Meeting Title: [HOLD] Robert <> Ayanna Bi-Weekly Date: 2025-10-16 Meeting participants: Robert Tseng, Ayanna
WEBVTT
1 00:01:35.270 ⇒ 00:01:36.750 Ayanna: Hi, Robert, how are you?
2 00:01:38.360 ⇒ 00:01:40.449 Robert Tseng: Hey, Ayanna, can you hear me?
3 00:01:40.450 ⇒ 00:01:41.540 Ayanna: Yep, I can hear you.
4 00:01:41.540 ⇒ 00:01:42.220 Robert Tseng: Okay.
5 00:01:46.540 ⇒ 00:01:48.119 Ayanna: Well, how’s everything been?
6 00:01:48.770 ⇒ 00:01:59.080 Robert Tseng: Week’s been good. I feel like it really feels like fall, this week. The weather got cold, starting to wear sweaters.
7 00:01:59.080 ⇒ 00:02:14.439 Robert Tseng: And then my building has, like, central heating, and I don’t know, they always, like, they, I guess they just turn on, like, a minimum temperature for everyone in the building, so it finally went off, like, last night. So that, to me, is like, oh, okay, now we’re… now we’re in fall.
8 00:02:15.250 ⇒ 00:02:20.379 Ayanna: It’s time. When they turn on that heat, it’s… it’s the new season.
9 00:02:20.380 ⇒ 00:02:21.030 Robert Tseng: Yeah.
10 00:02:21.320 ⇒ 00:02:29.059 Robert Tseng: How about you? How was, how was your week? Did your team have Monday off, or kind of did anything over the weekend?
11 00:02:29.750 ⇒ 00:02:32.380 Ayanna: We didn’t have Monday off.
12 00:02:32.730 ⇒ 00:02:33.310 Robert Tseng: Okay.
13 00:02:33.680 ⇒ 00:02:47.129 Ayanna: I wasn’t even… like, I was kind of shocked that people still had it off, but maybe it’s just a little bit of jealousy, but… Yeah. Fine. Like, I think it was a relatively, like, relaxed day.
14 00:02:47.490 ⇒ 00:02:55.010 Ayanna: I guess the most interesting thing I did this week was, like, last night I went rock climbing, which was… was fun.
15 00:02:55.010 ⇒ 00:02:57.909 Robert Tseng: Oh, cool. First time, or is that a hobby of yours?
16 00:02:57.910 ⇒ 00:03:09.869 Ayanna: I took a class, like, a month ago, and was into it, and then before that, like, the reason why I took that class was I had, like, back in the day, an Oculus, and I would play this, like, climbing game.
17 00:03:09.870 ⇒ 00:03:10.860 Robert Tseng: Oh, no way!
18 00:03:10.860 ⇒ 00:03:16.069 Ayanna: I got, like, hooked on it. I was like, you know what, I’m just gonna do this. I think it was during COVID, and I was like.
19 00:03:16.070 ⇒ 00:03:16.470 Robert Tseng: Yeah.
20 00:03:16.470 ⇒ 00:03:21.790 Ayanna: once everything opens up, I’m just gonna do this in real life. Yeah, so something I’ve been getting into.
21 00:03:21.790 ⇒ 00:03:34.659 Robert Tseng: Very cool, yeah. I used to rock climb a lot more. I feel like, since moving to the city, I have not been climbing as much, but there is a gym, a climbing gym just, like, down the street from me. I’ve…
22 00:03:34.660 ⇒ 00:03:42.020 Robert Tseng: only gone a couple times. Maybe when it… when the weather is no longer good, and I need to have more indoor stuff to do, I’ll… I’ll go back.
23 00:03:42.650 ⇒ 00:03:46.740 Ayanna: Nice, cool. You said before you moved to New York, where were you before?
24 00:03:46.920 ⇒ 00:03:52.689 Robert Tseng: I was in LA for, like, 4 years before I moved to New York, like, about 2 years ago.
25 00:03:52.910 ⇒ 00:03:56.340 Ayanna: Oh, nice. Yeah. As a climbing culture.
26 00:03:56.650 ⇒ 00:04:01.810 Robert Tseng: Oh yeah, LA for sure, and I enjoy outdoor climbing more, so that was a lot easier to kind of…
27 00:04:01.850 ⇒ 00:04:02.410 Ayanna: Hmm.
28 00:04:02.410 ⇒ 00:04:10.030 Robert Tseng: get a little group together and just go out. There’s so many different places you can… and there’s so many… so much different terrain.
29 00:04:10.130 ⇒ 00:04:20.570 Robert Tseng: I live close to the beach, so you could go to, like, Malibu, and, like, you can climb up the cliffs there with, like, an ocean view, or if you… yeah, even just, like, 15 minutes away, there’s, like.
30 00:04:20.600 ⇒ 00:04:38.760 Robert Tseng: there were, like, a couple canyons. I mean, a lot of it’s got destroyed… gotten destroyed by the fires in the past couple years, but when I was still there, it was a good place to climb. And then, yeah, it’s just, like, every 30 minutes, if you’ve… yeah, like a 30-minute drive, you just… you can just keep seeing different…
31 00:04:38.860 ⇒ 00:04:54.189 Robert Tseng: types of, terrain, and yeah, I guess, like, Joshua Tree National Park is, like, a really popular place to climb. It’s, like, in the desert, and, yeah, there’s no rock like that in the country, so people think that’s a pretty special place to climb.
32 00:04:54.700 ⇒ 00:05:03.650 Ayanna: Nice. Yeah. Well, I guess I’ll probably be on that side of the country again, but if I’m ever in that area, I’ll check it out. Sounds cool.
33 00:05:03.650 ⇒ 00:05:08.290 Robert Tseng: Yeah, I mean, I’m happy to send you recs. I still know where a lot of the places are, so…
34 00:05:08.460 ⇒ 00:05:09.580 Ayanna: Nice, sweet.
35 00:05:10.390 ⇒ 00:05:18.540 Robert Tseng: Cool. Well, I also… I guess, I know I’ve sent you a few things that maybe you can do on your own time, just wanted to see if you were able to get any of…
36 00:05:18.610 ⇒ 00:05:36.469 Robert Tseng: like, any of the… those things done, either the personal assessments, or kind of, like, the organizational exercise of, like, thinking through OKRs for your… for your team. I was hoping we could maybe start off with that as, like, kind of a… to get our brains going before we move into a couple more
37 00:05:36.470 ⇒ 00:05:41.130 Robert Tseng: workshops for the… for the day, which I think we talked about doing.
38 00:05:41.130 ⇒ 00:05:54.749 Robert Tseng: half the session, or part of it on sales, so I think today we’ll talk about top of funnel, and then, like, I guess the other half will kind of… if you had things that you wanted to discuss from your data engineering, kind of.
39 00:05:54.750 ⇒ 00:06:04.540 Robert Tseng: learnings. I didn’t get a syllabus or an outline from you, but, like, happy to just kind of give you some space to talk about whatever you want to discuss on the technical side.
40 00:06:05.070 ⇒ 00:06:16.519 Ayanna: Okay, well, that sounds great. Okay. So I did do the, I guess all three, so I can share them, and… did you say that the OKR would be the best one to start with?
41 00:06:16.700 ⇒ 00:06:33.140 Robert Tseng: Yeah, I guess, yeah, so maybe the personal ones? I mean, I would love to just take some time to review it, so that’s probably something I’ll take as homework when you send those over, and I can open with that next… at the next one. But yeah, we can talk about OKRs live now. I feel like that would be a good exercise.
42 00:06:33.300 ⇒ 00:06:35.419 Ayanna: Okay, sounds good, so I’ll send the,
43 00:06:35.650 ⇒ 00:06:39.170 Ayanna: The personal one, and… yeah, we’ll start with that.
44 00:06:39.510 ⇒ 00:06:44.120 Ayanna: On the personal ones, I just… I think I took it a couple days ago.
45 00:06:44.120 ⇒ 00:06:44.949 Robert Tseng: Oh, yeah?
46 00:06:44.950 ⇒ 00:06:47.629 Ayanna: I’m not entirely shocked, but a little…
47 00:06:47.760 ⇒ 00:06:53.380 Ayanna: Shocked that, like, pretty much strategic thinking was the top one in.
48 00:06:53.380 ⇒ 00:06:53.890 Robert Tseng: Okay.
49 00:06:53.890 ⇒ 00:06:54.590 Ayanna: fire.
50 00:06:54.760 ⇒ 00:07:00.699 Ayanna: So, there’s just, like, a… I guess a lot of work to do and, like, relationship building.
51 00:07:01.130 ⇒ 00:07:07.049 Ayanna: And the next, I think, influencing… and the next… executing was up there, too.
52 00:07:07.050 ⇒ 00:07:07.640 Robert Tseng: Okay.
53 00:07:07.640 ⇒ 00:07:09.400 Ayanna: But yeah, I’ll send those over.
54 00:07:09.400 ⇒ 00:07:16.900 Robert Tseng: Great, yeah, no, that’ll definitely help me, kind of, just kind of better understand you as a person, and see…
55 00:07:16.900 ⇒ 00:07:18.770 Ayanna: kind of where I can…
56 00:07:18.770 ⇒ 00:07:19.570 Robert Tseng: Help.
57 00:07:20.340 ⇒ 00:07:24.210 Robert Tseng: On the… on the areas that you’re not maybe as strong in, so…
58 00:07:24.530 ⇒ 00:07:26.340 Ayanna: Okay, that’s great.
59 00:07:27.800 ⇒ 00:07:33.500 Ayanna: Alright, for the… OKRs actually just went ahead and,
60 00:07:34.080 ⇒ 00:07:39.230 Ayanna: added them to our company’s teams, so I’ll show you… Like…
61 00:07:39.230 ⇒ 00:07:39.880 Robert Tseng: Yeah.
62 00:08:02.110 ⇒ 00:08:02.800 Ayanna: Okay.
63 00:08:03.090 ⇒ 00:08:08.820 Ayanna: So, we have been working on, internally, getting, like, a swim lane
64 00:08:08.980 ⇒ 00:08:21.889 Ayanna: It’s still in progress. I think my stuff is there, like, a couple other people’s stuff is there. Yeah. But I was tasked with setting it up, so just kind of based on our last conversation.
65 00:08:22.970 ⇒ 00:08:41.639 Ayanna: I just copied the same thing that you said, that, like, you just kind of put it… your company puts it in a place where people see it, pretty regularly. So the first, like, column here is OKRs, and then everyone else can see their… their task. But just for, like, our weekly reviews, and just whenever people go to…
66 00:08:41.640 ⇒ 00:08:45.989 Ayanna: This view, they can see it. They want to.
67 00:08:45.990 ⇒ 00:08:46.310 Robert Tseng: Britain.
68 00:08:46.310 ⇒ 00:08:48.169 Ayanna: It’s, like, a subtle reminder.
69 00:08:48.420 ⇒ 00:08:49.070 Robert Tseng: Yeah.
70 00:08:50.220 ⇒ 00:09:03.310 Ayanna: So, under… Oh, I guess I can talk about, like, where some of these came from. So… Yeah. We had our leadership strategy, session, I think now it was probably, like, 3 weeks ago? Okay.
71 00:09:03.470 ⇒ 00:09:08.740 Ayanna: We led a workshop where we essentially went through, like.
72 00:09:08.960 ⇒ 00:09:16.769 Ayanna: like, for next gen, because you met Vernay, and she mentioned, like, wanting to retire at some point, or, like, step back a little bit.
73 00:09:16.770 ⇒ 00:09:17.160 Robert Tseng: Yeah.
74 00:09:17.160 ⇒ 00:09:28.070 Ayanna: So, we kind of, like, went through all of our, all of NextGen’s, like, ideas about, you know, things that we’re into, things career-wise where we want to develop.
75 00:09:28.070 ⇒ 00:09:47.160 Ayanna: In a couple of different categories to figure out, like, where do we really align, and, like, what can be, like, the next-gen vision for OneSource. And a big thing, I think, like, the biggest thing that came up was, like, community. Like, everyone has this, they’re very, like, community.
76 00:09:47.160 ⇒ 00:09:49.250 Robert Tseng: focused, like, whether it is…
77 00:09:49.250 ⇒ 00:10:07.780 Ayanna: kind of on the ground, like, wanting to, like, help people with, like, housing or food or something, or if it’s, like, helping the next generation of, entrepreneurs, or just people that are, like, younger trying to, like, start off their careers. Yeah. I think it kind of came down to that, and…
78 00:10:07.920 ⇒ 00:10:15.869 Ayanna: We kind of shaped, like, what OneSource has been doing as, like, a,
79 00:10:16.860 ⇒ 00:10:27.510 Ayanna: like, a foundation for that. So the more, like, one source grows, the more we can kind of help in those areas that really interest us. And that…
80 00:10:27.620 ⇒ 00:10:51.260 Ayanna: sounded like a very, like, motivating theme, right? For next-gen, like, being able to be, like, locked in for decades would be ideal, so, like, forming, like, that type of, driver was helpful. Like, people seemed pretty, kind of, locked in to, dedicating themselves for a long time based off that premise. And so then.
81 00:10:51.260 ⇒ 00:10:59.179 Ayanna: the OKRs really grew out of that. So from that conversation, we talked about, you know, what are our needs on, like, the services side.
82 00:10:59.180 ⇒ 00:11:04.819 Ayanna: The marketing side, we just kind of, like, went down a list. And so…
83 00:11:05.230 ⇒ 00:11:10.990 Ayanna: As it relates to, like, revenue growth and market reach.
84 00:11:11.120 ⇒ 00:11:12.650 Robert Tseng: God.
85 00:11:13.520 ⇒ 00:11:26.720 Ayanna: like, one thing my department has been working on is a, a software that, like, essentially helps. It’s more of, kind of like a database of automations to make it easier for professionals to find
86 00:11:26.860 ⇒ 00:11:43.369 Ayanna: automations that relate to them. It’s kind of, like, knowing what, like, Zapier provides, like, being able to, like, once you’ve identified an automation, you can build it out. What we’re building is, like, the pre-stage to that. So, like, what…
87 00:11:43.370 ⇒ 00:11:50.569 Ayanna: do you want to build? Like, what is the thing? What is the process that, you can automate? So helping people identify that.
88 00:11:50.570 ⇒ 00:11:50.960 Robert Tseng: Yeah.
89 00:11:50.960 ⇒ 00:11:53.070 Ayanna: So this,
90 00:11:54.050 ⇒ 00:12:06.979 Ayanna: like, key result is surrounding that. Like, how quickly can we get to, like, the beta? We’re in beta now, but how quickly can we get to, like, a public release or unmoderated beta?
91 00:12:07.380 ⇒ 00:12:10.310 Ayanna: And… so that’s what that’s related to.
92 00:12:11.320 ⇒ 00:12:25.410 Robert Tseng: Quick question on this. So, yeah, I mean, I think this… I remember you told me you had this, like, kind of strategy, kind of… it was, like, an off-site or something 3 weeks ago with the team. Curious, like, from… are you doing this
93 00:12:25.860 ⇒ 00:12:33.230 Robert Tseng: Every quarter, or kind of, like, what’s the… what’s the cycle for… for kind of evaluating these types of objectives?
94 00:12:33.730 ⇒ 00:12:37.099 Ayanna: It has been every year, but I think…
95 00:12:37.100 ⇒ 00:12:37.970 Robert Tseng: Okay.
96 00:12:37.970 ⇒ 00:12:38.570 Ayanna: Oh.
97 00:12:38.900 ⇒ 00:12:43.439 Ayanna: I think, did you mention the last time, like, doing quarterly check-ins?
98 00:12:43.630 ⇒ 00:12:51.530 Robert Tseng: Yeah, well, I mean, my team does quarterly, but yeah, we, I mean, we also do an annual one, so that makes sense, yeah.
99 00:12:51.730 ⇒ 00:13:01.629 Ayanna: But I think we’re gonna try to adopt that part as well, because, like, what has been happening is we meet once a year, and then we’ll create something, like this, and then…
100 00:13:01.630 ⇒ 00:13:04.410 Robert Tseng: And then it just, like, sits there, and people forget about it after, you know.
101 00:13:04.410 ⇒ 00:13:05.999 Ayanna: Yep, exactly, yeah.
102 00:13:06.000 ⇒ 00:13:07.349 Robert Tseng: Yeah. Okay.
103 00:13:08.570 ⇒ 00:13:17.980 Ayanna: And then, so, like, government work is a big thing, so the next key result, this is… I’m, like, learning more about this, but…
104 00:13:17.980 ⇒ 00:13:18.430 Robert Tseng: Yep.
105 00:13:18.430 ⇒ 00:13:19.490 Ayanna: The next
106 00:13:20.200 ⇒ 00:13:28.720 Ayanna: result is, like, being able to kind of see data related to that a little bit better, especially, like, the BD process around it.
107 00:13:32.670 ⇒ 00:13:51.859 Ayanna: Then we have, partners, so we’re not doing, like, everything and, having, like, every expertise in-house, so we have, like, partners to be able to, like, expand on that. So these two key results are related to that. So there’s, like, opportunities
108 00:13:51.910 ⇒ 00:14:06.410 Ayanna: with partnerships that we haven’t, like, fully, dove into yet. So the goal is, like, this year we do dive into it, like, do at least, like, two pilots, create some, like, co-cell playbooks and, expand on them.
109 00:14:07.580 ⇒ 00:14:07.980 Robert Tseng: Yep.
110 00:14:10.690 ⇒ 00:14:14.390 Ayanna: This is, like, starting to get into the marketing aspect.
111 00:14:14.390 ⇒ 00:14:16.010 Robert Tseng: So.
112 00:14:16.430 ⇒ 00:14:21.989 Ayanna: you know, publishing something related as thought leaders, I think what we’ll likely do is,
113 00:14:22.160 ⇒ 00:14:30.529 Ayanna: Like, the practice leaders will just have a task of doing, like, two publications a year, at least, like, starting there, and then seeing where it goes.
114 00:14:30.530 ⇒ 00:14:31.180 Robert Tseng: Yep.
115 00:14:34.020 ⇒ 00:14:42.650 Ayanna: This is more internal, so just, SOPs, knowledge repository, Getting those launched.
116 00:14:43.410 ⇒ 00:14:44.190 Robert Tseng: Okay.
117 00:14:45.110 ⇒ 00:14:47.180 Ayanna: I don’t think this one has one.
118 00:14:47.540 ⇒ 00:14:54.960 Ayanna: But… We’ve just asked people to kind of outline their professional development goals and plans.
119 00:14:59.560 ⇒ 00:15:01.880 Ayanna: And then looking at…
120 00:15:02.640 ⇒ 00:15:11.569 Ayanna: Like, leveraging tech for our own assessment of our own, like, internal systems, and then implementing, like, automation
121 00:15:11.620 ⇒ 00:15:25.320 Ayanna: within our services. So getting, IDS a little less siloed. So working… I’d be working more with, like, the accounting lead, and other, like, department leads to figure out how
122 00:15:25.920 ⇒ 00:15:29.290 Ayanna: To cross-sell within their department, essentially.
123 00:15:29.290 ⇒ 00:15:29.870 Robert Tseng: Yeah.
124 00:15:33.190 ⇒ 00:15:44.020 Ayanna: Okay, we, for this one, don’t have the, like, measurables for them, but there’s, like, a couple just community, initiatives that we’re working on.
125 00:15:44.020 ⇒ 00:15:44.660 Robert Tseng: Right.
126 00:15:46.690 ⇒ 00:15:50.249 Ayanna: Yep, and so that’s it, the OKRs.
127 00:15:50.480 ⇒ 00:15:54.019 Robert Tseng: Okay, great. Yeah, I mean, if I can kind of give some feedback on these?
128 00:15:54.020 ⇒ 00:15:54.620 Ayanna: Yep.
129 00:15:54.620 ⇒ 00:16:01.119 Robert Tseng: Yeah, I think the objectives, great, I think it’s, it’s clear. I think some of those, like, if we kind of…
130 00:16:01.480 ⇒ 00:16:05.860 Robert Tseng: Yeah, I think it’s…
131 00:16:05.980 ⇒ 00:16:19.020 Robert Tseng: you know, these… those objectives, they… they should be bigger than something, you know, you can, you know, achieve in the short term, right? So, like, I think it definitely covers… it covers the different
132 00:16:19.890 ⇒ 00:16:38.499 Robert Tseng: kind of business units within your organization, you know, from sales, marketing, delivery, you know, however you group it, so I definitely, I think, like, the coverage there is good. My… what I would say, if we kind of scroll back up to the sales one, for example, drive revenue, growth, and expanding market reach.
133 00:16:38.500 ⇒ 00:16:49.469 Robert Tseng: Yeah, so, yeah, I asked about, kind of, cycle time, because obviously, in order for it to be measurable, you need to measure it within a fixed period of time, so that, you know, there’s actually some…
134 00:16:49.680 ⇒ 00:16:54.059 Robert Tseng: Some deadline or timeline that’s kind of holding you accountable.
135 00:16:54.060 ⇒ 00:17:11.310 Robert Tseng: So, yeah, I think when I look at this and I see the different phases that you’ve mapped out, like, those are probably the steps to kind of accomplish this result. But, yeah, you know, wanting to know, kind of, like, how long each of those phases is going to take, right? So, like, if you are going to evaluate this objective
136 00:17:11.310 ⇒ 00:17:27.979 Robert Tseng: of, like, driving revenue growth, expanding market reach on a quarterly basis, then maybe Q4 has its target, where you’re focusing on maybe getting Phase 1 and 2, or, like, yeah, Phase 1 done, and then that’s, like, something that you can weekly
137 00:17:27.980 ⇒ 00:17:40.139 Robert Tseng: kind of visit with your team in your weekly check-ins, just to be able to see how the initiatives that your team, are… are running, like, are they getting, like, are they helping you
138 00:17:40.210 ⇒ 00:17:40.980 Robert Tseng: kind of…
139 00:17:41.450 ⇒ 00:17:59.039 Robert Tseng: get to the completion of Phase 1, or whatever that looks like, right? So, I guess, like, as a leader of your organization, at least for me, like, kind of what I do is, yeah, I’ll set, like, the goal for the key result for the quarter, which is, you know.
140 00:17:59.040 ⇒ 00:18:09.940 Robert Tseng: Yeah, I just gave the example of phase one. But then I’m letting, like, my… the leads and the senior folks who are kind of owning the delivery of these, key results kind of
141 00:18:11.610 ⇒ 00:18:20.760 Robert Tseng: have a say in, you know, defining, like, what those initiatives are, but I’m helping them regularly tie their work back to the initiative, because I think
142 00:18:20.970 ⇒ 00:18:23.549 Robert Tseng: You know, people just have a way of…
143 00:18:24.140 ⇒ 00:18:42.360 Robert Tseng: taking a lot of side quests along the way that may not actually contribute to the… get you closer to the, to the, to the key result. So, that’s kind of one… one feedback that I think broadly applies across all of your key results, just to make sure that you feel like you have something
144 00:18:42.360 ⇒ 00:18:51.569 Robert Tseng: that you can hold your team accountable to, you know, if you’re gonna do it on a quarterly basis, then, like, in Q4 of this year.
145 00:18:53.430 ⇒ 00:19:01.060 Ayanna: Does that make sense? Yep, that makes sense. I think, like, like, us nailing down dates.
146 00:19:01.380 ⇒ 00:19:11.330 Ayanna: So, if, saying, you know, phase one, or, like, 3 to 6 months, like, indicating, okay, quarter… to…
147 00:19:11.850 ⇒ 00:19:20.650 Ayanna: 2026, we do a check-in there, and then, at the start of the phase, like, making sure that there’s owners for the task.
148 00:19:20.650 ⇒ 00:19:21.050 Robert Tseng: Yep.
149 00:19:21.050 ⇒ 00:19:22.709 Ayanna: With check-ins, okay.
150 00:19:23.190 ⇒ 00:19:33.519 Robert Tseng: Yeah, and so when you end up kind of, like, finalizing on this, at least for me, like, our team, I try to only do, like.
151 00:19:33.710 ⇒ 00:19:45.000 Robert Tseng: 1 to 3 key results per objective. Anything more is, like, I’m probably not, thinking…
152 00:19:45.600 ⇒ 00:19:48.830 Robert Tseng: I’m not… I’m probably not defining it broadly enough.
153 00:19:49.190 ⇒ 00:20:06.560 Robert Tseng: And I basically, like, if there’s more than 3 key results to an objective, you’re probably more, like, listing out the initiatives, like, the steps to get there, not necessarily the result. So, I think that’s, you know, kind of in the spirit of, like, wanting to kind of create focus and be able to
154 00:20:06.770 ⇒ 00:20:22.669 Robert Tseng: you know, like, kind of said, just defining those swim lanes, yeah, like, having that, like, limit… I mean, I know you have two written out here right now, but within, like, key result 1, I could see that being, like, 3 or 4, you know, key results in and of itself, right? Because there’s different phases, and, you know…
155 00:20:22.670 ⇒ 00:20:38.330 Robert Tseng: maybe… I don’t know if it’s, like, phase one starts before Phase 2, like, do they… do they kind of overlap in some way? And, like, kind of really being able to break that amount over a timeline, and… and, yeah, I mean, I’m sure you would be able to work that out with your team.
156 00:20:38.330 ⇒ 00:20:40.969 Robert Tseng: But, yeah, I think that’s… that’s kind of…
157 00:20:40.970 ⇒ 00:20:46.570 Robert Tseng: like, another thing that I would consider as you’re, kind of, Refining these.
158 00:20:48.070 ⇒ 00:20:50.610 Ayanna: Okay, awesome. Yeah, that’s great feedback.
159 00:20:50.980 ⇒ 00:21:06.829 Robert Tseng: Okay, cool. And so then, yeah, I think as far as, like, how you run this with your weekly teams, like, yeah, I think for me, like, I just kind of… I do, like, a weekly status check. Like, every… for us, it’s, like, every Monday. Like, I’ll meet with every group.
160 00:21:06.830 ⇒ 00:21:19.410 Robert Tseng: So the go-to-market team, we call them, where marketing and sales fall under, they have two objectives each that they’re working on, and they know the key results that, like, I’ve set for them.
161 00:21:19.500 ⇒ 00:21:30.129 Robert Tseng: And then they’re just… I’m just kind of… they’re gonna walk me through the ongoing initiatives, telling me, kind of, like, yeah, it’s really mostly them kind of reading out to me.
162 00:21:30.130 ⇒ 00:21:49.050 Robert Tseng: how we’re doing on some of the metrics that we’re… that we’re looking at, and then I’m kind of, like, indicating the status for that week. Do I feel like we’re on track to continuing to hit that OKR, or to hit that key result? Do I feel like we’re lagging? You know, are things… are things, like, kind of dropping off? And I can kind of share, like, a…
163 00:21:49.890 ⇒ 00:21:55.009 Robert Tseng: If I may just replace the current screen share, I’ll just share this really quickly.
164 00:21:55.980 ⇒ 00:21:59.880 Robert Tseng: Yeah, so this is, like… Kind of, like, an example of…
165 00:22:00.100 ⇒ 00:22:11.140 Robert Tseng: like, something that we’ve… we’ve got… we’ve gone through. And so this spreadsheet, yeah, like, I kinda… I update this on a weekly basis, but we have the owner, the objectives.
166 00:22:11.250 ⇒ 00:22:28.720 Robert Tseng: Kind of… we’re… we actually are using KPIs. I put KPIs in this, in this sheet instead of our key result, but, yeah, so, like, for this one, it’s like, I want to make sure that we’re booking 10 meetings per week, with me. I like discovery calls, pretty much.
167 00:22:28.720 ⇒ 00:22:33.839 Robert Tseng: And I think there are a couple initiatives that kind of help drive that. One is, like, Pipeline.
168 00:22:33.960 ⇒ 00:22:48.100 Robert Tseng: We need to be having, you know, we need to be continuing to add a bunch of pipeline into our top of funnel on a weekly basis. And so, for this particular initiative, I have, like, two people who are kind of owning this objective.
169 00:22:48.100 ⇒ 00:23:01.580 Robert Tseng: or this initiative, where they’re running our outbound campaigns, and they’re basically, like, I’m checking to see, are they actually hitting this number? Like, are they filling our pipeline with, at minimum, 60K?
170 00:23:01.820 ⇒ 00:23:14.780 Robert Tseng: of new pipeline every week. And so, you know, this past week, it was on track, and so, like, nothing to worry about there. But then, for this one, for example, like, content for us kind of dropped this past week.
171 00:23:14.820 ⇒ 00:23:23.240 Robert Tseng: We kind of did some internal restructuring, like, our full-time content person, we actually moved him to part-time, and, like.
172 00:23:23.590 ⇒ 00:23:32.759 Robert Tseng: Like, he’s kind of helping out with something else now. And so, yeah, like, this whole system is kind of shifting. We’re not really using content as much.
173 00:23:32.760 ⇒ 00:23:46.690 Robert Tseng: our events have kind of slowed down since our last conference, like, we have a couple things coming up, but yeah, I would say this week, like, our output from content has just kind of dipped, so this was, like, something I flagged, and
174 00:23:46.900 ⇒ 00:23:53.829 Robert Tseng: That helps me know, like, okay, in this week, I need to spend more time with the content team to kind of get them back on track.
175 00:23:53.830 ⇒ 00:24:08.019 Robert Tseng: Great. So, yeah, I think this is just kind of an example, like, tactically, of, like, how I use this framework to kind of help me run my teams. So, yeah, I’m sure this will look different for you, but, at least you can tell, like.
176 00:24:08.020 ⇒ 00:24:15.919 Robert Tseng: for this marketing team specifically, I knew exactly, like, where I needed to go and spend my time to help the team, and…
177 00:24:16.060 ⇒ 00:24:31.890 Robert Tseng: Yeah, like, and then where, like, you know, I don’t really have to be hands-on, right? Because you can’t really have your hands in everything, so it’s a good way of surfacing, like, where the bottlenecks are, so you can go and provide the, like, the strategic support that you need to do to help them get back on track.
178 00:24:32.040 ⇒ 00:24:33.170 Robert Tseng: Does that make sense?
179 00:24:33.420 ⇒ 00:24:35.879 Ayanna: Yep, yeah, this looks great. Thanks for sharing it.
180 00:24:36.240 ⇒ 00:24:36.920 Robert Tseng: Cool.
181 00:24:37.900 ⇒ 00:24:39.880 Robert Tseng: Yeah, so,
182 00:24:40.440 ⇒ 00:24:55.249 Robert Tseng: All right, I mean, I think that’s… that sounds good to me. I think, you know, I think this is kind of a living, breathable document. I mean, the objectives don’t really change, week to week, like, I feel like they pretty much stay there. But sometimes the initiatives, like.
183 00:24:55.310 ⇒ 00:25:07.269 Robert Tseng: if something’s just not going well, like, I’m, like, one of our initiatives is just lagging, like, 3, 3, 4 weeks in a row, like, I… I might… I might kill it. I might just put something else in. I might, you know, maybe it’s like a…
184 00:25:07.270 ⇒ 00:25:16.730 Robert Tseng: We’re not able to deliver on this, like, clearly, you know, and we don’t… we don’t want to, like… doesn’t… it’s no good to have a deadweight initiative that the team’s not able to actually deliver on.
185 00:25:16.730 ⇒ 00:25:22.569 Robert Tseng: Yeah, like, maybe there’s just, like, an adjustment that we should be making to that as well. So,
186 00:25:23.070 ⇒ 00:25:36.140 Robert Tseng: Yeah, and at least it helps kind of center the team on, like, what… what they need to be for… how their work kind of rolls up to the higher business objectives, and I… I want them to also… that to always be on their mind.
187 00:25:37.010 ⇒ 00:25:37.770 Robert Tseng: Yeah.
188 00:25:38.340 ⇒ 00:25:45.749 Ayanna: Okay. I love the way that that, document is organized. You can kind of easily see everything, connected.
189 00:25:46.640 ⇒ 00:25:58.479 Robert Tseng: Yeah, yeah. I mean, yeah, it’s just… it’s just a simple spreadsheet. I think you could probably build something like that, or probably better, but yeah, I think it helps, helps us run these visuals.
190 00:25:59.080 ⇒ 00:25:59.910 Ayanna: Nice.
191 00:26:00.510 ⇒ 00:26:01.190 Robert Tseng: Yeah.
192 00:26:01.480 ⇒ 00:26:12.990 Robert Tseng: Okay, well, I think, we can keep coming back to this at the beginning of sessions as you’re kind of, like, working through it. Happy to kind of also review async, but I want to kind of move on to kind of the next section.
193 00:26:12.990 ⇒ 00:26:33.439 Robert Tseng: I already started talking about, like, I showed you the marketing objectives, so, yeah, I think we’re gonna talk about top of funnel. And so, for… for us, actually, like, you saw one of our objectives was 10 booked meetings per week with me. Yeah, so what that really means is, you know, I think
194 00:26:33.870 ⇒ 00:26:41.180 Robert Tseng: I don’t know how your team, kind of categorizes lead stages, but for us, we have…
195 00:26:41.660 ⇒ 00:26:42.650 Robert Tseng: you know.
196 00:26:43.620 ⇒ 00:26:55.289 Robert Tseng: qualified leads, and then we basically, have a bunch of different stages after that that we have set up in HubSpot. So,
197 00:26:55.610 ⇒ 00:27:03.000 Robert Tseng: in HubSpot, We have, I’m pulling up right now and kind of just reviewing our deal stages.
198 00:27:03.640 ⇒ 00:27:11.950 Robert Tseng: Dang, we have that many? Okay, yeah, we have, like, something like 10 deal stages. That might be a little bit too much, but we have pre-qualification, so if these are just, like.
199 00:27:12.660 ⇒ 00:27:19.070 Robert Tseng: leads that we don’t know anything about yet. Maybe I got a lead list from a… from an event, or,
200 00:27:19.890 ⇒ 00:27:25.460 Robert Tseng: From a partner or something, and we just need to do some more research on it to pre-qualify it.
201 00:27:25.820 ⇒ 00:27:40.030 Robert Tseng: there… for us, like, we know, kind of, the target that we’re looking for, depending on the industry and whatnot, and so there’s, like, a checklist that I’ll have, kind of, our… someone on our team just go to make sure that it even meets their minimum criteria.
202 00:27:40.150 ⇒ 00:27:52.850 Robert Tseng: But assuming they meet that, then they become, like, an active lead. And so, once they’re an active lead, yeah, we’re engaging with them in different ways. We could call them, we could email them, we could LinkedIn message them.
203 00:27:52.850 ⇒ 00:28:03.110 Robert Tseng: Or, I mean, and if they’re here in person, like, I could try to meet them in person as well, either visiting, kind of, on-site, or at a conference, or an event, or something.
204 00:28:03.110 ⇒ 00:28:16.419 Robert Tseng: But all of those different activities are to drive towards what I call, or I guess what we call, like, a discovery call, right? Just to evaluate, is there really, like, a business opportunity for us, now?
205 00:28:16.460 ⇒ 00:28:21.180 Robert Tseng: Right. And so that’s why, for me, the objective that I set for that team
206 00:28:21.330 ⇒ 00:28:31.560 Robert Tseng: even though there’s all this other pre-work, the only objective that matters at the top of the funnel is meetings booked. Because if I can get someone in a meeting, then…
207 00:28:31.560 ⇒ 00:28:44.200 Robert Tseng: They probably have some level of intent, they’ve already been qualified, and, like, yeah, that to me is, like, a simple way of, like, kind of making sure that the team is oriented on activities that are pushing leads, or
208 00:28:44.340 ⇒ 00:28:47.579 Robert Tseng: you know, toward… towards a meeting. And,
209 00:28:47.750 ⇒ 00:29:05.590 Robert Tseng: Yeah, so I guess, like, that’s… that’s kind of, like, my opinion. Like, I don’t think that’s, you know, you take it with a grain of salt, but I… I think that for our early-stage leads, meetings booked is the only metric that matters. Like, there’s a lot of other things you could track, but, that’s… that’s the one that I care about the most with my team.
210 00:29:05.590 ⇒ 00:29:13.739 Robert Tseng: I’ll just kind of pause there, see, like, does your… does your team kind of think about, deals kind of in a similar way?
211 00:29:13.740 ⇒ 00:29:17.149 Robert Tseng: Yeah, just any reactions to that?
212 00:29:18.330 ⇒ 00:29:21.789 Ayanna: We had a, like a BD…
213 00:29:21.900 ⇒ 00:29:26.069 Ayanna: Person that had a marketing background that…
214 00:29:26.180 ⇒ 00:29:42.810 Ayanna: was starting to build that out. I think we might even have something set up in… or had something set up in HubSpot, and then recreated it, in Teams, but it’s kind of been, like, since they, left, it’s… everything’s been kind of dormant, so this is something that would, like…
215 00:29:42.990 ⇒ 00:29:45.129 Ayanna: I’d probably need to, like, step back up.
216 00:29:46.850 ⇒ 00:29:47.420 Robert Tseng: Okay.
217 00:29:48.010 ⇒ 00:29:52.649 Robert Tseng: Yeah, so I think what we’ve realized is,
218 00:29:55.030 ⇒ 00:30:14.970 Robert Tseng: when we’re kind of… so now that I know that I’m all leads, that I’m trying to basically get to a meeting, like, kind of working backwards from that objective, like, what needs to happen before we get there, I think, obviously, there’s outliers, and kind of anecdotally, you and I could probably talk a lot about different stories of, like, how we’ve gotten
219 00:30:14.970 ⇒ 00:30:28.610 Robert Tseng: like, how we’ve gotten deals. The purpose of, like, kind of trying to systematize this is to make this more repeatable, right? So that we can actually view this as, like, an inputs-outputs kind of thing. And so, for us, what I’ve… what I’ve kind of…
220 00:30:28.610 ⇒ 00:30:41.799 Robert Tseng: how I even tie in, like, our design team into this. Our designers, kind of, they produce a lot of the assets, including the decks, the scope of work, the proposal, like, all the whole, like, kind of design aesthetic that I guess maybe you noticed about Brainforge.
221 00:30:41.800 ⇒ 00:30:59.879 Robert Tseng: Yeah, we also want their work to be tied to the sales process as well. And so, one of the initiatives that I give them, that I give my team is, every lead needs to receive 3 assets from, like, our… from our design portfolio. Three different types of assets. And so, we have this whole, like, kind of…
222 00:30:59.880 ⇒ 00:31:05.689 Robert Tseng: taxonomy of how we categorize different assets, and I can… Share… some of that.
223 00:31:05.890 ⇒ 00:31:12.479 Robert Tseng: I might just send it as, like, a follow-up email instead, just to kind of show you what that looks like.
224 00:31:12.860 ⇒ 00:31:32.519 Robert Tseng: But yeah, that to me is… that could be a, you know, first, maybe it’s like a… even a link to our website, making sure that someone has come… come… come to our site, been able to look at the, you know, whatever we have there, content on our blog, or looking at our services, looking at case studies, you know, we have a few different things that we showcase on the website.
225 00:31:32.520 ⇒ 00:31:51.089 Robert Tseng: And then we also send them… we also want to send them, like, a… like, a general services deck. So whether it’s data, whether it’s AI, or if they’re a particular industry, or a different type of buyer or partner, maybe they’re, like, a firm, then it’s less about showing them capabilities, more if they just want case studies.
226 00:31:51.090 ⇒ 00:31:58.500 Robert Tseng: We have different versions of, like, a generalized, like, intro to, like, Brainforge that we give to different types of leads.
227 00:31:58.500 ⇒ 00:32:17.330 Robert Tseng: And then, like, assuming that there’s feedback from there, or we’ve scheduled to jump on a call, then we’ll also have the team push, kind of do one more thing where they… where they send a third round of assets in front of them. So that could be the specific case study, the example of, like.
228 00:32:17.330 ⇒ 00:32:23.769 Robert Tseng: maybe it’s, like, a Loom walkthrough of, like, a particular demo we’ve done, especially if I know that, like.
229 00:32:23.810 ⇒ 00:32:27.940 Robert Tseng: For example, like, I think we do really well with, like.
230 00:32:28.320 ⇒ 00:32:36.049 Robert Tseng: I don’t know, like, early-stage software kind of implementations, where there’s, like, maybe, like, a…
231 00:32:36.120 ⇒ 00:32:45.519 Robert Tseng: like a CRM migration, for example. We’ve done that, you know, dozens of times, and so, we have plenty of examples if you’re…
232 00:32:45.520 ⇒ 00:33:02.960 Robert Tseng: HubSpot to Salesforce, or, like, other way around, or, like, whatever it is, NetSuite to something else, and, like, we’ve done so many different flavors of that, that it’s very easy for us to just, like, send over a video of us, kind of, like, walking through a project like that. And so…
233 00:33:02.970 ⇒ 00:33:10.029 Robert Tseng: yeah, I kind of make sure that every lead gets, you know, those three touchpoints before they hop on a call with us.
234 00:33:10.190 ⇒ 00:33:15.300 Robert Tseng: So that’s kind of, like, how I’ve… how I guide… how…
235 00:33:15.300 ⇒ 00:33:40.079 Robert Tseng: I guide both the design team and, like, making sure that they understand, like, how to feature, like, the work that they’ve created, and attaching it to the communications that the go-to-market team is doing, like our sales coordinator, who’s doing a lot of the back and forth on the… all the cold calls, or the email, or the LinkedIn messages. Whatever channel we end up first being able to engage with the lead on, that’s where we usually stay on.
236 00:33:40.080 ⇒ 00:33:50.639 Robert Tseng: Until we end up kind of trying to bump them to a meeting with me. Yeah, they’re gonna basically try to engage in conversation to at least get those three things out.
237 00:33:51.540 ⇒ 00:33:58.719 Robert Tseng: A lot of the time, like, you know, some, like, leads will only receive one thing, and they’ll be like, okay.
238 00:33:59.040 ⇒ 00:34:11.640 Robert Tseng: how about we get on a call? Like, and they will initiate the call. Like, I think there’s kind of a, you know, if there’s high intent, that’s what would happen. But I think, we just are prepared to, like.
239 00:34:11.810 ⇒ 00:34:18.229 Robert Tseng: send 3 things. That’s kind of, like, the flow that we’ve set up for a lot of our different campaigns.
240 00:34:19.239 ⇒ 00:34:21.149 Robert Tseng: Yeah, so I’ll just kind of pause there.
241 00:34:21.489 ⇒ 00:34:23.070 Robert Tseng: Does that make sense?
242 00:34:23.429 ⇒ 00:34:27.399 Ayanna: Oop, that makes sense. Would it be possible to take a look at one of the looms?
243 00:34:27.780 ⇒ 00:34:31.449 Ayanna: Yeah, sure. So, I’ll… I think what I will do is…
244 00:34:31.909 ⇒ 00:34:40.040 Robert Tseng: I mean, because you’re already kind of asking for this from our, from our, for the RFP stuff anyway. I think, like, Holly’s gonna be on the call later, and I think…
245 00:34:40.080 ⇒ 00:35:01.159 Robert Tseng: she’s… she’s, like, she’s submitted a bunch of government, kind of, RFP stuff, so I think it’s gonna be a bit more heavyweight, but I’ll… I’ll send you some of, like, you know, pretending you are a lead of, like, a software, like, like a CRM migration kind of, like, lead, then I’ll kind of send you a sequence, that we would use to basically
246 00:35:01.330 ⇒ 00:35:07.629 Robert Tseng: try to get you onto a call. And, like, maybe that’ll be, like, something that you can… you can look at after… after this.
247 00:35:08.000 ⇒ 00:35:09.840 Ayanna: Yep, awesome, yeah, that’ll be sweet.
248 00:35:09.840 ⇒ 00:35:10.490 Robert Tseng: Yeah.
249 00:35:10.750 ⇒ 00:35:17.229 Robert Tseng: So yeah, I mean, every… I mean, we don’t have one universal campaign that works for every lead. I think…
250 00:35:17.350 ⇒ 00:35:36.759 Robert Tseng: Now, then the next kind of point is, being able to customize it to the different types of campaigns that we’re running. And so, one thing that we heavily do is, like, event-based activations. We don’t go to all the… we don’t actually attend all of the events. I mean, I attend a bunch of events, probably at least once a month, but,
251 00:35:36.760 ⇒ 00:35:38.080 Robert Tseng: Yeah, for us, like.
252 00:35:38.260 ⇒ 00:35:48.980 Robert Tseng: I mean, I kind of think that… I mean, I’ve seen that a lot of our leads come from, things that are around events, and so, just being able to…
253 00:35:49.230 ⇒ 00:36:03.930 Robert Tseng: you know, send connection messages or emails to folks that are attending an event that we’re interested in attending as well. Getting that connection and making… introducing ourselves, that’s… that’s usually step one. And then, like, kind of depending on
254 00:36:04.220 ⇒ 00:36:10.809 Robert Tseng: lead responses, we send them down different… we have different journeys that we go from there. All of which…
255 00:36:10.970 ⇒ 00:36:21.219 Robert Tseng: tried to get 3 different, you know, assets from Brave Fortune to their hands. But… but yeah, I think that’s, that’s… that’s, that’s generally kind of how things are set up.
256 00:36:22.150 ⇒ 00:36:22.800 Ayanna: Okay.
257 00:36:23.210 ⇒ 00:36:23.820 Robert Tseng: Yeah.
258 00:36:26.480 ⇒ 00:36:35.409 Robert Tseng: Yeah, so we talked about, yeah, meetings booked being the only metric that matters. We talked about, kind of, the sequence and how I kind of tie
259 00:36:35.450 ⇒ 00:36:44.990 Robert Tseng: you know, different teams’ efforts together so that we’re able to, you know, basically put 3… create 3 touchpoints with Brainforge before we get on a call.
260 00:36:44.990 ⇒ 00:37:06.660 Robert Tseng: And then we also talked about the different types. We brought… lightly talked about the different types of campaigns we’ve run. We can go into that alone in more detail once I get to hear, you know, a bit more, either now or later, on the different types of campaigns you’re interested in running, so that I can kind of speak to that more specifically.
261 00:37:07.020 ⇒ 00:37:17.029 Robert Tseng: But yeah, I guess that’s kind of the overview on the top of funnel. Wanted to see if you had any kind of questions or things that you wanted to kind of double-click into more depth.
262 00:37:18.800 ⇒ 00:37:24.549 Ayanna: Yeah, thanks for the, the, like, info on the…
263 00:37:24.810 ⇒ 00:37:38.610 Ayanna: I guess the path to the leads, and then what you do with the leads, and the materials that are used. I think going into the campaigns would be helpful. Okay. Then, in terms of types of campaigns, I think one thing
264 00:37:38.790 ⇒ 00:37:44.960 Ayanna: we’ll need to figure out is… is that? Like, what types of campaigns would we do? I think…
265 00:37:45.080 ⇒ 00:37:49.810 Ayanna: What would, like, lend itself to… the type of…
266 00:37:49.850 ⇒ 00:37:55.020 Ayanna: like, beauty that we’re currently doing. Yeah. Like, events-based thing, that’s,
267 00:37:55.030 ⇒ 00:38:13.920 Ayanna: kind of all we’ve really, been doing, so anything that ties into that would be helpful. But also, I think, need to start thinking about and planning for, expanding, so doing a little bit, even if it’s, like, starting kind of, like, slow and building up to more robust marketing, but, like, some more…
268 00:38:13.920 ⇒ 00:38:15.650 Ayanna: Like, marketing.
269 00:38:15.730 ⇒ 00:38:18.220 Ayanna: efforts, like, true, like, methods.
270 00:38:19.360 ⇒ 00:38:20.060 Robert Tseng: Totally.
271 00:38:20.290 ⇒ 00:38:25.410 Robert Tseng: Okay, I will share a few… yeah, so these are…
272 00:38:25.910 ⇒ 00:38:34.520 Robert Tseng: Yeah, so, like, this spreadsheet is kind of something I run with my marketing team every week, so this is kind of like our master campaign tracker.
273 00:38:35.100 ⇒ 00:38:46.749 Robert Tseng: So you can tell, we have a few different active campaigns. We do… we do a check-in on this once at the start of the week, once in the middle of the week. Our owner, Hannah, is kind of out for the rest of the week, so we usually are doing…
274 00:38:46.750 ⇒ 00:38:54.070 Robert Tseng: probably, like, 8 to 10 live campaigns at any given time, but I think this week is just a little bit lower volume for us.
275 00:38:54.070 ⇒ 00:39:17.229 Robert Tseng: And so, we have this one that’s kind of always on. GigRadar is basically a software we use, that we use to basically bid… auto-bid with AI on a few different platforms. So, Upwork, Contra, and also, something called Catalyt. And so, that’s kind of just like, you know, basically just auto-bidding on job postings that are relevant to our… to our, scope of work.
276 00:39:17.260 ⇒ 00:39:34.109 Robert Tseng: So, that’s pretty… those are pretty straightforward. There are different templates that we’ve kind of built into place, and use, yeah, we heavily use AI to kind of help us draft the materials, and then it’s pretty simple. I just do a review, and then we send those out. And so, we’re just tracking, kind of, like.
277 00:39:34.110 ⇒ 00:39:52.370 Robert Tseng: lead volume from there, and kind of responses. I know, like, so that’s… so that’s a kind of an always-on, kind of campaign for us. And we, yeah, we get a good number of leads from… from that. I think not all of them are the highest quality, but, yeah, I think it’s just, you know, that’s… that’s one thing that’s always on for us.
278 00:39:52.390 ⇒ 00:40:03.920 Robert Tseng: Then for events, here we had this one, Advertising Week, it kind of ended last week. Big event in New York, probably 2 or 3 days. A lot of folks that are kind of, like.
279 00:40:03.970 ⇒ 00:40:15.330 Robert Tseng: senior, very senior level, like, marketing leaders in their company, and specifically interested in consumer product good companies, CPG.
280 00:40:15.330 ⇒ 00:40:37.589 Robert Tseng: companies, like, so basically, like, a head of e-com or a senior, like, marketing director at, you know, at various companies. So we’ve, we got a bunch of good intros, to… to brown… to brands there. I did attend one day at this conference, and so we basically ran a campaign, one to two weeks leading up to the conference, connecting with
281 00:40:37.590 ⇒ 00:40:54.610 Robert Tseng: folks that we knew were either speakers or attendees at this conference already. We also used, kind of our own automation to scrape LinkedIn and Twitter, to catch signals of people who were talking about the conference, so, and also to also bring them into the campaign.
282 00:40:55.120 ⇒ 00:41:05.350 Robert Tseng: And then, yeah, pretty much my team helped me line up, like, 10 meetings just from that. Like, I just ended up being, like.
283 00:41:05.780 ⇒ 00:41:26.659 Robert Tseng: hey, would be great to connect with you as, like, a step one. They were willing to connect, like, I’m attending this conference, I’m, you know, would be great to meet up in person, I’m attending on this day, have these times available, do you want to get, like, do you want to chat for 15 minutes? Like, kind of like a coffee chat or whatever? Yeah, 10 people responded positively, so I’m at the conference, I’m meeting them in person.
284 00:41:26.660 ⇒ 00:41:36.629 Robert Tseng: And I’m able to qualify them, like, right on the spot when I meet them. So, that was great, because I entered the conference already having a list of 10 people that I knew were going to meet with me.
285 00:41:36.630 ⇒ 00:42:01.630 Robert Tseng: now, like, two of them dropped off, but that’s to be expected, so I really only had 8 in-person meetings already scheduled before I even, you know, arrived at the conference. But I also, you know, was connected to many more people beyond that. And so, from there, whether it was getting their email when I was at the event, or getting their LinkedIn kind of beforehand, then we kind of put them through our other, you know, the sequence
286 00:42:01.630 ⇒ 00:42:03.670 Robert Tseng: I was talking about, where it was…
287 00:42:03.670 ⇒ 00:42:22.030 Robert Tseng: more kind of traditional of introducing ourselves, trying to, like, find a way to, share something relevant for Brainforce that would be helpful for them, whether it’s, you know, one of our blogs, or decks, or case studies, or whatever it is, and then being able to
288 00:42:22.540 ⇒ 00:42:25.850 Robert Tseng: try to nudge them towards a meeting. And so…
289 00:42:25.850 ⇒ 00:42:46.490 Robert Tseng: This week, I had 2 more calls from that same sequence of people, who I didn’t actually meet in person, but I was able to hop on a call with them, and then I’m expecting to be able to schedule a few more next week as well. So, end-to-end, this was probably, like, a 2-3 week campaign for us, but this is a pretty typical way we activate around events.
290 00:42:46.750 ⇒ 00:42:47.340 Ayanna: Hmm.
291 00:42:49.020 ⇒ 00:42:52.600 Ayanna: Awesome, yeah, this is really helpful to see, and, like, creates
292 00:42:52.680 ⇒ 00:43:02.280 Ayanna: a very, like, concrete system for what we do around events. Like, I think you could definitely use, like, a campaign system.
293 00:43:02.280 ⇒ 00:43:15.680 Ayanna: right now, everything’s been pretty loose in that we’ll go to events, and maybe we’re just, like, getting lucky just attending and kind of connecting with people. Yeah. But having something, like, systematic like this, I think, would be really helpful.
294 00:43:16.830 ⇒ 00:43:25.810 Robert Tseng: Yeah, so that’s definitely one type… so that, you know, I talked about kind of direct, just like bidding, I talked about, kind of, this event-based, kind of outreach.
295 00:43:25.810 ⇒ 00:43:48.769 Robert Tseng: One more type of campaign, because the others are all pretty similar. One of them is, like, a partnerships-driven campaign. So this one is, like, American Chamber of Commerce. I’m actually going to Asia, like, end of, end of November, so I’ll be in Hong Kong, and then, also visiting a couple other, places, like Taiwan or whatever. So I, you know, this is my own personal network. I used to work for the American Chamber of Commerce in Hong Kong.
296 00:43:48.770 ⇒ 00:44:00.670 Robert Tseng: And, you know, so I think there’s a global network of folks there that, when I visit, I’m basically gonna put up a… put on a workshop in Hong Kong and also in Taiwan.
297 00:44:00.670 ⇒ 00:44:13.039 Robert Tseng: And I think what’s great about this organization, they’re mostly Western-based companies, so especially American-based companies, so, you know, we’re basically gonna do, like, an AI workshop,
298 00:44:13.040 ⇒ 00:44:32.249 Robert Tseng: For them, kind of similar to what we were talking about with your team, as well. So, yeah, I think that’s something that we’re preparing for. We’ll have some kind of social promotion going out, both in their newsletter starting next week, and then we’ll also kind of be broadcasting it a bit on LinkedIn.
299 00:44:32.250 ⇒ 00:44:35.429 Robert Tseng: Yeah, so that’s… this is kind of…
300 00:44:35.680 ⇒ 00:44:48.429 Robert Tseng: like, longer term, or, like, this is probably still, like, 3 weeks out before I actually am there. But yeah, so that’s… this is a different type of campaign, where we’re working with a different partner, our designers are kind of…
301 00:44:48.430 ⇒ 00:45:01.429 Robert Tseng: maybe putting together some material. If it’s a big workshop, like this one, I probably expect maybe 100, 150 people. Yeah, we’re going to do a webinar, kind of, like, leading up to it as well.
302 00:45:01.430 ⇒ 00:45:05.530 Robert Tseng: Just to try to, like, meet as many of the people who are attending the physical workshop.
303 00:45:05.530 ⇒ 00:45:07.629 Ayanna: Or the in-person workshop as well.
304 00:45:07.630 ⇒ 00:45:28.289 Robert Tseng: just because, you know, I… with 100 people, I can’t meet all of them. I realistically only meet, like, 10 to 20 people when I go to in-person events. So, just trying to do some of the front-loading of trying to get through as many… qualifying as many of the leads as I can, before I’m even there, and then we’ll do the in-person workshop. So yeah, like, that’s kind of…
305 00:45:28.290 ⇒ 00:45:33.980 Robert Tseng: This is less of, like, a… it’s more… it’s definitely more work to kind of go through a sequence like this, because…
306 00:45:34.030 ⇒ 00:45:35.310 Robert Tseng: where…
307 00:45:35.370 ⇒ 00:45:50.319 Robert Tseng: It’s not as simple as just, like, turning on automated, like, campaign sequences. It’s more, like, involved in designing the material, planning the content for the webinar, hosting the workshop, etc. But this is another one that we run pretty frequently as well.
308 00:45:51.440 ⇒ 00:45:52.240 Ayanna: Okay.
309 00:45:53.820 ⇒ 00:45:54.440 Robert Tseng: Yeah.
310 00:45:55.570 ⇒ 00:46:06.749 Robert Tseng: Cool. Yeah, I mean, last, last thing I’ll say about this one, there’s a conference, it’s actually started yesterday. We… it’s a, it’s a health conference in Vegas.
311 00:46:06.820 ⇒ 00:46:30.519 Robert Tseng: We’re actually not going this year. We don’t have anyone going, but we’re still activating around it. So, even though I’m not actually going to meet anyone there, what we’ve done this time, though, is with one of our software vendor partners, that works a lot with private equity firms, we’re… we’ve, we’re… we co-publish, or we’re co-publishing a white paper with them, and I’m gonna send… send that out as part of the event activation, so…
312 00:46:30.520 ⇒ 00:46:34.330 Robert Tseng: This is a new type of longer-form content.
313 00:46:34.330 ⇒ 00:46:46.950 Robert Tseng: that we’re actually… that we co-wrote with, a vendor partner of ours. I don’t know how it’s gonna do, to be honest, this is our first time running it, but, something that I’m testing out with… with this, with this particular audience.
314 00:46:48.020 ⇒ 00:46:48.960 Robert Tseng: Yes.
315 00:46:50.210 ⇒ 00:46:54.370 Ayanna: I think I’ve been to that conference, but a long time ago.
316 00:46:54.370 ⇒ 00:46:59.769 Robert Tseng: Oh, yeah? They had a hackathon. I don’t know if they still do it. Okay. But that year, they had one.
317 00:46:59.770 ⇒ 00:47:04.179 Ayanna: And it was probably, like, 6-7 years ago, but it was fun.
318 00:47:05.500 ⇒ 00:47:10.960 Robert Tseng: Yeah, I wish I could go, but I hate to… Not this year for me.
319 00:47:11.130 ⇒ 00:47:12.000 Robert Tseng: Yeah.
320 00:47:12.700 ⇒ 00:47:19.999 Robert Tseng: Cool! So those are some kind of examples of, like, different campaign types that we run. Yeah, I guess, like.
321 00:47:20.370 ⇒ 00:47:33.109 Robert Tseng: maybe homework from this for you could be, like, to kind of brainstorm, like, what types of campaigns you want to run, and maybe we could go into it a bit more about, like, how you would set some of these things up, in the next call.
322 00:47:33.370 ⇒ 00:47:34.230 Robert Tseng: But yeah.
323 00:47:35.050 ⇒ 00:47:51.629 Ayanna: Yeah, I think that sounds like a great plan. Like, setting up, maybe even setting up the, like, a tracker for OneSource, and starting with the events that we have. So, like… Yeah. I think we’re, like, 95% doing the Canada trip.
324 00:47:52.310 ⇒ 00:48:03.069 Ayanna: that the, I think these are all things that, were mentioned briefly during, our meeting with Renee, but the mini-area meeting, the, I think.
325 00:48:03.070 ⇒ 00:48:12.830 Robert Tseng: Yeah, the BDO, event here in New York that you were going to attend, right? And we were thinking maybe, like, we would go together or something?
326 00:48:12.830 ⇒ 00:48:15.719 Ayanna: Yep, I think that’s a… definitely a possibility.
327 00:48:15.720 ⇒ 00:48:19.580 Robert Tseng: Okay. Cool. Yeah, I mean, I’d be down to do that, so…
328 00:48:19.580 ⇒ 00:48:26.929 Ayanna: Awesome. Yeah, did we mention the day? I can look that up, now, and then I think once we get the email set up.
329 00:48:27.110 ⇒ 00:48:32.070 Ayanna: And get, you guys in the portal, then that’s how you, like, be able to register.
330 00:48:32.070 ⇒ 00:48:32.850 Robert Tseng: Right.
331 00:48:33.650 ⇒ 00:48:39.430 Robert Tseng: I don’t… I didn’t actually get… catch the date, I just assumed that it was maybe, like, early November or something.
332 00:48:39.430 ⇒ 00:48:42.459 Ayanna: It is Election Day. It is November 4th.
333 00:48:42.800 ⇒ 00:48:43.910 Robert Tseng: Oh, okay.
334 00:48:43.910 ⇒ 00:48:46.219 Ayanna: Interesting choice.
335 00:48:46.220 ⇒ 00:48:48.230 Robert Tseng: Yeah, interesting choice.
336 00:48:48.740 ⇒ 00:48:49.580 Robert Tseng: Yeah.
337 00:48:52.110 ⇒ 00:48:53.060 Robert Tseng: Okay.
338 00:48:53.340 ⇒ 00:49:07.010 Robert Tseng: Well, yeah, I also wanted to just kind of… I’m sorry, we kind of… that section took a little longer than I thought, so I wanted to give you some time to talk about, like, data engineering stuff, or anything related to the technical,
339 00:49:08.510 ⇒ 00:49:09.879 Robert Tseng: things that you’ve been learning.
340 00:49:10.800 ⇒ 00:49:15.060 Ayanna: I’ll bring up the, curriculum…
341 00:49:15.380 ⇒ 00:49:24.960 Ayanna: So I’m taking the deep learning AI, they have a program for data engineering, Let’s see…
342 00:49:28.360 ⇒ 00:49:30.760 Ayanna: So I just copied and pasted there.
343 00:49:31.210 ⇒ 00:49:32.679 Ayanna: curriculum here…
344 00:49:38.870 ⇒ 00:49:40.349 Robert Tseng: Okay, great.
345 00:49:41.790 ⇒ 00:49:53.349 Ayanna: And so I can imagine that I probably won’t be… as much as I like being hands-on with things, but just, like, where… I guess, my position… I probably won’t be super hands-on with things, but I do like…
346 00:49:53.550 ⇒ 00:50:08.199 Ayanna: understanding things to a certain level, to feel confident enough to, like, speak towards them when I’m doing, BD. So I’m finding it really, like, helpful for that, and being able to formulate some
347 00:50:08.210 ⇒ 00:50:15.980 Ayanna: like, thought leaderships and potential experiments to, like, develop thought leadership around some of these things. Yeah. From on…
348 00:50:16.280 ⇒ 00:50:33.009 Ayanna: Course 1 is, like, very introductory, but really good for figuring out, like, how to connect requirements to the rest of the, data engineering lifecycle. Yeah. I’m currently on, week four, where it’s
349 00:50:33.280 ⇒ 00:50:50.880 Ayanna: a bit of practice of that. Like, right now they’re, like, mocking, or doing mock, like, interviews, and you follow along and kind of see the data that they’re taking down, or the information that they’re taking down, and then that will, add up to an architecture.
350 00:50:51.030 ⇒ 00:51:03.500 Ayanna: So that’s where I’m at currently, and then thinking about how to… Because there’s two parts of my goals here. One is, like, to do some of the stuff within OneSource. I think we’ve been…
351 00:51:04.060 ⇒ 00:51:09.180 Ayanna: We’ve mostly been focusing on, like, client infrastructures, and we don’t…
352 00:51:09.520 ⇒ 00:51:28.219 Ayanna: we haven’t, like, updated our own. So that’s one goal of mine, is, you know, to try to apply some of this to one source internally. But then I can also think about, like, how we’re, or how I at least speak to, you know, how we do this type of work for a client, or for a prospect.
353 00:51:28.410 ⇒ 00:51:45.299 Ayanna: And so, yeah, I’m just going through the course and then trying to think a little bit out of the box with some things. So, like, one thing I’m, like, looking into as I’m completing this week is, you know, the requirements are largely,
354 00:51:45.950 ⇒ 00:52:04.780 Ayanna: like, interview-based, which could take up a lot of time, and I’m sure it’s, like, very required, at least to some degree, but I’ve been exploring things, like, things like process mining and, like, automatic survey systems to try to gather some of this, information, possibly at, like, just, like, a starting point.
355 00:52:04.950 ⇒ 00:52:19.509 Ayanna: And then kind of, like, planning the practices within one source. So it’ll either be informed by, like, the development of some, like, unmoderated system, or I’ll just do the whole thing moderated and, like, interview-based.
356 00:52:19.780 ⇒ 00:52:31.090 Ayanna: But, so that’s kind of the approach I’m taking with the, the courses. So, like, going through each one, learning as much as I can, thinking about how it applied to,
357 00:52:31.090 ⇒ 00:52:40.599 Ayanna: like, BD, and then as I’m, like, learning more about, like, marketing, I can apply to that as well, but also trying to think a little innovatively about, like, okay, how are…
358 00:52:40.600 ⇒ 00:52:50.029 Ayanna: things done now? How might we be able to kind of boost them up with, different either, like, vendor softwares or things that we could build, in-house?
359 00:52:50.470 ⇒ 00:52:54.260 Ayanna: And… Yeah, and just taking it on a week by week.
360 00:52:55.670 ⇒ 00:53:03.879 Robert Tseng: Okay, yeah, no, that sounds great, especially for the section you highlighted, if you want to send that over to me via email as well, like,
361 00:53:04.020 ⇒ 00:53:15.880 Robert Tseng: Yeah, I guess, like, kind of what I’m taking away from this is, yeah, I mean, I’m curious what the class is even teaching on, like, how you collect these elements, but, I mean, obviously we have our own way of doing it, that’s…
362 00:53:15.880 ⇒ 00:53:24.419 Robert Tseng: I don’t know, maybe it’s not, like, textbook, but, like, kind of… I don’t know, this is just what we’ve been doing. We have,
363 00:53:25.460 ⇒ 00:53:37.930 Robert Tseng: Yeah, I mean, we usually send over some sort of, like, doc to gather some requirements, and then we walk through it on a call, I guess, or an interview, I suppose, with stakeholders. I think what we found is that typically.
364 00:53:38.280 ⇒ 00:53:44.970 Robert Tseng: we’re not going to find… like, we’re not gonna get all the answers from one person. It ends up being, like…
365 00:53:46.450 ⇒ 00:53:54.300 Robert Tseng: Yeah, I think… I don’t think there’s ever been a situation where we’ve walked into an organization and one person was able to answer all of their questions.
366 00:53:54.300 ⇒ 00:54:07.539 Robert Tseng: So, I… I think that ends up being, yeah, ends up being kind of passed around a few… a few times before we end up kind of having, like, all the requirements we need in order to, like, build architecture requirements.
367 00:54:07.540 ⇒ 00:54:16.899 Robert Tseng: We’re actually working on an artifact now that’s basically like a, solutions checklists, so, like.
368 00:54:17.070 ⇒ 00:54:19.289 Robert Tseng: how would I describe it?
369 00:54:19.800 ⇒ 00:54:34.949 Robert Tseng: Yeah, it’s basically, like, all the, you know, a project roadmap, solution requirements, implementation plan, kind of all, like, put together, and we send that as, like, part of, like, our readiness assessment, after we’ve
370 00:54:35.300 ⇒ 00:54:47.479 Robert Tseng: kind of collected some of the requirements. And so, maybe that’s… that’s more of… this is more like a project management artifact than it is, like, a engineering artifact, but, maybe something that once we kind of
371 00:54:47.630 ⇒ 00:54:58.239 Robert Tseng: finalize it. I can share that with you, too, and I’m curious, like, how that will, you know, how that applies to what you’re learning in your class as well.
372 00:54:58.520 ⇒ 00:55:04.209 Ayanna: Okay, awesome. Yeah, that would be great. I think, like, one of the biggest,
373 00:55:04.420 ⇒ 00:55:22.290 Ayanna: differences and, like, what I could learn from the course versus, like, what I could learn from, like, Brainforge and your process is the course is very focused on data engineering within one firm. Like, you were hired as a data engineer at a company.
374 00:55:22.290 ⇒ 00:55:36.340 Ayanna: Versus it being you’re hired as a data engineer at a consulting firm. Yep. But some of it does seem to translate well, but it is different, I think. And so that would be maybe, like, as…
375 00:55:36.340 ⇒ 00:55:42.819 Ayanna: going through the courses, I could, like, ask questions about, like, how is this part that they’re saying, you know, you would talk to.
376 00:55:42.840 ⇒ 00:55:49.719 Ayanna: this person and this person within the firm. How might that be different when you’re doing that for multiple different clients?
377 00:55:50.300 ⇒ 00:56:10.159 Robert Tseng: Yeah, yeah, and if you have any, like, kind of technical questions about, like, well, how does this look like in practice, you know, examples of this concept, like, you can shoot them my way. I’m happy to just, like, share examples from work that we’ve, you know, that I’ve seen or that we’ve done, and if I don’t know the answer, I know a lot of data engineers in my network, so I’m sure somebody could kind of…
378 00:56:10.160 ⇒ 00:56:14.219 Robert Tseng: Give you, an insight from, like, you know, maybe how it’s actually
379 00:56:14.220 ⇒ 00:56:16.510 Robert Tseng: How it actually looks like in real practice.
380 00:56:17.010 ⇒ 00:56:18.900 Ayanna: Okay, awesome. Yeah, that’d be cool.
381 00:56:19.970 ⇒ 00:56:20.770 Ayanna: Sweet.
382 00:56:22.970 ⇒ 00:56:27.899 Robert Tseng: Okay, cool. Yeah, I mean, I think one more thing here,
383 00:56:28.730 ⇒ 00:56:39.370 Robert Tseng: Yeah, I guess as you’re kind of, like, prep… planning out, like, the roadmap for within one source, yeah, I mean, I… I totally get it. I think, client-facing…
384 00:56:39.860 ⇒ 00:56:51.929 Robert Tseng: Well, client services firms tip, you know, you do a really good job for your clients, but sometimes you kind of neglect your own systems. Like, we are very much kind of feel like we could…
385 00:56:52.010 ⇒ 00:57:10.439 Robert Tseng: it’s ironic, because we’re a data and AI company, and we could… I mean, we do build a lot of cool stuff for ourselves internally, and so maybe I could spend some time showing you that, like, next time. But yeah, obviously, most of our resources, like, go into, like, serving our clients and stuff, so, it’s a very real,
386 00:57:10.440 ⇒ 00:57:19.480 Robert Tseng: I mean, I just… I can… I can understand where… where you’re coming from, and, you know, we have an internal, like, roadmap as well for how we continue to
387 00:57:20.500 ⇒ 00:57:34.320 Robert Tseng: build out data engineering within our own firm as we grow. But yeah, I think that’s, it’s kind of just like a… it’s never the top priority, but it’s just always something that is important, and if we had more time, we would want to work on.
388 00:57:36.120 ⇒ 00:57:39.570 Ayanna: Yeah, I think that’s, like, our exact sentiment.
389 00:57:39.730 ⇒ 00:57:41.440 Ayanna: At one source, it’s like…
390 00:57:41.680 ⇒ 00:57:42.110 Robert Tseng: Yeah.
391 00:57:42.110 ⇒ 00:57:51.499 Ayanna: So, we need to build it out more, but we just get, like, sometimes we’re just slammed by, like, things for prospects or, like, client work.
392 00:57:51.500 ⇒ 00:57:52.130 Robert Tseng: Yeah.
393 00:57:54.110 ⇒ 00:57:59.779 Robert Tseng: Yeah. Cool. So I’m sure we could learn something from you, too, as we kind of, share more experiences. Yeah.
394 00:58:00.090 ⇒ 00:58:05.880 Robert Tseng: Okay, well, then I guess for next… yeah, I guess next time.
395 00:58:05.880 ⇒ 00:58:25.579 Robert Tseng: So kind of just kind of recapping the action items, things that we covered, and the things that we covered today. So action items, you’ll send me the other kind of, like, personal assessment stuff that you worked on. I could review it in advance, and we’ll kind of kick off with that next time. If you make any edits to kind of your OKRs and
396 00:58:25.810 ⇒ 00:58:40.680 Robert Tseng: You know, now that I’ve kind of shown you, like, what ours look like, and how I run it, how I review it on a weekly basis with the team, I’m happy to kind of give that feedback async, and we can also spend a little time, next… at our next session to review it once more.
397 00:58:40.880 ⇒ 00:58:49.979 Robert Tseng: We went through top of funnel. I showed you, kind of, like, the metrics that I use to… what I care about the most for top of funnel metrics, which is meetings booked.
398 00:58:50.000 ⇒ 00:59:01.969 Robert Tseng: And the activities that kind of help drive leads towards the… towards meetings. And yeah, I guess I’m gonna basically send you one sequence,
399 00:59:02.060 ⇒ 00:59:17.910 Robert Tseng: you know, pretending like you’re a lead and, like, what are the three touchpoints that we would send you? So you can kind of see what that looks like for us. And then we also kind of walk through different campaign types. I showed you, like, my master campaign tracker, and kind of what… how we manage that.
400 00:59:17.910 ⇒ 00:59:25.569 Robert Tseng: And then on the technical side, I have a better sense of, like, what your… what your data engineering curriculum
401 00:59:25.570 ⇒ 00:59:33.699 Robert Tseng: is like, and yeah, specifically, you’re interested in, like, how you’re… how to gather requirements,
402 00:59:33.760 ⇒ 00:59:36.940 Robert Tseng: And, yeah, I guess, you know, I…
403 00:59:37.160 ⇒ 00:59:54.910 Robert Tseng: We’re working on an artifact that kind of is something that’s relevant to that, so hopefully I can send that to you, but also if you have any, like, questions about how something, like, is done in practice, any concepts, like, I’m happy to kind of get… share your answers, you know, along the way, too. So…
404 00:59:55.150 ⇒ 00:59:59.060 Robert Tseng: Yeah, does that sound about right? Does that kind of cover everything?
405 00:59:59.060 ⇒ 01:00:08.589 Ayanna: Yep. Yeah, that sounds great. And then I think what I’ll take as, like, my homework is the, the OKRs, KPIs, like, building that out a little bit more, and then… Sure.
406 01:00:08.710 ⇒ 01:00:23.050 Ayanna: I’ll probably prioritize the campaign tracker and ideas, just because of the events we have coming up, but then start thinking about the top of funnel as well, like, what our potential, like, assets could be.
407 01:00:24.420 ⇒ 01:00:25.749 Robert Tseng: Okay, sounds good.
408 01:00:26.350 ⇒ 01:00:29.460 Robert Tseng: Well, thanks for your time, Mariana, and I’ll talk to you soon.
409 01:00:29.460 ⇒ 01:00:30.490 Ayanna: Oops, up soon.
410 01:00:30.490 ⇒ 01:00:31.590 Robert Tseng: Alright, thanks.