Meeting Title: GTM Planning + Kickoff Date: 2025-10-20 Meeting participants: Robert Tseng, Hannah Wang, Rico Rejoso, Ryan Brosas, holly condos, Uttam, Uttam Kumaran
WEBVTT
1 00:00:10.160 ⇒ 00:00:14.250 Robert Tseng: You can join, but then just mute yourself, or… They talk.
2 00:00:15.260 ⇒ 00:00:16.250 Robert Tseng: I see.
3 00:00:20.850 ⇒ 00:00:22.699 Robert Tseng: Fingers? Yes.
4 00:00:23.620 ⇒ 00:00:24.580 Robert Tseng: Thanks.
5 00:00:44.170 ⇒ 00:00:44.660 Ryan Brosas: Hey guys.
6 00:00:46.630 ⇒ 00:00:48.520 Robert Tseng: Hello! Hey, everyone.
7 00:00:55.720 ⇒ 00:00:57.790 Robert Tseng: You should… you can video.
8 00:00:59.360 ⇒ 00:01:01.480 Robert Tseng: Just show up here. Yeah.
9 00:01:01.880 ⇒ 00:01:02.690 Robert Tseng: Surely.
10 00:01:02.790 ⇒ 00:01:05.560 Robert Tseng: I mean, sure. No, that’s okay.
11 00:01:06.100 ⇒ 00:01:08.200 Robert Tseng: Okay.
12 00:01:21.240 ⇒ 00:01:22.080 holly condos: Hey!
13 00:01:22.720 ⇒ 00:01:24.839 Robert Tseng: Hello! Happy Monday!
14 00:01:26.450 ⇒ 00:01:27.689 holly condos: Zoom is working!
15 00:01:28.020 ⇒ 00:01:30.760 Robert Tseng: Yeah, wasn’t working for you this morning?
16 00:01:30.760 ⇒ 00:01:32.889 holly condos: Actually, I didn’t have a problem.
17 00:01:33.410 ⇒ 00:01:34.120 Robert Tseng: Okay.
18 00:01:35.500 ⇒ 00:01:42.740 Robert Tseng: Yeah, I think it’s been fine for me so far. Maybe my first meeting wasn’t that early, so… Yeah.
19 00:01:44.800 ⇒ 00:01:54.139 Robert Tseng: Okay, I think this is… this is the group, so, yeah, I’m actually in the same room as Hannah, she’s in New York today, so…
20 00:01:54.140 ⇒ 00:01:55.170 holly condos: Nice.
21 00:01:55.170 ⇒ 00:01:58.599 Robert Tseng: Yeah, so it’s been… it’s been good.
22 00:01:59.620 ⇒ 00:02:00.370 holly condos: raining?
23 00:02:00.900 ⇒ 00:02:04.319 Robert Tseng: It will be raining soon, later today, but it’s.
24 00:02:04.320 ⇒ 00:02:06.539 holly condos: It’s pouring in Vermont, so it’s coming.
25 00:02:06.540 ⇒ 00:02:13.119 Robert Tseng: Oh, okay. Yeah. The temperature definitely dropped, like, 10 plus degrees in the past day, so it’s…
26 00:02:13.120 ⇒ 00:02:15.719 holly condos: Yeah, there’s a storm on the way.
27 00:02:15.720 ⇒ 00:02:16.350 Robert Tseng: Yeah.
28 00:02:18.140 ⇒ 00:02:21.330 Robert Tseng: I didn’t know you were based in Vermont, but now that I’m…
29 00:02:21.330 ⇒ 00:02:27.620 holly condos: I go back and forth, so I have two houses, one in Encinitas and one in Vermont.
30 00:02:27.620 ⇒ 00:02:29.950 Robert Tseng: Oh, both really nice places.
31 00:02:29.950 ⇒ 00:02:30.540 holly condos: Yeah.
32 00:02:30.540 ⇒ 00:02:31.140 Robert Tseng: Okay.
33 00:02:31.140 ⇒ 00:02:33.029 holly condos: Yeah, high-class problem, right?
34 00:02:33.030 ⇒ 00:02:34.810 Robert Tseng: Yeah.
35 00:02:34.810 ⇒ 00:02:37.280 Uttam: It’s a long flight.
36 00:02:37.580 ⇒ 00:02:40.770 holly condos: It’s actually not that bad if you go direct.
37 00:02:40.930 ⇒ 00:02:42.849 holly condos: It’s only, like, 5 hours.
38 00:02:43.020 ⇒ 00:02:43.710 Uttam: Okay.
39 00:02:43.710 ⇒ 00:02:46.390 Robert Tseng: They have a direct from, what, San Diego to…
40 00:02:46.390 ⇒ 00:02:49.840 holly condos: Boston to San Diego, yeah. Oh, okay. Yeah.
41 00:02:50.510 ⇒ 00:02:51.500 holly condos: So not too bad.
42 00:02:53.430 ⇒ 00:03:01.829 Robert Tseng: Okay, well, I’ll kick things off today. I’m just gonna go over our OKRs, and then I’ll turn it over to the rest of the team.
43 00:03:02.060 ⇒ 00:03:06.559 Robert Tseng: To kind of go through things, so… here we go.
44 00:03:08.190 ⇒ 00:03:14.649 Robert Tseng: Yeah, I already kind of went in here and was reviewing these KPIs before this call, so…
45 00:03:15.060 ⇒ 00:03:17.000 Robert Tseng: Yeah, I think,
46 00:03:17.030 ⇒ 00:03:32.240 Robert Tseng: not great news this past week. We kind of saw it coming, think things were gonna dry up a bit now that Utam and I kind of took the foot off the gas. So, I think we’re just gonna have to do some course correction to try to stay on track. Yeah, first thing I’ll call out here.
47 00:03:32.240 ⇒ 00:03:40.529 Robert Tseng: from… as far as a top-of-funnel perspective, yeah, we did get, like, one big lead, but that’s artificially inflating this, so I don’t really consider this, like, really our target.
48 00:03:40.710 ⇒ 00:03:52.000 Robert Tseng: we look at net new leads that were kind of in pipeline this past week, it’s probably, like, 3. So, I think we say should be somewhere between, like, somewhere around 10
49 00:03:52.250 ⇒ 00:03:53.390 Robert Tseng: like, 6…
50 00:03:53.540 ⇒ 00:04:11.179 Robert Tseng: like, 10 to 12 a week is… I mean, obviously, deal sizes vary or whatever, but average new lead that comes in, you know, something around 10 to 12, gets us to the 60K in the pipeline per week. And… yeah, well, anyway, so…
51 00:04:11.340 ⇒ 00:04:20.610 Robert Tseng: I think there… there’s definitely a drop in volume, I think we can all feel it in the notifications, so I think that’s something I want to kind of drill into.
52 00:04:20.790 ⇒ 00:04:26.260 Robert Tseng: I think I’m gonna shrink this back a bit… Oops.
53 00:04:27.470 ⇒ 00:04:29.600 Robert Tseng: Yeah, so, couple questions.
54 00:04:30.150 ⇒ 00:04:39.159 Robert Tseng: for here, one is, I’m curious, like, Utam, this lead, GetChange, came through partner, through Jody, or… yeah, kind of like…
55 00:04:39.450 ⇒ 00:04:44.510 Robert Tseng: I saw it on HubSpot, but kind of what do we… what’s the opportunity looking like there?
56 00:04:44.780 ⇒ 00:04:52.329 Uttam: Yeah, so there’s actually, like, two partner-sourced opportunities that came in. One just came in this morning, so from Jody.
57 00:04:52.400 ⇒ 00:05:09.059 Uttam: So Jody is, like, a referral partner of ours, and just, like, he gets hit up sometimes for opportunities that he tries to place through his staffing firm. This is an opportunity that’s really in our wheelhouse, and so he actually wants to place someone
58 00:05:09.110 ⇒ 00:05:18.879 Uttam: 40 hours on a client. It’s, like, really similar AI work to what we do. Yeah. I told him, I’m like, hey, we’re not, like, super interested in, like.
59 00:05:19.150 ⇒ 00:05:31.670 Uttam: pure play subcontracting, unless… Yeah. If this one is pretty significant, like, he was like, I could do 40 hours at 150. And I was like… and he was like, yeah, there’s no, like.
60 00:05:31.970 ⇒ 00:05:44.619 Uttam: you’re not… we’d be under his paper, but we could have a relationship with a client, and so that’s the pitch there. So, next, I’m… that case study that Hannah’s working on today is actually directly for that.
61 00:05:44.720 ⇒ 00:05:49.950 Uttam: So it is an AI opportunity for browser automation. I’m gonna try to meet with the…
62 00:05:50.060 ⇒ 00:05:57.900 Uttam: a person, and then find out, like, who on our team could do it. I mean, for me, I think, like, this could be a good opportunity
63 00:05:58.000 ⇒ 00:06:05.810 Uttam: For Sam. So that’s kind of who I have in mind. I also have another person sort of on the bench that, in case we need to…
64 00:06:05.980 ⇒ 00:06:07.569 Uttam: bring on.
65 00:06:07.860 ⇒ 00:06:13.710 Uttam: Or, like, also put Casey or Mustafa on here, but I just need to find out about the client first.
66 00:06:14.400 ⇒ 00:06:15.749 Robert Tseng: Okay, got it.
67 00:06:16.770 ⇒ 00:06:19.130 Robert Tseng: Alright, good to know. Second question for me…
68 00:06:19.130 ⇒ 00:06:21.970 Uttam: There’s another… yeah, there’s one diversity…
69 00:06:24.170 ⇒ 00:06:25.560 Uttam: Go ahead, go ahead, you go, yeah.
70 00:06:26.140 ⇒ 00:06:30.229 Robert Tseng: No, no, you can go there. I was just gonna move on to the next question, but it’s all good.
71 00:06:33.970 ⇒ 00:06:37.479 Uttam: Yeah, one more opportunity came in through Omni,
72 00:06:37.710 ⇒ 00:06:45.050 Uttam: because I know, Greg, who came in on their sales team, and we sort of got, into their…
73 00:06:45.260 ⇒ 00:06:49.680 Uttam: sort of world through our SME playbook, and through…
74 00:06:49.750 ⇒ 00:07:01.860 Uttam: Our default deal, they’re trying to… he’s trying to chew us in to send us more professional service deals. Like, they offer, like, two types of quick start packages to their clients, and they don’t do any of the…
75 00:07:01.860 ⇒ 00:07:09.970 Uttam: servicing of those, they all go through partners, and I’m getting us, like, in the door there. There’s one deal that’s coming up
76 00:07:10.000 ⇒ 00:07:16.580 Uttam: Through that. So that… I don’t know, it’s, like, either 5 or 10K for, like,
77 00:07:16.900 ⇒ 00:07:21.620 Uttam: 3-week thing. We need to get a bunch of people Omni-certified, so I’m gonna kind of…
78 00:07:22.550 ⇒ 00:07:25.209 Uttam: Make that happen over the next 2 weeks.
79 00:07:25.540 ⇒ 00:07:26.840 Uttam: But that’s…
80 00:07:26.980 ⇒ 00:07:39.389 Uttam: that’s another one that’s coming through them. So overall, like, decent partnerships. I think the Omni one is one where I’ve been really pushing, so that’s starting to pan out. We do need to get our folks, like, certified, though, for that to really work out, so…
81 00:07:40.290 ⇒ 00:07:41.990 Robert Tseng: Okay, great.
82 00:07:42.820 ⇒ 00:07:45.109 Uttam: So yeah, that’s that piece, yeah.
83 00:07:45.110 ⇒ 00:07:56.559 Robert Tseng: Yeah, I guess, so I’ll jump back. I mean, this kind of covers my kind of questions around the partner stuff here. So, yeah, seems like, I mean, obviously, partner… partner leads are generally…
84 00:07:56.630 ⇒ 00:08:02.269 Robert Tseng: higher touch, they require more things from us, case studies, certifications, whatever it is, so…
85 00:08:02.270 ⇒ 00:08:20.249 Robert Tseng: Yeah, as long as we have a sense of, like, how much time we’re going, how we’re spending there. Obviously, I know Hannah and Holly are doing work there as well, and I don’t want this to become the partnerships thing. This is really just kind of touching on all the go-to-market kind of objectives here. So, just being mindful of that, and kind of considering, like.
86 00:08:20.610 ⇒ 00:08:33.060 Robert Tseng: Yeah, I mean, there’s a lot of time that goes into the partner deals. But yeah, I guess the plus side is when our outbound slows down, like, partners are able to continue to bring us leads. So, I mean, this is the kind of…
87 00:08:33.110 ⇒ 00:08:47.970 Robert Tseng: flow that we wanted, I guess. Yeah, so I mean, I think we are relatively doing okay on partnerships generating leads. I want to go back to our outbound efforts to do active top-of-funnel lead gen.
88 00:08:47.970 ⇒ 00:09:06.710 Robert Tseng: I mean, you guys will cover it in your campaign, and so we don’t have… I don’t need anybody to defend things right now, but, yeah, I think my assessment is we pretty much just, like, turned off everything except for events. We’ve been connecting with a bunch of people in events, but not really deploying any targeted sequences to, like, bring them… to drive them towards calls.
89 00:09:06.710 ⇒ 00:09:24.310 Robert Tseng: So, I’ve seen probably, like, 30, 40 people kind of, like, pop up in my LinkedIn connections the past week, the past week or two weeks, but I don’t really think we’re activating them. And so, yeah, I mean, I think there’s just, like, a need to not… to, like, not stray away too far from
90 00:09:24.310 ⇒ 00:09:27.070 Robert Tseng: Our top-of-funnel go-to-market work.
91 00:09:27.120 ⇒ 00:09:42.639 Robert Tseng: So I’m gonna be pressing on that more this week. Things like the mutual intro, the circlebacks, the… I think there are other things that we should try. I’m not gonna launch that many at that one time, but these are kind of… these should be, like, always-on efforts that I feel like we just…
92 00:09:42.790 ⇒ 00:09:44.680 Robert Tseng: because I haven’t been, like.
93 00:09:45.610 ⇒ 00:09:53.679 Robert Tseng: closely looking at it the past week or two weeks from delivery, I think that’s… that’s pretty much just shut off. So,
94 00:09:54.760 ⇒ 00:10:09.180 Robert Tseng: Then, inbound, we are also… we had no active events or content that was published the past, week, so there’s no… no inbound leads from there, so that’s also, something that has more or less kind of slowed down.
95 00:10:09.650 ⇒ 00:10:12.520 Robert Tseng: And then…
96 00:10:12.660 ⇒ 00:10:20.330 Robert Tseng: yeah, I guess from a systems perspective, I don’t think we’re tracking lead source yet, so that’s something that we need to add to HubSpot. Like, I see a lot…
97 00:10:20.330 ⇒ 00:10:22.960 Uttam: I think we… I think we started to, right, Ryan?
98 00:10:25.690 ⇒ 00:10:29.290 Ryan Brosas: For the lead source, yeah, we audit that.
99 00:10:31.690 ⇒ 00:10:37.960 Uttam: Yeah, we just may not have backfilled everything, but we have the opportunity to do that. I think we configured it all last week.
100 00:10:38.460 ⇒ 00:10:39.709 Robert Tseng: Oh, really? Okay.
101 00:10:39.870 ⇒ 00:10:46.989 Robert Tseng: I’m… record source… is it called record source? Like, what’s the field in HubSpot?
102 00:10:47.700 ⇒ 00:10:52.750 Ryan Brosas: It’s called Deal Source,
103 00:10:54.370 ⇒ 00:11:04.660 Ryan Brosas: You can see it on the deals and, sales pipeline, and you can see that, before the deal stage.
104 00:11:04.770 ⇒ 00:11:08.020 Ryan Brosas: You can see the deal source, then deal source detail.
105 00:11:09.800 ⇒ 00:11:21.429 Robert Tseng: Okay, well, maybe it’s just an education thing for me, so if you could just show me how to do it, because I have HubSpot pulled up here, and I don’t see anything. So, when I click into various leads, or when I click into various deals, I don’t see anything like that.
106 00:11:21.690 ⇒ 00:11:23.830 Robert Tseng: Yeah.
107 00:11:24.260 ⇒ 00:11:41.099 Robert Tseng: Okay, and then, as far as, like, kind of content-wise, I know we kind of just… we slowed down the content. I think between Utam and I, we’re both supposed to create one personal post weekly, and then I think with the events that we’re… that we’re involved in, we shouldn’t…
108 00:11:41.940 ⇒ 00:11:59.360 Robert Tseng: Well, yeah, I’m trying not… like, I think this is… I just need to set up time with Ryan. I don’t really know, kind of, how his time has kind of been fractured since, like, we shifted some things around. Seems like he’s kind of taken over, like, HubSpot and, like, sales coordination, I guess, but, yeah, I want to know, like, what capacity we have in terms of…
109 00:11:59.450 ⇒ 00:12:16.139 Robert Tseng: in terms of what content we can keep on. I don’t think he necessarily needs to, like, publish new stuff from, like, our personal accounts for just, like, the random stuff that we were doing before, but at least activations around events and the, like, around partnerships. Like, I think that should… that should be kind of an…
110 00:12:16.140 ⇒ 00:12:20.869 Robert Tseng: once again, another, like, always-on, we always have something to share there, so…
111 00:12:20.890 ⇒ 00:12:24.950 Robert Tseng: Yeah, I think that’s something that we should touch on later.
112 00:12:26.140 ⇒ 00:12:26.800 Uttam: Okay.
113 00:12:27.370 ⇒ 00:12:27.990 Robert Tseng: Yeah.
114 00:12:28.650 ⇒ 00:12:34.239 Robert Tseng: That way, like, these are not really creative posts. These are… this shouldn’t require any review from us, this is just, like.
115 00:12:34.450 ⇒ 00:12:54.200 Robert Tseng: an event is coming with HelpUSA. We’re kind of sharing a couple, like, a couple… like a… like a little series, like, leading up to the event. Obviously, we’re working on, like, a white paper that should be published, like, by the end of that series, but it’s just, like, having… having some of these, like, automated campaigns that are just kind of running every time we are promoting around an event.
116 00:12:54.290 ⇒ 00:13:00.510 Robert Tseng: or, like, with a new partnership, whether it’s Omni, when they make a new feature release, we’re just, like, kind of…
117 00:13:00.510 ⇒ 00:13:16.309 Robert Tseng: reposting their stuff and sharing. Like, there’s… I think there are some easy win sequences that don’t require much, kind of, like, review from Utam and I to really put, like, that we… that we can… that we should be able to just turn on so that we always have something coming out from those.
118 00:13:16.310 ⇒ 00:13:20.320 Robert Tseng: Yeah.
119 00:13:20.450 ⇒ 00:13:39.859 Robert Tseng: And then regarding, kind of, like, messages from new connections, I think this number is kind of an estimate for me. Like, I didn’t really, like, count the numbers, but I just see that most of the connections that I… the new connections I’ve gotten, in my LinkedIn account have not had any messaging. They’re just…
120 00:13:40.070 ⇒ 00:13:53.459 Robert Tseng: just, like, the connection request, and then that’s it. Like, so I think we’re not… I don’t feel like we’re doing… we’re on track with, kind of the messaging sequences for new leads.
121 00:13:53.800 ⇒ 00:14:01.789 Robert Tseng: yeah, like, everything that I’ve heard in the sales notification channel is just about, like, deal stages and pushing things along. So, I think there’s just been…
122 00:14:01.880 ⇒ 00:14:21.359 Robert Tseng: Yeah, there’s just been, like, a lack of attention to the top of funnel, and I think we’re… we’re seeing, like, kind of… we’re seeing things dry up, so I’m just kind of sounding the alarms that, like, we do need to turn this around, otherwise, you know, in another week or two weeks, all of these are gonna be in poor. So, this is something that we need to kind of,
123 00:14:21.360 ⇒ 00:14:23.580 Robert Tseng: Turn, turn back around this week.
124 00:14:23.580 ⇒ 00:14:27.630 Uttam: Yeah, so what are a couple actions, like, we could do this week?
125 00:14:27.910 ⇒ 00:14:30.429 Uttam: So I think, like, certainly we can turn on, like.
126 00:14:30.660 ⇒ 00:14:33.870 Uttam: I think the content for event sequences makes sense.
127 00:14:34.050 ⇒ 00:14:34.430 Robert Tseng: Yeah.
128 00:14:34.430 ⇒ 00:14:37.700 Uttam: I’m gonna be re-engaging with,
129 00:14:38.100 ⇒ 00:14:50.350 Uttam: with Amplitude, and trying to re-engage with Mixpanel, so any sort of partner-type sequences, I can try to… to get out, and Rico, we can talk about in our marketing planning.
130 00:14:50.900 ⇒ 00:14:51.520 Robert Tseng: Yeah.
131 00:14:52.840 ⇒ 00:14:56.409 Uttam: We also have some technical blogs, and we talked a little bit about some of those.
132 00:14:56.520 ⇒ 00:15:05.280 Uttam: That the team will put together, and then we can definitely have them post it, and then post it onto our website and our accounts.
133 00:15:10.810 ⇒ 00:15:11.750 Uttam: Yeah.
134 00:15:12.280 ⇒ 00:15:16.899 Uttam: I guess this is where, like, I’m… I’m sort of curious, like, how we can do the…
135 00:15:17.370 ⇒ 00:15:24.810 Uttam: I don’t know if it’s just, like, me and you have to go do it, which is just, like, the normal LinkedIn outbound, or whether we can have Ryan help there.
136 00:15:25.610 ⇒ 00:15:32.379 Robert Tseng: Yeah, I think I need to spend some time with Ryan, trying to figure out kind of where his time is going to right now, so to see where he can support. But yeah, I mean, think…
137 00:15:32.560 ⇒ 00:15:37.119 Robert Tseng: you and I, at least, yeah, but we both need a… oops, everyone that hasn’t…
138 00:15:37.180 ⇒ 00:15:43.939 Robert Tseng: I mean, I have a backlog of messages I haven’t responded to. I just need to block off some time, kind of do the next step for all of them.
139 00:15:43.940 ⇒ 00:15:57.220 Robert Tseng: To kind of turn some of these back to… yeah, to basically reset on kind of the backlog for some of these things. Make sure that we have, like, outbound campaigns that are actually on and running, whether it’s
140 00:15:57.230 ⇒ 00:16:01.260 Robert Tseng: kind of gonna be run by me and you. I think maybe… yeah, so I… I think…
141 00:16:01.300 ⇒ 00:16:09.979 Robert Tseng: there’s a… there’s a couple things that we can… we can do to kind of… to turn this back on. Yeah, but we can… I’ll… I’ll talk…
142 00:16:10.070 ⇒ 00:16:15.890 Robert Tseng: We can talk about the specific initiatives, like, afterwards.
143 00:16:15.950 ⇒ 00:16:20.819 Robert Tseng: With the sales OKRs, yeah, I think you mentioned mixed panel and Amplitude.
144 00:16:20.820 ⇒ 00:16:37.530 Robert Tseng: Yeah, I think, between that, and I know we’re talking to Omni and other vendors as well, whatever, I guess, Holly and Hannah also have, that’s not reflected here. I’m assuming that that’s just, like, going okay. I haven’t really paid too much attention to, like, how we’re…
145 00:16:37.530 ⇒ 00:16:39.069 Robert Tseng: Kind of driving those…
146 00:16:39.310 ⇒ 00:16:53.110 Robert Tseng: kind of partnerships forward, so I won’t comment too much there. I just kind of… this is a pretty neutral response for me. And then, as far as, like, yeah, receiving 3 touches, this is, like, middle of funnel.
147 00:16:53.130 ⇒ 00:17:05.380 Robert Tseng: I walked through the sequence with Hannah last week. I know she just came back from out of office, so, like, it’s gonna take a little bit of time for us to get back in the rhythm here. But yeah, I think it’s very clear that for every active lead that we’re talking to.
148 00:17:07.300 ⇒ 00:17:21.440 Robert Tseng: Yeah, like, there’s a… there is a… there is a path forward that they’re receiving 3 things from us, which is kind of… that was the point of this… of this KPI. So, I think we can… we can probably… yeah, this… this will get… I think we can nail this this week.
149 00:17:23.250 ⇒ 00:17:36.440 Robert Tseng: Yeah, the other ones are more kind of just, like, speed to… between stages. I think we’re doing okay there for… we haven’t had big lead volume, so we’re not really jammed on that front. We’re able to kind of execute everything fairly quickly.
150 00:17:36.520 ⇒ 00:17:54.539 Robert Tseng: I wouldn’t say it’s necessarily automated, but I guess, like, we spoke with Honey Stinger on Friday, today I’m going to send out the revised proposal. So, I think, like, the two business days kind of situation is fine. And, I think we are booking meetings fairly quickly.
151 00:17:54.540 ⇒ 00:18:04.350 Robert Tseng: Especially after redoing the nudges, we’re able to book people within the same week, so I think, there’s not too much to say about these for right now.
152 00:18:05.170 ⇒ 00:18:13.760 Robert Tseng: Yeah, it’s kind of like, we can’t really talk too much about velocity if we don’t really have the volume. So, I think we have a volume problem right now that we need to solve.
153 00:18:14.410 ⇒ 00:18:15.090 Robert Tseng: Yeah.
154 00:18:18.890 ⇒ 00:18:23.630 Robert Tseng: Okay, any other questions on this for now, before I kind of turn it over?
155 00:18:24.600 ⇒ 00:18:36.549 Uttam: Yeah, I mean, for me, it’s like, okay, if I was gonna spend a couple hours this week, like, I think a couple of things. One, I’m gonna look through all of our Q3, like, leads.
156 00:18:36.860 ⇒ 00:18:48.669 Uttam: And Q2 leads, and see if there’s anybody there. I think I’m pretty comfortable at this point finding those, indicating to Ryan, like, hey, this is a message we want to get sent out, and him drafting that, so that…
157 00:18:48.870 ⇒ 00:18:51.680 Uttam: that level of stuff I feel pretty good at.
158 00:18:51.840 ⇒ 00:18:57.559 Uttam: I also think that we built a, we built a little GPT to help us source
159 00:18:58.470 ⇒ 00:19:14.209 Uttam: assets, like, based on, like, if we put in, like, hey, it’s this type of client, what asset is most relevant? So that’s something that I think the team is now getting really good at, like, hey, find a way to cram as many assets as we have into whatever our messaging is.
160 00:19:14.750 ⇒ 00:19:35.019 Robert Tseng: Yeah, Uten, between you and I, we should… we should be the ones to just look through the mutual intro and circle back. It’s a lot more efficient that way. Okay. Yeah, we’ll… we’ll look back in our old leads, we’ll look at, like, kind of within our network if there’s… if there’s intros that we want, so I won’t have the team, like, Hannah and Ryan spend too much time there. I do think that there are a couple other…
161 00:19:35.230 ⇒ 00:19:53.830 Robert Tseng: whether it’s lookalike, the events, or, like, I think there’s… maybe the one… the one I was brainstorming on, people that are moving to different companies, like, I think there’s… it’s worth… worth sending a message to people who are in new roles, so we can… I feel like that’s one… one, kind of always-on outbound motion that we… we can turn on.
162 00:19:53.830 ⇒ 00:20:09.599 Robert Tseng: It’s kind of like the, congrats on the new role, like, how’s it going, whatever. Like, I… I’ve noticed, like, a couple people that have shifted roles into new companies that are actually pretty good fits for us, and I would like to send a message to them, so that’s kind of where I was thinking earlier today.
163 00:20:10.130 ⇒ 00:20:12.429 Uttam: Yeah, another thing is, like,
164 00:20:12.660 ⇒ 00:20:26.430 Uttam: You know, our… and this is where, I guess, like, I don’t know whether we could keep pushing here, but our SEO is actually doing pretty good. Right. Like, I… I’ve… and I’ve been doing a lot of stuff around vendor and technology lookups, and…
165 00:20:26.660 ⇒ 00:20:39.830 Uttam: I don’t know, I feel like there’s probably another, like, 15 or 20 articles that I can start… I can give ideas to Ryan on to promote. Like, when I was looking at Omni and things like that, like, we can start ranking for those.
166 00:20:39.960 ⇒ 00:20:50.379 Uttam: So that’s a natural shoe-in with our partnership stuff. So maybe think of a couple that we can prioritize, like, comparing BI tools, comparing ETL tools, a lot of those, like, do a lot of great volume.
167 00:20:50.740 ⇒ 00:20:51.370 Robert Tseng: Yeah.
168 00:20:51.550 ⇒ 00:20:58.010 Robert Tseng: We have… I think what also helps a lot with SEO is, like, backlinks, so, like, other people linking back to us, so…
169 00:20:58.620 ⇒ 00:20:59.210 Uttam: Yeah.
170 00:20:59.210 ⇒ 00:21:01.810 Robert Tseng: I think segment will publish one soon.
171 00:21:02.120 ⇒ 00:21:03.060 Robert Tseng: Well…
172 00:21:03.650 ⇒ 00:21:21.840 Robert Tseng: I don’t think it’ll link to Brainforge, it’ll link to Eden, and it’ll link to my… my name, maybe, but… so yeah, I mean, I think if there are opportunities like that, where people are willing to write about us, or to link back to us in some way, that’s probably, like, that’s… that’s gonna give us the most value on the SEO side.
173 00:21:23.370 ⇒ 00:21:28.329 Uttam: Okay, so it’s one thing, like, when we… for all of our partners.
174 00:21:28.570 ⇒ 00:21:30.890 Uttam: One thing I can ask for…
175 00:21:31.770 ⇒ 00:21:38.739 Uttam: As part of our, like, if we do a promotion or an ad, it’s like a cross-post, basically, on each other’s blogs.
176 00:21:39.160 ⇒ 00:21:42.909 Uttam: And then we have these playbooks ready, so as soon as, like.
177 00:21:43.380 ⇒ 00:21:48.600 Uttam: as soon as we want to go live with those, I can also request that they put a backlink on or something.
178 00:21:48.990 ⇒ 00:21:49.600 Robert Tseng: Yeah.
179 00:21:50.480 ⇒ 00:21:52.350 Uttam: Okay. Okay.
180 00:21:54.170 ⇒ 00:21:59.170 Robert Tseng: Cool. Alright, I’ll turn it over, between… I don’t know who’s gonna go first, between Ryan or Hannah.
181 00:22:00.010 ⇒ 00:22:01.280 Robert Tseng: I’ll stop sharing.
182 00:22:10.240 ⇒ 00:22:13.369 Robert Tseng: I’m assuming you can hear me, hopefully.
183 00:22:14.130 ⇒ 00:22:17.259 Robert Tseng: I can share my screen…
184 00:22:24.590 ⇒ 00:22:28.080 Robert Tseng: Yeah, so… I mean, for the campaigns…
185 00:22:28.730 ⇒ 00:22:33.980 Robert Tseng: I know the health one is in progress right now, and…
186 00:22:34.820 ⇒ 00:22:50.470 Robert Tseng: I did send a follow-up to Amtraum proposing the idea that David and Tom kind of discussed. I’ll follow up if they don’t respond back. And then Adweek, I know it’s over, but I’m still trying to send follow-up.
187 00:22:50.730 ⇒ 00:22:58.330 Robert Tseng: messages and touches to them, so, I guess it’s active, but not really.
188 00:22:59.070 ⇒ 00:23:12.109 Robert Tseng: I mean, like, all these other ones, too, like, I am trying to nurture the leads from there. I’ll go different tabs later, seeing… showing that, but, yeah, I guess the big ones that are active are the health and…
189 00:23:12.190 ⇒ 00:23:26.450 Robert Tseng: I feel like that’s it. Like, this one, we’re waiting on AmChang to respond, and these are just, like, a couple follow-up messages from people who accepted our requests. So, yeah, I guess we have room for two more. I don’t know if we want to activate
190 00:23:26.590 ⇒ 00:23:38.700 Robert Tseng: like, one of the SME playbook, ones with our vendor partners as a campaign, because I know we have those ready, like, with contextual or,
191 00:23:38.940 ⇒ 00:23:49.850 Robert Tseng: like, real or Omni. So I don’t know if, like, you guys met in terms of the partner’s side, like, last week, and kind of hammered down which
192 00:23:49.970 ⇒ 00:23:55.030 Robert Tseng: Partners we want to focus on, like, from this list.
193 00:23:55.350 ⇒ 00:23:58.860 Robert Tseng: So is there any update on that?
194 00:23:59.290 ⇒ 00:24:00.140 Robert Tseng: Right?
195 00:24:00.320 ⇒ 00:24:03.980 Uttam: No, I just feel like I… we should just go… I mean…
196 00:24:04.800 ⇒ 00:24:08.219 Uttam: I feel like we have a couple of the active partners
197 00:24:08.380 ⇒ 00:24:14.400 Uttam: right now, like, between, you know, McGaw,
198 00:24:14.670 ⇒ 00:24:25.130 Uttam: and a few of these, like, I guess we can just pick one to try to go live with. I mean, I reviewed the partnership framework, and I feel pretty good. I think one thing we can do is just
199 00:24:25.260 ⇒ 00:24:33.510 Uttam: Maybe this week we can tag the existing partners, and then just go through the to-do list for… for each of them.
200 00:24:35.130 ⇒ 00:24:47.480 Uttam: like, I think… I think Contextual is a great person to do that with. So one thing I can do is I can just isolate, like, what are the… what… which… which framework we’re gonna use for them, and then…
201 00:24:48.760 ⇒ 00:24:56.050 Uttam: trying to make sure we can get all those details, like, we get meetings booked and everything, so… I can go through with that.
202 00:24:59.320 ⇒ 00:25:04.030 Robert Tseng: Okay, yeah, I guess, like, my question is, like, with the playbook and stuff, like.
203 00:25:05.020 ⇒ 00:25:17.179 Robert Tseng: are we gonna have, like, a lead list that we can send those playbooks to, or, like, what’s… I guess I kind of want to talk through… talk through, like, the strategy for those…
204 00:25:17.180 ⇒ 00:25:21.929 Uttam: It… Yeah, I mean, one is, like, I’m gonna ask… I think…
205 00:25:22.980 ⇒ 00:25:28.879 Uttam: I mean, from my mind, I think we should, like, we should put this in the site behind the landing page, but…
206 00:25:29.110 ⇒ 00:25:31.499 Uttam: And then we should just go target
207 00:25:31.830 ⇒ 00:25:34.319 Uttam: We should probably create a targeted lead list.
208 00:25:34.520 ⇒ 00:25:40.520 Uttam: And I can… we can… we can do a meeting, I can talk to Mike about it from Contextual, and we can talk about how we go after it, so…
209 00:25:40.690 ⇒ 00:25:46.790 Uttam: that’s something, like, I can get… I can try to send a message to him right now and get that booked.
210 00:25:47.260 ⇒ 00:25:56.350 Uttam: Like, my goal there was, like, one, that we can do a joint blog post, that we can…
211 00:25:57.290 ⇒ 00:26:04.249 Uttam: We can… he can… he can intro us to either some of their existing customers, or we can go after some of their customers that they lost, and share our…
212 00:26:05.070 ⇒ 00:26:06.050 Uttam: our playbook.
213 00:26:07.960 ⇒ 00:26:08.720 Robert Tseng: Okay.
214 00:26:10.470 ⇒ 00:26:11.250 Robert Tseng: Hold on.
215 00:26:13.030 ⇒ 00:26:28.720 Uttam: Yeah, like, I just think, like, the current state of the partners and the framework is still pretty far, but I… and I think we could keep iterating on it, but it’s been 2 weeks, I’ve sort of sat on the framework doc, and I feel good about it, so I think we should just start executing, like.
216 00:26:28.800 ⇒ 00:26:40.839 Uttam: the McGaw, like, he’s just ghosting us, so I can’t do anything about that, so I think we’ll just move on. I’m gonna try to get Amplitude in a meeting with us. I created a list of all of our past customers.
217 00:26:45.680 ⇒ 00:26:47.830 holly condos: We got some traction with Talisma.
218 00:26:48.440 ⇒ 00:26:49.370 holly condos: Right?
219 00:26:51.270 ⇒ 00:26:51.780 holly condos: Although.
220 00:26:51.780 ⇒ 00:26:56.220 Robert Tseng: Yeah, Tom, your volume is out, your mic’s out or something.
221 00:26:59.870 ⇒ 00:27:00.720 holly condos: -Oh.
222 00:27:00.720 ⇒ 00:27:06.490 Robert Tseng: I think he’s at a cafe or something, probably a Wi-Fi spotty. But yeah, there was some traction on the Teleismo front.
223 00:27:06.760 ⇒ 00:27:09.270 Robert Tseng: Yeah, I feel like, yeah, I mean, we…
224 00:27:13.920 ⇒ 00:27:20.200 Robert Tseng: I guess… does… does all that get captured in this tracker, too? Like, partnership stuff, too?
225 00:27:20.450 ⇒ 00:27:35.160 Robert Tseng: In the sheet. Yeah. Why not? I mean, I don’t know, yeah, okay, sure. So if we have a lead list, like, I can track who accepted our connections, whatever. Or we haven’t done it before, so we’ll see. Yeah, no, I mean, I think it makes sense to keep it in one place. Yeah. Yeah. Okay.
226 00:27:35.700 ⇒ 00:27:41.980 holly condos: Well, and to Hannah’s point, I think, you know, once… Utam, you and Robert.
227 00:27:42.190 ⇒ 00:27:46.440 holly condos: And I, I guess, are good with the framework.
228 00:27:46.600 ⇒ 00:27:50.950 holly condos: Then we should start putting some of it into practice, and.
229 00:27:50.950 ⇒ 00:27:51.500 Robert Tseng: Yeah.
230 00:27:51.660 ⇒ 00:27:53.200 holly condos: you know, then Hannah…
231 00:27:53.500 ⇒ 00:28:04.850 holly condos: Like, if we get… if we scale it, right, so that when we get a new partner, we do A, B, or C, right? And then that should trigger Hannah to either send a playbook or whatever.
232 00:28:05.310 ⇒ 00:28:11.160 holly condos: If I’m understanding the flow correctly, I think that’s where we’re trying to get to, right? From a…
233 00:28:11.550 ⇒ 00:28:14.849 holly condos: Scaling perspective, and then capturing those leads.
234 00:28:14.850 ⇒ 00:28:15.440 Robert Tseng: Yep.
235 00:28:15.700 ⇒ 00:28:16.330 holly condos: Okay.
236 00:28:17.820 ⇒ 00:28:20.010 Robert Tseng: Yeah, I haven’t personally, like.
237 00:28:20.470 ⇒ 00:28:28.270 Robert Tseng: sat down and reviewed the framework in much detail. I scanned it when UTom sent it to me, but… so I’m just like, if he’s good with it, then we should…
238 00:28:30.430 ⇒ 00:28:47.230 holly condos: Well, Robert, maybe Utam and I can kind of, you know, do a little refining of the framework, and then come back to you with a bit more, you know, specific detail, because as I mentioned, what I originally did was very high level.
239 00:28:47.230 ⇒ 00:28:47.950 Robert Tseng: Sure.
240 00:28:47.950 ⇒ 00:28:59.949 holly condos: So, I think… and, you know, each week I get to, you know, Brainforge better, and the customer base, who you’re going for, etc. So, I’ll probably…
241 00:29:00.720 ⇒ 00:29:13.769 holly condos: I’ll probably just go back and try to do some refinement today and tomorrow, and then get with Utam at least, and perhaps both of you by the end of the week, so we can start moving forward, and have the, you know.
242 00:29:14.050 ⇒ 00:29:17.190 holly condos: Like we said earlier, just start sending things out.
243 00:29:17.320 ⇒ 00:29:17.710 Robert Tseng: Yeah.
244 00:29:17.710 ⇒ 00:29:25.770 holly condos: Put a little traction lead-wise as well, and hopefully that will contribute to the overall Numbers?
245 00:29:25.770 ⇒ 00:29:26.370 Robert Tseng: Yep.
246 00:29:28.590 ⇒ 00:29:29.870 Robert Tseng: Okay, great.
247 00:29:30.300 ⇒ 00:29:46.080 Robert Tseng: But yeah, I know we have Talisma as well. I think I read through the granola notes, and I… I think we’re meeting tomorrow internally, to think about that, so… Yeah. I don’t think we have, like, a playbook with them, necessarily.
248 00:29:46.080 ⇒ 00:29:46.460 holly condos: Okay.
249 00:29:46.460 ⇒ 00:29:50.229 Robert Tseng: But… Yeah, we can discuss tomorrow about that.
250 00:29:50.390 ⇒ 00:29:51.150 Robert Tseng: Okay.
251 00:29:52.560 ⇒ 00:29:56.130 Robert Tseng: Okay, so… Yeah, is there, like, one other…
252 00:29:56.300 ⇒ 00:30:12.340 Robert Tseng: campaign… I… I don’t… I mean, I haven’t been super diligent about looking for conferences that are coming up, but, if there is, we can definitely add that to this week’s campaigns to focus on, but if not, then we’ll just kind of keep it a partner.
253 00:30:12.670 ⇒ 00:30:19.019 Robert Tseng: campaign-focused, and then I’ll try to catch up on all the messages from all the past,
254 00:30:19.020 ⇒ 00:30:33.609 Robert Tseng: conferences. Yeah, we’re still catching up on event stuff, so I want to make sure that we kind of do… make sure we go through the middle funnel sequence, all of them. Even, like, ShopTalk, I still have, like, one more push I want to kind of clean that up, so I’m okay with not doing any event stuff.
255 00:30:33.610 ⇒ 00:30:39.810 Robert Tseng: Yeah, so the way I’m, like, tracking everything, it’s, like, it’s very manual, but,
256 00:30:40.060 ⇒ 00:30:55.039 Robert Tseng: yeah, I kind of keep track of who accepted our connection, and then I’m keeping track of, like, the… I know we have 3 touches and 3 assets we have to send, so I’m keeping track of that. Great. So I’ll just try to keep doing that for all the… not the legal one, but CES, ShopTalk.
257 00:30:55.150 ⇒ 00:31:09.670 Robert Tseng: CX Circle and AdWeek, and then later next week, when the health event is over, like, I’m… I’m keeping track of who accepted up to this point, and then I’ll send the playbook, or the white paper to them. Okay.
258 00:31:09.950 ⇒ 00:31:11.230 Robert Tseng: So…
259 00:31:11.230 ⇒ 00:31:16.980 holly condos: So, really quick question, sorry to interrupt, but, from the legal perspective, What are you…
260 00:31:17.840 ⇒ 00:31:21.669 holly condos: What kind of legal are you looking for? Firms?
261 00:31:22.640 ⇒ 00:31:26.890 holly condos: Sole practitioners, corporate, or all of the above?
262 00:31:26.890 ⇒ 00:31:32.239 Robert Tseng: I think solo practitioners or smaller boutique firms, it probably makes more sense for us.
263 00:31:32.460 ⇒ 00:31:32.790 holly condos: Okay.
264 00:31:32.790 ⇒ 00:31:41.610 Robert Tseng: Yeah, I mean, we’ve… we’ve given demos to a couple, like, yeah, like, smaller firms. I think, like, in…
265 00:31:41.960 ⇒ 00:31:45.379 Robert Tseng: We had injury, and like…
266 00:31:45.380 ⇒ 00:31:46.539 holly condos: Personal injury, yeah.
267 00:31:46.540 ⇒ 00:31:53.319 Robert Tseng: Personal injury, and forgot what the other guy was.
268 00:31:53.800 ⇒ 00:31:58.119 Robert Tseng: But… and anyway, yeah, it was… Something… something like that, so…
269 00:31:58.120 ⇒ 00:32:03.659 holly condos: So the only reason I ask, and sorry, I should probably just take this offline, but
270 00:32:03.900 ⇒ 00:32:12.139 holly condos: So I have a very large list of participants who attended Clio two years ago, the Clio conference.
271 00:32:12.140 ⇒ 00:32:12.790 Robert Tseng: Yeah.
272 00:32:13.130 ⇒ 00:32:20.190 holly condos: I could distill that down, you know, to take out the large firms and corporates and see if that’s…
273 00:32:20.510 ⇒ 00:32:25.849 holly condos: something you want to hit? I don’t know if it… if that’s… You know, it would be…
274 00:32:26.200 ⇒ 00:32:29.740 holly condos: Some of them I know, but for the most part, it would be cold.
275 00:32:30.220 ⇒ 00:32:30.910 Robert Tseng: Yeah.
276 00:32:31.820 ⇒ 00:32:40.979 Robert Tseng: Yeah, I mean, we haven’t really iterated on our legal sequence in a while. I’m interested in… I mean, we just have, like, a couple tools we’ve built for, like.
277 00:32:41.300 ⇒ 00:32:46.740 Robert Tseng: One is, like, medical record retrieval and summarization, which is, like…
278 00:32:47.060 ⇒ 00:32:52.490 Robert Tseng: Yeah, I mean, a lot of the time, it’s, you know, it’s like legal operations work, right? Being able to, like.
279 00:32:52.920 ⇒ 00:33:04.730 Robert Tseng: subpoena and get a bunch of text, and then having, like, it’s out of the legal… lawyer’s domain, and so they don’t… they only want to pick up the important parts, and so that was, like, an opportunity for us to build something to… to kind of…
280 00:33:05.070 ⇒ 00:33:18.409 Robert Tseng: basically speed up that part of the process. Other part was, like, automated messaging, kind of, like, similar to our… to what we do for outbound on our side, like, being able to help them do lead engagement as well. So,
281 00:33:18.410 ⇒ 00:33:32.070 Robert Tseng: Yeah, like, I… I guess those are the… those are the tools we have ready to demo. We’ve… we’ve, we have them to… to kind of show on any call we jump on, but, that’s… that’s the extent of work that we’ve tried to sell to… to legal.
282 00:33:32.380 ⇒ 00:33:33.050 holly condos: Okay.
283 00:33:33.050 ⇒ 00:33:33.600 Robert Tseng: Yeah.
284 00:33:37.720 ⇒ 00:33:41.420 Robert Tseng: Okay, that’s my update. Okay.
285 00:33:41.850 ⇒ 00:33:46.499 Ryan Brosas: For… bye…
286 00:33:58.460 ⇒ 00:34:06.039 Ryan Brosas: For me, I’ve worked a lot of the CRM, or in the dash, well, in HubSpot.
287 00:34:06.050 ⇒ 00:34:25.299 Ryan Brosas: So, right now, as you can see on the deals, yeah, we added a lot of, like, properties, so we added data and subservice here, and, like, deal source and deal source details here. So, partner referral, VIXL, and as,
288 00:34:25.300 ⇒ 00:34:37.139 Ryan Brosas: We can… well, if you… if you, if we entered our, partner name here, it will automatically, count
289 00:34:37.449 ⇒ 00:34:46.409 Ryan Brosas: to here, on… on what I call this? Lead Generated and close one, well, revenue, influence.
290 00:34:46.409 ⇒ 00:34:50.000 Robert Tseng: So, let’s see here.
291 00:34:51.780 ⇒ 00:34:55.240 Ryan Brosas: So I can see here, that, this is the
292 00:34:55.429 ⇒ 00:34:57.690 Ryan Brosas: What do you call it? The…
293 00:34:57.960 ⇒ 00:35:09.069 Ryan Brosas: well, the current, or the newest deal that we have is Jody Hesh, and it already, like, recorded here on the partner, view.
294 00:35:09.240 ⇒ 00:35:16.580 Ryan Brosas: And also for others, Part of the date we have, that we have, close or in progress.
295 00:35:16.860 ⇒ 00:35:21.580 Ryan Brosas: It will automatically, Well, record here.
296 00:35:21.910 ⇒ 00:35:26.929 Ryan Brosas: And then, we have dashboard, I added,
297 00:35:27.690 ⇒ 00:35:44.970 Ryan Brosas: we move some stuff, like, those… the leads from… from what they call this, events for Event Conference, ShopTalk, CX Circle, and Advertising, week, New York, and other stuff here, like, I… I…
298 00:35:44.970 ⇒ 00:36:01.090 Ryan Brosas: indicated some of our clients, and, like, Marketplace… Marketplace leads, which is Contra and Upwork. And this will be, well, for this, I envisioned this, that this, client will be on the finance, and this, marketplace, we can
299 00:36:01.150 ⇒ 00:36:19.940 Ryan Brosas: we can, compare what is much… what is, working with us, which is, like, Contra or Upwork, or, if we want to, you know, measure, the partner referral, we can also, like, do that also on our dashboard. This, I added…
300 00:36:19.940 ⇒ 00:36:30.189 Ryan Brosas: this, because this is the one that is in the, in our OKR. It’s not accurate yet, I’m still working on this, and, the steels…
301 00:36:30.200 ⇒ 00:36:34.559 Ryan Brosas: status, I’m still working on this tool, and yeah, now here,
302 00:36:34.760 ⇒ 00:36:36.869 Ryan Brosas: This is the current that we have.
303 00:36:36.980 ⇒ 00:36:38.429 Ryan Brosas: Right now.
304 00:36:38.430 ⇒ 00:36:38.900 Robert Tseng: Great.
305 00:36:38.900 ⇒ 00:36:39.490 Ryan Brosas: Yeah.
306 00:36:40.820 ⇒ 00:36:49.839 Ryan Brosas: Yeah, I think that’s all for the CRM, and for the Hey Rich stuff, we are still, like, running the tree event,
307 00:36:50.010 ⇒ 00:37:04.519 Ryan Brosas: It’s still not finished, because, we kind of, like, the two companies overlap, so, we are still, like, sending up, for the speaker, because the speaker is, like, 300 leads, so…
308 00:37:04.650 ⇒ 00:37:08.819 Ryan Brosas: We’ll be asking for, like, the updated,
309 00:37:10.160 ⇒ 00:37:12.429 Ryan Brosas: Template for this, because it’s…
310 00:37:12.650 ⇒ 00:37:19.239 Ryan Brosas: I think this is finished, the event is finished, so we can change the messaging for this.
311 00:37:20.350 ⇒ 00:37:23.579 Robert Tseng: The event’s still going on, it’s until the 22nd, so I don’.
312 00:37:23.580 ⇒ 00:37:24.469 Ryan Brosas: Oh, okay.
313 00:37:25.360 ⇒ 00:37:26.780 Ryan Brosas: Bank second, okay.
314 00:37:27.480 ⇒ 00:37:35.730 Ryan Brosas: But, yeah, I will ask, like, on the 22nd or 23rd for an updated, message.
315 00:37:35.730 ⇒ 00:37:36.560 Robert Tseng: For this.
316 00:37:36.880 ⇒ 00:37:37.460 Robert Tseng: Yep.
317 00:37:38.420 ⇒ 00:37:51.809 Ryan Brosas: For the campaigns. I think that’s pretty much all for the campaigns, and pretty much all the, the dashboard or the CRM. I already moved the, the, what do you call this?
318 00:37:52.020 ⇒ 00:37:55.929 Ryan Brosas: The partnership here, on the deals.
319 00:37:57.190 ⇒ 00:38:02.050 Ryan Brosas: And like he’s, presented that earlier, so yeah, here.
320 00:38:05.460 ⇒ 00:38:08.979 Uttam: Okay, cool, so can we… we can completely move out of the spreadsheet?
321 00:38:09.610 ⇒ 00:38:10.390 Uttam: the partners?
322 00:38:10.390 ⇒ 00:38:16.569 Ryan Brosas: she… Yeah, it depends on Hannah, so, we can move here now.
323 00:38:16.900 ⇒ 00:38:20.019 Hannah Wang: Yeah, I… Whoa, sorry.
324 00:38:20.670 ⇒ 00:38:24.740 Robert Tseng: I’ve been updating HubSpot and not the sheet, so…
325 00:38:24.860 ⇒ 00:38:26.799 Robert Tseng: Yeah, we can… we can just see those.
326 00:38:26.800 ⇒ 00:38:34.280 Uttam: Okay, let’s just delete that sheet then. Or just what… just whatever the sheet is, just, replace it with a link to the HubSpot, because I’m…
327 00:38:34.700 ⇒ 00:38:37.330 Uttam: I’m still gonna muscle memory go to that sheet, but yeah.
328 00:38:37.330 ⇒ 00:38:39.030 Robert Tseng: I already put a hyperlink.
329 00:38:39.030 ⇒ 00:38:39.660 Uttam: Great.
330 00:38:41.180 ⇒ 00:38:42.140 Uttam: Okay, cool.
331 00:38:50.570 ⇒ 00:38:58.850 Ryan Brosas: Yeah, so yeah, I’m still, like, learning the… what is the best… practices for HubSpot, so,
332 00:38:59.320 ⇒ 00:39:07.080 Ryan Brosas: for here, for example, on the… on the partnership, I only, like,
333 00:39:07.710 ⇒ 00:39:26.839 Ryan Brosas: provided these, these, metrics, because this is pretty much the most important stuff when it comes to, like, partnership, this generated and revenue influence. So, I think, the only thing that I need to do is to fill out all of it, because,
334 00:39:27.880 ⇒ 00:39:35.939 Ryan Brosas: All of the… on the sales pipeline, because it is important for the partnership also.
335 00:39:39.690 ⇒ 00:39:41.440 Ryan Brosas: Yeah, I think that’s well for me.
336 00:39:45.850 ⇒ 00:39:46.460 Robert Tseng: Hey.
337 00:39:46.640 ⇒ 00:39:47.600 Robert Tseng: Great.
338 00:39:48.210 ⇒ 00:39:53.570 Robert Tseng: Sorry, I was looking at your dashboard and making some edits in real time, so it’s good.
339 00:39:53.910 ⇒ 00:40:01.259 Uttam: And one task for this week, Robert, is I basically am tasking Ryan to make sure that every single
340 00:40:01.480 ⇒ 00:40:02.860 Uttam: OKR
341 00:40:03.020 ⇒ 00:40:19.119 Uttam: on marketing and sales can be reported on in HubSpot. So I think we’re, like, most of the way there. I think we have all the data now, it just needs to be, like, created, and so my hope was that next week, you can just run through a dashboard, and it’s pretty clear, as long as we have things
342 00:40:19.650 ⇒ 00:40:23.250 Uttam: you know, Up-to-date in there, so…
343 00:40:23.550 ⇒ 00:40:24.240 Robert Tseng: Yeah.
344 00:40:26.150 ⇒ 00:40:26.840 Robert Tseng: Cool.
345 00:40:28.260 ⇒ 00:40:33.320 Uttam: I guess, like, and I… I had a… I just wanted to, like, maybe walk through a couple, like.
346 00:40:33.910 ⇒ 00:40:39.419 Uttam: Partner-specific questions, if we have… if we… if you… We have some remaining time.
347 00:40:39.760 ⇒ 00:40:40.430 Robert Tseng: Yeah.
348 00:40:43.810 ⇒ 00:40:47.589 Uttam: Okay. Let me just share this.
349 00:40:52.120 ⇒ 00:40:59.619 Uttam: So… I guess, let me… if we were to take through…
350 00:40:59.810 ⇒ 00:41:07.030 Uttam: the, contextual example. And again, this is… I’m just sharing, the framework that Holly put together.
351 00:41:07.240 ⇒ 00:41:20.369 Uttam: So contextual, like, I guess I want to get a sense of, like, how I should re-engage with them, given that we have the playbook ready. And so, we’ve set up that, like, okay, there are these different
352 00:41:20.540 ⇒ 00:41:30.270 Uttam: Partner types, like referral reseller, technology integration, channel distribution, strategic alliance, Affiliate.
353 00:41:30.380 ⇒ 00:41:34.389 Uttam: And so I guess my question is… my first question is, like.
354 00:41:34.580 ⇒ 00:41:40.420 Uttam: if I book a meeting with Mike, there’s kind of a couple outcomes I want to share with him. One, I want to share
355 00:41:40.620 ⇒ 00:41:46.049 Uttam: I wanna, like, Kind of, like, say, hey, glad we got this playbook done.
356 00:41:46.900 ⇒ 00:41:52.939 Uttam: We now want to market. Here’s a couple ways that we can work together in a more formal way.
357 00:41:53.060 ⇒ 00:41:59.890 Uttam: So, like, I guess, Holly, at that point, do you think it’s best for us to… like…
358 00:42:00.130 ⇒ 00:42:03.330 Uttam: Talk through each of these options with him.
359 00:42:04.910 ⇒ 00:42:12.200 Uttam: like, what… I guess, like, how would that… how would you structure that, like, next conversation with, like, a mic from Contextual, I guess?
360 00:42:15.870 ⇒ 00:42:17.149 Robert Tseng: I think you’re muted, Holly.
361 00:42:18.200 ⇒ 00:42:19.120 holly condos: Sorry.
362 00:42:19.350 ⇒ 00:42:28.750 holly condos: I, I think that, we probably don’t want to ask the partner
363 00:42:29.140 ⇒ 00:42:34.549 holly condos: I think we want to understand The fit with us.
364 00:42:34.670 ⇒ 00:42:38.919 Uttam: Okay. Long enough that we can make the determination about which.
365 00:42:40.200 ⇒ 00:42:42.640 holly condos: Spot or bucket they fit in.
366 00:42:42.900 ⇒ 00:42:51.970 holly condos: But having said that, you know, I think that depending on the partner, it’s okay to discuss… we have these different buckets.
367 00:42:53.830 ⇒ 00:42:55.020 holly condos: So…
368 00:42:55.890 ⇒ 00:43:01.939 holly condos: And I’m sorry, I didn’t hear who you said is the… is the one that you want to re-engage with?
369 00:43:02.150 ⇒ 00:43:04.140 Uttam: Yeah, with contextual.
370 00:43:04.570 ⇒ 00:43:05.080 Uttam: Sure is.
371 00:43:05.720 ⇒ 00:43:08.479 Uttam: Yeah, so they’re… they’re a software company.
372 00:43:08.760 ⇒ 00:43:12.330 Uttam: We have this great asset that we put together.
373 00:43:12.630 ⇒ 00:43:24.629 Uttam: And so, of course, like, for me, I’m interested in all the above. I guess I’m just trying to make it clear for Mike, and so if we are… if I’m gonna get 45 minutes with him.
374 00:43:25.050 ⇒ 00:43:28.099 Uttam: Just, like, how would we structure that conversation?
375 00:43:28.530 ⇒ 00:43:35.560 Uttam: Is it… Us walking through how we’re working with partners, and him saying, okay, these are, like.
376 00:43:35.800 ⇒ 00:43:43.120 Uttam: the key things, is it asking him again, like, what his partner like, Kate goals are…
377 00:43:43.870 ⇒ 00:43:45.110 Uttam: And then, yeah…
378 00:43:45.110 ⇒ 00:43:51.220 holly condos: I see what you’re asking. Right. So, yeah, I… I would… I would talk about…
379 00:43:51.660 ⇒ 00:43:56.640 holly condos: our framework, right? And maybe what would make sense, just…
380 00:43:56.750 ⇒ 00:44:08.659 holly condos: For the sake of discussion, is to take this framework, but put it into a visual, maybe with, like, you know, stove pipe columns or something with some graphics and color.
381 00:44:09.050 ⇒ 00:44:26.040 holly condos: And boil… boil down the text so that it’s short and sweet, and yet representative and descriptive of our model. So yeah, I would walk through the model with him, like, hey, this… this is what we do, this is, you know.
382 00:44:26.350 ⇒ 00:44:29.120 holly condos: How we engage with companies to partner.
383 00:44:29.640 ⇒ 00:44:37.330 holly condos: And… How do you see yourself, or how do you see us working together in these areas?
384 00:44:39.220 ⇒ 00:44:40.090 Uttam: Okay.
385 00:44:40.310 ⇒ 00:44:41.130 Uttam: Perfect.
386 00:44:41.310 ⇒ 00:44:48.620 Uttam: So, I think that’s great. So, I think we can put together, and Hannah, I can give you the requirements, we can put together
387 00:44:49.220 ⇒ 00:45:02.970 Uttam: like, two slides, basically. Like, one will just be each of these different areas. Yeah. And then we can… we can use that to say, like, hey, I see contextual fitting in nicely within…
388 00:45:03.100 ⇒ 00:45:06.869 Uttam: Like, of course, like, technology integration.
389 00:45:07.270 ⇒ 00:45:12.040 Uttam: And, like, for referrals. And then…
390 00:45:12.240 ⇒ 00:45:15.300 Uttam: So reseller, of course, is a reseller of us.
391 00:45:15.420 ⇒ 00:45:23.390 Uttam: And so, I see him… I see them pretty specifically in this. I would say, for us, we… we like to have…
392 00:45:23.830 ⇒ 00:45:27.290 Uttam: Monthly, so one objective for me is to get that monthly
393 00:45:27.550 ⇒ 00:45:35.700 Uttam: conversation going. So, for each of these, that’s what I would like to land, is like, hey, we’d like to talk to all of our
394 00:45:35.880 ⇒ 00:45:38.139 Uttam: Partners in those categories monthly.
395 00:45:38.650 ⇒ 00:45:41.689 Uttam: I guess, like, even beyond that,
396 00:45:42.310 ⇒ 00:45:46.960 Uttam: What are some of those, like,
397 00:45:47.250 ⇒ 00:45:49.810 Uttam: Things that we can do from our side, like…
398 00:45:50.070 ⇒ 00:45:55.009 Uttam: You know, of course, like, we’re always trying to pitch them into existing clients, so they’re gonna be interested in that.
399 00:45:55.120 ⇒ 00:45:57.290 Uttam: We, we, at minimum.
400 00:45:57.500 ⇒ 00:46:03.949 Uttam: like, for example, let’s say I… let’s say we call Mike this week, and in between this meeting and the next month’s meeting.
401 00:46:04.180 ⇒ 00:46:08.319 Uttam: like, what are some things to do? Okay, well, at least one is publish the playbook.
402 00:46:08.720 ⇒ 00:46:14.509 Uttam: And… put it behind a landing page, and then post it on LinkedIn.
403 00:46:14.860 ⇒ 00:46:20.150 Uttam: I guess, would it be helpful to, like, Put a list of, like.
404 00:46:21.170 ⇒ 00:46:25.960 Uttam: activities that we could do on a monthly basis with each of them, whether it’s, like.
405 00:46:25.960 ⇒ 00:46:26.630 holly condos: Yes.
406 00:46:26.730 ⇒ 00:46:35.340 Uttam: sharing lead list… okay, so that’s, like, I guess that’s kind of, like, what I’m getting at. It’s like, what else can we do between the months with… yeah.
407 00:46:35.500 ⇒ 00:46:37.719 holly condos: Sorry to interrupt you. I think that…
408 00:46:37.720 ⇒ 00:46:38.480 Uttam: No doubt.
409 00:46:39.170 ⇒ 00:46:42.090 holly condos: From Hannah’s list of events.
410 00:46:42.230 ⇒ 00:46:53.659 holly condos: you know, we’re looking at XYZ, you know, it looks like there might be some synergy with us for this particular event, right? So we can bring to their attention
411 00:46:53.890 ⇒ 00:47:01.620 holly condos: Our list, if you will, or at least the items or the events that we think, are a good fit for that partner.
412 00:47:02.300 ⇒ 00:47:08.999 holly condos: I mean, everybody wants… everybody wants leads, right? That’s just a given.
413 00:47:09.160 ⇒ 00:47:16.860 holly condos: I think what I would urge you guys, just, and you probably already know, but…
414 00:47:17.200 ⇒ 00:47:21.479 holly condos: We want to build relationships. We want to build long-standing
415 00:47:21.680 ⇒ 00:47:26.990 holly condos: You know, even if there isn’t a lead for even a quarter, we still want to be able to…
416 00:47:26.990 ⇒ 00:47:27.620 Uttam: S.
417 00:47:28.390 ⇒ 00:47:31.620 holly condos: You know, to have a touch with them.
418 00:47:31.820 ⇒ 00:47:36.339 holly condos: And… Push things outside of just the lead list.
419 00:47:37.730 ⇒ 00:47:39.119 holly condos: Right, I mean… Correct.
420 00:47:39.350 ⇒ 00:47:44.280 holly condos: And I guess by that, I mean complementing the lead list. Obviously, it’s first and foremost.
421 00:47:44.850 ⇒ 00:47:49.599 holly condos: But anything that we can do to show them value as a partner to them.
422 00:47:49.830 ⇒ 00:47:54.879 holly condos: And… and reflect our philosophy as far as, you know.
423 00:47:54.990 ⇒ 00:47:58.970 holly condos: How we interact with customers, how we engage in events.
424 00:47:59.350 ⇒ 00:48:07.209 holly condos: Right? I think that is a differentiator. Those… that kind of relationship building is a differentiator, because most…
425 00:48:07.780 ⇒ 00:48:08.400 Uttam: Yeah.
426 00:48:08.990 ⇒ 00:48:19.539 holly condos: you know, everybody’s moving really fast, and it’s like, oh, you got some leads? Hey, great, throw me that lead, hey. And then if it doesn’t materialize, the conversation goes quiet unless you keep trying.
427 00:48:20.710 ⇒ 00:48:23.589 holly condos: Which, I think, you know, that’s a given. We all know that.
428 00:48:24.030 ⇒ 00:48:24.640 Uttam: Yeah.
429 00:48:25.320 ⇒ 00:48:28.229 Uttam: So I think, like, this is maybe even, like.
430 00:48:28.740 ⇒ 00:48:32.950 Uttam: What makes sense for me is, like, These are potential topics.
431 00:48:32.950 ⇒ 00:48:33.610 holly condos: Yeah.
432 00:48:33.810 ⇒ 00:48:35.500 Uttam: And then we can…
433 00:48:36.070 ⇒ 00:48:44.720 Uttam: basically bring it up depending on who we’re talking to. So, like, for contextual, I can easily say, hey, here are, like, the events that we’re going, like.
434 00:48:44.890 ⇒ 00:48:50.629 Uttam: What events are you going to? Here are potential leads that we’ll be putting the solution in front of.
435 00:48:50.760 ⇒ 00:49:00.269 Uttam: like, I would say this goes under, like, like, basically, like, marketing activities…
436 00:49:00.520 ⇒ 00:49:00.900 holly condos: Yeah.
437 00:49:00.900 ⇒ 00:49:06.140 Uttam: Which is, like, the playbook posting, like, we can do a blog post, we can do a social post.
438 00:49:06.660 ⇒ 00:49:11.810 Uttam: Like, the other things that we could do is, like, a webinar.
439 00:49:12.310 ⇒ 00:49:12.660 holly condos: I’m kidding.
440 00:49:12.660 ⇒ 00:49:15.530 Uttam: Do, like, a, yeah.
441 00:49:15.650 ⇒ 00:49:24.010 Uttam: like… these are all things we can do. I… we can also, like, life.
442 00:49:24.900 ⇒ 00:49:27.320 Uttam: Do, like, feature highlights.
443 00:49:27.680 ⇒ 00:49:33.500 Uttam: Yeah, so I guess, like, this is where, like, when I come to that meeting, I… exactly, like, what I’m more nervous about is that
444 00:49:33.820 ⇒ 00:49:38.130 Uttam: If we were to come to that meeting and it only talks about leads, and it’s gonna be a short meeting.
445 00:49:38.300 ⇒ 00:49:45.260 Uttam: And so for me, it’s like, I want to be like, okay, here’s, like, our typical agenda. You’re… you fit into our…
446 00:49:45.420 ⇒ 00:49:55.749 Uttam: technology integrations, and so whenever we meet with them, we like to go through all of these items. So we like to learn about what events you’re going to, see if there’s any overlap.
447 00:49:56.170 ⇒ 00:50:02.490 Uttam: I… we like to share… Both opportunities for us to co-market,
448 00:50:03.070 ⇒ 00:50:07.029 Uttam: And then I basically also want to ask them, like, are there any opportunities on your side
449 00:50:07.140 ⇒ 00:50:14.050 Uttam: For us to, like, attach ourselves to an announcement or something like that. So this is, like, marketing activities, like, Brainforge-led.
450 00:50:14.220 ⇒ 00:50:21.629 Uttam: So then I would say, like, marketing, marketing, activities, partner.
451 00:50:22.010 ⇒ 00:50:24.420 Uttam: Vlad, right, so there are there…
452 00:50:24.590 ⇒ 00:50:28.869 Uttam: Feature announcements, or, like, just, like, any announcements.
453 00:50:29.350 ⇒ 00:50:37.569 Uttam: we can… like, like, Boost… Are there, like, events, or…
454 00:50:38.250 ⇒ 00:50:44.650 Uttam: Yeah, I guess that’s, like, something we can… so this is where, like, I want to extract from them what we can start to associate ourselves with.
455 00:50:44.650 ⇒ 00:50:50.090 holly condos: And I think on your first one, on events, like Hannah and
456 00:50:50.830 ⇒ 00:50:52.870 holly condos: You and I talked a couple weeks ago.
457 00:50:52.870 ⇒ 00:50:54.220 Uttam: Yes.
458 00:50:54.220 ⇒ 00:50:59.869 holly condos: We really want to promote what Brainforge does, as far as events go, right? So…
459 00:50:59.900 ⇒ 00:51:19.780 holly condos: like we talked about, you guys have the chops to put together very quickly the marketing assets, the list of participants, right? You can find the place, UTAM or Robert, you roll in there and do the dog and pony really well. That is not normal.
460 00:51:20.030 ⇒ 00:51:20.660 Uttam: Yeah.
461 00:51:20.990 ⇒ 00:51:23.560 holly condos: as I said to you, Uten, right? I mean… Yeah.
462 00:51:23.820 ⇒ 00:51:32.100 holly condos: I think we should… we should pump that up, we should feature it more, we should show partners, hey, this is what we bring to the table.
463 00:51:32.260 ⇒ 00:51:45.189 holly condos: we are using our own technology, like, we do what we sell, right? What we bring to customers, we’re doing ourselves, and here’s an example.
464 00:51:45.390 ⇒ 00:51:49.979 holly condos: That we would love for you to engage with us on.
465 00:51:50.930 ⇒ 00:51:51.810 Uttam: Yes.
466 00:51:52.820 ⇒ 00:51:58.379 holly condos: I think that’s a really great feature that you guys have that most partners don’t bring to the table.
467 00:51:59.110 ⇒ 00:52:08.659 Uttam: So I think if I were to think about that meeting with Contextual, and then think about even every subsequent meeting, right? So one is just, like, I think there’s just, like, a…
468 00:52:09.220 ⇒ 00:52:10.420 Uttam: I mean, I think…
469 00:52:11.630 ⇒ 00:52:19.580 Uttam: At least, like, we have a title slide, we then have, like, columns with these five, like, our… kind of our… where they fit in.
470 00:52:19.750 ⇒ 00:52:20.129 holly condos: I think we.
471 00:52:20.130 ⇒ 00:52:25.599 Uttam: We can also do, like, like, what we’ve done together to date.
472 00:52:25.730 ⇒ 00:52:38.289 Uttam: Like, some type of recap. We do once, and then we can just walk into, like, each of these activities. So we could talk about events, and then I can go into, like, what events we’re going to, what ones they’re going to.
473 00:52:39.780 ⇒ 00:52:47.540 holly condos: And I think all of that creates, kind of, some excitement and interest and buzz. I mean, even the Teleisma guy, right, Aaron?
474 00:52:47.770 ⇒ 00:52:48.090 Uttam: Yeah.
475 00:52:48.090 ⇒ 00:53:00.590 holly condos: you started talking, you know, the lights were going on in his head, and he started thinking about, okay, Utam, this is cool, because we do some similar things, I’m trying to get things off the ground in the U.S.
476 00:53:00.640 ⇒ 00:53:02.110 Uttam: Yes. Right, so…
477 00:53:02.110 ⇒ 00:53:13.299 holly condos: again, I think that you can activate what might seem like a fairly routine, boring… boring’s the wrong word, but fairly routine initial partnership.
478 00:53:13.300 ⇒ 00:53:13.940 Uttam: Yes.
479 00:53:13.940 ⇒ 00:53:18.189 holly condos: by activating it with who and what Brainforge is.
480 00:53:20.870 ⇒ 00:53:24.730 holly condos: And the potential… So this is great. So this is… yeah. Right?
481 00:53:24.940 ⇒ 00:53:35.020 Uttam: Yeah, so this is exactly it. So next steps, next, next meeting. And, like, this is something that I think is probably the best structure.
482 00:53:36.190 ⇒ 00:53:37.300 holly condos: I think that’s good, yeah.
483 00:53:37.300 ⇒ 00:53:42.439 Uttam: So let me… So let me try to tee up the meeting…
484 00:53:43.610 ⇒ 00:53:55.249 Uttam: with Mike, and I’ll just face-to- say, like, hey, here’s the agenda that I’m thinking about. And I’m basically… I’ll intro you, Holly, and I’ll talk about, like, hey, we’re starting to go deeper on our… on our several partners that we love.
485 00:53:55.250 ⇒ 00:53:56.260 holly condos: Yeah.
486 00:53:56.320 ⇒ 00:53:59.130 Uttam: And then, I’ll basically ask for this meeting.
487 00:53:59.240 ⇒ 00:54:04.819 Uttam: So, you’re right, I mean, we do with them. I also… we’ve done a lot of business with this company, Polytomic.
488 00:54:04.950 ⇒ 00:54:06.499 Uttam: I can also talk…
489 00:54:06.500 ⇒ 00:54:08.539 holly condos: about them, yes.
490 00:54:08.820 ⇒ 00:54:12.460 Uttam: Yeah, we can get them on the phone, and we’re even closer to them.
491 00:54:12.620 ⇒ 00:54:14.919 holly condos: So let’s maybe at least try to do, like.
492 00:54:14.950 ⇒ 00:54:19.600 Uttam: Let’s try to do one this week. I’ll try to tee it up. We have the Talisma stuff later.
493 00:54:19.760 ⇒ 00:54:27.369 Uttam: Okay. So, that one… so at least if I can tee up contextual, see what he could do to Lisma, then that’s probably all I can handle this week.
494 00:54:27.490 ⇒ 00:54:30.279 holly condos: Okay, excellent. And then I… we can see how these go.
495 00:54:30.540 ⇒ 00:54:31.590 holly condos: Okay. So…
496 00:54:31.590 ⇒ 00:54:33.760 Uttam: So, Hannah, we can talk in the next meeting about, like.
497 00:54:34.070 ⇒ 00:54:36.160 Uttam: Requirements, and we can work on the stack.
498 00:54:36.490 ⇒ 00:54:43.640 Uttam: I think in particular, there’ll be one powerful one for, like, our events, and every time we meet with them, we can share, like.
499 00:54:43.940 ⇒ 00:54:45.920 Uttam: Just a reminder, like, here’s…
500 00:54:46.300 ⇒ 00:54:52.980 Uttam: like, our kind of, like, events motion. Here’s our, like, social motion, right? Things like that.
501 00:54:54.240 ⇒ 00:55:00.490 holly condos: And then, if you guys can put the deck together, Hannah, if you can at least start it, and then…
502 00:55:01.170 ⇒ 00:55:06.060 holly condos: I can… I’ll add more, you know, once I’m good, once I see the base.
503 00:55:06.060 ⇒ 00:55:06.670 Uttam: Yeah.
504 00:55:06.670 ⇒ 00:55:13.910 holly condos: And… and I can add more content or make some more suggestions, but if you can start it in the Brainforge,
505 00:55:14.230 ⇒ 00:55:21.370 holly condos: you know, branding and marketing detail that, you know, I think that makes more sense than me doing it from scratch.
506 00:55:22.070 ⇒ 00:55:25.480 Uttam: No, I think this is great, and then every time we do this, we’ll…
507 00:55:25.610 ⇒ 00:55:32.059 Uttam: Basically, this can be the same for… like, this will be pretty similar for every partner, and then these will be the things that we…
508 00:55:32.060 ⇒ 00:55:34.140 holly condos: Then we can just tweak. Right.
509 00:55:34.740 ⇒ 00:55:41.069 holly condos: Okay. Yeah, I think… I think that’s a great start, and good job distilling from what I gave you last week.
510 00:55:41.070 ⇒ 00:55:54.809 Uttam: No, no, no, this is, like, I think very, very helpful, and then we have, like, we have these loose relationships, so I’m just trying to, like, bridge the gap, but I think that this is, like, a good place to start. And then we’ll see if some of the partners, like, will… will be down, put some structure, some of them will naturally
511 00:55:55.170 ⇒ 00:55:58.729 Uttam: Like, it’ll be… it’ll be weak, and then we can keep moving, so…
512 00:55:59.350 ⇒ 00:55:59.920 holly condos: Sounds good.
513 00:55:59.920 ⇒ 00:56:01.550 Uttam: Okay, great.
514 00:56:01.940 ⇒ 00:56:05.600 Uttam: Alright, that’s kind of what I had to go through.
515 00:56:09.720 ⇒ 00:56:10.570 Uttam: Cool.
516 00:56:11.000 ⇒ 00:56:13.319 Uttam: Robert, anything else?
517 00:56:13.500 ⇒ 00:56:14.170 Uttam: Got it.
518 00:56:15.020 ⇒ 00:56:19.879 Robert Tseng: No, I think that’s… I think that’s good.
519 00:56:19.900 ⇒ 00:56:20.940 Uttam: Thank you.
520 00:56:22.610 ⇒ 00:56:28.510 Robert Tseng: Yeah, I think I kind of… I already mentioned the adjustments that I’m gonna make, so I guess I’ll be…
521 00:56:29.990 ⇒ 00:56:37.469 Robert Tseng: I mean, Hannah’s here, so we’ll talk, and then with Ryan on the campaigns, like, we’ll… we’ll just.
522 00:56:37.470 ⇒ 00:56:37.990 Uttam: in the.
523 00:56:37.990 ⇒ 00:56:40.310 Robert Tseng: Next day, we’re gonna kind of…
524 00:56:40.560 ⇒ 00:56:45.270 Robert Tseng: Get some of these adjustments in and kind of run with it for the rest of the week.
525 00:56:45.270 ⇒ 00:56:46.200 Uttam: Okay, perfect.
526 00:56:50.870 ⇒ 00:56:55.719 Robert Tseng: I guess one more question, we can take it offline, too, but I’m curious…
527 00:56:56.350 ⇒ 00:57:16.249 Robert Tseng: Yeah, just, like, kind of the status updates on… I don’t really know how GigRadar is doing, so basically Upwork, Contra, BitVidding, I don’t really know how that’s going, so I would like to hear about that more, on these calls, because they do bring us pipeline, so, like, it’s… it’s worth talking about.
528 00:57:17.320 ⇒ 00:57:29.389 Robert Tseng: Yeah. So, I mean, that could just be a short Slack message. I’ll just post in the channel, like, a sample format that we could use. I think that would be good enough, and then we can talk about…
529 00:57:29.390 ⇒ 00:57:34.349 Uttam: Yeah, what do you think is helpful for this call, like, I mean…
530 00:57:34.560 ⇒ 00:57:47.469 Uttam: That’s third party here, and the only person I trust is Rico. Rico can definitely run, like, an agenda for this meeting, if we think, like, we want to make sure to go through those. Like, Rico, you already have, like, a sort of an agenda doc for…
531 00:57:48.140 ⇒ 00:57:49.849 Uttam: This go-to-market meeting, right?
532 00:57:53.710 ⇒ 00:57:56.580 Rico Rejoso: for… the GTM planning?
533 00:57:56.580 ⇒ 00:57:57.330 Uttam: Yeah.
534 00:57:58.930 ⇒ 00:58:00.560 Rico Rejoso: Yeah, I can create an agenda for it.
535 00:58:00.920 ⇒ 00:58:11.640 Uttam: Yeah, maybe let’s do that. I mean, that’s the only way I’m gonna remember. So, like, you could take the, kind of, the items we went through today. So we… we want to talk through… we want to talk through all core channels.
536 00:58:11.820 ⇒ 00:58:16.349 Uttam: And we want to talk through, like, the stuff that… we want to talk through OKRs, like Robert went through.
537 00:58:16.560 ⇒ 00:58:21.499 Uttam: So let’s just make sure, and then if you can drive starting Monday.
538 00:58:21.690 ⇒ 00:58:26.319 Uttam: I think Robert will still drive, but just make sure that we get to every topic.
539 00:58:26.570 ⇒ 00:58:31.740 Uttam: And, yeah, that would be ideal. So, like, the one thing I want to add is talking about
540 00:58:32.260 ⇒ 00:58:38.200 Uttam: these, marketplace… Marketplaces, Upwork, Contra.
541 00:58:39.100 ⇒ 00:58:40.130 Uttam: anywhere else.
542 00:58:45.800 ⇒ 00:58:47.320 Rico Rejoso: Got it, yes, noted.
543 00:58:49.060 ⇒ 00:58:50.510 Robert Tseng: Okay, thank you.
544 00:58:50.740 ⇒ 00:58:53.049 Robert Tseng: Sorry, I’m getting kicked out of this meeting, so…
545 00:58:53.050 ⇒ 00:58:54.029 Uttam: Oh, okay.
546 00:58:54.030 ⇒ 00:58:54.510 Robert Tseng: So…
547 00:58:54.510 ⇒ 00:58:55.139 Uttam: Okay, alright.
548 00:58:56.270 ⇒ 00:58:58.020 Uttam: Thank you. Bye. Bye.
549 00:58:58.020 ⇒ 00:58:58.760 holly condos: Thanks, Dia.
550 00:58:58.760 ⇒ 00:58:59.990 Ryan Brosas: Thank you, guys. Bye.