Meeting Title: GTM Planning + Kickoff Date: 2025-11-03 Meeting participants: Robert Tseng, Gabriel Lam, Hannah Wang, Holly Condos, Uttam Kumaran, Rico Rejoso
WEBVTT
1 00:00:17.370 ⇒ 00:00:18.780 Robert Tseng: Hello!
2 00:00:18.970 ⇒ 00:00:21.010 Gabriel Lam: Hello, how are you?
3 00:00:21.610 ⇒ 00:00:25.640 Robert Tseng: I’m good. I’m at a… I’m in DC.
4 00:00:27.570 ⇒ 00:00:29.509 Gabriel Lam: How’s the conference today?
5 00:00:30.180 ⇒ 00:00:31.729 Robert Tseng: It’s good.
6 00:00:32.030 ⇒ 00:00:36.609 Robert Tseng: Although now I have left the conference, I could be here.
7 00:00:36.610 ⇒ 00:00:37.300 Gabriel Lam: Okay.
8 00:00:37.300 ⇒ 00:00:41.840 Robert Tseng: I will be taking this call from my hotel bathroom.
9 00:00:43.670 ⇒ 00:00:46.440 Robert Tseng: That probably doesn’t look good. I’m gonna go off video.
10 00:00:46.680 ⇒ 00:00:47.920 Gabriel Lam: You’re fine.
11 00:00:48.530 ⇒ 00:00:52.460 Gabriel Lam: Did you end up giving a speech, or a talk?
12 00:00:52.910 ⇒ 00:00:56.539 Robert Tseng: I was, like, moderating a roundtable, yeah.
13 00:00:56.540 ⇒ 00:01:01.349 Gabriel Lam: Hmm… Is this the first…
14 00:01:01.350 ⇒ 00:01:05.689 Robert Tseng: That already happened, so… Oh, nice. I’d probably do…
15 00:01:06.680 ⇒ 00:01:11.659 Robert Tseng: I don’t know, I feel… I don’t know how often I do these conferences. I feel like it’s, like, once a… once a month.
16 00:01:11.770 ⇒ 00:01:18.580 Robert Tseng: But, this one is interesting. It’s mostly not, like, people I would sell to, but it’s like a…
17 00:01:18.860 ⇒ 00:01:23.209 Robert Tseng: It’s mostly policy makers, economists, and, like.
18 00:01:23.480 ⇒ 00:01:27.209 Robert Tseng: Kind of the faith leaders from different traditions,
19 00:01:28.720 ⇒ 00:01:31.799 Robert Tseng: Yeah, I mean, it’s about AI, I guess, but .
20 00:01:31.800 ⇒ 00:01:32.670 Gabriel Lam: Yeah.
21 00:01:32.670 ⇒ 00:01:34.740 Robert Tseng: Yeah, still cool.
22 00:01:34.950 ⇒ 00:01:36.540 Robert Tseng: Situation.
23 00:01:40.910 ⇒ 00:01:43.080 Robert Tseng: Hopefully, you can’t hear.
24 00:01:43.530 ⇒ 00:01:45.400 Robert Tseng: My wife in the other room.
25 00:01:46.590 ⇒ 00:01:48.450 Gabriel Lam: No, I hear nothing.
26 00:01:48.450 ⇒ 00:01:49.960 Robert Tseng: Great. Okay.
27 00:01:54.650 ⇒ 00:02:03.450 Robert Tseng: Alright, I’ll, I’m assuming your time will come later, but I’m just gonna get started once I pull up a couple things on my screen.
28 00:02:06.140 ⇒ 00:02:08.449 Robert Tseng: And… management…
29 00:02:20.290 ⇒ 00:02:23.210 Robert Tseng: Okay, here we, go.
30 00:02:28.360 ⇒ 00:02:47.309 Robert Tseng: Yeah, so we… I guess I’m just gonna take a little extra time just to voice over all the things that we’re doing, just because, Gabe has not seen them before. Usually at the start of the week, we go through our OKRs, and I… specifically for this call, we’re just looking at marketing and sales.
31 00:02:47.520 ⇒ 00:02:57.610 Robert Tseng: And then we kind of just track, kind of, progress, how we’re doing, and that helps give me a sense of, like, where I need to help the team focus on.
32 00:02:58.370 ⇒ 00:03:01.830 Robert Tseng: During the week. So,
33 00:03:02.250 ⇒ 00:03:15.029 Robert Tseng: Yeah, I would say that as far as new pipeline goes, I think we are doing better this week. Ryan’s not here, so I’m not gonna put people on the spot to, like, kind of qualify these with numbers, but, I know that we kind of got him…
34 00:03:15.360 ⇒ 00:03:29.409 Robert Tseng: bidding on manual postings again, and yeah, there were a couple leads that… there were a couple leads that Will did. So, we’re probably not at our 60K target, but if I were to estimate the last week, like, I did end up taking 5 calls last week, and…
35 00:03:29.980 ⇒ 00:03:40.510 Robert Tseng: Yeah, there’s probably some pipeline that’s not being logged in HubSpot while he’s out. So, I think that’s… I’m not gonna spend too much time there.
36 00:03:40.870 ⇒ 00:03:46.890 Robert Tseng: Regarding, like, top, top of funnel, I think I was talking to Utam, yesterday, and I think
37 00:03:47.250 ⇒ 00:03:51.910 Robert Tseng: We’re kind of up against that, like… Crunch time,
38 00:03:52.060 ⇒ 00:04:05.290 Robert Tseng: towards the end of the quarter, I think we might do better by, setting a time aside to just go back into our Circle Back campaign. So, I have, like, an hour blocked off with UTAM. Tomorrow, we’re just gonna go and…
39 00:04:05.340 ⇒ 00:04:20.720 Robert Tseng: follow up with folks that we used to, that we had talked to before. I feel like we’re just, like, 5 messages away from having another, like, 50K in the pipeline, so it’s probably something that we need to… need to go back and do manually ourselves.
40 00:04:22.810 ⇒ 00:04:38.819 Robert Tseng: We had a… we have a few things going on here. I think I want to kind of spend some time on the partner side. Not to repeat, but I’m not… I wasn’t there on the Wednesday call. We have these things still kind of coming up. I think Corral got kicked, right, Hannah? So this got moved to… are we doing December?
41 00:04:39.450 ⇒ 00:04:41.660 Hannah Wang: Yeah, that’s… that’s the goal.
42 00:04:42.270 ⇒ 00:04:43.490 Robert Tseng: Okay, cool.
43 00:04:43.950 ⇒ 00:04:50.759 Robert Tseng: Other than that, I believe this got moved, so we just have contextual, we have AmCham stuff.
44 00:04:51.040 ⇒ 00:04:54.550 Robert Tseng: Yeah, I think also…
45 00:04:55.190 ⇒ 00:05:12.619 Robert Tseng: Seems like we’re not, getting the responses that we want from some of these vendors, like, I think Amplitude and Mixpanel haven’t gone back to us, so… I just want to know, like, are there any other… am I missing anything else on the partner side? Like, is it just all async follow-ups? Yeah.
46 00:05:12.620 ⇒ 00:05:17.249 Holly Condos: Sorry, Robert, yeah, let me just jump in here. So, on contextual…
47 00:05:17.530 ⇒ 00:05:25.680 Holly Condos: We did have a technical demo from one of their engineers.
48 00:05:25.850 ⇒ 00:05:29.170 Holly Condos: And then I just actually followed up
49 00:05:29.640 ⇒ 00:05:34.270 Holly Condos: With Mike and John, their go-to-market head.
50 00:05:34.680 ⇒ 00:05:39.620 Holly Condos: I gave John some specifics about, you know, let’s…
51 00:05:39.850 ⇒ 00:05:50.510 Holly Condos: We’d like to move forward with putting the partnership agreement together, talk about a lead generation framework, and then some of their specific
52 00:05:50.970 ⇒ 00:05:58.809 Holly Condos: customer relationships in the life sciences area, so I literally just did that about 5 minutes ago.
53 00:05:59.460 ⇒ 00:06:00.060 Robert Tseng: Okay.
54 00:06:00.250 ⇒ 00:06:13.529 Holly Condos: And then on Telisma, I saw you had it, but, so we… we have a partnership agreement in place with Teleisma. I helped do Tom negotiate that, so I think that was signed week before last.
55 00:06:13.830 ⇒ 00:06:33.279 Holly Condos: Yeah. And then we’ve got a follow-up meeting, at least a placeholder. I think Hannah and I wanted to just check with Rico on confirming, but that’s set for this week as well, to just continue the deep dive. We did meet with them for about an hour and a half last week.
56 00:06:33.560 ⇒ 00:06:37.609 Holly Condos: To go through, each side’s,
57 00:06:37.820 ⇒ 00:06:45.160 Holly Condos: gems, if you will, from a services and IP perspective, and then just some of the differentiation with our event.
58 00:06:45.730 ⇒ 00:06:50.719 Holly Condos: Activities. So, it’s moving, but it’s slow.
59 00:06:53.230 ⇒ 00:06:55.750 Robert Tseng: Yeah, I think…
60 00:06:57.130 ⇒ 00:07:10.540 Robert Tseng: Are you involved in… okay, so to me, I mean, I don’t know how we’re… if we’re still categorizing partnerships the same way, but, like, yeah, contextual, Telezma, very high-context kind of tools slash services that we are basically trying to co-sell with.
61 00:07:10.540 ⇒ 00:07:20.779 Robert Tseng: Then we have, like, the partners that, like, you know, tools that we’re using, the Omni, Amplitude MixPanel, HEX, is that, is that still kind of top of mind for us?
62 00:07:21.970 ⇒ 00:07:32.379 Holly Condos: Y-yes, I think… so I’m… I haven’t done anything with Hex other than, you know, reposting the feature.
63 00:07:33.040 ⇒ 00:07:34.560 Holly Condos: Sorry.
64 00:07:35.270 ⇒ 00:07:36.830 Robert Tseng: Yeah, the post, or, like, the post.
65 00:07:36.830 ⇒ 00:07:45.580 Holly Condos: Yeah, yeah. Omni, I thought that we had a potential lead, but honestly, I haven’t talked to Utam about that.
66 00:07:46.090 ⇒ 00:07:58.380 Holly Condos: Oh, and I forgot, I also followed up with, Amplitude again, just, just to kind of ride on the tails of the intro that Utam had done, and to kind of push…
67 00:07:58.550 ⇒ 00:08:11.320 Holly Condos: I think you’re on that thread, you’ll see I re-bubbled up the agenda as far as, you know, let’s try to talk more. I’m gonna connect on LinkedIn with them and see, you know, what potential, co-connections we have.
68 00:08:11.780 ⇒ 00:08:18.439 Holly Condos: But as far as your second list, I haven’t done a lot of push there. I can. I…
69 00:08:18.760 ⇒ 00:08:24.170 Holly Condos: don’t have it on my list as far as pushing like I am with these other three, but I certainly can.
70 00:08:24.860 ⇒ 00:08:26.709 Robert Tseng: Okay.
71 00:08:27.380 ⇒ 00:08:33.260 Robert Tseng: Yeah, I just… I’m curious, like, what we’ll be able to get, for the rest of this year, so I’ve kind of feel.
72 00:08:33.260 ⇒ 00:08:34.390 Holly Condos: I understand.
73 00:08:34.390 ⇒ 00:08:49.990 Robert Tseng: Yeah, okay. I mean, that’s fine, like, I’m not really pushing for new, deep, like, I’m not really gonna be pushing on this one as much, so maybe this is, like, where… I mean, we had contacts in all these places, like, the Amplitude folks, like, I’ve called a bunch of times, so maybe I just gotta make some noise and kind of message people that I know.
74 00:08:49.990 ⇒ 00:08:54.709 Robert Tseng: And then Omni went through an acquisition, they just bought my friend’s company, so I was chatting with him over the.
75 00:08:54.710 ⇒ 00:08:55.880 Holly Condos: Yeah, I remember that.
76 00:08:55.880 ⇒ 00:09:12.540 Robert Tseng: Yeah, I feel like this is, like, a good time to kind of… I don’t think he’s on partnerships, but he’s probably head of product now there, so, I’ll probably… I’ll shoot him a text, see kind of… I mean, there’s clearly some consolidation going on here, and they’re not… they don’t have professional services.
77 00:09:12.540 ⇒ 00:09:18.339 Robert Tseng: I think they have the… to me, they have the best potential of being, like, the next, like, Looker or Tableau, and I want to
78 00:09:18.340 ⇒ 00:09:25.640 Robert Tseng: partner in their book. So, yeah, I really feel like that would be a good one for us. Yeah.
79 00:09:25.640 ⇒ 00:09:37.210 Hannah Wang: And for… for Omni, I know… well, I checked the channel that we have with them, and the last message was Utam saying we’re gonna kick off certification for our team, and then…
80 00:09:37.760 ⇒ 00:09:38.269 Holly Condos: Oh, that’s true.
81 00:09:38.620 ⇒ 00:09:45.450 Robert Tseng: They were asking us to get certified to be featured in their partner directory. So yeah, I don’t really know where our team is on that, but yeah. Okay.
82 00:09:45.640 ⇒ 00:09:55.659 Holly Condos: Hannah, do you know if there’s… I think I offered to get a cert if, you know, if there are numbers lagging, but I don’t know that I saw anything back from UTAM on that.
83 00:09:56.300 ⇒ 00:10:01.520 Hannah Wang: No, I think there’s 5 of the data folks, including U-Chang.
84 00:10:01.520 ⇒ 00:10:01.850 Robert Tseng: Yeah.
85 00:10:01.850 ⇒ 00:10:02.910 Hannah Wang: certified?
86 00:10:02.910 ⇒ 00:10:05.940 Robert Tseng: I think they asked us to have 5 people on our team certify.
87 00:10:06.090 ⇒ 00:10:08.120 Robert Tseng: Yeah.
88 00:10:09.300 ⇒ 00:10:12.979 Holly Condos: Okay, great. Yeah, I’ll keep these on my radar, I definitely want to…
89 00:10:12.980 ⇒ 00:10:16.450 Robert Tseng: I’ll look into these today, or this week.
90 00:10:16.640 ⇒ 00:10:27.319 Robert Tseng: Yeah, inbound leads, great. So, I know the white paper, I mean, I kinda partially finished editing, I don’t think I finished it for you, Hannah.
91 00:10:27.320 ⇒ 00:10:28.989 Hannah Wang: Yeah, I mean, I think…
92 00:10:30.000 ⇒ 00:10:30.910 Robert Tseng: Beautiful.
93 00:10:31.260 ⇒ 00:10:33.920 Robert Tseng: No, I mean, I’m still gonna aim to get this one out.
94 00:10:34.040 ⇒ 00:10:43.219 Robert Tseng: Other than that, I mean, we have a bunch of events. I’m at one right now, I have one tomorrow, so I’m sure we’ll get some leads there. So,
95 00:10:43.880 ⇒ 00:10:45.679 Robert Tseng: Just gotta put them up here…
96 00:10:49.070 ⇒ 00:10:52.500 Robert Tseng: That’s fine, I think we’re okay here.
97 00:10:53.070 ⇒ 00:10:54.510 Robert Tseng: Also, like…
98 00:10:54.510 ⇒ 00:10:59.390 Hannah Wang: Twilio one, couldn’t find a bunch of, like, signal Like, there wasn’t.
99 00:10:59.390 ⇒ 00:11:04.940 Robert Tseng: Yeah, it’s in my own lead, so I don’t think it’ll get… it’ll have big… it’ll have big, big, like,
100 00:11:05.110 ⇒ 00:11:08.940 Robert Tseng: signal there. I’ll probably just, like, try to get a list from them tomorrow when I’m there.
101 00:11:09.180 ⇒ 00:11:09.900 Hannah Wang: Sure.
102 00:11:10.410 ⇒ 00:11:10.950 Robert Tseng: app.
103 00:11:11.780 ⇒ 00:11:15.550 Robert Tseng: But yeah, I mean, from partners, we had…
104 00:11:15.690 ⇒ 00:11:34.999 Robert Tseng: Yeah, we had a bunch. We had the LMT call that you… y’all were… saw earlier today, that was taken last week, and then, Polytomic passed us two more leads, so, I forgot there’s probably one more. So I think we… we got, like, 4 leads in the past week from inbound, so definitely…
105 00:11:35.250 ⇒ 00:11:41.159 Robert Tseng: That’s the thing, it’s just, like, it kind of comes sporadically, like, we don’t… it’s not really as much in our hands.
106 00:11:41.270 ⇒ 00:11:44.270 Holly Condos: Is John Bruce on your list here?
107 00:11:44.820 ⇒ 00:11:50.580 Robert Tseng: Yeah, I didn’t write it down, but that’s… that’s on my mind, that John Boost was from Iconic Trapper back to the 4 here.
108 00:11:50.720 ⇒ 00:11:51.800 Holly Condos: Okay, great.
109 00:11:54.950 ⇒ 00:12:00.109 Robert Tseng: Yeah, here, I think this is still… like, I don’t really think this is, like, something…
110 00:12:00.280 ⇒ 00:12:09.759 Robert Tseng: that we can action, like, week to week, necessarily, because our lead turnaround is not that fast, but I guess I would say the update here is, we’re bringing in
111 00:12:10.040 ⇒ 00:12:18.179 Robert Tseng: show to start, and, so, this might take another, you know.
112 00:12:19.110 ⇒ 00:12:30.790 Robert Tseng: month to, like, ramp up, and it’ll be towards the end of the year. But to me, this is just, like, an aspirational goal, not necessarily something we could tweak week to week. It’s just making sure that we are… when we have events going on.
113 00:12:30.790 ⇒ 00:12:40.510 Robert Tseng: the referrals, like, yeah, we’re having… continuing to… I mean, I would say, like, this is… this feels about right from, like, the 6 leads that I saw the past week.
114 00:12:40.580 ⇒ 00:12:49.729 Robert Tseng: they were all from either events or from, partners, partner referrals. So, yeah, I think this is… this is more or less just kind of…
115 00:12:50.840 ⇒ 00:12:52.750 Robert Tseng: More of, like, a health metric.
116 00:12:53.020 ⇒ 00:12:59.720 Robert Tseng: But yeah, so rather than Ryan reading these out, I’m gonna have Joe do that, so…
117 00:13:00.770 ⇒ 00:13:04.990 Robert Tseng: Hopefully, once he comes in, he’ll get ramped up and he’ll be able to start.
118 00:13:05.550 ⇒ 00:13:07.260 Robert Tseng: Having more of an opinion on it.
119 00:13:16.270 ⇒ 00:13:21.270 Robert Tseng: asked for Anna and Holly to review the HubSpot dash. Was… did this get done?
120 00:13:24.630 ⇒ 00:13:26.850 Hannah Wang: Sorry, I don’t know if you cut off…
121 00:13:27.000 ⇒ 00:13:34.109 Hannah Wang: For a little bit, but the last thing I heard was to review the sales dash. I have not done that. I need to do it. Yeah.
122 00:13:34.980 ⇒ 00:13:49.270 Robert Tseng: Okay, then, yeah, let’s… let’s just do that. I mean, no rush on this, because Ryan’s out this week, so he’s not gonna make the changes. So, but yeah, if you… if y’all can get to this by the end of the week, that’d be great, especially to give him feedback coming in from… for next week.
123 00:13:49.500 ⇒ 00:13:50.349 Hannah Wang: Sure. Yeah.
124 00:13:50.350 ⇒ 00:13:51.860 Holly Condos: Hannah, just let me know.
125 00:13:51.990 ⇒ 00:13:53.460 Holly Condos: What to do there, with you.
126 00:13:53.460 ⇒ 00:13:54.849 Hannah Wang: Okay, sure.
127 00:13:55.550 ⇒ 00:14:06.240 Robert Tseng: Yeah. Here, I would say, still the same thing. I think we’re just kind of a bit hands-tied on the content. It’s fine, I’m not too worried, but definitely not on track here.
128 00:14:06.350 ⇒ 00:14:10.210 Robert Tseng: Yeah, I’m not gonna spend too much time on that.
129 00:14:10.680 ⇒ 00:14:14.900 Robert Tseng: Kind of moving into here,
130 00:14:15.870 ⇒ 00:14:19.620 Robert Tseng: Yeah, I mean, I think it’s been a bit about, like, 2 months
131 00:14:20.360 ⇒ 00:14:26.989 Robert Tseng: Month, two months. Yeah, it’s been a month into the quarter, and we’re trying to, you know, just kind of think about
132 00:14:27.600 ⇒ 00:14:42.450 Robert Tseng: I mean, yeah, like, I don’t think we’ve closed a partner source deal in the past month, have we? I know we have irons in the fire, but I’m just trying to, like, push the conversation on… for those that are kind of, like, stuck, I mean.
133 00:14:42.780 ⇒ 00:14:47.009 Robert Tseng: what… what can… what learnings do we have? Like, what can we do to try to…
134 00:14:47.200 ⇒ 00:14:49.620 Robert Tseng: Get closer to what we’re aiming for here.
135 00:14:53.360 ⇒ 00:15:08.480 Robert Tseng: So, we can talk about… these are early ones, but even the ones that we’ve lost, like, do we have a recollection of, like, what partner source leads we’ve… we’ve, we’ve… we’ve been in… in flight with that ended up not panning out? Why did we lose them?
136 00:15:12.090 ⇒ 00:15:14.180 Hannah Wang: Let’s see…
137 00:15:24.040 ⇒ 00:15:31.680 Hannah Wang: I don’t think I can give you an answer right now. I need to go through HubSpot and see what deals are linked with partners, and then…
138 00:15:31.680 ⇒ 00:15:32.290 Robert Tseng: Okay.
139 00:15:32.480 ⇒ 00:15:34.139 Hannah Wang: Kind of do a retro there.
140 00:15:36.240 ⇒ 00:15:40.960 Hannah Wang: I know Ryan added, like, tagging, for which…
141 00:15:41.390 ⇒ 00:15:49.820 Hannah Wang: lead was brought in through what partner, so I need to… I just need to do a HubSpot day and look at everything.
142 00:15:51.330 ⇒ 00:15:52.020 Robert Tseng: Okay.
143 00:15:54.130 ⇒ 00:15:58.880 Robert Tseng: Let’s just expand your search to just looking at September through October.
144 00:16:00.350 ⇒ 00:16:01.020 Hannah Wang: Okay.
145 00:16:01.450 ⇒ 00:16:06.149 Robert Tseng: Yeah. I think that would be helpful, because… Sure. Yeah, I mean…
146 00:16:07.470 ⇒ 00:16:17.700 Robert Tseng: it’s great that we have activity, but yeah, I think we’re still trying to… trying to, like… I don’t think we’ve closed a partner deal in a while. So, just want to make sure that we’re…
147 00:16:18.000 ⇒ 00:16:22.290 Robert Tseng: Like, aware of, like, what we can do, what we can actually do on our side.
148 00:16:25.140 ⇒ 00:16:32.220 Robert Tseng: Yeah, I would say this is still on track. I think the middle of funnel kind of efforts are on track. Obviously, Hannah, I gave you some feedback on
149 00:16:32.560 ⇒ 00:16:48.639 Robert Tseng: like, voice of case study, you know, we identified maybe there’s some gaps. I mean, with Gabe here, I think that’ll be helpful. He’s gonna… as he’s familiarizing himself with our services, I think he’ll also just be another reminder for, like, what gaps that we haven’t filled.
150 00:16:48.950 ⇒ 00:16:51.630 Robert Tseng: I think Utam and I both stopped, like.
151 00:16:52.580 ⇒ 00:17:02.650 Robert Tseng: speaking case studies into existence, so I don’t really feel like the rest of the team is contributing case studies, other than the couple interviews that Jake did, and
152 00:17:02.650 ⇒ 00:17:13.229 Robert Tseng: whatnot, so I think there’s just kind of… as we’re heading towards the end of the year, you know, as much of the work that we’ve done this past year, I feel like all of that should end up becoming discrete case studies.
153 00:17:13.470 ⇒ 00:17:20.340 Robert Tseng: Like, a couple things that are top of mind for me. One is, like, we need an Omni case study.
154 00:17:20.760 ⇒ 00:17:32.950 Robert Tseng: Like, we’ve, you know, if we’re trying to be a preferred partner for them, we already ran through some of these, but, you know, if we’re already trying to do, certifications and trying to get on their
155 00:17:33.600 ⇒ 00:17:45.389 Robert Tseng: in their… in their network, I think that’s kind of… that’s one that we need to get going. Whether or not we want to expand too much into this sector, I don’t… I mean, this… I’m not really sure, but…
156 00:17:45.510 ⇒ 00:17:55.980 Robert Tseng: We are still getting, kind of, demand for marketing attribution. We do have Zoran on staff now to be able to take on one or two more clients, so I’m not opposed to maxing them out there.
157 00:17:56.180 ⇒ 00:18:00.820 Robert Tseng: But yeah, I think that’s another one, like, to basically, like.
158 00:18:01.120 ⇒ 00:18:03.630 Robert Tseng: I think we can… we… we can off…
159 00:18:03.870 ⇒ 00:18:09.119 Robert Tseng: up the complexity of some of our existing case studies, or break them out.
160 00:18:09.120 ⇒ 00:18:10.170 Hannah Wang: But Ellie.
161 00:18:10.950 ⇒ 00:18:18.830 Hannah Wang: Right. That was the LE mental… yeah, so I interviewed him last week, and I… I need to… I’ll work… we’ll work on the case study this week for that one.
162 00:18:19.370 ⇒ 00:18:20.100 Robert Tseng: Great.
163 00:18:21.490 ⇒ 00:18:31.890 Hannah Wang: For Omni, I just need, like, the POC, and then I can go after them, yeah.
164 00:18:32.340 ⇒ 00:18:34.390 Robert Tseng: Yeah, okay, you know what, I’m just gonna do…
165 00:18:36.330 ⇒ 00:18:36.720 Hannah Wang: Okay.
166 00:18:36.720 ⇒ 00:18:38.730 Robert Tseng: on case studies.
167 00:18:40.150 ⇒ 00:18:40.780 Robert Tseng: You’re studying.
168 00:18:40.780 ⇒ 00:18:42.200 Uttam Kumaran: Yeah, I guess this is…
169 00:18:44.700 ⇒ 00:18:53.130 Uttam Kumaran: Yeah, I guess I’m trying to think about, like, how to make this better. I mean, one of the things, like, we have a part of our delivery meeting where we’re talking about this.
170 00:18:53.450 ⇒ 00:19:02.259 Uttam Kumaran: But, I’m… I agree, like… Everybody on delivery has probably 5 to 10K studies just sitting in their brain.
171 00:19:02.940 ⇒ 00:19:03.550 Robert Tseng: Yeah.
172 00:19:04.340 ⇒ 00:19:09.540 Uttam Kumaran: That we need a process to get, to get out, yeah.
173 00:19:10.090 ⇒ 00:19:14.529 Uttam Kumaran: And it has to be driven from this side, like, it’s gonna be hard for them to drive it.
174 00:19:17.190 ⇒ 00:19:28.639 Robert Tseng: Yeah, I mean, I think both of you and I are in conversations right now where it’s like, if we had the right material to on hand, that would have been… that would have been huge. Like, I think that’s what closed the deal for Honey Stinger.
175 00:19:28.640 ⇒ 00:19:40.070 Robert Tseng: We worked on something that was literally kind of cut and paste for what we did on a different… it wasn’t even a case study, it was just a proposal, but it’s just, like, the timeliness of having the right thing at the right time is just helpful.
176 00:19:40.080 ⇒ 00:19:45.159 Robert Tseng: So I do think that’s something within our control to be able to keep pushing on.
177 00:19:45.360 ⇒ 00:19:51.850 Robert Tseng: So yeah, I’m gonna say… I’m just gonna… For sake of, like…
178 00:19:52.330 ⇒ 00:19:58.999 Robert Tseng: This is poor. I don’t want everything to look like it’s all fine and dandy when we’re actually doing stuff here.
179 00:19:59.150 ⇒ 00:20:05.000 Robert Tseng: Yeah, once again, I think this is something I want to stay for Joe, so I’m gonna just…
180 00:20:15.210 ⇒ 00:20:20.260 Robert Tseng: To start, optimizing…
181 00:20:24.180 ⇒ 00:20:33.400 Robert Tseng: What is… Okay, then… I think we’re… I think we’re good here.
182 00:20:33.950 ⇒ 00:20:41.619 Robert Tseng: So, as far as, like, pipeline velocity, if anything, like, the drag has been after we’ve done close one, I think.
183 00:20:42.190 ⇒ 00:20:46.039 Robert Tseng: Signing paper and contracts has been slow, but that’s… that’s really just…
184 00:20:46.530 ⇒ 00:20:50.949 Robert Tseng: on me and Mutama, I guess, so there’s not really that much more for this team.
185 00:20:51.140 ⇒ 00:21:03.140 Robert Tseng: Okay, so just to do a quick recap before I turn it over, yeah, kind of areas I’m going to focus on in supporting the team. Definitely on the partner side, wanting to make sure that,
186 00:21:03.770 ⇒ 00:21:04.780 Robert Tseng: Yeah, like…
187 00:21:05.140 ⇒ 00:21:17.129 Robert Tseng: we have some things that we have scheduled already, but if we need to bump anyone and just make sure we have an audience, especially with Omni, with Hex, like, I want… I’ll kind of be pushing on that.
188 00:21:17.730 ⇒ 00:21:25.630 Robert Tseng: And then… I think… The other big piece would be…
189 00:21:26.330 ⇒ 00:21:29.879 Robert Tseng: Yeah, so I mean, this is all partner stuff, and
190 00:21:31.800 ⇒ 00:21:42.829 Robert Tseng: And case studies. Yeah. So, partner, partner, pushing partners, case studies, and then Utam and I are gonna kind of do the circlebacks. Those are the three things that I’ll be doing this week.
191 00:21:43.070 ⇒ 00:21:44.420 Robert Tseng: To support the team.
192 00:21:45.630 ⇒ 00:21:48.190 Robert Tseng: Anything else I’m missing here on, kind of, like.
193 00:21:51.220 ⇒ 00:21:52.270 Robert Tseng: priorities.
194 00:21:55.710 ⇒ 00:22:07.770 Hannah Wang: No. Well, I guess I mentioned maybe, like, a sync with you and me about the Mofu stuff, but,
195 00:22:08.450 ⇒ 00:22:12.389 Hannah Wang: I don’t know if… What do you think about that? Like, just…
196 00:22:13.180 ⇒ 00:22:15.139 Hannah Wang: the real-time thing, or should I just keep.
197 00:22:15.140 ⇒ 00:22:15.530 Robert Tseng: Yeah.
198 00:22:15.530 ⇒ 00:22:16.750 Hannah Wang: I can try.
199 00:22:16.910 ⇒ 00:22:36.779 Robert Tseng: Yeah, we should do that. I’ll probably book time with you Wednesday or something. I mean, I don’t know. I’m like… to me, the Mofu problem is less about your messaging, it’s just, like, we’re not picking case study, and it’s not… I think it’s a function of we don’t have enough as well, so I’m trying to, like… I’m not… I’m not that worried about you.
200 00:22:37.020 ⇒ 00:22:54.039 Robert Tseng: setting… like, you setting Vita Coco is because, like, to me, that’s, like, the… yeah, I mean, like, there is maybe a little bit of, like, discernment to kind of talk through there on how I would choose, but I do also think that we don’t have enough, to meet the… all the leads that we’re talking to right now, so…
201 00:22:54.600 ⇒ 00:22:57.780 Hannah Wang: Okay, then we can just do the case study conversation, and then…
202 00:22:57.780 ⇒ 00:22:59.600 Robert Tseng: We can have it all together in the same call.
203 00:22:59.600 ⇒ 00:23:00.889 Hannah Wang: Sure. Okay.
204 00:23:00.890 ⇒ 00:23:01.490 Robert Tseng: gap.
205 00:23:02.220 ⇒ 00:23:03.180 Robert Tseng: Okay.
206 00:23:03.670 ⇒ 00:23:12.069 Robert Tseng: Cool. Then I’ll turn it over, if you want to run through the campaigns for the week, Nana.
207 00:23:12.660 ⇒ 00:23:17.710 Hannah Wang: Yeah, I can try to do HubSpot, I just don’t…
208 00:23:18.140 ⇒ 00:23:23.930 Hannah Wang: like, I know Honey Stinger closed, I just don’t know what the…
209 00:23:25.050 ⇒ 00:23:30.980 Hannah Wang: like, I know to change the step and put notes and stuff, but, like.
210 00:23:31.950 ⇒ 00:23:41.000 Hannah Wang: I guess my question is, should I… for all the HubSpot-related sales stuff, like, do you want me to cover that this week? If so, I can try. If not…
211 00:23:41.260 ⇒ 00:23:47.209 Hannah Wang: just… I’ll just make, like, a list of compilation and give it to Ryan next week when he’s back.
212 00:23:48.450 ⇒ 00:23:53.630 Robert Tseng: Yeah, I mean, I think Utam and I can just go and pop in there ourselves, is okay. Yeah, okay.
213 00:23:53.630 ⇒ 00:23:55.400 Hannah Wang: Sure. Alright.
214 00:23:56.500 ⇒ 00:23:57.529 Hannah Wang: Okay, so…
215 00:23:57.530 ⇒ 00:24:00.520 Robert Tseng: get around to it, then I’ll just tell Ryan to do it next week. It’s all good.
216 00:24:00.520 ⇒ 00:24:10.480 Hannah Wang: Okay, sure. Okay, so, yeah, I guess the top of mind conferences and campaigns that we have, the health one,
217 00:24:10.990 ⇒ 00:24:13.280 Hannah Wang: I guess I wanted to… I guess…
218 00:24:13.550 ⇒ 00:24:31.399 Hannah Wang: Robert, you and I can talk about this on Wednesday, but I just feel like sending the white paper to some of these people is not the right asset to send, and we can send, like, a case study, but we can talk about that on Wednesday. Okay. But yeah, for all the relevant, like, PE people, like, I will send the white paper once that’s done.
219 00:24:31.400 ⇒ 00:24:31.960 Robert Tseng: Yep.
220 00:24:32.290 ⇒ 00:24:33.250 Hannah Wang: And then…
221 00:24:33.550 ⇒ 00:24:49.100 Hannah Wang: Yeah, for this one, you already mentioned it. And then these two conferences are ones that… and this is ongoing right now. I don’t feel like there’s a lot of noise on LinkedIn, so I’ll just keep an eye out for this conference. It’s related to, like, media and kind of, like.
222 00:24:49.230 ⇒ 00:25:02.649 Hannah Wang: publishing, I think, but yeah, I don’t think there’s a lot of potential here, so I might just close this. This is happening, started yesterday, it’s gonna end tomorrow. And this one is the legal conference, that
223 00:25:02.710 ⇒ 00:25:12.699 Hannah Wang: I tried to get Utang to book a time with Satish with, because he’ll be here, and so I’ll reach out to him that week. But yeah, I’m monitoring.
224 00:25:12.700 ⇒ 00:25:13.090 Robert Tseng: Yeah.
225 00:25:13.090 ⇒ 00:25:14.780 Hannah Wang: actively.
226 00:25:14.780 ⇒ 00:25:24.450 Robert Tseng: I think an ideal outcome would be UTAM to meet, like, a few people that are going to that conference. I think Satish is a good target. I also talked to someone today who’s, like, a
227 00:25:24.720 ⇒ 00:25:37.949 Robert Tseng: like, a former colleague of his, so I’m gonna use that to bump Satish and, you know, just try to keep drawing… drawing more connections, and, yeah, that’d be… that’d be a good… a good win if… if you can get a meeting with him.
228 00:25:38.430 ⇒ 00:25:43.759 Holly Condos: And I have a couple, I’m just waiting to hear if they can go.
229 00:25:43.760 ⇒ 00:25:44.440 Robert Tseng: Yeah.
230 00:25:44.440 ⇒ 00:25:45.900 Holly Condos: So, Hannah, I’ll let you know.
231 00:25:46.220 ⇒ 00:25:57.820 Hannah Wang: Okay, and then for this one, I guess, like, targeting leads-wise… leads-wise, like, a lot of lawyers and, like, partners are going. Those aren’t…
232 00:25:58.360 ⇒ 00:26:05.570 Hannah Wang: I guess for the legal vertical, like, what has been the strategy so far? Or has… like, have we targeted
233 00:26:06.020 ⇒ 00:26:06.950 Hannah Wang: lawyers, or.
234 00:26:06.950 ⇒ 00:26:10.290 Robert Tseng: Well, the only people that have responded have been, like.
235 00:26:10.990 ⇒ 00:26:19.379 Robert Tseng: attorney, partner, like, partner level folks of boutique firms. We haven’t got any replies from, like, larger firms.
236 00:26:19.860 ⇒ 00:26:23.349 Robert Tseng: I… Yeah, I, I think…
237 00:26:23.980 ⇒ 00:26:41.949 Robert Tseng: I think it’s just, like, let’s just do a connection request. We can more broadly, like, focus on who the ICP is later. We haven’t sold to legal in a while. Like, I have a massive database of, like, 10,000 legal emails from, like, a legal client that I worked with last… last year. And…
238 00:26:42.360 ⇒ 00:26:49.449 Robert Tseng: I mean, the response rates were high, they were our hardest email response rates. We’ve done demos with probably, like, 5 of them.
239 00:26:49.890 ⇒ 00:27:09.140 Robert Tseng: Two of them we actually built custom demos for, and we tried to actually put a price tag on it. We didn’t close them. This was all stuff in Q2, so… Okay. At this point, to me, it’s still, like, we’re just trying to fill our top of funnel with more legal connections. I haven’t had time to think about the positioning for how we’re actually going to sell to them.
240 00:27:09.450 ⇒ 00:27:13.850 Robert Tseng: I think this would be something interesting that could come out of the AI discovery work, because
241 00:27:14.180 ⇒ 00:27:27.100 Robert Tseng: The angle that we took in Q2 was more, like, marketing attribution, kind of targeting personal injury law firms, or, like, other firms that are doing, like, high volume and just need
242 00:27:27.210 ⇒ 00:27:39.109 Robert Tseng: marketing analytics help, but I don’t really think that’s where we’re headed, so I think we just never really repositioned on a more coherent AI offering.
243 00:27:40.870 ⇒ 00:27:47.309 Robert Tseng: Gotcha. I don’t know if any of that means anything to you, but that’s my assessment of kind of where we’re at with the legal stuff.
244 00:27:47.530 ⇒ 00:27:53.289 Hannah Wang: yeah, it’s just… just cast a broad net and see what we pull in. So, I will…
245 00:27:54.050 ⇒ 00:28:00.080 Hannah Wang: I’ve sent some already, but I’ll just hit up all these people. I kind of try to filter it myself, like, I kind of…
246 00:28:00.460 ⇒ 00:28:05.040 Hannah Wang: like, the larger firms, I was like, no, but yeah, I’ll…
247 00:28:05.320 ⇒ 00:28:08.799 Hannah Wang: Yeah, we’ll just try. Yeah. Okay.
248 00:28:09.450 ⇒ 00:28:19.200 Hannah Wang: Okay, and so far, the response has been good. Like, a lot of people have… like, some people have responded, some people… a lot of people accepted, so,
249 00:28:19.380 ⇒ 00:28:24.399 Hannah Wang: yeah, that… it kind of tracks with what you said before.
250 00:28:25.010 ⇒ 00:28:40.280 Hannah Wang: Yeah, so those are kind of the, I guess, conference campaigns that are in the pipeline right now. And then for, like, the partnership stuff, Holly mentioned, yeah, we’re gonna try to book a call with them and just drive towards, like, a co-hosting event for Contextual and Telezma.
251 00:28:40.280 ⇒ 00:28:48.010 Hannah Wang: Because we have the playbook, we can use that as, like, a lead gen. And then, for AmCham, yeah, David, Utom.
252 00:28:48.240 ⇒ 00:28:59.119 Hannah Wang: And I are talking to them, and we’re gonna send, like, a pitch of a workshop that we can run through. They’re down, so we just need to hammer out all the details.
253 00:28:59.120 ⇒ 00:29:03.049 Robert Tseng: Yeah. Did Karam get rescheduled? Like, why did it get rescheduled?
254 00:29:03.340 ⇒ 00:29:05.290 Hannah Wang: Lauren said…
255 00:29:05.570 ⇒ 00:29:22.430 Hannah Wang: so that we just have enough time to go to market before the 13th, I think is when we originally scheduled it for. And then I said, you’re out of town for that one week, so I said maybe first week of December, or something like that. But she hasn’t responded to me, so…
256 00:29:23.380 ⇒ 00:29:23.760 Robert Tseng: Okay.
257 00:29:24.160 ⇒ 00:29:25.349 Robert Tseng: I’m gonna textiles.
258 00:29:25.700 ⇒ 00:29:26.730 Hannah Wang: Okay, sure.
259 00:29:26.980 ⇒ 00:29:32.040 Hannah Wang: Yeah. That works too. That’s probably better, so…
260 00:29:32.550 ⇒ 00:29:41.440 Hannah Wang: Yeah, and I know that we want to do a case study with them, like a co… a joint case study.
261 00:29:41.570 ⇒ 00:29:59.000 Robert Tseng: I mean, they asked for one, so I think that would… that maybe sounds like if they’re willing to do… if… yeah, maybe they’re, like, delaying the white paper, because, like, I don’t know what the priority is. Like, should we just push the case study first, and then the white paper? Like, I don’t… I couldn’t get the sense from… I mean, I’m not really monitoring the email, so…
262 00:30:00.010 ⇒ 00:30:05.729 Hannah Wang: I… I just… well, they were like, oh, Lauren said they took a first pass, looks good, and then…
263 00:30:05.880 ⇒ 00:30:10.329 Hannah Wang: kind of was like, oh, can we reschedule? And I was like, okay, sure.
264 00:30:10.510 ⇒ 00:30:20.069 Hannah Wang: But I feel like… yeah, so maybe the case study is probably more top of mind for them, but I do feel like the HIPAA paper, white paper, could be good for the health conference.
265 00:30:20.630 ⇒ 00:30:21.370 Robert Tseng: Yeah.
266 00:30:21.370 ⇒ 00:30:22.479 Hannah Wang: Like, we want to turn it…
267 00:30:22.480 ⇒ 00:30:25.540 Robert Tseng: We don’t need to publish it with them, we can still send it out without them.
268 00:30:25.540 ⇒ 00:30:26.240 Hannah Wang: Yeah.
269 00:30:26.350 ⇒ 00:30:27.820 Hannah Wang: Yeah. We can just do, like, a…
270 00:30:27.820 ⇒ 00:30:33.670 Robert Tseng: this long-form content to see, kind of, how it, how it, like, sticks when we do something really specific.
271 00:30:33.960 ⇒ 00:30:38.539 Hannah Wang: Yeah, it can just be Brainforge branded for now, and then we can figure it out later.
272 00:30:39.070 ⇒ 00:30:40.600 Hannah Wang: Okay.
273 00:30:40.870 ⇒ 00:30:50.280 Hannah Wang: So yeah, for that case study, the Coral and Eden one, do I talk to Henry, or you, or who should I get?
274 00:30:50.380 ⇒ 00:30:51.429 Hannah Wang: For that one.
275 00:30:52.060 ⇒ 00:30:53.679 Robert Tseng: Oh,
276 00:30:55.660 ⇒ 00:31:02.959 Robert Tseng: That will probably be… I mean, I want Henry to be involved in that. So, yeah, me, you, Henry will be… will be good.
277 00:31:03.490 ⇒ 00:31:05.329 Hannah Wang: Okay, I will do that.
278 00:31:05.650 ⇒ 00:31:09.570 Hannah Wang: Yeah, anything I’m missing? I kind of…
279 00:31:09.570 ⇒ 00:31:11.389 Robert Tseng: See Scott on here.
280 00:31:11.540 ⇒ 00:31:12.920 Robert Tseng: Scott Brinker.
281 00:31:12.920 ⇒ 00:31:17.110 Hannah Wang: Oh, Scott, he had to reschedule. I don’t know if you saw.
282 00:31:17.110 ⇒ 00:31:18.899 Robert Tseng: He moved in December?
283 00:31:19.570 ⇒ 00:31:28.119 Hannah Wang: No, he was like, can you just get back to me middle of November? And I was like, okay. Okay. Because he was busy with the Martech report.
284 00:31:28.120 ⇒ 00:31:29.750 Robert Tseng: Yeah, you just published something.
285 00:31:29.960 ⇒ 00:31:33.170 Hannah Wang: Yeah, so I’ll reach out mid-November. Yeah.
286 00:31:34.580 ⇒ 00:31:37.889 Holly Condos: Hey, Hannah, do we find fresh paint anywhere?
287 00:31:38.570 ⇒ 00:31:44.549 Hannah Wang: Freshpaint… I think that’s in HubSpot,
288 00:31:48.770 ⇒ 00:31:53.929 Hannah Wang: And I know we’re trying to move all our partnership stuff to HubSpot, yeah.
289 00:31:54.090 ⇒ 00:31:58.249 Holly Condos: Understood. Utam, was there a potential opportunity.
290 00:31:59.140 ⇒ 00:32:02.859 Uttam Kumaran: Yeah, Robert, what was the… what was the onus of the fresh paint stuff?
291 00:32:03.020 ⇒ 00:32:09.630 Robert Tseng: Well, spark plug was on Fresh Paint, and then we talked to… No, Leo, that was…
292 00:32:10.180 ⇒ 00:32:11.150 Hannah Wang: Oh, sorry.
293 00:32:11.470 ⇒ 00:32:12.539 Robert Tseng: Oh, is it Josh?
294 00:32:12.670 ⇒ 00:32:13.590 Robert Tseng: I don’t know.
295 00:32:14.320 ⇒ 00:32:19.080 Robert Tseng: Oh, that you… oh, I’m talking about, like, the company Ellie, was considering fresh paint.
296 00:32:19.560 ⇒ 00:32:20.589 Hannah Wang: Right.
297 00:32:21.650 ⇒ 00:32:22.729 Holly Condos: I see.
298 00:32:23.070 ⇒ 00:32:26.269 Robert Tseng: So, it’s like, yeah, I mean, they’re an option for, like, health.
299 00:32:27.540 ⇒ 00:32:35.300 Robert Tseng: based, like, health companies that were missed GDPs, like, is kind of why it was relevant, because we talked to a bunch of people in health.
300 00:32:36.210 ⇒ 00:32:40.940 Holly Condos: Okay, well that agreement, will be signed this week, so…
301 00:32:41.210 ⇒ 00:32:41.600 Robert Tseng: technical.
302 00:32:42.430 ⇒ 00:32:43.040 Uttam Kumaran: Okay.
303 00:32:43.410 ⇒ 00:33:00.750 Robert Tseng: I think they don’t have an implementer of their tool, and they know that, like, they need PostServe, too, so I think, you know, ideally, like, we show them that we’ve worked with their platform a couple times, like, we know it well, and kind of just like how Segment has their partner directory, like, I feel like
304 00:33:00.950 ⇒ 00:33:01.430 Robert Tseng: Thank you.
305 00:33:01.430 ⇒ 00:33:04.180 Uttam Kumaran: Yeah, we were just going back and forth on, like, the…
306 00:33:04.340 ⇒ 00:33:08.160 Uttam Kumaran: the, like, the referral fee, I don’t… whatever, let’s just…
307 00:33:08.590 ⇒ 00:33:09.330 Holly Condos: Yeah.
308 00:33:09.330 ⇒ 00:33:10.420 Uttam Kumaran: Yes. Yeah.
309 00:33:10.810 ⇒ 00:33:15.120 Holly Condos: If they’re gonna dig their heels in, it’s not worth arguing about 10%, and then…
310 00:33:15.120 ⇒ 00:33:16.919 Robert Tseng: Yeah, I don’t care about that.
311 00:33:16.920 ⇒ 00:33:21.999 Holly Condos: But, you know, if and when we get something big, or a couple of them, then we’ll say, look.
312 00:33:22.820 ⇒ 00:33:27.020 Holly Condos: Here’s… here’s the actual, and we’d like to renegotiate, please.
313 00:33:28.770 ⇒ 00:33:29.420 Robert Tseng: Okay.
314 00:33:33.540 ⇒ 00:33:34.170 Hannah Wang: Right?
315 00:33:36.720 ⇒ 00:33:44.590 Hannah Wang: Yeah, that’s all that I had. I know, Holly, you and I wanted to talk about some partnership stuff, but I don’t know if everyone needs to stay on this call.
316 00:33:44.590 ⇒ 00:33:45.030 Holly Condos: Yeah.
317 00:33:45.030 ⇒ 00:33:47.340 Hannah Wang: Oh, so maybe we can do it at the end.
318 00:33:47.340 ⇒ 00:33:48.960 Holly Condos: Sure, yeah.
319 00:33:50.890 ⇒ 00:33:54.639 Hannah Wang: So yeah, anything else before people kind of hop off?
320 00:33:54.640 ⇒ 00:34:01.380 Uttam Kumaran: Yeah, I just have a couple things. So, Robert, I’m, talking to… Byron in, like, an hour.
321 00:34:01.860 ⇒ 00:34:04.790 Uttam Kumaran: I just wanna, like, kick stuff off.
322 00:34:04.790 ⇒ 00:34:09.209 Robert Tseng: Oh, okay. Whatever an issue. I thought he said he was cool with it.
323 00:34:09.380 ⇒ 00:34:14.610 Uttam Kumaran: No, no, I just… he is cool with it, I just wanna get access to stuff, so I’m gonna get…
324 00:34:14.610 ⇒ 00:34:18.130 Robert Tseng: Klaviyo, Amazon, and Walmart access. Is there anything else that we need?
325 00:34:20.449 ⇒ 00:34:27.419 Robert Tseng: No, I also don’t want him to give us too much, because I don’t want to make it seem like we’re going to move that fast. They’re not paying us that much, so…
326 00:34:27.420 ⇒ 00:34:32.459 Uttam Kumaran: Okay, so I’m… yeah, I just want to get the access so that we don’t… that doesn’t, like, brag, and then I’ll just.
327 00:34:32.469 ⇒ 00:34:38.509 Robert Tseng: Okay, sure. Yeah, the Amazon thing will… I think we’re going to be spending our time at Amazon and Klaviyo mostly anyway, so…
328 00:34:38.510 ⇒ 00:34:44.010 Uttam Kumaran: Okay. And then, yeah, I’m basically gonna put weeklies on for Friday with him.
329 00:34:44.010 ⇒ 00:34:44.400 Robert Tseng: Great.
330 00:34:44.400 ⇒ 00:34:45.049 Uttam Kumaran: And then that’s it.
331 00:34:45.050 ⇒ 00:34:45.580 Robert Tseng: Yeah.
332 00:34:46.379 ⇒ 00:34:54.049 Uttam Kumaran: Yeah, and I’m sort of still waiting on… stuff from CES.
333 00:34:54.789 ⇒ 00:35:00.259 Uttam Kumaran: And then I have a follow-up with Element tomorrow, in case you’re… you want to come to that.
334 00:35:00.749 ⇒ 00:35:01.649 Uttam Kumaran: They have some guys…
335 00:35:01.650 ⇒ 00:35:03.370 Robert Tseng: I think I should be there, I’ll be there, yeah.
336 00:35:03.370 ⇒ 00:35:08.390 Uttam Kumaran: Okay, yeah, I think you should. They have some guy from, like, forecasting and planning or something, I don’t know.
337 00:35:08.810 ⇒ 00:35:10.109 Robert Tseng: I’ll add you there.
338 00:35:11.680 ⇒ 00:35:12.989 Uttam Kumaran: That would be great.
339 00:35:17.760 ⇒ 00:35:33.220 Uttam Kumaran: Yeah, and then for contextual, yeah, I mean, it would be great to drive towards, like, a joint video or something. On my side, I don’t… I think we should avoid webinars, like, they’ve generally been, like, low attendance. I think maybe what we can do…
340 00:35:33.280 ⇒ 00:35:37.889 Uttam Kumaran: Is something like a more high-produced video, walking through their product.
341 00:35:38.200 ⇒ 00:35:41.610 Uttam Kumaran: With someone who’s a subject matter expert from their side, and put something together.
342 00:35:41.910 ⇒ 00:35:45.490 Uttam Kumaran: We would probably need to secure some budget from them.
343 00:35:45.890 ⇒ 00:35:48.979 Uttam Kumaran: So I can pay for editing.
344 00:35:50.000 ⇒ 00:35:53.749 Uttam Kumaran: That seems like a pretty easy win, if we could get towards that.
345 00:35:53.750 ⇒ 00:35:55.010 Holly Condos: Yeah, agreed.
346 00:35:58.900 ⇒ 00:36:03.180 Uttam Kumaran: So, that would kind of be my hope, and then the Telisma stuff this week just continues on, so…
347 00:36:05.480 ⇒ 00:36:09.500 Robert Tseng: Where are we at with one source and the… and the Port Authority did?
348 00:36:10.000 ⇒ 00:36:13.599 Uttam Kumaran: Yeah, I mean, there hasn’t been any updates.
349 00:36:14.180 ⇒ 00:36:24.160 Robert Tseng: I know the deadline got extended, so, like, we weren’t as much of in a rush, but, I mean, we sent them some stuff, and then they have… they’re submitting the larger proposal.
350 00:36:24.530 ⇒ 00:36:25.400 Robert Tseng: Right, is that…
351 00:36:25.400 ⇒ 00:36:30.139 Uttam Kumaran: They said it got extended to November 7th, they sent an update that
352 00:36:30.540 ⇒ 00:36:34.620 Uttam Kumaran: They have a master draft with them, and they met today.
353 00:36:34.970 ⇒ 00:36:38.710 Uttam Kumaran: I can… I can just reply to them and say.
354 00:36:38.880 ⇒ 00:36:41.870 Uttam Kumaran: Hey, just checking in if you need anything from us, or any updates.
355 00:36:42.640 ⇒ 00:36:43.270 Robert Tseng: Okay.
356 00:36:43.520 ⇒ 00:36:44.780 Uttam Kumaran: Yeah, I’ll send that right now.
357 00:36:45.260 ⇒ 00:36:50.269 Uttam Kumaran: I mean, it’s going there, there hasn’t been any other asks. Like, I just have Teams up, and I check a couple times a day, so…
358 00:36:50.820 ⇒ 00:36:51.280 Robert Tseng: Okay.
359 00:36:51.280 ⇒ 00:36:53.320 Holly Condos: And isn’t BDO submitting?
360 00:36:54.410 ⇒ 00:36:55.300 Holly Condos: Yeah, okay.
361 00:36:55.300 ⇒ 00:36:55.900 Uttam Kumaran: Yeah.
362 00:36:58.320 ⇒ 00:36:59.000 Robert Tseng: Yeah.
363 00:37:01.520 ⇒ 00:37:12.409 Robert Tseng: Something else that I discussed with them, because, like, the BDO era meeting for New York is tomorrow, I’m, like, who Tom and I, I don’t know if you… we both have access to their portal, and it’s, like.
364 00:37:12.590 ⇒ 00:37:30.840 Robert Tseng: We can… we can… we can throw events for, like, within the… we could do, like, BDO, specific targeted… targeted events, like, it seems like their… the frequency is not very much, so… and their attendance, from what one source was telling me, is it’s typically, like, 30 to 50.
365 00:37:30.950 ⇒ 00:37:44.389 Robert Tseng: people in each one, and, you know, any alliance member can go in and pretty much just host something. So, I feel like that’s another way that we can, you know, we could… we could try that, we could try to do something like that there.
366 00:37:48.340 ⇒ 00:37:50.379 Uttam Kumaran: Yeah, I have not even logged into the portal.
367 00:37:52.570 ⇒ 00:37:53.570 Uttam Kumaran: Okay.
368 00:37:53.860 ⇒ 00:37:55.020 Uttam Kumaran: I need to.
369 00:37:57.130 ⇒ 00:38:07.790 Robert Tseng: Yeah, but anyway, I think it’d be good coverage to, like, kind of target other parts of, you know, maybe we’d probably focus on the one that’s in Texas, or, like, kind of places where we have a footprint already.
370 00:38:08.100 ⇒ 00:38:15.340 Robert Tseng: That might… that might be good. Like, there’s definitely, like, the… I mean, I’ve looked at some of the members, like, it’s… it’s pretty good. Like, I know… Okay.
371 00:38:15.460 ⇒ 00:38:19.120 Robert Tseng: I mean, they’re, like, people that we wouldn’t really be able to talk to on our own, so…
372 00:38:19.120 ⇒ 00:38:19.850 Uttam Kumaran: Okay.
373 00:38:20.110 ⇒ 00:38:23.749 Uttam Kumaran: Yeah, I mean, maybe… I mean, yeah, I mean, we could totally make a play for it, yeah.
374 00:38:23.910 ⇒ 00:38:24.500 Robert Tseng: Yeah.
375 00:38:25.100 ⇒ 00:38:34.019 Robert Tseng: But oh yeah, that’s… that’s more medium-term, like, not something we can pull off in a couple weeks, because we have to, like, schedule it in, and they have to… they’ll promote it and everything.
376 00:38:34.370 ⇒ 00:38:34.980 Uttam Kumaran: Okay.
377 00:38:38.980 ⇒ 00:38:46.800 Robert Tseng: Okay, cool. Yeah, I mean, that’s pretty much all I had for today. Yeah, I guess,
378 00:38:47.530 ⇒ 00:38:56.190 Robert Tseng: I’m just kind of a slight transition of the… so I know the partnerships kind of group… I mean, a few of you meet on Wednesdays.
379 00:38:56.300 ⇒ 00:39:05.869 Robert Tseng: I mean, with Ryan out, I’m not that urgent to push on this this week, but, now that Joe’s gonna come in, like, I’m gonna eventually have him
380 00:39:06.120 ⇒ 00:39:25.610 Robert Tseng: kind of run these meetings, I mean, after… after I… we kind of go through OKRs, and then we… yeah, just want… I think I want one more touchpoint, kind of sometime mid-week. Doesn’t have to be everyone on this call, that’s probably just Hannah, Hannah, Joe, Ryan, and me, or something like that. So just heads up there.
381 00:39:26.450 ⇒ 00:39:27.190 Hannah Wang: Okay.
382 00:39:28.420 ⇒ 00:39:29.160 Uttam Kumaran: Solid.
383 00:39:30.010 ⇒ 00:39:31.229 Robert Tseng: Okay, cool.
384 00:39:31.580 ⇒ 00:39:32.769 Robert Tseng: Alright, well, we don’t have to…
385 00:39:32.770 ⇒ 00:39:33.120 Hannah Wang: Alright.
386 00:39:33.120 ⇒ 00:39:41.419 Robert Tseng: You and Holly can… you know, you can take the room, or you can go do your own call. But otherwise, I’m gonna… I’m gonna…
387 00:39:41.760 ⇒ 00:39:42.910 Robert Tseng: Leave the meeting.
388 00:39:43.380 ⇒ 00:39:49.000 Hannah Wang: or make someone the host. I think you’re the host, and then you can pop off.
389 00:39:49.760 ⇒ 00:39:50.760 Robert Tseng: Okay, alright.
390 00:39:51.250 ⇒ 00:39:51.740 Robert Tseng: Sounds good.
391 00:39:52.100 ⇒ 00:39:53.240 Hannah Wang: All right, see you, everyone.
392 00:39:53.240 ⇒ 00:39:53.850 Uttam Kumaran: Thank you.
393 00:39:53.850 ⇒ 00:39:54.450 Robert Tseng: See ya!
394 00:39:57.330 ⇒ 00:39:59.130 Holly Condos: Oh, wait, we lost you, Tom.
395 00:39:59.130 ⇒ 00:40:04.780 Hannah Wang: Okay, we can ping him. Or tell him to come back onto this meeting.
396 00:40:06.210 ⇒ 00:40:09.950 Holly Condos: Yeah, or do you think we should just wait until Wednesday?
397 00:40:11.810 ⇒ 00:40:12.990 Holly Condos: Is that our meeting?
398 00:40:14.060 ⇒ 00:40:14.680 Holly Condos: Yeah.
399 00:40:14.680 ⇒ 00:40:18.869 Hannah Wang: I remember we had a sink. Is it just the stand-up?
400 00:40:19.370 ⇒ 00:40:22.239 Hannah Wang: Is that the meeting that he’s talking about?
401 00:40:22.860 ⇒ 00:40:23.690 Holly Condos: Give me a look.
402 00:40:25.400 ⇒ 00:40:31.750 Holly Condos: Let’s see, alright, so… November…
403 00:40:32.510 ⇒ 00:40:33.620 Hannah Wang: I guess so.
404 00:40:33.960 ⇒ 00:40:37.879 Holly Condos: Yeah, sales partnership and marketing stand-up on Wednesday.
405 00:40:39.680 ⇒ 00:40:40.880 Hannah Wang: Okay, I…
406 00:40:40.880 ⇒ 00:40:42.270 Holly Condos: I don’t know, what do you think?
407 00:40:43.690 ⇒ 00:40:45.760 Holly Condos: I mean, he… he jumped.
408 00:40:45.760 ⇒ 00:40:49.550 Hannah Wang: Yeah, I probably didn’t make it clear that I wanted him to be on it, but…
409 00:40:49.550 ⇒ 00:40:50.109 Holly Condos: Yeah, and I…
410 00:40:50.110 ⇒ 00:40:52.919 Hannah Wang: And I think, hey.
411 00:40:52.920 ⇒ 00:40:55.610 Holly Condos: Said he was talking to someone at the top of the hour.
412 00:40:55.780 ⇒ 00:41:06.399 Hannah Wang: Yeah, he probably needs to prep for that, so I think it’s okay. There’s nothing, like, it’s just the deck that we wanted to talk about, but that’s not blocking anything, so I think we can wait until Wednesday.
413 00:41:06.400 ⇒ 00:41:10.669 Holly Condos: Oh, and just kind of consolidate, you know, what is our source of…
414 00:41:11.510 ⇒ 00:41:12.050 Hannah Wang: Right.
415 00:41:12.050 ⇒ 00:41:18.829 Holly Condos: Or what are our sources of… right? But we can talk about that Wednesday, because you’re just gonna go forward with the…
416 00:41:19.350 ⇒ 00:41:24.610 Holly Condos: what you would usually do for Lytics and, Deborah.
417 00:41:24.610 ⇒ 00:41:32.339 Hannah Wang: Deborah, yes, yep, I already drafted the email, so… Great. Yeah, I’ll just see what Robert and Utam say, and then we can sync on Wednesday.
418 00:41:32.740 ⇒ 00:41:33.860 Holly Condos: Alright, that sounds good.
419 00:41:34.040 ⇒ 00:41:35.610 Hannah Wang: Yeah, just wait, thank you, Holly.
420 00:41:35.610 ⇒ 00:41:38.710 Holly Condos: Yeah, just CC me like you… we talked about, and .
421 00:41:40.490 ⇒ 00:41:48.869 Holly Condos: And I’m gonna work on some agreements, but then I’ll… and look at my… I’m… I’ve got, similar to Robert, I have so many contacts.
422 00:41:49.370 ⇒ 00:41:53.279 Holly Condos: It’s ridiculous, so I need to start, like, figuring out, you know.
423 00:41:54.090 ⇒ 00:41:59.129 Holly Condos: which ones might be a good fit, and then I’ll make a list and get that over to you guys.
424 00:41:59.900 ⇒ 00:42:02.980 Holly Condos: So, I have stuff to do, it’s not a problem.
425 00:42:02.980 ⇒ 00:42:03.410 Hannah Wang: Yeah.
426 00:42:03.410 ⇒ 00:42:05.079 Holly Condos: But I can hyper-click on more.
427 00:42:05.650 ⇒ 00:42:08.980 Hannah Wang: Alright. Alright. Yeah, we can… we can wait until Wednesday.
428 00:42:09.030 ⇒ 00:42:13.079 Holly Condos: Sounds good. Have a good night. Thank you, Holly. Bye. Take care. See ya.