12:34.470 ⇒ 00:12:35.710 Justina Spinn: Date…
115 00:12:36.040 ⇒ 00:12:54.740 Justina Spinn: So, like, let’s say, like, we sent a follow-up email, 9-18, we know that we… if we haven’t heard back from them, we know that we want to, like, reach back out in a week or so. So then we set the due date to, like, a week from now, and then Robert knows that he’s able to see that.
116 00:12:56.880 ⇒ 00:13:01.820 Uttam Kumaran: Is this the best… is this, like, is there a task view, or is this the best view, you think, for, like.
117 00:13:02.600 ⇒ 00:13:09.540 Uttam Kumaran: like, if I’m just a, like, if I’m just a walk-in every day and be, like, open… I’m gonna spend an hour on sales every morning to see, like, what I have to do.
118 00:13:10.430 ⇒ 00:13:11.000 Uttam Kumaran: Is this the.
119 00:13:11.000 ⇒ 00:13:14.770 Justina Spinn: Yeah, I mean, there’s a… there’s,
120 00:13:15.670 ⇒ 00:13:27.939 Justina Spinn: there’s a tasks tab that we can use, like, if you guys want to use tasks, because it just sounded like, from what I was hearing earlier, it sounded like you guys didn’t want to, like, be in HubSpot, you wanted more stuff going to Slack.
121 00:13:28.160 ⇒ 00:13:29.670 Justina Spinn: But, like…
122 00:13:29.670 ⇒ 00:13:33.930 Uttam Kumaran: But my next step would be, like, can you just send me the tasks in Slack?
123 00:13:33.930 ⇒ 00:13:38.989 Justina Spinn: Yeah, no, the… it looks like you guys already have that set up, honestly. Okay.
124 00:13:39.650 ⇒ 00:13:52.409 Justina Spinn: So, like, that’s fine, if that’s how you want to be, like, notified of them, but there is this Tasks tab, so there… you would go in and it would be any that are assigned to you, and it would show you everything. So, I mean, I can…
125 00:13:52.650 ⇒ 00:13:56.650 Justina Spinn: I can fill out the next steps and then assign a task to you for each.
126 00:13:58.210 ⇒ 00:13:59.430 Justina Spinn: If that works.
127 00:13:59.430 ⇒ 00:14:08.660 Uttam Kumaran: Yeah, I don’t know, Barbara, what’s your workflow? My workflow is, like, I just open up the deals, and I just try to do as much as a few minutes possibly can in whatever time I have available.
128 00:14:08.660 ⇒ 00:14:13.069 Robert Tseng: Yeah, that’s what I do. I don’t mind opening up that one HubSpot.
129 00:14:13.070 ⇒ 00:14:18.610 Uttam Kumaran: I kind of use my email, basically. Like, I leave the sales emails in my email, and then I… I just, like…
130 00:14:19.250 ⇒ 00:14:20.739 Uttam Kumaran: Try to do it.
131 00:14:23.520 ⇒ 00:14:24.009 Uttam Kumaran: I mean, I could…
132 00:14:24.010 ⇒ 00:14:33.359 Robert Tseng: Right now, as I’m, like, adding more stuff into the pipeline, I don’t know why it’s not catching, but, like, I sent an email to Honey Singer, and it doesn’t look like it made it to…
133 00:14:33.590 ⇒ 00:14:45.699 Robert Tseng: HubSpot, but, like, yeah, I mean, that’s, like, you know, I just have one… half of my screen is my email or sales nav, and the other half is the HubSpot list that I just have to just go through.
134 00:14:47.120 ⇒ 00:14:48.780 Justina Spinn: Yeah,
135 00:14:49.850 ⇒ 00:15:04.959 Justina Spinn: Maybe we can look at your screen later and see if we can figure out why emails aren’t logging still, because that’s, like, that’s gonna be a big piece that’s gonna make it a little bit easier for me navigating through everything, because right now it’s, like, flipping through both of y’all’s inbox and…
136 00:15:05.190 ⇒ 00:15:12.729 Justina Spinn: Sales Nav and HubSpot, and it’s just, like, a lot of communication in a lot of different places, and I don’t want to miss anything.
137 00:15:13.880 ⇒ 00:15:23.129 Justina Spinn: So, yeah, I mean, I think for right now, if you guys are cool with it, I can assign tasks to you. I might need a little bit more, like, clarity.
138 00:15:23.350 ⇒ 00:15:27.629 Justina Spinn: Like, on what you prefer for follow-up type of things, like…
139 00:15:27.950 ⇒ 00:15:40.219 Justina Spinn: I have information on, like, when you guys sent the last follow-up, but I’m just not really sure about the workflow of, like, how often you want to be nudging these people and that kind of thing. So yeah.
140 00:15:40.500 ⇒ 00:15:45.259 Justina Spinn: But I can… I can create tasks for anything that’s, like, pending on our side.
141 00:15:45.790 ⇒ 00:15:56.759 Uttam Kumaran: Yeah, because we’re the only two people that are, like, actively selling, I think what’s actually more important is that a ping comes into Slack, which is, like.
142 00:15:56.940 ⇒ 00:16:01.219 Uttam Kumaran: These 3 are overdue on follow-ups. Because usually.
143 00:16:01.410 ⇒ 00:16:11.290 Uttam Kumaran: Robert messages me that, or I message Robert that. So ideally, that can come from the sales team, because you guys now have all the information that we have on these deals, which is, like.
144 00:16:11.430 ⇒ 00:16:16.019 Uttam Kumaran: We sent an email to PhonePro on 9-18. It’s now 9-22.
145 00:16:16.240 ⇒ 00:16:26.680 Uttam Kumaran: we… we need an email to go out, right? So that… so then it’s like, find out from one… one… either one of us will have thought about doing it and we forgot, or we did it and we already heard something back.
146 00:16:27.020 ⇒ 00:16:31.590 Justina Spinn: I’ll need to do it. And so, I think I want you guys to be the driving heartbeat.
147 00:16:31.850 ⇒ 00:16:40.520 Uttam Kumaran: Because we can… we’re going to execute as much as we humanly can, and so we may not get it right. I don’t mind getting pinged a bajillion times.
148 00:16:41.070 ⇒ 00:16:41.490 Justina Spinn: Okay.
149 00:16:41.490 ⇒ 00:16:43.589 Uttam Kumaran: what I don’t want, though, is, like.
150 00:16:43.800 ⇒ 00:16:50.389 Uttam Kumaran: for us to also keep track and execute. Ideally, the keep track part is what we can start to hand off.
151 00:16:50.730 ⇒ 00:16:55.370 Uttam Kumaran: So that we can spend more time just Moving these forward.
152 00:16:56.570 ⇒ 00:16:57.400 Justina Spinn: Okay.
153 00:16:57.550 ⇒ 00:17:13.649 Uttam Kumaran: And I think, one, it’ll give you a good… it’ll give you guys, like, ideally, again, both of us have a good sense of, like, probably 60% of each of these leads, like, some of these are Robert’s, some of these are mine. Y’all should have an understanding of 100% of them, and what the stage of all of them are.
154 00:17:13.810 ⇒ 00:17:16.720 Uttam Kumaran: There are gonna be things that are blocked by both of us.
155 00:17:17.190 ⇒ 00:17:36.730 Uttam Kumaran: but also, like, operations has tasks on when we move things to signing. So, for example, when something… when a contract moves from, like, hey, we guys are… we’re good, we approve this SOW, send it to signing, Rico then… Rico then sets it up and sends them. So, at some point, he may need to get nudged, like, hey, can you follow up with them?
156 00:17:36.790 ⇒ 00:17:38.560 Uttam Kumaran: Ask them to sign, things like that.
157 00:17:38.650 ⇒ 00:17:43.239 Uttam Kumaran: There is also this, like, basic follow-up, which is just, like.
158 00:17:43.400 ⇒ 00:17:51.499 Uttam Kumaran: hey, like, did you have a chance to read my last email? Those are things that, you and you and Hannah and folks can take care of
159 00:17:51.780 ⇒ 00:18:04.730 Uttam Kumaran: kind of probably with just, like, a quick Slack thumbs up, or for the most part, like, if you’re like, hey, can we send this follow-up to this person? You already… you’re already seeing that, for the most part, like, yes, send it, yes, send it. So, that’s the… that’s the piece, I think, if you guys start to have
160 00:18:04.850 ⇒ 00:18:10.230 Uttam Kumaran: All of these 20 or so leads in your head, and you guys have a general sense of where they all are.
161 00:18:10.530 ⇒ 00:18:15.780 Uttam Kumaran: it’s then assigning tasks, like, Rico has to nudge someone, Robert Duton has to nudge someone.
162 00:18:16.020 ⇒ 00:18:19.269 Uttam Kumaran: Or, like, sales has to match someone, basically.
163 00:18:21.650 ⇒ 00:18:26.960 Uttam Kumaran: Got it. Because otherwise, what’s gonna happen… this will go quickly from 20 to 40.
164 00:18:27.110 ⇒ 00:18:33.340 Uttam Kumaran: And what’s gonna happen at that point is, like, I will run out of memory processing power.
165 00:18:34.160 ⇒ 00:18:47.410 Uttam Kumaran: I’m already kind of there. So the governing body has to be a sales team, ideally you, and it has the heartbeat. And then we’re just salespeople on the sales team, right, in this situation.
166 00:18:48.940 ⇒ 00:18:49.640 Justina Spinn: Okay.
167 00:18:49.810 ⇒ 00:18:54.789 Uttam Kumaran: Because the natural evolution of all roles is that we will get a salesperson to come do that, so it’s like…
168 00:18:54.990 ⇒ 00:19:06.219 Uttam Kumaran: If we treat us as, like, knowing everything, then we’re setting that person up for success when they come, for failure when they come. So, it’s sort of like, think about us as just, like, salespeople.
169 00:19:06.940 ⇒ 00:19:16.419 Uttam Kumaran: And, like, okay, we need to kind of get bumped somehow to do this. But then also, if you’re like, hey, you need to log in every day and check tasks, then that’s what we’ll try to do.
170 00:19:16.790 ⇒ 00:19:24.660 Uttam Kumaran: But I guess, long story short is, like, very open to whatever process helps you have a overall.
171 00:19:24.800 ⇒ 00:19:29.049 Uttam Kumaran: Understanding of all the active leads in progress, and what needs… what’s the next step?
172 00:19:29.810 ⇒ 00:19:30.510 Justina Spinn: Okay.
173 00:19:32.230 ⇒ 00:19:33.830 Justina Spinn: Okay,
174 00:19:34.010 ⇒ 00:19:47.680 Justina Spinn: Yeah, I mean, we can… I think, like, for right now, I think it’s okay for us to just kind of keep this process, and just, like, me pinging you on Slack, like, hey, we haven’t had any touches with this person in a few days, let’s reach out.
175 00:19:47.680 ⇒ 00:19:57.349 Justina Spinn: But I think that maybe, you know, if you’re saying that this is eventually going to get to, like, 20, 40 deals, something like that, then we probably will start having to rely on tasks so that…
176 00:19:57.350 ⇒ 00:20:00.669 Uttam Kumaran: Those are automatically set, and…
177 00:20:01.100 ⇒ 00:20:04.780 Justina Spinn: a little less, like, you know, back and forth.
178 00:20:04.780 ⇒ 00:20:10.709 Uttam Kumaran: less manual, also, like, when something moves into the stage, the task should get generated. Again, like.
179 00:20:11.250 ⇒ 00:20:16.560 Uttam Kumaran: I would just really… if anything’s hard to do in HubSpot, I would just ask the AI team and see what we can automate.
180 00:20:16.560 ⇒ 00:20:33.759 Justina Spinn: Yeah, I mean, I can definitely set up a workflow where, like, again, like, this is just… I think that I’ll need to sit down with you guys and, like, go through each deal stage and, like, each description, and exactly what you want happening there, and then we can build that out in a workflow easily to, like, populate those tasks and things, so…
181 00:20:33.760 ⇒ 00:20:34.500 Uttam Kumaran: Right.
182 00:20:35.360 ⇒ 00:20:36.610 Justina Spinn: Okay, cool.
183 00:20:39.640 ⇒ 00:20:45.309 Justina Spinn: So you said for, like, the ones that are in signing, is that something that needs to be…
184 00:20:45.770 ⇒ 00:20:55.560 Uttam Kumaran: Yeah, is there anyone can just talk about the ones that aren’t signing right now, since those are, like, the furthest, basically, like, highest chance of converting? So maybe you want to just talk about these, Robert, and we can work our way down.
185 00:20:55.560 ⇒ 00:21:04.829 Robert Tseng: Yeah, we just need personal follow-ups for them, so, like, yeah, I don’t know, like, I just have to, like, text… text both of them right now, while we’re on this call.
186 00:21:05.000 ⇒ 00:21:08.029 Uttam Kumaran: So, is it… is it easier, Robert, for a team to just, like.
187 00:21:08.240 ⇒ 00:21:11.800 Uttam Kumaran: Draft it for you in your inbox, and then just, like, put it there.
188 00:21:13.040 ⇒ 00:21:16.900 Robert Tseng: I think at this point, like, for the signing, it’s just…
189 00:21:17.230 ⇒ 00:21:20.249 Robert Tseng: I mean, we’ve already said everything we need to say, we just gotta…
190 00:21:20.600 ⇒ 00:21:23.210 Robert Tseng: I will just… yeah, we’ll just keep pushing.
191 00:21:24.200 ⇒ 00:21:33.870 Robert Tseng: Yeah, but, like, for anything that’s, like, in progress, Cisco follow-up, like, at that point, like, we’re still waiting for proposals to kind of be there, so I think the formal email follow-up makes more sense.
192 00:21:34.090 ⇒ 00:21:34.680 Uttam Kumaran: Okay.
193 00:21:35.890 ⇒ 00:21:39.119 Justina Spinn: Okay, so both of these you’re gonna follow up with today.
194 00:21:42.550 ⇒ 00:21:43.145 Justina Spinn: Hmm…
195 00:21:44.460 ⇒ 00:21:48.619 Uttam Kumaran: for iCustomer… so, yeah, so I’m going to send another
196 00:21:48.900 ⇒ 00:21:54.660 Uttam Kumaran: If you change the status to proposal creation, I have to send another… I did another draft of it.
197 00:21:54.840 ⇒ 00:21:56.639 Uttam Kumaran: So I’ll be sending that today.
198 00:21:56.860 ⇒ 00:22:04.970 Uttam Kumaran: So you could just say second draft going out today, and then… Ideally, we can follow up.
199 00:22:06.270 ⇒ 00:22:09.629 Uttam Kumaran: Before Friday, one more time.
200 00:22:11.170 ⇒ 00:22:13.940 Uttam Kumaran: HelloFresh, I…
201 00:22:14.450 ⇒ 00:22:26.059 Uttam Kumaran: it’s wait… we’re waiting on them, so we can say… what… what is the… there’s another… yeah, so I sent them an email on Friday, she responded, thank you, basically said, like, let us know what’s next.
202 00:22:26.720 ⇒ 00:22:32.610 Uttam Kumaran: So, ideally, it’s balls in their court, basically.
203 00:22:32.660 ⇒ 00:22:33.740 Justina Spinn: Okay.
204 00:22:33.740 ⇒ 00:22:36.509 Uttam Kumaran: So… I guess, proposal review.
205 00:22:39.220 ⇒ 00:22:40.099 Justina Spinn: Is there, like I said…
206 00:22:40.100 ⇒ 00:22:40.929 Robert Tseng: there again?
207 00:22:40.930 ⇒ 00:22:42.220 Uttam Kumaran: I’m gonna, I’m gonna…
208 00:22:42.230 ⇒ 00:22:43.080 Robert Tseng: Okay.
209 00:22:43.080 ⇒ 00:22:44.109 Uttam Kumaran: Allie Day.
210 00:22:44.590 ⇒ 00:22:49.470 Robert Tseng: I’m gonna tell Rachel we’ll go… go, figure out what’s going on.
211 00:22:50.460 ⇒ 00:22:56.149 Uttam Kumaran: No, she… so she basically said, like, we’re gonna… we’re gonna… we’re gonna send an RFP, and then…
212 00:22:56.650 ⇒ 00:23:00.300 Uttam Kumaran: So I think this is fine, I think they’re just moving, like, week to week to week.
213 00:23:00.830 ⇒ 00:23:02.440 Uttam Kumaran: She was out, like, one week.
214 00:23:02.790 ⇒ 00:23:03.440 Robert Tseng: Okay.
215 00:23:03.880 ⇒ 00:23:06.310 Robert Tseng: Well, I just asked Rachel to go check on her anyway.
216 00:23:06.310 ⇒ 00:23:07.380 Uttam Kumaran: Yeah, yeah.
217 00:23:07.380 ⇒ 00:23:08.060 Robert Tseng: Okay.
218 00:23:10.870 ⇒ 00:23:14.349 Uttam Kumaran: So, this one, can we change the proposal review, or…
219 00:23:14.700 ⇒ 00:23:17.780 Uttam Kumaran: Whatever is, like… yeah, proposal review is fine.
220 00:23:19.370 ⇒ 00:23:22.829 Uttam Kumaran: Shyness the I have to create a proposal.
221 00:23:23.610 ⇒ 00:23:28.190 Uttam Kumaran: So this one we can create to proposal creation also.
222 00:23:32.260 ⇒ 00:23:35.199 Uttam Kumaran: They loved it, that was, like, the easiest pitch I’ll ever have.
223 00:23:36.230 ⇒ 00:23:42.149 Uttam Kumaran: DUI Canada, Still stuck here, waiting to hear back from them.
224 00:23:43.310 ⇒ 00:23:47.720 Uttam Kumaran: Telo Vero… I need to follow up.
225 00:23:48.370 ⇒ 00:23:49.130 Uttam Kumaran: Great.
226 00:23:49.730 ⇒ 00:23:52.770 Justina Spinn: The draft is in your email still, I think.
227 00:23:52.770 ⇒ 00:23:55.130 Uttam Kumaran: Okay. Yeah, let me talk about that.
228 00:23:58.840 ⇒ 00:24:05.130 Uttam Kumaran: Yeti Software… Where do we end up with this one?
229 00:24:06.330 ⇒ 00:24:14.150 Robert Tseng: We sent… And… to… Kevin, Brian…
230 00:24:14.450 ⇒ 00:24:19.590 Robert Tseng: Why is it untracked? Yeah, we should… it’s been about… it’s been 5 days, we should send another follow-up.
231 00:24:22.480 ⇒ 00:24:23.110 Uttam Kumaran: Oh.
232 00:24:28.900 ⇒ 00:24:34.090 Justina Spinn: I will, I’ll draft a follow-up and put it in your draft.
233 00:24:34.090 ⇒ 00:24:35.669 Robert Tseng: Oh, I’m just gonna nudge them right now, yeah.
234 00:24:35.670 ⇒ 00:24:37.019 Justina Spinn: Oh, you’re doing it right now? Okay.
235 00:24:38.200 ⇒ 00:24:40.110 Uttam Kumaran: And then, can we change the,
236 00:24:40.250 ⇒ 00:24:42.610 Uttam Kumaran: You can change the status, I think, basically.
237 00:24:44.480 ⇒ 00:24:47.600 Robert Tseng: I already sent a proposal to them, so there should be in… yeah.
238 00:24:48.330 ⇒ 00:24:50.140 Robert Tseng: Like, pricing and everything’s on there.
239 00:24:51.090 ⇒ 00:24:53.069 Justina Spinn: Proposal and review.
240 00:24:53.290 ⇒ 00:24:54.240 Uttam Kumaran: Yeah.
241 00:24:57.100 ⇒ 00:24:58.970 Uttam Kumaran: So this is where, for example, like.
242 00:24:59.500 ⇒ 00:25:07.020 Uttam Kumaran: if we were looking… it would be, like, nice to also have your, like, date of last action, basically. I don’t know if… is that a… is that a column that we can have?
243 00:25:07.650 ⇒ 00:25:15.860 Justina Spinn: There’s, there’s a last activity date, but it’s gonna be a little bit limited if everything’s not being logged right now.
244 00:25:16.530 ⇒ 00:25:19.970 Uttam Kumaran: Yeah, so, I mean, that’s what… we can just see it, and then that way.
245 00:25:20.600 ⇒ 00:25:28.889 Uttam Kumaran: I’m gonna… I don’t know, maybe… I’ve been setting stuff through Gmail, I’m gonna make sure my Apple Mail BCCs the HubSpot thing every time, but…
246 00:25:30.260 ⇒ 00:25:33.110 Justina Spinn: Also, if you’re emailing from your phone, it doesn’t log.
247 00:25:34.520 ⇒ 00:25:35.950 Uttam Kumaran: Oh, really? Ugh.
248 00:25:35.950 ⇒ 00:25:42.669 Justina Spinn: Okay. Yeah. Which sucks. I know, that’s always been a pain point.
249 00:25:42.670 ⇒ 00:25:46.529 Uttam Kumaran: What should I do? Should I just auto-VCC the HubSpot thing for on all email?
250 00:25:47.550 ⇒ 00:25:58.789 Justina Spinn: Yeah, that might help. And we can… yeah, I can keep an eye on it, too, if you, like, send me a couple that you… you reached out to using that, and we can make sure that that works.
251 00:25:59.030 ⇒ 00:26:03.669 Justina Spinn: But yeah. The only other way to…
252 00:26:06.480 ⇒ 00:26:09.040 Uttam Kumaran: Yeah, it’s tough, like, basically it would be, like.
253 00:26:09.460 ⇒ 00:26:18.699 Uttam Kumaran: go into HubSpot. If this email is related to something, then track it, but let’s… Yeah.
254 00:26:18.980 ⇒ 00:26:19.570 Justina Spinn: Right.
255 00:26:19.570 ⇒ 00:26:21.989 Uttam Kumaran: I’ll just try to forward everything, and we’ll figure it out later.
256 00:26:23.230 ⇒ 00:26:29.249 Uttam Kumaran: So CES, I owe them a proposal, and this is proposal creation.
257 00:26:30.070 ⇒ 00:26:35.139 Uttam Kumaran: I talked to them today, I’m pretty sure we’re gonna get, like, soap from these guys, so…
258 00:26:36.360 ⇒ 00:26:37.529 Uttam Kumaran: This is a long time coming.
259 00:26:37.530 ⇒ 00:26:39.360 Justina Spinn: So you need to…
260 00:26:39.360 ⇒ 00:26:42.660 Uttam Kumaran: I need to send a follow-up by Wednesday morning.
261 00:26:42.940 ⇒ 00:26:46.179 Uttam Kumaran: But, like, yeah, I need to send a follow-up out on Zoom only.
262 00:26:46.630 ⇒ 00:26:59.020 Uttam Kumaran: she’s basically going and pitching for budget right now, so she needs a rough, like, estimate. We have 3 things to work on for them by the end of the year, which is, like, setting up Snowflake, setting up dbt, and then…
263 00:26:59.470 ⇒ 00:27:02.839 Uttam Kumaran: Doing a discovery around doing identity resolution.
264 00:27:04.650 ⇒ 00:27:06.330 Justina Spinn: Okay. Yeah.
265 00:27:06.330 ⇒ 00:27:08.040 Uttam Kumaran: So, I could do that.
266 00:27:08.280 ⇒ 00:27:13.570 Uttam Kumaran: hey, Marvin, this is proposal creation also.
267 00:27:14.160 ⇒ 00:27:16.010 Uttam Kumaran: I have the disco call today.
268 00:27:19.100 ⇒ 00:27:21.100 Uttam Kumaran: Yeah, I have so much shit to do.
269 00:27:23.310 ⇒ 00:27:30.430 Justina Spinn: Okay, so you are sending them a follow-up, or a proposal? Do you have, like, a date you want to do that by?
270 00:27:30.430 ⇒ 00:27:31.510 Uttam Kumaran: Wednesday.
271 00:27:31.990 ⇒ 00:27:32.990 Justina Spinn: Wednesday.
272 00:27:34.360 ⇒ 00:27:37.110 Uttam Kumaran: Gonna need to drink, like, a ton of coffee tomorrow, I think.
273 00:27:37.290 ⇒ 00:27:40.940 Uttam Kumaran: So I’m also… we’re also going to conference on Thursday, so I’ll be out.
274 00:27:40.940 ⇒ 00:27:41.910 Justina Spinn: Oh, yeah.
275 00:27:43.660 ⇒ 00:27:45.800 Uttam Kumaran: That’ll be good, we’ll see if we can sell some more.
276 00:27:46.230 ⇒ 00:27:48.890 Justina Spinn: Yeah.
277 00:27:49.160 ⇒ 00:27:56.230 Hannah Wang: For… for the SOW stuff, you can just give me the copy, and I can make it really quickly if you want.
278 00:27:56.230 ⇒ 00:27:58.679 Uttam Kumaran: Oh, for Marvin? Yeah.
279 00:27:58.680 ⇒ 00:28:03.680 Hannah Wang: Or just any of the proposals, you can just send me the copy, and then I’ll… I can do it in, like, 10 minutes, probably.
280 00:28:03.730 ⇒ 00:28:06.050 Uttam Kumaran: Okay, okay, let me, give me… yeah.
281 00:28:07.310 ⇒ 00:28:08.060 Justina Spinn: Okay.
282 00:28:08.750 ⇒ 00:28:12.680 Uttam Kumaran: And then what is this, abide. Anything?
283 00:28:12.900 ⇒ 00:28:17.619 Justina Spinn: I don’t know, Robert, do you still want this one in progress? No, no, that was just an example for you.
284 00:28:17.620 ⇒ 00:28:22.210 Robert Tseng: How I moved deals. They should take that out. I don’t have anything, because I’m not going to pursue them right now.
285 00:28:22.600 ⇒ 00:28:26.300 Robert Tseng: Do you wanna… We can just put him in circle back. No, no. Circle back.
286 00:28:28.170 ⇒ 00:28:30.659 Uttam Kumaran: And we should add Honey Stinger.
287 00:28:31.670 ⇒ 00:28:32.360 Justina Spinn: Hmm.
288 00:28:33.300 ⇒ 00:28:41.680 Robert Tseng: That should be in. I just posted a message in Slack, showing that everything was tracked. I don’t know why it’s not showing up here.
289 00:28:48.220 ⇒ 00:28:52.930 Robert Tseng: That’s okay, we can move on, like, these, like, kind of lead-by-lead stuff, like, there’s just a lot of follow-ups.
290 00:28:52.930 ⇒ 00:28:54.110 Uttam Kumaran: Okay, okay, okay, okay.
291 00:28:54.180 ⇒ 00:28:54.910 Robert Tseng: Yeah.
292 00:28:57.220 ⇒ 00:29:06.299 Uttam Kumaran: I had a couple… I had, like, one or two items to talk about, but I don’t know, Robert, where you wanted it, if you want to go through numbers or go through campaigns.
293 00:29:07.100 ⇒ 00:29:17.689 Robert Tseng: Yeah, no, let’s just figure out what campaigns we’re gonna… we’re gonna do. I mean, I do want to talk about ShopTalk follow-ups, but that’s… yeah, that’s kind of… that’s about it from my side, I know.
294 00:29:17.690 ⇒ 00:29:18.290 Uttam Kumaran: Okay.
295 00:29:20.760 ⇒ 00:29:27.560 Hannah Wang: Okay, so… Wait, am I unmuted? Okay.
296 00:29:27.700 ⇒ 00:29:34.440 Hannah Wang: For Shop Talk, I don’t know if you want to count that as a campaign for this week, but I know we want to follow up.
297 00:29:34.840 ⇒ 00:29:44.870 Hannah Wang: with everyone, basically, which I think will take time, so maybe that can be one of our campaigns to wrap up for this week.
298 00:29:45.020 ⇒ 00:29:45.630 Hannah Wang: Yes.
299 00:29:45.630 ⇒ 00:29:46.649 Uttam Kumaran: wrap up, yeah.
300 00:29:46.650 ⇒ 00:29:52.719 Hannah Wang: So, that’s the first campaign. So, the next two, I know we have the…
301 00:29:53.300 ⇒ 00:30:03.900 Hannah Wang: I don’t know, Robert, if you’re still planning on trying to go to Advertising Week New York, but I know you wanted us to queue up something for that, so that can be our second one, if you still want to pursue that.
302 00:30:04.400 ⇒ 00:30:11.130 Robert Tseng: Well, there’s a customer engagement summit in 2 days. I’m gonna go to that on Wednesday, so maybe we do something around that. That seems more urgent.
303 00:30:12.590 ⇒ 00:30:15.090 Hannah Wang: What is it called? Customer engagement?
304 00:30:15.160 ⇒ 00:30:16.680 Robert Tseng: Yeah.
305 00:30:17.700 ⇒ 00:30:22.940 Hannah Wang: So, that’s our second one. Let’s move that to… active.
306 00:30:23.780 ⇒ 00:30:26.069 Hannah Wang: And then…
307 00:30:26.180 ⇒ 00:30:34.299 Hannah Wang: Is it just, like, reaching out to, like, basically the campaigns that we did previously? Like, reaching out to people going and speaking? Is that what it is?
308 00:30:34.660 ⇒ 00:30:45.959 Robert Tseng: Yeah, actually, can Hannah and Ryan set, like, a follow-up with me, probably tomorrow on… actually, I might schedule it today, like, after this call. I’d like to do a debrief on, like.
309 00:30:46.130 ⇒ 00:30:50.930 Robert Tseng: The, like, how we set up the campaign for… for,
310 00:30:51.440 ⇒ 00:31:00.520 Robert Tseng: shop talk, and then how we can make it better for the next one. And the next one will be… I mean, Utah has one on Thursday, I have one on Wednesday, so we have two more events right away.
311 00:31:02.060 ⇒ 00:31:05.750 Hannah Wang: So should the third one be the Reuters conference?
312 00:31:06.350 ⇒ 00:31:07.910 Hannah Wang: I don’t know if that’s on here.
313 00:31:08.040 ⇒ 00:31:09.330 Hannah Wang: It’s not, but…
314 00:31:09.650 ⇒ 00:31:12.079 Robert Tseng: Yeah, we should do an activation around the Reuters Conference.
315 00:31:12.590 ⇒ 00:31:13.500 Hannah Wang: Okay.
316 00:31:13.620 ⇒ 00:31:17.220 Hannah Wang: Where did it go?
317 00:31:21.310 ⇒ 00:31:25.519 Hannah Wang: So, this is… this is Wednesday, you said?
318 00:31:26.010 ⇒ 00:31:28.890 Hannah Wang: Yep. This is Thursday.
319 00:31:29.540 ⇒ 00:31:34.350 Hannah Wang: Alright, so let’s… I’ll fill these out later.
320 00:31:35.200 ⇒ 00:31:38.189 Hannah Wang: So, I know Ryan was working on
321 00:31:38.420 ⇒ 00:31:44.439 Hannah Wang: ABC and Urban STEM. Should we pause that for this week? Or… what?
322 00:31:45.510 ⇒ 00:31:50.600 Uttam Kumaran: Yeah, I would just kick off… I would just kick the Urban Sems one out, unless that’s, like, already…
323 00:31:51.320 ⇒ 00:31:53.350 Hannah Wang: No, it’s not. No, it’s not going on.
324 00:31:53.430 ⇒ 00:31:54.670 Uttam Kumaran: for that, so…
325 00:31:55.370 ⇒ 00:32:02.990 Hannah Wang: Okay, and then I think this is still running, the ABC one. Okay.
326 00:32:03.730 ⇒ 00:32:10.899 Hannah Wang: Alright, so the three that we’re gonna focus on is ShopTalk, and then there’s two conferences right here.
327 00:32:12.760 ⇒ 00:32:17.840 Hannah Wang: Okay, anything?
328 00:32:18.240 ⇒ 00:32:19.479 Hannah Wang: Oh, it’s for capital.
329 00:32:19.480 ⇒ 00:32:27.949 Uttam Kumaran: For row 7, for the Shop Talk Spa event, can we put the end date, like, at the end of this week? So basically, like, want the end date to be…
330 00:32:28.390 ⇒ 00:32:31.969 Uttam Kumaran: Usually, probably the… either the weekend or, like, within…
331 00:32:32.720 ⇒ 00:32:36.780 Uttam Kumaran: Within 7 business days of, like, the event, ideally we get a follow-up.
332 00:32:36.920 ⇒ 00:32:38.600 Hannah Wang: Yeah. Yeah, sure.
333 00:32:39.300 ⇒ 00:32:40.379 Uttam Kumaran: So we do that.
334 00:32:43.800 ⇒ 00:32:48.590 Hannah Wang: Yeah, I can keep talking, I’m just gonna… modify these.
335 00:32:48.590 ⇒ 00:32:55.369 Uttam Kumaran: And then, yeah, I guess event attendance…
336 00:32:55.620 ⇒ 00:32:59.980 Uttam Kumaran: Like, should we even track those like that, or…
337 00:33:01.210 ⇒ 00:33:07.509 Hannah Wang: I mean, they’re all here. Like, all the events we go to, we treat them as separate campaigns, so I feel like we…
338 00:33:07.810 ⇒ 00:33:11.519 Uttam Kumaran: Yeah, take 16 and 20, and you can just mark them as done.
339 00:33:12.820 ⇒ 00:33:13.520 Hannah Wang: Okay.
340 00:33:15.080 ⇒ 00:33:21.650 Uttam Kumaran: Robert, do you care at all? Like, I think if we’re gonna do an event, we’ll have… we’ll have some type of, like, distinct activity around it, if it matters.
341 00:33:22.020 ⇒ 00:33:24.569 Robert Tseng: I guess, like, my only thing is so…
342 00:33:24.800 ⇒ 00:33:34.699 Robert Tseng: for, for example, like, that table talk I did on unified commerce or whatever, like, that to me is, like, a really hyper-curated, list, small…
343 00:33:34.830 ⇒ 00:33:51.350 Robert Tseng: small list of people. The next time we do a CDP activation, because, like, Segment’s trying… I… I basically told Segment about that call, and they’re like, hey, we’d love to do an activation with you to kind of basically host something similar. I’d like to just go and basically hit those same people with the same web… with a webinar.
344 00:33:51.350 ⇒ 00:34:05.659 Robert Tseng: being like, hey, segment could be your middleware for the problem that you’re trying to solve, and, like, that’s a way to kind of bring them back in. So, I just need a way to, like, synchronize, like, we’re not just creating a bunch of one-off lists, but, like, these lists, they get pulled back into something, like, eventually, so…
345 00:34:05.660 ⇒ 00:34:10.459 Robert Tseng: Yeah, like, I think that’s… I accept that.
346 00:34:10.469 ⇒ 00:34:26.889 Uttam Kumaran: My question for Justina, like, these are all contacts we have, and, like, should we be set… should we be doing this, like, in HubSpot somehow? Like, basically tagging, like, this person attended this event. That way we can go back and say, like, oh, they were part of this campaign.
347 00:34:27.259 ⇒ 00:34:30.089 Uttam Kumaran: Let’s go hit everybody that was part of that campaign again.
348 00:34:31.270 ⇒ 00:34:39.779 Justina Spinn: Yeah, we can do that. We can, like, make different properties and such. If… if I’m given, like, the…
349 00:34:39.920 ⇒ 00:34:58.010 Justina Spinn: the list of either people who attended a conference, or, like, the list of people who, were sent emails or something like that, I can upload all of them into HubSpot, and then we can tag them with a specific property, and then we can sort and filter by that property later.
350 00:34:59.030 ⇒ 00:35:21.949 Robert Tseng: Yeah, so off of event attendance, for sure, and then obviously off of, like, some more evergreen attributes, like their title. I know Ryan’s waiting on me for feedback on ShopTalk. He’s like, give me your ShopTalk takeaways. Well, I’d like to take that, he can use it as a post, but then I’d also like to be able to hit all the relevant people in my network that I’m like, hey, I went to Shop Talk, these are my takeaways, thought this would be helpful for you, as just a way to re-engage them, like…
351 00:35:21.950 ⇒ 00:35:27.980 Robert Tseng: I just, like, that’s… that’s kind of like… the bigger… Visions of, like.
352 00:35:28.050 ⇒ 00:35:45.879 Robert Tseng: you know, once they are on a list for us, we should just continually find ways to kind of reconnect with them over and over again. Like, they say, like, you need 5 touchpoints before you, like, really get somebody on a call, like, generally speaking. So, I don’t think we should be… I mean, anyway, so I’m just kind of keeping that in the back of my mind when…
353 00:35:45.880 ⇒ 00:35:48.190 Robert Tseng: Whenever I’m… we’re trying to engage with people.
354 00:35:48.630 ⇒ 00:35:53.770 Uttam Kumaran: Yeah, I think it’d be interesting, like, for Hannah and Justina, you guys see if we can, like, put in
355 00:35:53.940 ⇒ 00:35:58.379 Uttam Kumaran: these campaigns into HubSpot somehow, and then tag people with
356 00:35:58.550 ⇒ 00:36:01.540 Uttam Kumaran: Being associated with one or many campaigns.
357 00:36:01.730 ⇒ 00:36:02.520 Uttam Kumaran: like…
358 00:36:03.000 ⇒ 00:36:17.409 Uttam Kumaran: And that happens, yeah, that would be great. Because then it’s easy for us to move from this spreadsheet to there, of course, but then also we can start looking at, like, who was… who was associated with which campaign, something like that could be helpful.
359 00:36:18.500 ⇒ 00:36:19.550 Hannah Wang: Okay.
360 00:36:20.590 ⇒ 00:36:21.450 Uttam Kumaran: Yeah.
361 00:36:23.300 ⇒ 00:36:30.360 Hannah Wang: Yeah, Justina, we can just, sync, or we can just talk, and if we need to grab time, we can… we can do that, yeah.
362 00:36:30.360 ⇒ 00:36:30.680 Justina Spinn: Okay.
363 00:36:30.680 ⇒ 00:36:32.990 Uttam Kumaran: Well, I almost would separate the shop talk
364 00:36:33.170 ⇒ 00:36:36.460 Uttam Kumaran: thing in the roundtable, so I would probably put one…
365 00:36:36.460 ⇒ 00:36:37.300 Hannah Wang: Sure.
366 00:36:37.300 ⇒ 00:36:40.190 Uttam Kumaran: one specifically for the Shop Talk Roundtable.
367 00:36:41.480 ⇒ 00:36:44.920 Uttam Kumaran: Yeah.
368 00:36:50.600 ⇒ 00:37:04.370 Hannah Wang: 20… Okay, I know, Robert, you mentioned that that list wasn’t correct. No, I missed.
369 00:37:04.370 ⇒ 00:37:22.399 Robert Tseng: I just… I should have scanned every single person at that table, but yeah, I guess what Ryan had originally put together that wasn’t the eventual attendee list that came, I felt like we were missing people, which is… I have to just go and try to figure out and chase them down. I’m writing ShopTalk an email asking them to give it to me.
370 00:37:22.490 ⇒ 00:37:28.390 Robert Tseng: Because, you know, I let… I don’t know what, I led the group, so hopefully they’ll give me the list.
371 00:37:29.690 ⇒ 00:37:37.530 Hannah Wang: Okay, so let me know how we can help with you after that, just, like, hitting them up and stuff. And then we can talk about…
372 00:37:38.010 ⇒ 00:37:44.420 Hannah Wang: the… this conference thing after this meeting, we don’t need everyone here, and then for this one, Utam.
373 00:37:45.070 ⇒ 00:37:48.210 Hannah Wang: This is an AI conference, right?
374 00:37:49.080 ⇒ 00:37:52.839 Uttam Kumaran: Yes, it’s an AI and Professional Services Conference,
375 00:37:53.050 ⇒ 00:38:01.190 Hannah Wang: So, do you want to also stay on, if you have time, with the four of us, and talk about how we can activate this? Okay.
376 00:38:01.500 ⇒ 00:38:04.429 Hannah Wang: And then for Shop Talk.
377 00:38:05.450 ⇒ 00:38:19.489 Hannah Wang: Yeah, I know you guys, like, messaged a bunch of people and stuff, like, if there’s… what’s the best way for us to, like, go find out? Is it just, like, look through your LinkedIn messages and just see who positively engaged with us?
378 00:38:19.520 ⇒ 00:38:22.630 Robert Tseng: For the spa? Or for what? What is this for?
379 00:38:22.830 ⇒ 00:38:35.079 Hannah Wang: Oh, I guess there’s 3 different things. There’s the roundtable, there’s Shop Talk itself, like, because I know you hit up people, it’s like, hey, I’m at Shop Talk, would love to connect, and then there’s the spa event, so I guess there’s 3.
380 00:38:35.270 ⇒ 00:38:45.700 Robert Tseng: Yeah, I’d like to make that part of the Shop Talk debrief, so we can push that off. Like, I want to get… if Jake’s on this call, like, I mean, I just want us to not go into too much into that right now. Yeah, okay. Yeah.
381 00:38:45.700 ⇒ 00:38:53.059 Hannah Wang: I guess the things that are relevant today is the SME playbooks. So, I think I saw a message…
382 00:38:53.350 ⇒ 00:38:54.790 Hannah Wang: From Utom saying we shouldn’t…
383 00:38:54.790 ⇒ 00:39:01.129 Uttam Kumaran: Briefly. Yeah, so Robert, I kind of… we have, like, two proposed things. We have,
384 00:39:01.220 ⇒ 00:39:16.140 Uttam Kumaran: the two playbooks that we did for commercial insurance and for auto dealerships were also generating vendor-specific ones, that have, like, a technology angle to them. I guess my ask is, like, should we start
385 00:39:16.660 ⇒ 00:39:24.020 Uttam Kumaran: To do campaigns around… around them, yeah.
386 00:39:24.590 ⇒ 00:39:26.130 Uttam Kumaran: And, like, which ones…
387 00:39:26.520 ⇒ 00:39:30.419 Uttam Kumaran: You think would be the best to do if we want to take any of these on?
388 00:39:33.370 ⇒ 00:39:37.339 Robert Tseng: We have 3 right now, commercial insurance, auto, dealership, and contextual.
389 00:39:38.310 ⇒ 00:39:43.830 Jake Nathan: Yeah, and if you want me to, I can share my screen just to show you, like, I just use linear just as, like, a…
390 00:39:44.160 ⇒ 00:39:46.779 Jake Nathan: To see all of them, if you want to look at them.
391 00:39:46.780 ⇒ 00:39:48.480 Robert Tseng: Okay, yeah, sure, Mia, I’ll look at that.
392 00:39:48.710 ⇒ 00:39:49.530 Jake Nathan: Okay.
393 00:39:49.530 ⇒ 00:39:51.629 Robert Tseng: I mean, I can also look at it after this call.
394 00:39:51.630 ⇒ 00:39:52.230 Jake Nathan: Yeah.
395 00:39:52.660 ⇒ 00:39:56.520 Jake Nathan: Cool.
396 00:39:56.630 ⇒ 00:40:15.930 Jake Nathan: So yeah, so as far as, yeah, so we have Troy, who is the dealerships, we have Ian, who’s commercial insurance, we have two internal playbooks, so that’s Denalad and Shreya, and then we have, as far as the vendors, like, we have Contextual, and then, next week we’re talking to Mother Duck.
397 00:40:16.290 ⇒ 00:40:22.419 Jake Nathan: Omni, and then we’re connecting with RIL. And then on the client testimonial side, Yvette,
398 00:40:22.820 ⇒ 00:40:29.199 Jake Nathan: Just… she’s… she’s hard to pin down, so, she’s… she’s been rescheduling the,
399 00:40:29.640 ⇒ 00:40:37.259 Jake Nathan: That’s not a testimonial, but eventually we’re gonna get her. But if there’s other testimonials that you want me to go after, you know, happy to do that.
400 00:40:37.650 ⇒ 00:40:38.430 Robert Tseng: Yeah.
401 00:40:39.350 ⇒ 00:40:40.180 Robert Tseng: Okay.
402 00:40:40.380 ⇒ 00:40:50.649 Robert Tseng: Yeah, no, I haven’t looked at this linear, I haven’t looked at the playbooks yet. I mean, I think just my gut is like, well, we’ve never done any activation around auto or commercial. I understand you need to start somewhere.
403 00:40:50.790 ⇒ 00:40:57.269 Robert Tseng: Maybe the contextual one is probably… probably more… I mean, if we already have one that’s active, I’m just like.
404 00:40:58.140 ⇒ 00:41:09.410 Robert Tseng: I mean, I don’t know, like, no one in our networks is really kind of in that, so it would be completely all net new leads, for us to go and generate and be able to dish that out to, right? So, we would basically need to
405 00:41:09.610 ⇒ 00:41:14.700 Robert Tseng: do it from scratch. Like, I don’t… I don’t have any auto… auto people in my… in my network right now.
406 00:41:15.870 ⇒ 00:41:27.939 Uttam Kumaran: Yeah, I guess my question is, like, what do you think is the biggest ROI? Like, and there’s a couple of options for what activation looks like. Like, if we were to do auto and commercial insurance, I would basically say go… we’ll work on a lead list.
407 00:41:28.450 ⇒ 00:41:37.040 Uttam Kumaran: Or, like, and what we’ll do is we’ll go to market with Ian and with Troy. So I’ll say we’re partnering with Troy, he’s so-and-so, this is what we do, we’d love to hop on a call.
408 00:41:37.300 ⇒ 00:41:40.029 Uttam Kumaran: That’s probably, like, what the copy ends up being.
409 00:41:40.030 ⇒ 00:41:40.580 Robert Tseng: Yeah.
410 00:41:40.650 ⇒ 00:41:48.969 Uttam Kumaran: we do that. Again, but those are both areas that we have no, like… we’re pickingbacking off of them again, so that ideally increases. Yeah. The other… the other…
411 00:41:48.970 ⇒ 00:41:56.960 Robert Tseng: I say we just pick one of them to do it with, because I don’t… yeah, so I think if we just… if one is already ready to go, maybe we just do that for auto, but like, yeah, otherwise…
412 00:41:56.960 ⇒ 00:42:12.680 Uttam Kumaran: Yeah, purely right now, it’s a bandwidth question, because the other option is, like, for these four vendors, and really, I’m thinking more about Mother Duck and Omni, is, like, should we try to do, like, an event or something with writing on the momentum of these?
413 00:42:12.740 ⇒ 00:42:27.709 Uttam Kumaran: like, we can certainly go, like, hit people and say we work with Mother Duck, but one of the things I was talking to Jake about is, like, as soon as we get the artifact at the end, we should ask them to sponsor an event or something here in Austin.
414 00:42:27.870 ⇒ 00:42:33.829 Uttam Kumaran: Like, do you think that’s more worth putting time into and taking on?
415 00:42:38.650 ⇒ 00:42:39.180 Uttam Kumaran: Because…
416 00:42:39.180 ⇒ 00:42:39.850 Robert Tseng: I see.
417 00:42:39.850 ⇒ 00:42:48.890 Uttam Kumaran: We’re gonna… we’re gonna have… we’re gonna ask them to… we’re gonna publish it on our blog, we’re gonna publish it on LinkedIn, I think we’re gonna ask them to… to signal boost it on LinkedIn.
418 00:42:49.570 ⇒ 00:42:51.599 Uttam Kumaran: But at that point, it’s sort of like…
419 00:42:51.850 ⇒ 00:42:58.249 Uttam Kumaran: I can’t be… I… like, we could just go send it to people, but who… it’s like… I could go, like, we could go after…
420 00:42:58.880 ⇒ 00:43:03.350 Uttam Kumaran: Snowflake people and sell them other… like, I don’t know, the lead list is kind of hard to generate, but…
421 00:43:03.350 ⇒ 00:43:03.860 Robert Tseng: Yeah.
422 00:43:04.280 ⇒ 00:43:09.340 Uttam Kumaran: what is, like… I’m trying to see what other… what thing else we could do with them while we have them on the hook.
423 00:43:09.900 ⇒ 00:43:13.849 Uttam Kumaran: Like, maybe an event is a good, like, rounding of, like, this
424 00:43:14.410 ⇒ 00:43:16.050 Uttam Kumaran: Each play… each sort of thing.
425 00:43:16.050 ⇒ 00:43:27.220 Robert Tseng: Yeah, I think building up to an event, being like, yeah, we’re gonna drop this playbook at this event, or whatever. We’ll go into everything in more depth, you’ll hear it from the horse’s mouth, like, Mother Duck’s CEO is gonna be there, Brainforce CO is gonna be there.
426 00:43:27.220 ⇒ 00:43:37.890 Robert Tseng: like, draw some hype around going to the event, and then, like, for people that want the actual artifact coming out of it, then we gatekeep it behind, like, a LinkedIn, like, comment thread thing, like…
427 00:43:38.210 ⇒ 00:43:41.920 Robert Tseng: Like for, you know, downloadable kind of content or whatever.
428 00:43:43.320 ⇒ 00:43:46.929 Hannah Wang: I mean, we’re already trying to do this with corral data, like…
429 00:43:46.930 ⇒ 00:43:47.560 Robert Tseng: Yeah.
430 00:43:47.560 ⇒ 00:43:52.620 Hannah Wang: and a webinar. So, yeah, I feel like that probably makes… The most sense to do.
431 00:43:52.950 ⇒ 00:44:01.019 Robert Tseng: Yeah, I think the corral one, I know you’re waiting on my… on my review of the… of the artifact, but yeah, I think that’s… that’s exactly what we’re doing, Corral.
432 00:44:04.110 ⇒ 00:44:09.819 Uttam Kumaran: So I guess my… more of my feedback is, like, we just have bandwidth, so I’m trying to think, like, what’s worth…
433 00:44:10.660 ⇒ 00:44:15.130 Uttam Kumaran: Trying to take on, like, what is the… yeah.
434 00:44:17.150 ⇒ 00:44:31.180 Jake Nathan: From my perspective, like, if you were to choose between, like, as far as, like, between Ian and Troy, I think Troy… like, Ian’s still, like, working for his own, like, working for someone else, and he’s, like, starting to venture out on his own, so I…
435 00:44:31.180 ⇒ 00:44:43.529 Jake Nathan: I would say, like, out of them two, I think Troy is more established, but then, I think if we’re choosing between them and the vendors, I think the vendors would probably…
436 00:44:43.560 ⇒ 00:44:46.879 Jake Nathan: be… and unless you, like, feel… I mean…
437 00:44:47.260 ⇒ 00:45:04.539 Jake Nathan: like you’re saying, Utam, I know, like, one of your hypotheses was, like, hey, let’s go to, like, a boring industry like auto dealerships, because there’s probably not as many people pitching as, like, kind of the world that Contextual’s in. But I will… I do think we have, like, more momentum with someone like Contextual.
438 00:45:04.650 ⇒ 00:45:07.290 Jake Nathan: So, yeah, it just kind of depends on…
439 00:45:07.660 ⇒ 00:45:09.429 Jake Nathan: What path y’all want to go down?
440 00:45:09.810 ⇒ 00:45:29.249 Robert Tseng: Yeah, so to kind of bring it together, like, I think, Amber, you’ve been working on something with Lucas, like, I keep… I’m bringing in KodiTech into this. Their business is, like, twice our size off of boring industry businesses. I wanted us to map out what they’re in, what conferences we can go and do with them, because, like, I want to get in the foot of the door with the
441 00:45:29.250 ⇒ 00:45:50.410 Robert Tseng: City of Birmingham, Montgomery, whatever other people that they work with, and like, yeah, I could just… yeah, I understand we just need to start somewhere and, like, in sourcing, like, our ideas here, but what we’re lacking here is we can’t make a decision. Like, we don’t know how to prioritize this right now. We don’t know which of these industries to go after, we don’t know which vendors to prioritize.
442 00:45:50.410 ⇒ 00:45:55.119 Robert Tseng: And, yeah, I think that’s… that’s the exercise we’re missing. I don’t think we could make a decision on this today.
443 00:45:55.570 ⇒ 00:45:56.230 Uttam Kumaran: Okay.
444 00:45:56.750 ⇒ 00:45:57.470 Robert Tseng: Yeah.
445 00:46:00.230 ⇒ 00:46:05.820 Uttam Kumaran: Yeah, I mean, yeah, I agree. I mean, again, I think we have OKRs around, like, trying to throw events.
446 00:46:06.010 ⇒ 00:46:14.919 Uttam Kumaran: Which I think the vendor thing is, like, the closest way for us to get sponsorships for that, but if there is an always-on motion that we can do in auto, that, like.
447 00:46:16.170 ⇒ 00:46:23.149 Uttam Kumaran: Leads get added to that, and we can keep popping through that, and that’s… we have the cosign from someone who’s, like, a subject matter expert there.
448 00:46:23.860 ⇒ 00:46:27.729 Uttam Kumaran: Yeah, I feel fine on both. The vendors aren’t going anywhere.
449 00:46:28.250 ⇒ 00:46:30.540 Uttam Kumaran: They’re all just gonna get bigger and bigger.
450 00:46:30.700 ⇒ 00:46:31.790 Uttam Kumaran: So…
451 00:46:32.330 ⇒ 00:46:46.289 Robert Tseng: I don’t think we would do events with Troy, but we would do events with vendors, because they’re gonna have the budget, and they’re gonna put on the event, because they want us to bring customers. Yeah, the Troy stuff, that’s, like, an always-on thing. The vendor stuff is a bit more… gotta, like, we have to time it, yeah.
452 00:46:46.290 ⇒ 00:46:56.170 Robert Tseng: they have a new feature launch, or whatever, you know, there’s gonna be activation moments where, like, they’re gonna really want us to do it. Maybe they’re breaking into a new market, or something, and they just need
453 00:46:56.170 ⇒ 00:47:13.709 Robert Tseng: you know, well, we had talked about this with Amplitude before. They were like, we like that you work with mid-market people, we are not really doing that, we’d love to do something with you. Momentum kind of died there, but, like, I think that’s, you know, there’s these… it’s… they’re all different strategies at this point. Like, I think we’re… it’s kind of hard to just, like.
454 00:47:13.710 ⇒ 00:47:17.640 Robert Tseng: Just pick a name out of the hat right now and just say we’re gonna go and do it.
455 00:47:20.570 ⇒ 00:47:24.199 Robert Tseng: So, I mean, I think I want to put it on, like, how about we just, like, kind of…
456 00:47:24.410 ⇒ 00:47:28.510 Robert Tseng: I know there’s a few more text reviews waiting up. Before we really just keep…
457 00:47:28.630 ⇒ 00:47:36.800 Robert Tseng: Kind of, yeah, like, just end of week, let’s make… let’s have everything mapped out, let’s have a plan to, like, actually, execute on this.
458 00:47:36.800 ⇒ 00:47:51.220 Robert Tseng: Like, I want to be able to… we need to know how we’re going to prioritize this. Maybe it ends up being one vendor, one… one always-on, like, like, person, and then one internal, like, I don’t know, like, I… I don’t… I don’t think I have a point of view on this right now.
459 00:47:53.880 ⇒ 00:47:54.420 Uttam Kumaran: Yeah.
460 00:47:55.580 ⇒ 00:48:06.870 Jake Nathan: Yeah, the… yeah, however you want me to go about it, I think, like, that sounds logical to me, is just picking one… I mean, the internal SME, I don’t think is, like, a…
461 00:48:07.360 ⇒ 00:48:12.049 Jake Nathan: is something different, I think that could just inform our content, like, for the week, like.
462 00:48:12.350 ⇒ 00:48:12.730 Uttam Kumaran: Yeah.
463 00:48:12.730 ⇒ 00:48:14.189 Jake Nathan: LinkedIn posts, so I don’t think that.
464 00:48:14.190 ⇒ 00:48:14.870 Robert Tseng: Okay.
465 00:48:14.870 ⇒ 00:48:18.600 Jake Nathan: But I think, yeah, like, maybe we could pick…
466 00:48:18.820 ⇒ 00:48:33.039 Jake Nathan: I mean, like I said, if you’re, the always-on, I think Troy is the pick, and then we’ve had our conversation with Contextual, so it’s… we’re talking to the CEO of Omni in, like, a week, so that’s also,
467 00:48:33.320 ⇒ 00:48:44.050 Jake Nathan: Cool, but, I mean, if we… we just had our con… like, Contextual is the first vendor we did our conversation with, so we could just start with that and see if they want to bite on something. So, like, once… once we…
468 00:48:44.340 ⇒ 00:49:01.030 Jake Nathan: like, I don’t think it’s a huge list right now, I think, like, it’s me, like, Hannah designing this, then we send over a draft to them. Once we, like, agree that the content’s good, then that would make sense to ask them, hey, do you wanna, like, we’re thinking about doing an event in Austin, do you wanna…
469 00:49:01.350 ⇒ 00:49:05.109 Jake Nathan: partner with that. If they say yes, then that’ll be more of a lift, and we can actually.
470 00:49:05.110 ⇒ 00:49:09.909 Uttam Kumaran: Rob, what do you think the order of operations is? Like, should… I’ve said, like, publish the thing.
471 00:49:10.010 ⇒ 00:49:17.659 Uttam Kumaran: get… then get them to co-promote it, and then we go towards an event. You’re saying more, like, try to just wrap it all into an event?
472 00:49:18.550 ⇒ 00:49:34.879 Robert Tseng: Yeah, for the vendors, it’s kind of like, yeah, then we just run our event playbook to kind of drum up attention to bring people to the event, and then we also show that we’ve been co-authoring, you know, just… then we drop the thing, like, with the event.
473 00:49:38.400 ⇒ 00:49:48.809 Uttam Kumaran: So, okay, so I think for each of these, Jake, one question I would add to the… to the interview is, is there an exciting new feature or something coming out soon, so we get a time box?
474 00:49:49.810 ⇒ 00:49:54.850 Uttam Kumaran: if they… are like, no, it’s just helpful info for us to know.
475 00:49:55.120 ⇒ 00:49:58.240 Uttam Kumaran: I guess we’re coming up on, like,
476 00:49:58.600 ⇒ 00:50:03.970 Uttam Kumaran: winter, right? So anything we would have to do one month next month, that’s probably it, right, Robert, for the rest of the year?
477 00:50:04.530 ⇒ 00:50:05.440 Uttam Kumaran: Yeah.
478 00:50:05.620 ⇒ 00:50:06.669 Uttam Kumaran: What do you think?
479 00:50:07.690 ⇒ 00:50:11.880 Robert Tseng: Well, I think, you know, October, November is still valid, probably nothing.
480 00:50:11.880 ⇒ 00:50:12.320 Uttam Kumaran: Okay.
481 00:50:12.320 ⇒ 00:50:29.539 Robert Tseng: Yeah. I feel like it is kind of event-heavy season right now, so a lot of people are in conferences, whatever. I’m fine with us not doing anything September. October, things start to wind down, so maybe I think people might schedule us for back half of October or November. But yeah.
482 00:50:30.530 ⇒ 00:50:47.979 Uttam Kumaran: I think once… once we get it drafted, I think, Jake, we can work on copy, I can… we can send to the vendors, be like, hey, this is great, we’re thinking of… we wanted to throw an event around it, would you be open to sponsoring? We could have this be the… the thing that you get when you come there, and it’s, like, something.
483 00:50:48.210 ⇒ 00:50:51.039 Uttam Kumaran: If they say no, then we’ll run the normal thing.
484 00:50:51.500 ⇒ 00:50:56.230 Uttam Kumaran: If not, I would like to see if we can get an event before… before Thanksgiving, basically, here.
485 00:50:56.230 ⇒ 00:50:56.750 Robert Tseng: Yeah.
486 00:50:58.050 ⇒ 00:51:01.230 Uttam Kumaran: So when we go talk to Omni, for example.
487 00:51:01.570 ⇒ 00:51:05.709 Uttam Kumaran: Kind of get… we’ll get a sense of, like, do they have something they want to push right now?
488 00:51:05.950 ⇒ 00:51:08.530 Uttam Kumaran: And see if they’re bite it, something like that.
489 00:51:08.680 ⇒ 00:51:11.400 Uttam Kumaran: Yeah. Cool.
490 00:51:11.760 ⇒ 00:51:22.099 Jake Nathan: And then, on this always-on motion that y’all are talking about, like, with Troy, what’s the next step for that? Or is it, let’s not make a decision on if we want to do the always-on for…
491 00:51:22.510 ⇒ 00:51:22.850 Uttam Kumaran: I think.
492 00:51:22.850 ⇒ 00:51:23.860 Robert Tseng: No, I mean, for the…
493 00:51:23.860 ⇒ 00:51:24.780 Uttam Kumaran: Yeah, go ahead.
494 00:51:25.110 ⇒ 00:51:27.189 Robert Tseng: I was gonna say, yeah, we can get started on it.
495 00:51:27.550 ⇒ 00:51:31.570 Uttam Kumaran: Yeah, I’m fine with the always-on, the only thing is, like, I would like…
496 00:51:31.740 ⇒ 00:51:49.319 Uttam Kumaran: ideally, I would like you to sign off on, like, the lead list, basically. Like, who is the ICP? And, for example, if we were to go search for leads, what do they need to fit? Like, that’s maybe we can hit Troy with, or, like, I don’t know, but this is the thing that… these types of always-on things have to get fed new leads.
497 00:51:49.530 ⇒ 00:51:52.240 Uttam Kumaran: And then we need to have some recurring cadence of, like.
498 00:51:52.640 ⇒ 00:52:02.650 Uttam Kumaran: is this campaign working? So, that’s probably what I would like, and again, that’s in the campaign brief, which is just, like, I would like an understanding of who we’re hitting as part of this.
499 00:52:02.920 ⇒ 00:52:04.740 Uttam Kumaran: On what the copy is.
500 00:52:05.110 ⇒ 00:52:07.579 Uttam Kumaran: And then what the methods are.
501 00:52:07.840 ⇒ 00:52:09.329 Uttam Kumaran: And then we can turn this on.
502 00:52:09.490 ⇒ 00:52:22.709 Uttam Kumaran: Because the… our team would have to go source leads, so we have to go through Apollo or whatever to go find auto dealership heads in some geo. Otherwise, we’re gonna get a… we’re gonna get a million, so we have to have some type of filtering.
503 00:52:24.000 ⇒ 00:52:26.440 Jake Nathan: So do you think that’s worth, then, like.
504 00:52:26.440 ⇒ 00:52:30.509 Uttam Kumaran: I think it’s worth you asking Troy, like, if we were gonna go to market with this, who’s…
505 00:52:31.460 ⇒ 00:52:34.969 Uttam Kumaran: What… what profile has the highest chance of converting, and then…
506 00:52:35.500 ⇒ 00:52:39.269 Uttam Kumaran: Ask him for those filters, and then we’ll… we’ll run it, if we can get…
507 00:52:39.720 ⇒ 00:52:51.930 Uttam Kumaran: if we get a thousand… if, like, if we’re able to get that to, like, a thousand or two thousand people, then we can just start pumping stuff to them. Really, the only… the bandwidth issue here is also Robert and I’s accounts on LinkedIn can only send, like, 30…
508 00:52:52.080 ⇒ 00:52:56.900 Uttam Kumaran: like… connections a day, basically. So…
509 00:52:57.130 ⇒ 00:53:02.719 Uttam Kumaran: I’m hopeful that these guys are mostly email, and then a big thing will be, like, is email working, you know?
510 00:53:04.070 ⇒ 00:53:21.509 Jake Nathan: Yeah, so the next step there would be, like, CCing you and Troy on an email and saying, hey, Troy, we published, one, we’re… we’d love to, you know, like, we’re… here’s when we’re gonna post, we’d love for you to post, like, basically come up with, like, incentivize them there, and then two, like.
511 00:53:21.670 ⇒ 00:53:34.659 Jake Nathan: now, like, we want to go to market here, what filters would you suggest, or how, who would you suggest targeting, and, like, are there… is there anything else you need from us to help you go to market together?
512 00:53:34.920 ⇒ 00:53:35.520 Uttam Kumaran: Yeah.
513 00:53:35.760 ⇒ 00:53:36.510 Uttam Kumaran: Perfect.
514 00:53:36.910 ⇒ 00:53:37.470 Jake Nathan: Okay.
515 00:53:37.740 ⇒ 00:53:40.230 Jake Nathan: Cool. So, yeah, so that…
516 00:53:40.230 ⇒ 00:53:43.619 Uttam Kumaran: And are you putting the playbook behind, like, a gated landing page?
517 00:53:44.180 ⇒ 00:53:45.680 Uttam Kumaran: Or not, time right now.
518 00:53:46.630 ⇒ 00:54:02.649 Jake Nathan: No, it’s a… it’s a blog post. In my opinion, I mean, y’all tell me what to do, so I can do it either way. I think the playbook, if it was a longer playbook that was, you know, we spent months on that had a lot of proprietary data, then I think…
519 00:54:02.650 ⇒ 00:54:08.500 Jake Nathan: putting it behind gated makes sense, but I think for right now, like, just based on the length, I feel like it’s…
520 00:54:08.980 ⇒ 00:54:12.880 Jake Nathan: We wouldn’t need to gate it, but if you think that we do need to get it, then let’s gate it.
521 00:54:17.480 ⇒ 00:54:18.310 Uttam Kumaran: I don’t know.
522 00:54:22.850 ⇒ 00:54:26.629 Robert Tseng: Yeah, I don’t think that’s the right answer, but we just gotta test it. So, I think if we wanna just…
523 00:54:26.630 ⇒ 00:54:33.810 Uttam Kumaran: both. I almost have it… have an open one, and then also have a landing page that just sends you to that. And then…
524 00:54:34.250 ⇒ 00:54:35.370 Uttam Kumaran: you know…
525 00:54:35.520 ⇒ 00:54:42.589 Uttam Kumaran: it’s… they’re both live links, like, I don’t… it doesn’t really matter, but I guess what I’m saying is I would like to capture those emails
526 00:54:43.690 ⇒ 00:54:48.079 Uttam Kumaran: Okay, yeah, but it’s a test. Should test it, yeah.
527 00:54:49.500 ⇒ 00:54:51.599 Jake Nathan: So you wanna have, both of those?
528 00:54:51.740 ⇒ 00:54:52.420 Uttam Kumaran: Yeah.
529 00:54:52.890 ⇒ 00:54:56.680 Uttam Kumaran: Okay. In the A-B test for the email, you could do… you could…
530 00:54:56.890 ⇒ 00:55:00.020 Uttam Kumaran: Have one email go to one link, another email go to another link, or something.
531 00:55:00.570 ⇒ 00:55:01.340 Jake Nathan: Okay.
532 00:55:03.480 ⇒ 00:55:05.139 Jake Nathan: Sounds good. So, yeah, so…
533 00:55:05.140 ⇒ 00:55:07.959 Uttam Kumaran: SEO is actually good that it’s up, but…
534 00:55:08.100 ⇒ 00:55:12.179 Uttam Kumaran: If people are very high intent clicking on something, it’d be great to get their email, but…
535 00:55:12.800 ⇒ 00:55:14.400 Uttam Kumaran: I don’t know.
536 00:55:15.620 ⇒ 00:55:16.320 Uttam Kumaran: I don’t know.
537 00:55:17.320 ⇒ 00:55:17.850 Jake Nathan: Yeah.
538 00:55:18.410 ⇒ 00:55:19.399 Jake Nathan: Yeah, that’s…
539 00:55:19.630 ⇒ 00:55:39.450 Jake Nathan: I’ll make a note of that. So yeah, and then these just internal playbooks, this will just be, like, once we publish them, it’ll be good, you know, like, we can post about on LinkedIn, and then just as y’all are having sales conversations, like, if you’re having a conversation… I mean, it’s probably too late at this point for, like, Black Friday, but, like, if you’re having a conversation about Valentine’s Day, like, the… this playbook.
540 00:55:39.450 ⇒ 00:55:43.490 Uttam Kumaran: When’s Black Friday? We should post that, right? What is that? What’s that? When’s another one? Next month?
541 00:55:43.870 ⇒ 00:55:45.550 Uttam Kumaran: Or, that’s November, right?
542 00:55:45.550 ⇒ 00:55:47.039 Jake Nathan: Yeah, it’s like in a month and a half.
543 00:55:47.040 ⇒ 00:55:51.769 Uttam Kumaran: It’s too late or too early. Oh, no, dude, we should rip that, dude.
544 00:55:52.280 ⇒ 00:56:00.610 Jake Nathan: Okay, yeah. Then yeah, I can tell Ryan, like, let’s put this as part of, like, let’s make posts about this for LinkedIn next week.
545 00:56:00.610 ⇒ 00:56:03.790 Uttam Kumaran: do that. We’re about 2 months… we’re about 2 months.
546 00:56:03.950 ⇒ 00:56:05.540 Uttam Kumaran: So, yeah.
547 00:56:05.920 ⇒ 00:56:11.510 Jake Nathan: Yeah, that sounds good. So yeah, this will just… there’s no lift here, so we’ll talk to Troy, we’ll kind of keep…
548 00:56:11.510 ⇒ 00:56:15.409 Uttam Kumaran: I think Ian will naturally reach back out to us, like, when he’s.
549 00:56:16.140 ⇒ 00:56:22.800 Jake Nathan: like, I think he’s about to go off on his own, so, anyway, yeah, that sounds good, and then we’ll start with contextual.
550 00:56:23.030 ⇒ 00:56:34.380 Jake Nathan: And I’ll just make a note to ask pretty much anyone else here, like, what’s a feature they’re using, and I’ll report if there’s any, like… if I can tell they’re like, man, we’re really trying to push this feature, then maybe…
551 00:56:34.790 ⇒ 00:56:36.440 Jake Nathan: We’ll try to get a different vendor.
552 00:56:36.440 ⇒ 00:56:40.940 Uttam Kumaran: Yeah, Robert, basically I was like, yo, we should just get 5K to 10K for an event from each of these guys.
553 00:56:41.150 ⇒ 00:56:43.970 Uttam Kumaran: I want to talk to Holly about this too, but, like.
554 00:56:44.160 ⇒ 00:56:54.280 Uttam Kumaran: as a partnership with each of these, we can get what’s called a marketing development fund, which is, like, they give us 5K a quarter for an event, or… or they put some money, basically, like, kind of in an escrow for an event.
555 00:56:54.420 ⇒ 00:56:58.710 Uttam Kumaran: But I would like… To just start running regular stuff with these guys.
556 00:56:58.900 ⇒ 00:57:05.700 Uttam Kumaran: And I told Jake that a lot of these guys, I think, are just… don’t know where to put the money that they’re raising, especially on the marketing side.
557 00:57:06.060 ⇒ 00:57:11.140 Uttam Kumaran: So it’s pretty easy for us to run an activation for them if they’re down.
558 00:57:13.830 ⇒ 00:57:19.119 Robert Tseng: Okay, yeah, no, I mean, I did that at Bungle, we did that with Amplitude, so I get it.
559 00:57:19.120 ⇒ 00:57:21.530 Uttam Kumaran: How’d you arrange it with them? Like, what was the.
560 00:57:22.250 ⇒ 00:57:27.809 Robert Tseng: Well, Jarrell was the one that was doing it for me, but I guess he already kind of had something…
561 00:57:28.160 ⇒ 00:57:47.470 Robert Tseng: I mean, it was similar, like, he had, like, they had sent over, like, a partner kit thing to them, and was saying how we were working with same folks, and everyone… they wanted a reason to go and do, Tech LA events. It was just not… he had the connection to go and get a slot in there, so they were willing to sponsor.
562 00:57:50.860 ⇒ 00:58:04.759 Robert Tseng: So, I guess for us, I mean, if it’s, like, kind of what you were saying in Austin, you feel like you can get… you can, there’s no Austin Tech Week, but, like, if there’s something that’s, like, there’s a lineup of something where…
563 00:58:04.950 ⇒ 00:58:19.839 Robert Tseng: a vendor, you’d be like, hey, come, you wanna… you wanna… you wanna be part of this lineup for Austin Tech Week, or whatever, like, we can… we can get you in, we just need you to be a co-sponsor kind of thing, and they’d be willing to do it.
564 00:58:21.820 ⇒ 00:58:22.420 Uttam Kumaran: Okay.
565 00:58:23.420 ⇒ 00:58:33.529 Uttam Kumaran: Yeah, maybe, Jake, let’s talk about this MDF concept. It’s like a real thing. If someone told me, I’ll see if I can connect with that guy again, but… it’d be great for some of these vendors we could start signing things like this.
566 00:58:33.770 ⇒ 00:58:41.399 Uttam Kumaran: Where they co-sponsor, they can… they allocate the money for it, and then the money’s there, we can run the sick… we can run a sick event. We’ll get people.
567 00:58:43.240 ⇒ 00:58:43.870 Jake Nathan: Down?
568 00:58:44.130 ⇒ 00:58:45.840 Jake Nathan: Bottomot soup dumplings.
569 00:58:46.190 ⇒ 00:58:47.440 Uttam Kumaran: Yes.
570 00:58:47.440 ⇒ 00:58:47.975 Robert Tseng: Oh.
571 00:58:50.730 ⇒ 00:58:52.310 Uttam Kumaran: Okay, cool.
572 00:58:52.510 ⇒ 00:58:53.050 Robert Tseng: Well…
573 00:58:54.270 ⇒ 00:59:03.630 Hannah Wang: Also, I know we have a minute left. I don’t know if we wanted to talk about partnership stuff, or if the four of us are gonna stay, then we could do it then.
574 00:59:05.030 ⇒ 00:59:11.199 Amber Lin: The next meeting is the manager’s meeting. We already met a bunch today. If you guys want to stay on, it’s totally fine.
575 00:59:11.460 ⇒ 00:59:15.449 Uttam Kumaran: Yeah, I guess, like, what is there to talk about, on the partnership side? Tommy?
576 00:59:15.860 ⇒ 00:59:24.550 Hannah Wang: It’s just, like, I guess, updates, but you can just look at the, Google Sheet if you wanted to. I updated it, so…
577 00:59:24.630 ⇒ 00:59:36.379 Hannah Wang: don’t need to talk about it. I guess… well, Robert already knows what I need from him, that’s the most urgent thing. And then, I was planning on following up with Fresh Paint, because they haven’t gone back to us.
578 00:59:36.380 ⇒ 00:59:43.239 Robert Tseng: I think there’s some overlap with, like, kind of what you’re doing with Jake, especially now that I’m seeing, like, his vendor smearing stuff, like…
579 00:59:43.640 ⇒ 01:00:04.849 Robert Tseng: Corral should do it. Like, I mean, they… they’ve already said that they would put budget into an event with us, like, we’re literally just co-writing something with them. We never did the SME interview with them, but we have a good relationship with them. Our customers… our client actually has them as a customer. Like, I just… it feels like they’re further along as, like, a… as a partner than maybe some of the people we have in flight already, so…
580 01:00:06.230 ⇒ 01:00:06.900 Hannah Wang: Yeah.
581 01:00:07.440 ⇒ 01:00:19.769 Uttam Kumaran: Yeah, it would be great to do… can we do, like, a meeting, or… or can we do, like, can we do a write-up about this, like, MDF concept? I think this is the legal… this is a legal way for us to actually
582 01:00:19.790 ⇒ 01:00:28.679 Uttam Kumaran: organize around this, and then we can just send it to people, like, hey, we’re establishing this if you want to be part of this, and then we can add Corral to the next one, but I do think that we should have
583 01:00:29.020 ⇒ 01:00:34.010 Uttam Kumaran: Something around, how do we get the funds in, and, like, how do we actually organize around the events?
584 01:00:34.360 ⇒ 01:00:39.819 Uttam Kumaran: So that’s something to work on, and then…
585 01:00:40.080 ⇒ 01:00:49.330 Uttam Kumaran: Yeah, I mean, I’m… I’m trying to push the Telezma thing forward, and then I think anything on the partnership side, we should loop… start to loop Holly in.
586 01:00:49.330 ⇒ 01:00:55.390 Hannah Wang: Yeah, I know we’re calling her tomorrow, so we can… I can pull up that sheet with her tomorrow, and we can talk about it, yeah.
587 01:00:55.390 ⇒ 01:00:55.960 Uttam Kumaran: Yeah.
588 01:00:58.010 ⇒ 01:01:04.569 Hannah Wang: I think… and then there’s a meeting… oh, I scheduled a time tomorrow for the…
589 01:01:05.000 ⇒ 01:01:07.890 Hannah Wang: Am Chan. Am Cham Industry.
590 01:01:08.600 ⇒ 01:01:08.920 Hannah Wang: Okay.
591 01:01:09.220 ⇒ 01:01:12.270 Hannah Wang: So, that’s there tomorrow.
592 01:01:12.270 ⇒ 01:01:17.409 Uttam Kumaran: Can we also talk about… can we do a run-through of, all the services?
593 01:01:18.970 ⇒ 01:01:19.630 Hannah Wang: Oh.
594 01:01:19.630 ⇒ 01:01:25.340 Uttam Kumaran: we, like, Rubber-stamped it, so maybe the three of us can just, like, run through that tomorrow.
595 01:01:25.340 ⇒ 01:01:26.809 Hannah Wang: Okay, sure.
596 01:01:28.110 ⇒ 01:01:28.660 Uttam Kumaran: Okay.
597 01:01:30.880 ⇒ 01:01:32.790 Hannah Wang: Alright, I think that’s it.
598 01:01:33.220 ⇒ 01:01:37.010 Uttam Kumaran: There’s a lot of… there’s a lot of deals just, like, teetering, so…
599 01:01:37.600 ⇒ 01:01:49.349 Uttam Kumaran: I think I’ll just probably send one more reminder for just spam and Slack. I don’t think either of us really care. I think we’re completely constrained just by, like, mental bandwidth at this point, so…
600 01:01:49.820 ⇒ 01:01:53.310 Uttam Kumaran: I’m sort of hopeful that this team can start to
601 01:01:53.420 ⇒ 01:01:59.249 Uttam Kumaran: have a mental imprint of all the leads that are active, and we just find a way to close them. Seems like… and then…
602 01:01:59.490 ⇒ 01:02:05.090 Uttam Kumaran: more and more, I want to start to get a sense of, like, how much value is in pipeline, and value in each stage, you know, so…
603 01:02:07.290 ⇒ 01:02:07.840 Hannah Wang: Yeah.
604 01:02:08.870 ⇒ 01:02:09.470 Robert Tseng: Yeah.
605 01:02:11.800 ⇒ 01:02:17.189 Robert Tseng: Okay, then I don’t think we need meat. I’d rather just take my final hour to just knock…
606 01:02:17.500 ⇒ 01:02:21.150 Robert Tseng: just finish whatever follow-ups I can from ShopDoc.
607 01:02:21.590 ⇒ 01:02:22.360 Uttam Kumaran: Okay.
608 01:02:22.860 ⇒ 01:02:25.470 Hannah Wang: So we don’t need to stay on the call, you know, on the retrolet?
609 01:02:25.800 ⇒ 01:02:31.039 Robert Tseng: Well, yeah, just give me, like, 30 minutes. I’d like to kind of just… just try to push for some stuff.
610 01:02:31.040 ⇒ 01:02:31.800 Hannah Wang: Okay.
611 01:02:32.260 ⇒ 01:02:34.410 Robert Tseng: I need a, like, I need a talking break.
612 01:02:34.950 ⇒ 01:02:35.910 Hannah Wang: Okay, sure.
613 01:02:35.910 ⇒ 01:02:36.530 Robert Tseng: Thanks.
614 01:02:37.320 ⇒ 01:02:38.869 Hannah Wang: Alright, thanks everyone. Bye.