Meeting Title: Brainforge AI Positioning and Sales Sync Date: 2025-11-12 Meeting participants: Joseph Good, Robert Tseng
WEBVTT
1 00:01:36.750 ⇒ 00:01:37.740 Joseph Good: Hey, Robert.
2 00:01:40.060 ⇒ 00:01:41.300 Robert Tseng: Hey, Joe.
3 00:01:42.380 ⇒ 00:01:43.220 Joseph Good: How’s it going?
4 00:01:44.920 ⇒ 00:01:45.999 Robert Tseng: Good, how are you?
5 00:01:46.490 ⇒ 00:01:47.560 Joseph Good: Good, thanks.
6 00:01:50.430 ⇒ 00:01:56.389 Joseph Good: Thanks for also catching that on the campaign that’s on me this morning.
7 00:01:56.390 ⇒ 00:01:57.619 Robert Tseng: Yeah, yeah, I’ll get it.
8 00:01:58.550 ⇒ 00:02:03.189 Joseph Good: Yeah, I had a few quick follow-ups from…
9 00:02:03.300 ⇒ 00:02:13.179 Joseph Good: Monday’s, like, GTM, meeting that I wanted to go over, and then also quick notes on some of the AI positioning stuff, but… Sure. In terms of…
10 00:02:13.370 ⇒ 00:02:15.060 Joseph Good: Monday’s meeting.
11 00:02:15.350 ⇒ 00:02:21.209 Joseph Good: I think, like, the HubSpot lead source attribution and the sales dashboard was, like, something we wanted to…
12 00:02:21.330 ⇒ 00:02:26.420 Joseph Good: get ready, and I think, for me to own for next week, but just wanted to…
13 00:02:27.540 ⇒ 00:02:32.479 Joseph Good: check in on… and I’m gonna meet with Hannah later today, so I’ll… maybe she’ll…
14 00:02:32.690 ⇒ 00:02:35.320 Joseph Good: be good to talk to about this. But,
15 00:02:35.800 ⇒ 00:02:39.260 Joseph Good: what is, I guess, the current state of the attribution,
16 00:02:40.030 ⇒ 00:02:47.619 Joseph Good: if we map the different sources of leads, I’m sure there’s, like, some inbound, and then I know there’s, like, stuff in the Slack of you or UTAM sending, like.
17 00:02:47.810 ⇒ 00:02:56.620 Joseph Good: a LinkedIn post with some companies on that, and there’s, like, that as well, and there’s partners. Are there other, like, lead sources beyond those, or is that pretty much it?
18 00:02:56.920 ⇒ 00:03:05.650 Robert Tseng: Yeah, no, I think those are… I mean, I guess there’s gonna be platform leads, so from, like, Upwork, Contra, Catalint,
19 00:03:05.900 ⇒ 00:03:10.120 Robert Tseng: There’s going to be, yeah, I mean…
20 00:03:10.600 ⇒ 00:03:17.730 Robert Tseng: Anything that’s, like, LinkedIn outbound, I know we’re running a bunch of different things. Sometimes it’s event-related, sometimes it’s…
21 00:03:17.970 ⇒ 00:03:20.319 Robert Tseng: these lead lists that Ryan builds.
22 00:03:20.930 ⇒ 00:03:25.020 Robert Tseng: And then there are also… I mean, I’m not…
23 00:03:25.190 ⇒ 00:03:31.440 Robert Tseng: We… this is not a great one, but we run, like, a… I think…
24 00:03:32.120 ⇒ 00:03:43.979 Robert Tseng: job… like, a job posting one. I’m not convinced that this works. I think this is just something that, I don’t know, we’ve… we have here and there, but, basically, like.
25 00:03:44.590 ⇒ 00:03:49.680 Robert Tseng: Ryan will apply to a job that, like, fits, like.
26 00:03:49.890 ⇒ 00:03:57.220 Robert Tseng: That matches up closely to our capabilities, and then we try to, like, steer it towards, like, a contract instead of a full-time job.
27 00:03:57.420 ⇒ 00:04:06.049 Robert Tseng: This only worked once this year, so, like, I don’t really believe this is, like, something you’ll come across, but I’m just, like, giving you all the possibilities.
28 00:04:06.700 ⇒ 00:04:07.500 Robert Tseng: Yeah.
29 00:04:07.630 ⇒ 00:04:21.729 Robert Tseng: I wouldn’t worry too much about, like, backfilling past, like, Q4. Like, I think it’s gonna get messy. There just wasn’t the tagging, and I don’t think it’s worth your time, like, tagging it. I think, yeah, if you can just…
30 00:04:22.160 ⇒ 00:04:25.000 Robert Tseng: If you just know, like, October…
31 00:04:25.270 ⇒ 00:04:33.539 Robert Tseng: in November, I think that’s probably good enough, when we can kind of just have it going forward. But yeah.
32 00:04:34.280 ⇒ 00:04:37.740 Joseph Good: Okay, got it. And then for folks who…
33 00:04:38.070 ⇒ 00:04:44.759 Joseph Good: I guess, is Ryan just manually adding all of that, like, lead source data into HubSpot right now, or, like.
34 00:04:45.210 ⇒ 00:04:50.909 Robert Tseng: Well, I think that’s the thing, I don’t think he is. So, he sometimes adds it, he doesn’t, it’s hard to, like…
35 00:04:51.370 ⇒ 00:05:00.700 Robert Tseng: evaluate how he’s doing, because… yeah, I mean, I don’t… yeah, it’s not very automated. It’s very much just… he adds it when he remembers, yeah.
36 00:05:01.870 ⇒ 00:05:03.480 Joseph Good: Okay,
37 00:05:04.320 ⇒ 00:05:17.260 Joseph Good: So, what would be most… maybe this is up to my discretion, but what would be most helpful? Like, to set up some sort of automation, or just maybe to set up an SOP doc for, like, whenever Ryan adds something, like, you need to check all these boxes?
38 00:05:17.260 ⇒ 00:05:25.719 Robert Tseng: Yeah, I don’t… I think it doesn’t have to be, like, something that’s… I mean, ideally, it’s, like, when it gets added in HubSpot, you tag it on the spot, so,
39 00:05:26.210 ⇒ 00:05:34.479 Robert Tseng: Yeah, I mean, I only really look at that HubSpot, like, once or twice a week, so once before the Monday call, and I just want to get a sense of what’s in our pipeline.
40 00:05:35.710 ⇒ 00:05:42.429 Robert Tseng: So, yeah, I mean, I wouldn’t worry too much about the documentation, I think just some bullets for yourself, so you can… that you’re, like, kind of…
41 00:05:43.140 ⇒ 00:05:53.429 Robert Tseng: Yeah, like, it’s, you know, it’s really just gonna be for you, you and Ryan. So, like, Ryan can be the one that you ask to tag things, and if you notice anything that’s untagged, you can just, like.
42 00:05:54.070 ⇒ 00:06:07.279 Robert Tseng: especially as you’re preparing for those Monday readouts, you just, like, make sure that he tags them. If he doesn’t, then, you know, chances are Utam and I will know where it came from. So I don’t… we don’t need to over-engineer, kind of, the process right now. But…
43 00:06:08.000 ⇒ 00:06:09.889 Joseph Good: Okay, alright, that makes sense.
44 00:06:09.890 ⇒ 00:06:15.230 Robert Tseng: volumes aren’t that high anyway. You’ll see probably, like, you know, less than 10, 10 per week, so…
45 00:06:15.940 ⇒ 00:06:21.210 Joseph Good: Got it, okay. And this is the sales team performance dashboard, right? Just to confirm? Yeah. Okay.
46 00:06:21.690 ⇒ 00:06:28.719 Joseph Good: Okay, great. Yeah, Ryan kind of walked me through some of these, when him and I had some time on Monday.
47 00:06:29.230 ⇒ 00:06:37.600 Joseph Good: He, in his estimation, the revenue one and the pipeline one was, I think, low,
48 00:06:38.110 ⇒ 00:06:40.149 Joseph Good: Does that generally track with what…
49 00:06:41.470 ⇒ 00:06:43.250 Joseph Good: Like, your gut says, as well.
50 00:06:43.250 ⇒ 00:06:50.660 Robert Tseng: Yeah, I think revenue is probably low. I don’t think those are adjusted properly, but,
51 00:06:52.950 ⇒ 00:06:54.580 Robert Tseng: I think the…
52 00:06:55.510 ⇒ 00:07:05.210 Robert Tseng: I think pipeline should be… I mean, to me, pipeline is an early signal of, like, what the revenue will end up coming to be, so I care more about that, yeah.
53 00:07:05.850 ⇒ 00:07:07.610 Joseph Good: Okay, makes sense.
54 00:07:08.090 ⇒ 00:07:25.630 Joseph Good: And then I think the other thing from the meeting was just, like, the win rate analysis after disco calls, and pulling, I think, Q3 and Q4 opportunities with completed discovery calls. I think you had, like, 20% as your number, anecdotally. Do we have,
55 00:07:26.500 ⇒ 00:07:33.689 Joseph Good: I guess, in terms of how you want me to track win rates, is that just going back through, like, discovery calls and then seeing…
56 00:07:33.800 ⇒ 00:07:37.180 Joseph Good: who came in from Q3, Q4, and then who eventually converted.
57 00:07:37.180 ⇒ 00:07:49.960 Robert Tseng: Yeah, I haven’t… let me see if this will actually work. I… I think…
58 00:07:56.290 ⇒ 00:08:02.489 Robert Tseng: This is gonna be tough to see. Not… the sales calls aren’t labeled that well.
59 00:08:04.340 ⇒ 00:08:09.050 Robert Tseng: I was trying to figure out how to do this in Brain Forge platform.
60 00:08:09.870 ⇒ 00:08:19.729 Robert Tseng: Because I was thinking you could just filter by sales intro calls in the past month, two months, and then you can just, like, check on if they actually closed,
61 00:08:21.230 ⇒ 00:08:29.070 Robert Tseng: Hmm… Or you could start from HubSpot, and you can look at leads…
62 00:08:29.200 ⇒ 00:08:33.449 Robert Tseng: That were deals that were created in the past 2 months.
63 00:08:33.690 ⇒ 00:08:50.000 Robert Tseng: And then basically see for the ones that went past Discovery Call, like, how many of them actually became close one. That’d probably be the more accurate way to do it. I don’t think going off of the meetings in Brainforce Platform is gonna be clear enough.
64 00:08:50.860 ⇒ 00:08:59.150 Joseph Good: Okay, great. Okay, yeah, just taking a look at the deals here. Okay, sounds good.
65 00:08:59.150 ⇒ 00:08:59.780 Robert Tseng: Yeah.
66 00:08:59.780 ⇒ 00:09:16.870 Joseph Good: I’ll… I’ll try to get, like, a rough… basically, I’ll get a V1 of, like, all that stuff for our chat on Friday, and then we can go check it then, I think, and if it looks off, I’ll adjust accordingly. And then what’s Holly’s role, I guess, just so I know how to best, like, work with her?
67 00:09:17.030 ⇒ 00:09:20.170 Robert Tseng: Yeah, so Holly is,
68 00:09:22.480 ⇒ 00:09:32.229 Robert Tseng: she’s also part-time. She probably does, like, 10… up to 10 hours a week with us. She’s kind of just, like, a more senior partnerships person, so…
69 00:09:32.470 ⇒ 00:09:40.140 Robert Tseng: I guess she’s… for Hannah, what you are for Ryan.
70 00:09:40.890 ⇒ 00:09:42.410 Joseph Good: Yeah. Okay.
71 00:09:42.800 ⇒ 00:09:43.649 Joseph Good: Okay, got it.
72 00:09:47.320 ⇒ 00:09:52.279 Robert Tseng: I think… I’m not really… she’s not pushing things, like, day-to-day,
73 00:09:52.590 ⇒ 00:10:06.279 Robert Tseng: But, like, we’re bidding on this big RFP, she’s very involved in that. So anything that’s, like, bigger strategic partnership stuff, like, she’s kind of taking the lead on. Day-to-day, like.
74 00:10:06.700 ⇒ 00:10:19.829 Robert Tseng: booking meetings, coordination with partners, like, middle of funnel, like, kind of communication, that’s all Hannah. I know you’re still… I mean, I kind of want to see you kind of eventually be that, where…
75 00:10:19.830 ⇒ 00:10:30.300 Robert Tseng: you know, once… once you have a good handle of all the different campaigns, and, like, you have… you understand, like, how to use Ryan to execute on them.
76 00:10:31.030 ⇒ 00:10:37.640 Robert Tseng: then, like, I would want to see you, you know, obviously be more strategic on building…
77 00:10:38.460 ⇒ 00:10:45.810 Robert Tseng: crafting, like, the AI offer to go after new verticals, or like, yeah, you’re just… you’re… you should… yeah, you’re kind of… I mean, I see you…
78 00:10:46.150 ⇒ 00:10:54.440 Robert Tseng: going more in the direction of, like, what Holly… Holly is, on the partnership side. So, yeah.
79 00:10:55.320 ⇒ 00:11:11.330 Joseph Good: Yeah, that makes sense. And I was kind of gonna segue into what I wanted to talk about, which was, like, the AI position stuff. So I know, obviously, like, Interlude was inbound, I think, my brother got connected via a friend and whatnot, and then I’m not sure exactly for…
80 00:11:11.610 ⇒ 00:11:18.459 Joseph Good: ABC or pool parts, which I think you guys did some AI work for as well, but my…
81 00:11:19.430 ⇒ 00:11:26.929 Joseph Good: My current understanding… of kind of, like, the, I guess, landscape for,
82 00:11:27.150 ⇒ 00:11:41.509 Joseph Good: businesses that are ripe for AI automation tends to be, like, real estate, home service, like, law, manufacturing. That’s just, like, what I’ve seen online. Is that consistent with what you guys have seen as well, or do you have, like, a different thesis on
83 00:11:41.800 ⇒ 00:11:44.829 Joseph Good: where to… what companies to target for AI.
84 00:11:44.830 ⇒ 00:11:49.460 Robert Tseng: Yeah, so I think that’s pretty in line with what we’ve seen.
85 00:11:51.170 ⇒ 00:12:03.469 Robert Tseng: I will say… I mean, those are a lot of different verticals, so legal, we have… I mean, and I still can, I mean, I… I do want to get at legal. I think that’s something that I personally want to get our foot in the door.
86 00:12:04.340 ⇒ 00:12:11.179 Robert Tseng: yeah, I’m having… there’s a big legal conference in Austin this week, I’m having Utam talk to, like, 2 or 3 people there.
87 00:12:11.380 ⇒ 00:12:15.830 Robert Tseng: So, but yeah, I don’t realistically think we’re ready to sell into legal.
88 00:12:16.080 ⇒ 00:12:23.300 Robert Tseng: Yeah, I think it’ll… I’ll be… I’ll be involved there to try to, like, build that offer.
89 00:12:24.650 ⇒ 00:12:36.050 Robert Tseng: we have done, like, multiple pilots for legal firms, so you can see in our demos, we have, like, a medical record retrieval tool. So we’ve pitched this, and we’ve built… we’ve kind of,
90 00:12:36.170 ⇒ 00:12:38.260 Robert Tseng: Had… we’ve trialed this with…
91 00:12:38.590 ⇒ 00:12:44.319 Robert Tseng: Maybe, like, 2 or 3 personal injury law firms on the East Coast that have used this tool.
92 00:12:44.490 ⇒ 00:12:52.589 Robert Tseng: I think what happened there was, like, they just… the education… the bar for education was too high at the time. Maybe things are a bit different now.
93 00:12:52.700 ⇒ 00:13:04.869 Robert Tseng: But, it was hard to get to pricing that really made sense for both of us, so, we didn’t end up closing those. Real estate, I feel like we’ve knocked on the door many times, like, I think…
94 00:13:05.180 ⇒ 00:13:11.550 Robert Tseng: We don’t… We haven’t had… We… yeah, we also haven’t closed the real estate one,
95 00:13:12.900 ⇒ 00:13:17.049 Robert Tseng: Yeah, I think there’s… you can… you can ask Hannah for… when you talk to her.
96 00:13:17.300 ⇒ 00:13:25.090 Robert Tseng: She… before you came, we had somebody who… basically was…
97 00:13:25.860 ⇒ 00:13:34.909 Robert Tseng: Interviewing, like, partners or other, like, subject matter experts in these various industries, and building out,
98 00:13:35.620 ⇒ 00:13:43.800 Robert Tseng: like, marketing material for us that is more long form, like, white papers and stuff to try to push around.
99 00:13:44.470 ⇒ 00:13:47.549 Robert Tseng: Yeah, I think that’ll kind of give you a sense of…
100 00:13:47.890 ⇒ 00:13:58.360 Robert Tseng: how we’ve tried to pitch into those industries. I know we have something around real estate, we have something around insurance as well, auto insurance, I think. But yeah, like, I think…
101 00:13:59.050 ⇒ 00:14:18.500 Robert Tseng: it’s… I think we’re going after too many. I think we do have to just… we just have to, like, pick one and, like, really go for it. So, legal is something that’s on my mind. I want… I want that… I want to push for that in… in Q1 of 2026, and, you know, I’m taking steps towards there. But, yeah, I think other than that.
102 00:14:18.500 ⇒ 00:14:37.930 Robert Tseng: Home services seems… we kept… our thesis is that home services should be an easy win. We work with ABC Home, they’re the largest home services provider in Texas, but we have not been able to win a deal there. So, I think that’s probably still, like, where I would… you know, something that feels like home services.
103 00:14:39.590 ⇒ 00:14:56.989 Robert Tseng: like, I think would be a good vertical for us to sell into, because we have, like, good wins there. More so than real estate. Like, yeah, I would probably put real estate on the shelf still. Like, we’re always talking to these folks, but all they want is, like, lead gen, and…
104 00:14:57.280 ⇒ 00:15:14.379 Robert Tseng: I don’t know, like, we just end up selling… they end up scoping it down to, like, a clay agency work, which is not something we would take on personally anyway. We would pass it off to someone else, which, at that point, it’s not really something I want to spend much time on, because it doesn’t leverage, like, our AI team.
105 00:15:15.280 ⇒ 00:15:17.049 Joseph Good: Got it, okay, that makes sense. Yeah.
106 00:15:17.350 ⇒ 00:15:23.869 Joseph Good: What did the… what was the story with ABC? Like, did they come inbound? Was that, like, you guys outbounded to them, or…
107 00:15:24.000 ⇒ 00:15:31.639 Robert Tseng: Yeah, with ABC, we had… this is… I mean, it’s hard to replicate. We basically had, like, a,
108 00:15:31.810 ⇒ 00:15:40.329 Robert Tseng: advisor who’s… who got us… got a foot in the door, so that was… that was the main way that we… that we were able to talk to ABC.
109 00:15:40.550 ⇒ 00:15:45.510 Robert Tseng: It’s… I would say it’s a referral, it’s not really… it’s not an inbound. Yeah.
110 00:15:46.040 ⇒ 00:15:52.540 Joseph Good: Got it, okay. And then have we done AI work for, like, any of the CBG companies that you guys have worked with?
111 00:15:52.900 ⇒ 00:16:03.590 Robert Tseng: Not… Not really, I think that’s… yeah, I mean… I…
112 00:16:03.880 ⇒ 00:16:08.079 Robert Tseng: Don’t… yeah, we have not really done anything for them.
113 00:16:10.530 ⇒ 00:16:13.690 Robert Tseng: Another thesis I had was, like,
114 00:16:15.780 ⇒ 00:16:19.099 Robert Tseng: And you can decide where you prioritize it, but like,
115 00:16:21.770 ⇒ 00:16:39.850 Robert Tseng: we’ve tried to partner with, like, other agencies, so, like, to me, especially on the CPG work, a lot of the time, like, CPG companies are also working with, like, growth agencies or creative agencies, who are running their paid ads or doing their creatives.
116 00:16:40.320 ⇒ 00:16:53.940 Robert Tseng: we’ve tried to, like, go alongside and kind of pitch a complimentary, like, data offer, because we do kind of end up having to work with these agencies anyways. I don’t think they’re that receptive to that stuff, especially since they’re not super technical, and…
117 00:16:54.100 ⇒ 00:16:59.190 Robert Tseng: I think that there might be a… there might be a better way to…
118 00:16:59.330 ⇒ 00:17:05.150 Robert Tseng: offer ourselves as an AI partner to these, to these brand… to these agencies.
119 00:17:06.920 ⇒ 00:17:09.150 Robert Tseng: Yeah, so I think that’s, like, another…
120 00:17:09.270 ⇒ 00:17:12.789 Robert Tseng: That’s another, like, way of,
121 00:17:13.839 ⇒ 00:17:20.030 Robert Tseng: leveraging partnerships to sell AI services, rather than selling AI services directly.
122 00:17:20.160 ⇒ 00:17:23.339 Robert Tseng: To me, the benefit of partner-led sales is that
123 00:17:23.619 ⇒ 00:17:38.189 Robert Tseng: Yes, we don’t own the relationship, a partner does, but they have the foot in the door, it kind of lowers the barrier to entry for us. When we do direct sales for, like, AI work, even getting ABC off the ground probably took, like, 3 months, which was, like, a lot.
124 00:17:38.270 ⇒ 00:17:51.170 Robert Tseng: multiple onsites, multiple trainings, like, we spent a lot of time getting that deal, and it’s still a relatively small deal. It’s, like, one of our smallest deals at this point. I think they give… they pay less than 10 grand a month. So, it’s not, like, been a huge…
125 00:17:51.340 ⇒ 00:18:02.479 Robert Tseng: like, win. I think it’s been a good, like, proof of concept to me still, but we’ve yet to really see that offer, like, scale up. And it… I don’t… it’s been hard to reproduce it, because…
126 00:18:02.870 ⇒ 00:18:20.550 Robert Tseng: Yeah, I mean, just the fact that even with a referral, it took 3 months to close that client. And yes, they’re pretty sticky, and we have expansion opportunities, and that’s what I’m focusing on now, expanding ABC to be a bigger client. But, that’s… yeah, I think that’s been a… that’s been a challenge on the AI side.
127 00:18:21.540 ⇒ 00:18:23.610 Joseph Good: Okay, alright, got it.
128 00:18:24.240 ⇒ 00:18:29.660 Joseph Good: I guess last question would just be, I know legal, you mentioned is something you wanted to…
129 00:18:30.000 ⇒ 00:18:36.780 Joseph Good: explore more. Is there… what’s, like, the segment around AI that you have, like, the highest conviction
130 00:18:36.940 ⇒ 00:18:40.420 Joseph Good: around. I know there’s a lot of companies that are, like, you know.
131 00:18:40.630 ⇒ 00:18:49.439 Joseph Good: sort of window shopping with, like, AI offers, but, I’m really trying to zero in on, like, who has the biggest pain point that we can kind of go after and then start speaking to.
132 00:18:49.890 ⇒ 00:19:05.379 Robert Tseng: Yeah, I think it would be helpful to, like, kind of scan the transcripts within Platform Greenforge, just, like, look at AI pitches that we’ve done. You can kind of see we’ve talked to a bunch of different industries. If I were to kind of pick a couple…
133 00:19:05.530 ⇒ 00:19:14.390 Robert Tseng: Like I said, I think home services are, like, Something that’s like that, yeah, like…
134 00:19:15.140 ⇒ 00:19:21.500 Robert Tseng: To me, home services is a category where you’re basically, like, connecting…
135 00:19:21.570 ⇒ 00:19:35.690 Robert Tseng: it, it, like, to me, home services could be, you know, ABC is more like extermination or, like, pest removal, but to me, like, gardening services, or, like, plumbing, or, like, any of these, like, blue-collar services.
136 00:19:35.730 ⇒ 00:19:43.490 Robert Tseng: like, I think are in the same category as, like, ABC. So, there might be… I don’t know what the landscape is, like…
137 00:19:43.690 ⇒ 00:19:56.410 Robert Tseng: I mean, ABC is a regional leader, they kind of own the biggest market in Texas, but, you know, in Pool Parts, you saw, like, they’re a CPG company, but they are very closely connected.
138 00:19:56.410 ⇒ 00:20:11.149 Robert Tseng: because they sell specifically to pool service providers, like, we were able to get our foot in the door and talk to some of those. But I do think that that space is still very underserved and easiest to go after. The outcomes are very clear.
139 00:20:11.300 ⇒ 00:20:15.569 Robert Tseng: Yeah, I think that would be a good place to start.
140 00:20:15.730 ⇒ 00:20:27.620 Robert Tseng: To figure out, like, what… what those… yeah, like, to… to kind of find… at this point, all we’ve done is, like, given, Ryan the directive, hey, go find ABC lookalikes, but…
141 00:20:27.930 ⇒ 00:20:32.150 Robert Tseng: I mean, you can’t just, like, hacky… like, hack, like, clay…
142 00:20:32.370 ⇒ 00:20:35.009 Robert Tseng: I mean, I don’t know, like, he just builds, like, playlists that, like.
143 00:20:35.600 ⇒ 00:20:49.770 Robert Tseng: Yeah. I mean, whatever. Like, it’s just… it’s not… it’s not very, like, well thought out. So, I do think that if I were to take on this exercise, like, I would try to figure out, okay, what are truly the adjacent categories to home services?
144 00:20:49.770 ⇒ 00:21:04.590 Robert Tseng: Are there any, like, big home service players like ABC that we haven’t gone after yet? Like, I think that’s… that’s, like, one angle. And then, what are the other, like… is it gardening? Is it plumbing? Are there… are there, like, other types of adjacent services with, like, big regional, like.
145 00:21:04.590 ⇒ 00:21:13.539 Robert Tseng: leaders that have, like, some degree of scale where automation is actually helpful, we’re not selling to, like, the one- or two-person shop, right? So, I think, like.
146 00:21:14.080 ⇒ 00:21:18.610 Robert Tseng: I think within that group, we would be able to find,
147 00:21:18.920 ⇒ 00:21:23.069 Robert Tseng: we’d be able to find an audience that I think would be receptive to this.
148 00:21:23.960 ⇒ 00:21:25.830 Joseph Good: Okay, sounds good. Yeah.
149 00:21:25.980 ⇒ 00:21:28.990 Joseph Good: I mean, yeah, I guess I’ll let you go, but let me just…
150 00:21:29.610 ⇒ 00:21:34.869 Joseph Good: probably watch some of those calls and whatnot, and take a stab at building offers for AI.
151 00:21:35.410 ⇒ 00:21:36.210 Robert Tseng: Yeah.
152 00:21:38.090 ⇒ 00:21:46.770 Robert Tseng: I did update the services, doc, and I will continue to add to it, so you can kind of see… I mean, if I can just spend, like, 30 more seconds on this, like,
153 00:21:47.490 ⇒ 00:21:48.930 Robert Tseng: I’ll share my screen.
154 00:21:49.080 ⇒ 00:22:03.019 Robert Tseng: So, what I’ve changed here, and what I’m gonna continue to add, I kind of added offer types, and so there’s, like, different types of offers, by price range. It’s kind of going up in ascending order, so to me, like.
155 00:22:03.580 ⇒ 00:22:09.860 Robert Tseng: some of this, like, yeah, like, the product analytics work is the most straightforward one. We sell the most of these. This is, like…
156 00:22:09.860 ⇒ 00:22:31.150 Robert Tseng: I know that we’re gonna get them something valuable within under 30 days. We typically price 10K. Like, the scope is pretty clear, and it’s… it’s like an intro offer where we get to go and do a little bit of setup, but it’s also the discovery that leads into, like, other work. So, I mean, half of our business is, like, clients that came out of this offer.
157 00:22:31.150 ⇒ 00:22:34.510 Robert Tseng: And then there’s, like, another tier, which is, like.
158 00:22:34.530 ⇒ 00:22:39.730 Robert Tseng: I mean, I’ll just… like, validation to me is like,
159 00:22:41.640 ⇒ 00:22:45.410 Robert Tseng: They’re trying to unlock a new capability,
160 00:22:46.020 ⇒ 00:22:48.039 Robert Tseng: They’re gonna have to, like, take…
161 00:22:49.090 ⇒ 00:22:53.330 Robert Tseng: like, this is what Honey Stinger is doing with us right now, where…
162 00:22:53.500 ⇒ 00:23:04.609 Robert Tseng: They… they just launched into other marketplaces, they… they were trying to go from direct sales to going to Amazon, to Walmart, new marketplaces, and so they’re trying to understand, like, how do you actually…
163 00:23:04.610 ⇒ 00:23:21.019 Robert Tseng: set up omni-channel, like, like, analytics. And so, it’s… it’s not, like, an all-in yet, because we’re really just trying to get some quick wins in the first, like, two months. But then after that, like, I think there could be a much bigger scope. So that, to me, is, like, the validation stage.
164 00:23:21.020 ⇒ 00:23:25.960 Robert Tseng: Enablement is much more related to, like, a particular part of their stack.
165 00:23:26.250 ⇒ 00:23:35.720 Robert Tseng: I mean, this is all data stuff, because I know that the best, but, like, CDP is, like, a technology, it’s like a customer data platform. If they’re switching from
166 00:23:35.900 ⇒ 00:23:59.689 Robert Tseng: like, a segment to a high touch, or to a rudder stack, or, you know, these names may not mean anything to you, but it’s like, when you’re trying to upgrade your CDP, like, what do you need to do in order to get the most out of it in this day? So, like, that to me is, like, the enablement piece. And then the final, like, kind of stage is, like, outcome-based pricing, where I want to see us do more of this stuff.
167 00:23:59.690 ⇒ 00:24:07.319 Robert Tseng: no one’s in this tier yet, but to me, this is, like, what we need if we want to sell into enterprise. We have to be able to, like, kind of…
168 00:24:08.270 ⇒ 00:24:15.700 Robert Tseng: Say that we’re going to… that we have a clear line of sight on impacting a particular, like, metric.
169 00:24:15.710 ⇒ 00:24:33.240 Robert Tseng: And so, I think, like, I mean, most of this is data stuff, except for the chief automation office. Like, I… I mean, over the next couple weeks, I want to keep building this out and add more of these for AI, so I think you can kind of think about it this way.
170 00:24:33.840 ⇒ 00:24:37.449 Robert Tseng: this chief automation office, for example, we kind of rolled up
171 00:24:37.650 ⇒ 00:24:48.059 Robert Tseng: We used to have this workshop, which Utam’s like, yeah, the standalone workshop isn’t working. We did some executive AI and enablement, where we did some, like, AI coaching.
172 00:24:48.060 ⇒ 00:25:03.959 Robert Tseng: That also doesn’t feel like a standalone offer, and so I don’t know what this means yet. This is just, like, a terms, and it’s like… but we need to build some sort of AI discovery offer, is what I think. We need an AI enablement offer, some validation in the outcomes. So, like, I think that’s… that’s kind of, like…
173 00:25:03.960 ⇒ 00:25:10.790 Robert Tseng: whatever I’m doing on the data side, like, I think is kind of what you… what I think we’ll need… we’ll need on the AI side in order to have
174 00:25:10.990 ⇒ 00:25:27.840 Robert Tseng: clearer offers to go to some of these folks. So, I would… yeah, I don’t really care too much about you building lead lists, finding the right market, whatever. I think figuring out what the offer is based on the work that we’ve already done, listening to some of the conversations that we have, like, I think that should give you a good enough
175 00:25:27.900 ⇒ 00:25:43.660 Robert Tseng: Like, or that should give you some understanding, and obviously, I… I will be helping, kind of, build this stuff out, too. But, I think for now, like, yeah, this… anyway, I… that’s… that’s… that’s kind of where… where… where I… what… some stuff that I was thinking about this week.
176 00:25:44.300 ⇒ 00:25:46.410 Joseph Good: Okay, awesome, that makes sense. Yeah.
177 00:25:47.400 ⇒ 00:25:48.150 Joseph Good: Great.
178 00:25:49.470 ⇒ 00:25:54.819 Robert Tseng: Okay, cool. Alright, well, thanks for going over a bit. Talk to you later.
179 00:25:55.100 ⇒ 00:25:56.759 Joseph Good: Okay, cheers.