Meeting Title: Partnerships Sync Date: 2025-09-23 Meeting participants: Hannah Wang, holly condos
WEBVTT
1 00:01:54.550 ⇒ 00:01:55.810 holly condos: Hi, Hannah.
2 00:01:56.850 ⇒ 00:01:58.580 Hannah Wang: Hey, how’s it going?
3 00:01:59.120 ⇒ 00:02:00.610 holly condos: Good, how are you?
4 00:02:01.100 ⇒ 00:02:02.020 Hannah Wang: I’m good.
5 00:02:07.830 ⇒ 00:02:08.759 Hannah Wang: I’ll send it.
6 00:02:09.590 ⇒ 00:02:10.370 Hannah Wang: Sorry?
7 00:02:10.580 ⇒ 00:02:11.830 holly condos: What was Santa Monica?
8 00:02:13.130 ⇒ 00:02:14.500 Hannah Wang: How is Santa Monica?
9 00:02:15.600 ⇒ 00:02:22.039 Hannah Wang: It’s… It’s really humid, or it feels more humid.
10 00:02:22.040 ⇒ 00:02:22.500 holly condos: Really?
11 00:02:22.500 ⇒ 00:02:23.550 Hannah Wang: normal.
12 00:02:23.930 ⇒ 00:02:24.610 holly condos: Wow.
13 00:02:24.610 ⇒ 00:02:40.740 Hannah Wang: I’m just used to dry, I think, because I grew up more inland. But, yeah, definitely being near the waters makes a… makes a difference, but the weather is good. It’s never too hot here, which is amazing. Like, I…
14 00:02:40.850 ⇒ 00:02:48.780 Hannah Wang: Yeah, I really can’t go more inland, because the summers are just brutal over there.
15 00:02:49.110 ⇒ 00:02:59.560 holly condos: Well, I, was at my Encinitas house for the past, probably, 8 weeks or so. I just came back to my East Coast house.
16 00:02:59.720 ⇒ 00:03:00.330 Hannah Wang: Have a wonderful day.
17 00:03:00.330 ⇒ 00:03:07.770 holly condos: Yeah. But, it was the… I thought the weather in San Diego was kind of weird for August, like.
18 00:03:08.150 ⇒ 00:03:19.269 holly condos: super hot, like, you know, Santa Ana hot, and then raining, and then, like, 40 the next morning. It was just all over the place.
19 00:03:19.940 ⇒ 00:03:21.310 Hannah Wang: That’s how…
20 00:03:21.310 ⇒ 00:03:22.690 holly condos: sure what’s happening.
21 00:03:22.830 ⇒ 00:03:24.950 Hannah Wang: How close to the waters.
22 00:03:24.950 ⇒ 00:03:26.280 holly condos: 4 miles.
23 00:03:26.280 ⇒ 00:03:27.430 Hannah Wang: Oh, okay.
24 00:03:27.540 ⇒ 00:03:32.079 holly condos: I’m not that close to the water, but… Yeah. Yeah, I feel like…
25 00:03:32.360 ⇒ 00:03:38.669 Hannah Wang: It’s… Yeah, it’s been… Well, August, I was out of town.
26 00:03:38.670 ⇒ 00:03:39.720 holly condos: Hmm, okay.
27 00:03:39.720 ⇒ 00:03:41.880 Hannah Wang: Or I went to Yosemite one weekend.
28 00:03:41.880 ⇒ 00:03:42.730 holly condos: best.
29 00:03:42.770 ⇒ 00:03:46.259 Hannah Wang: I went to Yellowstone and Tetons.
30 00:03:46.260 ⇒ 00:03:46.800 holly condos: Nice.
31 00:03:46.800 ⇒ 00:03:54.260 Hannah Wang: one week, so maybe I just missed the funky weather, but I appreciate being back here.
32 00:03:54.260 ⇒ 00:03:56.059 holly condos: Yeah, no, understood.
33 00:03:56.060 ⇒ 00:04:03.519 Hannah Wang: Yeah, it’s… but California is so huge that even if you go, like, 10 miles east, it…
34 00:04:03.650 ⇒ 00:04:08.950 Hannah Wang: makes such a big difference, and I was in Riverside, like, a couple…
35 00:04:09.140 ⇒ 00:04:17.600 Hannah Wang: oh, this past Saturday, and it was 95, and I forgot how to survive in that type of weather, because…
36 00:04:17.750 ⇒ 00:04:20.160 Hannah Wang: Yeah, Riverside is more inland, it’s like…
37 00:04:20.160 ⇒ 00:04:20.709 holly condos: Hop.
38 00:04:21.040 ⇒ 00:04:24.770 Hannah Wang: More east of where I’m at, and…
39 00:04:24.770 ⇒ 00:04:26.760 holly condos: Yeah, I’ve been through there.
40 00:04:27.100 ⇒ 00:04:31.360 Hannah Wang: Yeah, it’s not fun. It’s very brown and dry.
41 00:04:31.360 ⇒ 00:04:33.739 holly condos: Yes, yes, for sure, for sure.
42 00:04:34.080 ⇒ 00:04:49.349 holly condos: Well, so I am excited to be on board, and thank you for all your help so far. So, are… are we waiting on Utam, or can you… do you have…
43 00:04:49.970 ⇒ 00:04:52.970 holly condos: Do you want me to show you what I’ve done so far?
44 00:04:52.970 ⇒ 00:04:53.760 Hannah Wang: How does.
45 00:04:53.760 ⇒ 00:04:55.319 holly condos: How do you want to go about this?
46 00:04:55.540 ⇒ 00:05:04.750 Hannah Wang: Yeah, I just messaged Utom, he’s more familiar with the whole, like,
47 00:05:04.850 ⇒ 00:05:18.340 Hannah Wang: just, like, the NDA stuff and the contract stuff, and he’s looped in with legal, too. I’m not really looped in on… I’m not really in that process, so I messed with him. Let’s see if he can make it, but if you have…
48 00:05:18.340 ⇒ 00:05:23.280 holly condos: And if not, I’ll just… let me just show you, so…
49 00:05:23.280 ⇒ 00:05:23.990 Hannah Wang: Okay.
50 00:05:24.520 ⇒ 00:05:27.369 holly condos: Where is that?
51 00:05:29.150 ⇒ 00:05:34.340 holly condos: Guess it’s gonna be here…
52 00:05:35.930 ⇒ 00:05:41.360 holly condos: And I guess you’re seeing the zoo, so let’s go to the document.
53 00:05:42.730 ⇒ 00:05:48.829 holly condos: Let’s see, I need this out of the way…
54 00:05:49.180 ⇒ 00:05:52.169 holly condos: Don’t use Zoom very much anymore. Here, here, I got it, I got it.
55 00:05:52.170 ⇒ 00:05:52.820 Hannah Wang: Okay.
56 00:05:53.950 ⇒ 00:06:00.929 holly condos: Okay, so basically, I made a bunch of, like, grammatical things.
57 00:06:00.930 ⇒ 00:06:01.590 Hannah Wang: It’s all…
58 00:06:01.590 ⇒ 00:06:02.850 holly condos: discuss with…
59 00:06:03.100 ⇒ 00:06:11.639 holly condos: you and him, I guess. But just for contract, you know, clarity, like, when you identify something, you want to then
60 00:06:11.860 ⇒ 00:06:21.570 holly condos: keep it in caps, so that it’s not confused with something else. I mean, I’m sure that’s not a big deal. But what I did was, go and look at
61 00:06:21.840 ⇒ 00:06:30.129 holly condos: The comments that they’ve made, and the suggestions that they’ve made, and I basically…
62 00:06:30.360 ⇒ 00:06:34.140 holly condos: pulled in what I think is acceptable.
63 00:06:34.310 ⇒ 00:06:41.759 holly condos: That they’re proposing, but I’ve also highlighted some areas for discussion, right?
64 00:06:41.760 ⇒ 00:06:42.140 Hannah Wang: Okay.
65 00:06:42.140 ⇒ 00:06:50.719 holly condos: So, what I can do is pull out those items for discussion in, you know, in a Slack note, and attach this
66 00:06:51.140 ⇒ 00:06:52.290 holly condos: link.
67 00:06:52.970 ⇒ 00:06:58.409 holly condos: And then, you know, tackle it that way with UTAM, because it sounds like…
68 00:06:59.800 ⇒ 00:07:03.489 holly condos: You and I are not gonna resolve this without him.
69 00:07:03.660 ⇒ 00:07:13.269 holly condos: Probably not. Yeah. So that’s fine. That’s not a problem. I, I think I got through everything. Let me just look here.
70 00:07:15.830 ⇒ 00:07:20.959 holly condos: Yeah, I got through the entire agreement,
71 00:07:21.490 ⇒ 00:07:28.289 holly condos: So why don’t I just do that, and I’ll send it to both of you. So I’ll… again, I’ll just drop some notes.
72 00:07:28.790 ⇒ 00:07:32.069 holly condos: Of what needs we need to discuss.
73 00:07:32.390 ⇒ 00:07:33.000 Hannah Wang: Yeah.
74 00:07:33.000 ⇒ 00:07:40.219 holly condos: and then I’ll attach this, and then just leave it that he can… Call me whenever.
75 00:07:40.220 ⇒ 00:07:44.989 Hannah Wang: Yeah. Yeah, you can just leave it in the channel, that you…
76 00:07:44.990 ⇒ 00:07:49.510 holly condos: Yeah, in this… in this thing? In this… in the… right here where we were.
77 00:07:49.510 ⇒ 00:07:51.030 Hannah Wang: Okay.
78 00:07:51.250 ⇒ 00:07:52.309 Hannah Wang: Okay. Okay.
79 00:07:52.560 ⇒ 00:07:55.410 Hannah Wang: And… I…
80 00:07:55.540 ⇒ 00:08:04.089 Hannah Wang: Yeah, I know… well, looking at Utah’s message right there, so I tackled number one, number two, and number.
81 00:08:04.090 ⇒ 00:08:05.450 holly condos: I’m gonna ask you about this.
82 00:08:06.050 ⇒ 00:08:17.680 Hannah Wang: Yeah, so with McGaw, they are… they… I believe they’re another agency, but we signed an agreement with them, maybe…
83 00:08:18.150 ⇒ 00:08:37.400 Hannah Wang: I don’t know, I think it’s been a couple months already, but we have, like, a separate, Slack channel with them, like a general Slack channel, and there has been some back and forth with, our POC from McGaw, his name is Dan. Dan and Utam have been talking back and forth, and…
84 00:08:38.100 ⇒ 00:08:38.850 Hannah Wang: None.
85 00:08:39.200 ⇒ 00:08:40.230 Hannah Wang: Yeah, I guess…
86 00:08:41.140 ⇒ 00:08:48.299 Hannah Wang: it’s like, what’s the best way to keep momentum up? Because Utam actually sent a message
87 00:08:48.750 ⇒ 00:09:00.840 Hannah Wang: yesterday, saying, like, oh, here’s some updates on our side. We, we attended this event, we started doing this, like, co-marketing with vendors, and then,
88 00:09:00.970 ⇒ 00:09:10.639 Hannah Wang: there is also some discussion previously in the Slack channel about some prospects that they introduced us to, but then I think it was, like, a…
89 00:09:10.640 ⇒ 00:09:11.469 holly condos: That fell off.
90 00:09:11.470 ⇒ 00:09:24.860 Hannah Wang: Yeah, it fell off, or they needed to circle back with us or something, so that was a month ago. That was on the 25th of August. Dan said that there’s a couple prospects that he’d like to connect us with, but,
91 00:09:26.160 ⇒ 00:09:44.329 Hannah Wang: Oh, actually, and then it says… okay, so I guess there wasn’t, like, a referral agreement in place, so I don’t know legally where that stands, because we signed a consultant agreement and NDA, but not a referral agreement, and then I think things kind of just died down, so I think maybe Utam’s…
92 00:09:44.330 ⇒ 00:09:48.779 Hannah Wang: Question, and my question, too, is just how do we keep
93 00:09:49.490 ⇒ 00:09:58.029 Hannah Wang: like, how do we keep ourselves top of mind for them? Is it just sending them? Yeah, go ahead.
94 00:09:58.030 ⇒ 00:10:04.189 holly condos: So, so usually, what I find works best is to set up a cadence.
95 00:10:04.310 ⇒ 00:10:05.450 Hannah Wang: So that…
96 00:10:05.680 ⇒ 00:10:08.499 holly condos: You know, we and them.
97 00:10:08.730 ⇒ 00:10:14.119 holly condos: have to get together and kind of walk through where we’re at, so…
98 00:10:14.320 ⇒ 00:10:21.269 holly condos: You know, so for instance, we could put in place a recurring meeting, say, maybe every month.
99 00:10:21.710 ⇒ 00:10:33.710 holly condos: And in this case, it would be with Dan to say, okay, do we need a reseller agreement in place? Right? We brought on a contracts person, and here she is.
100 00:10:34.260 ⇒ 00:10:43.260 holly condos: And I could also, you know, just kind of engage on what leads they had, and then work with you guys. But I think just…
101 00:10:44.050 ⇒ 00:10:46.989 holly condos: to answer the question, what I find…
102 00:10:47.310 ⇒ 00:11:01.659 holly condos: best is to set up that cadence, because it forces both sides, even if it’s 15 minutes, it forces you to re-engage and kind of continue the conversations. And it also…
103 00:11:01.770 ⇒ 00:11:09.519 holly condos: Very subtly puts a little bit of fire under both sides to continue generating leads or following up.
104 00:11:09.750 ⇒ 00:11:19.190 holly condos: Right? So that, that would be, I think the best way to approach it. Having said that, right, not knowing what the nature of the relationship is.
105 00:11:19.610 ⇒ 00:11:28.970 holly condos: That may, you know, we may not be ready for that, and in that event, then, again, you know, you could play me as the newbie card and say.
106 00:11:29.570 ⇒ 00:11:42.489 holly condos: hey, Dan, you know, we’ve been really busy, we’ve brought on some help for partnerships and contracts, and, you know, we’d like to introduce you, have an intro call, whatever. I mean, it would kind of be…
107 00:11:42.710 ⇒ 00:11:53.469 holly condos: you know, you could play that card if you don’t want to set up the cadence, and then we could do the cadence after the intro call, but… but I would say that in any case, we want to kind of push
108 00:11:54.100 ⇒ 00:11:56.750 holly condos: Reconnecting for communication.
109 00:11:56.750 ⇒ 00:12:06.360 Hannah Wang: Totally. Yeah, I know Utam, with some other vendor partners that we have, like, they… I know he had a monthly cadence of some.
110 00:12:07.000 ⇒ 00:12:23.730 Hannah Wang: But I don’t… I don’t really know how those went. I don’t know, like, Utom, and… because I feel like with those meetings, like, if you’re not diligent enough, every month it rolls around, and then you’re just like, oh, can we reschedule, or just, like, cancel today’s… Right.
111 00:12:23.730 ⇒ 00:12:31.789 Hannah Wang: So I feel like probably that’s what’s been happening with some of our other partners, and momentum dies, and I think… yeah, so…
112 00:12:31.790 ⇒ 00:12:36.569 holly condos: That’s a good… that’s a good point. I don’t know if we want… We can definitely help.
113 00:12:36.880 ⇒ 00:12:48.409 Hannah Wang: Yeah, if we want to set up, like, a recurring meeting with McGaw, I don’t know if Tom’s thought about that, or what, like, maybe he hasn’t done it for a specific reason, but maybe,
114 00:12:48.770 ⇒ 00:12:59.980 Hannah Wang: yeah, in the… in that channel there, maybe after our call, I can just follow up with some action items, and then we could, like, I can loop you into a thread, and we can talk about it.
115 00:12:59.980 ⇒ 00:13:01.479 holly condos: Sounds good. Yeah, that’s perfect.
116 00:13:01.720 ⇒ 00:13:06.960 Hannah Wang: Cool. And then, for number 3, how to…
117 00:13:06.960 ⇒ 00:13:10.379 holly condos: But in a bigger context, sounds like.
118 00:13:10.930 ⇒ 00:13:16.979 Hannah Wang: Yeah, so I can just share my screen with you for something that…
119 00:13:16.980 ⇒ 00:13:28.180 holly condos: stop sharing. He kind of mentioned, and I think you were on the phone, but it might have been in a different conversation, that he and Robert and the team, right, don’t…
120 00:13:28.510 ⇒ 00:13:39.900 holly condos: don’t have a problem, like, getting in the door, like, making introductions, like, getting, you know, FaceTime with prospects. The… the problem, or the…
121 00:13:40.020 ⇒ 00:13:49.020 holly condos: Glitch is following up and having, you know, the time to re-engage after the initial conversation.
122 00:13:49.630 ⇒ 00:13:57.800 Hannah Wang: Yeah, so… yeah, so we… as you’ll… I’ll share my screen and you’ll kind of see, but…
123 00:13:58.090 ⇒ 00:14:01.210 Hannah Wang: This is kind of just, like, a working Google Sheet that I have.
124 00:14:01.210 ⇒ 00:14:01.560 holly condos: No.
125 00:14:01.560 ⇒ 00:14:02.580 Hannah Wang: Yeah.
126 00:14:03.130 ⇒ 00:14:11.179 Hannah Wang: tracking our strategic partnership accounts and also sales accounts. You can ignore the sales ones, just look at the partner ones.
127 00:14:11.690 ⇒ 00:14:16.820 Hannah Wang: But, as you can see, we have quite a number of partners.
128 00:14:17.010 ⇒ 00:14:25.380 Hannah Wang: Some of them are agencies, but others are, like, SaaS, so, like, vendor… vendor tools, basically. Yeah. And…
129 00:14:25.640 ⇒ 00:14:26.819 Hannah Wang: Yeah, I think…
130 00:14:27.060 ⇒ 00:14:45.580 Hannah Wang: the… the… yeah, the glitch, as you said, is… yeah, we can sign them on, we can get agreements, but I think it’s like, oh, what’s next? Like, what comes after that? And I think that’s where I was kind of looped in to help… like, I’m not, like, a partnerships lead by any means, but I think we just need…
131 00:14:45.580 ⇒ 00:14:51.279 Hannah Wang: help with the strategy in this way, so… I think the challenge is…
132 00:14:51.280 ⇒ 00:14:53.870 Hannah Wang: Like, keeping up with each of these…
133 00:14:53.920 ⇒ 00:15:03.930 Hannah Wang: partners and hopping on, like, if there’s an opportunity that arises, like, catching that and being like, oh, hey, I see that you’re gonna go to this event, do you want.
134 00:15:04.770 ⇒ 00:15:16.230 Hannah Wang: throw an activation around the conference and, like, co-host something, or like, hey, I see this happen. So, for example, like, with Mixpanel, they’re like a…
135 00:15:16.560 ⇒ 00:15:23.450 Hannah Wang: forgive me, I’m not, like, a data person, so all my technological lingo is not there, but they’re basically a SaaS product.
136 00:15:23.730 ⇒ 00:15:24.119 holly condos: Right now.
137 00:15:24.120 ⇒ 00:15:36.630 Hannah Wang: They recently had a CEO change, so Lucian was like, oh, this is our chance to, like, reach out to, people that we’ve already been in touch with at Mixpanel, and just be like, hey, how are things, and just reach out.
138 00:15:37.000 ⇒ 00:15:50.209 Hannah Wang: connect that way. So, I think that’s kind of the challenge. And then the second challenge is knowing who to go after, because we have so many, and I cannot possibly, you know, go after all of these.
139 00:15:50.250 ⇒ 00:15:59.509 Hannah Wang: So, I guess the challenge of prioritization and just knowing who is worth it to partner with and how to move
140 00:15:59.560 ⇒ 00:16:07.500 Hannah Wang: forward from there. Because I think what we’re doing, what we’ve been doing is probably throwing a bunch of stuff at the wall and seeing what sticks.
141 00:16:08.120 ⇒ 00:16:10.599 Hannah Wang: And not really having a strategy behind it.
142 00:16:11.110 ⇒ 00:16:11.720 holly condos: Understood.
143 00:16:13.270 ⇒ 00:16:21.370 holly condos: Is there anything to the right of the spreadsheet as far as like… The potential opportunity.
144 00:16:21.750 ⇒ 00:16:30.699 Hannah Wang: No, so these are just tracking signals, and what phase we’re in currently, so everything, I guess, like, just the notes is kind of…
145 00:16:30.950 ⇒ 00:16:32.080 holly condos: Yeah, yeah.
146 00:16:32.080 ⇒ 00:16:35.490 Hannah Wang: Is most important to look at.
147 00:16:35.950 ⇒ 00:16:47.530 holly condos: I guess I’d be curious to understand maybe a bit more about the lead, so that, you know, is it, is it an opportunity where we’re both
148 00:16:48.080 ⇒ 00:16:53.119 holly condos: Kind of like we have with the, is it Talis… Talisman?
149 00:16:53.120 ⇒ 00:16:54.140 Hannah Wang: Calisma, I think?
150 00:16:54.140 ⇒ 00:17:07.630 holly condos: To Lisma, yeah. Is it similar to that where, you know, it’s kind of a joint effort, and both sides can provide services, or is it that…
151 00:17:07.940 ⇒ 00:17:14.480 holly condos: You know, we need… We’re… these are potential… Customers, but…
152 00:17:14.710 ⇒ 00:17:19.269 holly condos: You know, we’re gonna partner with them first to get into their.
153 00:17:19.270 ⇒ 00:17:19.950 Hannah Wang: I see.
154 00:17:19.950 ⇒ 00:17:22.079 holly condos: lead, right, so it, it would… Yeah.
155 00:17:22.319 ⇒ 00:17:26.539 holly condos: it would help to flesh out, like, do you guys have a CRM?
156 00:17:27.359 ⇒ 00:17:29.069 Hannah Wang: We use HubSpot.
157 00:17:29.350 ⇒ 00:17:30.130 holly condos: Yeah.
158 00:17:30.130 ⇒ 00:17:32.939 Hannah Wang: But we’re not really tracking partners.
159 00:17:33.020 ⇒ 00:17:36.139 holly condos: Okay. Stuff in HubSpot, so this is kind of our…
160 00:17:36.140 ⇒ 00:17:36.990 Hannah Wang: Working thoughts.
161 00:17:36.990 ⇒ 00:17:38.530 holly condos: How’s your working doc?
162 00:17:38.530 ⇒ 00:17:41.999 Hannah Wang: I guess we do have, like, a Notion page for.
163 00:17:42.000 ⇒ 00:17:42.500 holly condos: Yeah.
164 00:17:42.500 ⇒ 00:17:43.230 Hannah Wang: 4 weeks.
165 00:17:43.230 ⇒ 00:17:45.449 holly condos: Rico sent me a Notion…
166 00:17:45.450 ⇒ 00:17:45.970 Hannah Wang: Okay.
167 00:17:45.970 ⇒ 00:17:47.870 holly condos: Something. Yeah.
168 00:17:48.370 ⇒ 00:17:49.280 holly condos: access.
169 00:17:50.330 ⇒ 00:17:51.520 Hannah Wang: You don’t have access?
170 00:17:51.960 ⇒ 00:17:57.529 holly condos: No, it was… it is accessed, but beyond that, yeah, should I, like, look around in there?
171 00:17:57.530 ⇒ 00:18:06.949 Hannah Wang: I don’t know if it’s up to date. Let me share my screen. So…
172 00:18:06.950 ⇒ 00:18:15.829 holly condos: And looks like Utam added me to the, to the shared… Sales drive this morning.
173 00:18:15.830 ⇒ 00:18:18.659 Hannah Wang: Oh, for Google… on Google Docs? Google Drive?
174 00:18:19.030 ⇒ 00:18:19.940 holly condos: Yeah.
175 00:18:19.940 ⇒ 00:18:22.910 Hannah Wang: I don’t know if that has…
176 00:18:23.180 ⇒ 00:18:28.560 Hannah Wang: Anything that would help? This was kind of the working…
177 00:18:28.580 ⇒ 00:18:31.779 holly condos: Yeah. And that’s… and that’s… oh, I see, okay, right.
178 00:18:31.780 ⇒ 00:18:39.930 Hannah Wang: Again, I don’t know if it’s, like, super up-to-date, but these are, like, maybe reading through this could maybe give you a better…
179 00:18:39.930 ⇒ 00:18:43.300 holly condos: That actually will be a little bit more, and then…
180 00:18:43.300 ⇒ 00:18:43.970 Hannah Wang: Yeah.
181 00:18:43.970 ⇒ 00:18:46.979 holly condos: Okay, but it sounds like…
182 00:18:47.690 ⇒ 00:18:53.659 holly condos: One, it would be helpful to have some sort of strategy that’s scalable and repeatable.
183 00:18:53.660 ⇒ 00:18:54.270 Hannah Wang: Yeah.
184 00:18:54.270 ⇒ 00:19:03.009 holly condos: And then two, once… once we can agree on that sort of operational process or workflow, then,
185 00:19:04.200 ⇒ 00:19:08.110 holly condos: then I can help get down in the weeds with the particulars.
186 00:19:08.580 ⇒ 00:19:10.229 Hannah Wang: Yes, I think so.
187 00:19:11.560 ⇒ 00:19:17.189 Hannah Wang: yeah, it’s just… I guess we don’t really have a strategy. We’re just kind of going at…
188 00:19:17.190 ⇒ 00:19:20.480 holly condos: That’s okay, that’s pretty normal, actually.
189 00:19:20.630 ⇒ 00:19:31.750 Hannah Wang: Yeah, it’s just, oh, whatever opportunity arises, let’s just go after that. So, I’ll give you kind of a… I think for our vendor partners specifically, it’s more so…
190 00:19:32.030 ⇒ 00:19:38.410 Hannah Wang: I’ll just give you a practical example. So, CorralData, they’re also, like, a SaaS product, like,
191 00:19:39.260 ⇒ 00:19:43.040 Hannah Wang: Yeah, they’re just… I can even pull up.
192 00:19:43.370 ⇒ 00:19:44.790 Hannah Wang: Their website.
193 00:19:44.790 ⇒ 00:19:45.420 holly condos: No.
194 00:19:45.420 ⇒ 00:19:50.839 Hannah Wang: It’s just a platform that helps with data stuff, I’m assuming, and…
195 00:19:51.330 ⇒ 00:19:55.760 Hannah Wang: Where did it go? Yeah, so…
196 00:19:56.030 ⇒ 00:20:14.400 Hannah Wang: We… I think Robert recently connected with Alex, who is the CEO of CorralData, and so the… like, a couple of us hopped on a call maybe, like, a couple… like, a month ago, two months ago, and basically Alex was saying, oh, you know, like.
197 00:20:14.490 ⇒ 00:20:30.049 Hannah Wang: we have a lot of leads where they want to use our platform, but then they’re also asking us questions like, oh, how do you implement, like, HIPAA-compliant things and whatnot? And that’s not… that’s… they’re not a services company, they’re just a…
198 00:20:30.050 ⇒ 00:20:54.879 Hannah Wang: product, so I think the partnership opportunity there is, oh, Brainforge, on our side, we can implement CorralData with our current clients, and be like, hey, this is a tool that we recommend, that you should use, and then for CorralData, they can pitch Brainforge, to any of their leads. Like, hey, I know you’re struggling with this implementation, I… why don’t you go to Brainforge? Like, we can
199 00:20:54.880 ⇒ 00:20:57.149 Hannah Wang: refer you to them. So that’s kind of the…
200 00:20:57.150 ⇒ 00:21:00.370 Hannah Wang: strategy for a lot of our software SaaS.
201 00:21:00.370 ⇒ 00:21:05.009 holly condos: Okay. Which makes sense, right? Yeah. I mean, that’s… yeah, that makes sense.
202 00:21:05.010 ⇒ 00:21:08.810 Hannah Wang: Yeah, and then with agencies, it’s just… yeah, see, McGaw is on here.
203 00:21:09.450 ⇒ 00:21:12.600 Hannah Wang: Kalismo’s on here, it’s just…
204 00:21:12.760 ⇒ 00:21:22.320 Hannah Wang: It’s just exchanging leads, because we kind of service different parts. Like, we… yeah, we’re not… we don’t offer the same services, so it’s kind of…
205 00:21:22.510 ⇒ 00:21:28.129 Hannah Wang: Right. Passing back and forth leads, as we see fit, so…
206 00:21:28.360 ⇒ 00:21:28.700 holly condos: Okay.
207 00:21:28.700 ⇒ 00:21:39.539 Hannah Wang: Yeah, that’s kind of what we’ve been trying to do, so every week, I just try to, work on maybe, like, a handful of.
208 00:21:39.540 ⇒ 00:21:40.650 holly condos: Yeah. Yeah.
209 00:21:40.650 ⇒ 00:21:48.570 Hannah Wang: partners per week, and just focus on them, and also sales accounts, but that’s a bit harder for me, but anyway,
210 00:21:48.870 ⇒ 00:21:53.640 Hannah Wang: Yeah, so that’s kind of what we’ve been doing, and I do.
211 00:21:53.640 ⇒ 00:22:00.980 holly condos: Can you send me this spreadsheet, or… Yes. Is it somewhere… like, I don’t mean to create work for you, but okay, yeah, that’ll be easier.
212 00:22:00.980 ⇒ 00:22:04.649 Hannah Wang: No, you’re good. I don’t… let me grab your…
213 00:22:04.650 ⇒ 00:22:05.719 holly condos: It’s.
214 00:22:06.010 ⇒ 00:22:07.350 Hannah Wang: Is it the same?
215 00:22:07.560 ⇒ 00:22:10.250 holly condos: Yeah, but just brainforge.ai, yeah, there you go.
216 00:22:10.250 ⇒ 00:22:10.910 Hannah Wang: Cool.
217 00:22:11.680 ⇒ 00:22:12.770 holly condos: Yeah, perfect.
218 00:22:12.770 ⇒ 00:22:15.050 Hannah Wang: Okay, so.
219 00:22:15.110 ⇒ 00:22:21.110 holly condos: Yeah, why don’t I… Put together a couple options for strategy.
220 00:22:21.240 ⇒ 00:22:21.970 Hannah Wang: Okay.
221 00:22:21.970 ⇒ 00:22:28.010 holly condos: And in the meantime, Well, so…
222 00:22:28.390 ⇒ 00:22:30.120 holly condos: Do you want me to start?
223 00:22:30.540 ⇒ 00:22:31.670 holly condos: Well, I guess…
224 00:22:32.140 ⇒ 00:22:38.660 holly condos: Do you want me to start following up with any that you… that you aren’t following up with, or should we not do that yet?
225 00:22:38.660 ⇒ 00:22:43.289 Hannah Wang: Mmm… I guess…
226 00:22:43.290 ⇒ 00:22:44.860 holly condos: what… Go ahead.
227 00:22:44.860 ⇒ 00:23:01.470 Hannah Wang: Yeah, just maybe the strategy part first. Okay. And then… and then from there, like, as you gain more context into each of these accounts and partners, you can kind of just brainstorm back and forth, like, oh, is this worth pursuing, or not at all?
228 00:23:01.470 ⇒ 00:23:07.640 holly condos: Sounds good. I’ll also look in my network. I typically do this to see if I have connections with
229 00:23:08.080 ⇒ 00:23:10.000 holly condos: Your potential partner.
230 00:23:10.000 ⇒ 00:23:10.780 Hannah Wang: Okay.
231 00:23:10.780 ⇒ 00:23:13.100 holly condos: Cause sometimes that helps, too.
232 00:23:13.100 ⇒ 00:23:28.029 Hannah Wang: Yeah, and with a lot of these, we’ve already, like, signed an agreement. Right. So it’s… it’s just more, like, awaiting for the right opportunity, or, like, the right conference to co… like, co-sell together.
233 00:23:28.280 ⇒ 00:23:35.519 Hannah Wang: So yeah, it’s just… I’m sure a lot of it is timing, but a lot of it is also… there is strategy behind it, too, so…
234 00:23:36.030 ⇒ 00:23:44.910 holly condos: Yeah, yeah, and I think maybe, like I said, I’ll propose a couple options, because sometimes what happens, especially
235 00:23:45.260 ⇒ 00:23:47.429 holly condos: You know, with the startup.
236 00:23:47.700 ⇒ 00:23:50.829 holly condos: You can try on one…
237 00:23:51.210 ⇒ 00:24:00.599 holly condos: Option, and see how that works for 3 to 6 months. And if it just, you know, doesn’t really gain traction, then you can try another option.
238 00:24:00.600 ⇒ 00:24:01.089 Hannah Wang: Or another.
239 00:24:01.330 ⇒ 00:24:03.120 holly condos: approach, right?
240 00:24:03.120 ⇒ 00:24:09.029 Hannah Wang: Yeah. So that you’re never really stuck in one. And what I’ve seen often is…
241 00:24:09.260 ⇒ 00:24:15.109 holly condos: That what eventually turns out to be the winning combination is
242 00:24:15.300 ⇒ 00:24:21.419 holly condos: Like, a hybrid model that, you know, it’s partly doing the cadence, it’s partly…
243 00:24:21.730 ⇒ 00:24:28.749 holly condos: engaging only at conferences is partly just focusing on CoSell completely, so…
244 00:24:28.750 ⇒ 00:24:29.940 Hannah Wang: Totally, yeah.
245 00:24:30.440 ⇒ 00:24:38.620 holly condos: But I think you guys are on a good road. It’s just a matter of kind of wrangling it into something that’s scalable, and it feels like it’s not just
246 00:24:38.990 ⇒ 00:24:40.010 holly condos: Chaos.
247 00:24:40.330 ⇒ 00:24:45.380 Hannah Wang: Chaos is… it feels… feels accurate right now, because…
248 00:24:45.380 ⇒ 00:24:50.699 holly condos: Yeah, but again, I mean, it’s so normal, and you know, you guys have really…
249 00:24:50.820 ⇒ 00:24:53.200 holly condos: I’m really inspired how quickly
250 00:24:53.820 ⇒ 00:25:05.529 holly condos: you are where you are, right? So, I think it’s all good. It probably doesn’t feel like it when you’re in it, but as an outsider looking in, forever, for whatever that’s worth, I think you guys are doing great.
251 00:25:05.900 ⇒ 00:25:10.089 Hannah Wang: Thank you. We’re… we move fast and we adapt quickly, so…
252 00:25:10.090 ⇒ 00:25:13.049 holly condos: Yeah, which is what you have to do, that’s for sure.
253 00:25:13.200 ⇒ 00:25:21.719 holly condos: Yeah. Okay, so, unless there’s anything else, then I’ll just, follow up on the contract.
254 00:25:21.920 ⇒ 00:25:26.470 holly condos: And I’ll put together a couple options, say maybe by…
255 00:25:26.610 ⇒ 00:25:28.990 holly condos: End of the week, by Friday, is that good?
256 00:25:29.130 ⇒ 00:25:30.720 Hannah Wang: Yeah, totally.
257 00:25:30.900 ⇒ 00:25:35.049 holly condos: Okay, and in the meantime, obviously, just Slack me for anything else.
258 00:25:35.320 ⇒ 00:25:45.660 Hannah Wang: Yeah, I think maybe you can even just respond in the thread of the message where Utam lists 123, and then just be like, oh, for number 1, here’s.
259 00:25:45.660 ⇒ 00:25:47.309 holly condos: Perfect, I will, yes.
260 00:25:47.310 ⇒ 00:25:48.589 Hannah Wang: Yeah, I think that’s…
261 00:25:48.590 ⇒ 00:25:49.110 holly condos: bid.
262 00:25:49.280 ⇒ 00:25:54.319 holly condos: Okay, I appreciate your time, Hannah. Thank you. Thank you, have a good one. You too, yeah.