Meeting Title: GTM Planning + Kickoff Date: 2025-11-17 Meeting participants: Hannah Wang, Ryan Brosas, Rico Rejoso, Joseph Good, Holly Condos, Robert Tseng
WEBVTT
1 00:03:28.250 ⇒ 00:03:29.620 Holly Condos: Hey, you guys!
2 00:03:32.050 ⇒ 00:03:33.160 Hannah Wang: Hello.
3 00:03:34.760 ⇒ 00:03:48.829 Holly Condos: So, Hannah and Rico, I, was just in… Utam Sheep from the weekend.
4 00:03:50.840 ⇒ 00:03:59.050 Holly Condos: So I… Hannah, I put you to do the slides for, shoot, I just had it, here it is.
5 00:03:59.590 ⇒ 00:04:00.400 Hannah Wang: Yep.
6 00:04:00.840 ⇒ 00:04:07.190 Holly Condos: And Rico, I put you to, ask for an invite to Teams with Talisma and Erin.
7 00:04:08.950 ⇒ 00:04:13.370 Hannah Wang: But I think for that one, Utam said he texted Aaron.
8 00:04:13.530 ⇒ 00:04:14.970 Hannah Wang: I, I think so.
9 00:04:15.930 ⇒ 00:04:17.970 Holly Condos: Alright, so I’ll change that, sorry.
10 00:04:22.830 ⇒ 00:04:23.780 Robert Tseng: Sorry I’m late.
11 00:04:24.320 ⇒ 00:04:30.549 Robert Tseng: Are we… are we good? I mean, I don’t want to cut you off, but I’m done, thank you. Okay, sounds good.
12 00:04:32.110 ⇒ 00:04:38.479 Robert Tseng: Alright, so let’s kind of jump into it. I kind of went through some of our status updates here, so I just want to…
13 00:04:38.620 ⇒ 00:04:39.950 Robert Tseng: Walk through everything.
14 00:04:40.240 ⇒ 00:04:46.659 Robert Tseng: Yeah, I guess we can kind of jump to HubSpot first. I’ll kind of just share…
15 00:04:46.790 ⇒ 00:04:54.179 Robert Tseng: I think this is the updated dash that Joe put together, so thanks for doing this. I kind of rearranged it just to make it a little bit…
16 00:04:54.350 ⇒ 00:05:14.170 Robert Tseng: I like to kind of compress everything, it’s just easier to see it all in one view, without having to scroll too much, but I do trust this more than what we were showing before. So, as far as, like, deals done, I mean, 4 seems a little bit low, so I… I do think there’s probably still a few things that feel… feel a bit off.
17 00:05:14.600 ⇒ 00:05:23.319 Robert Tseng: Total contract values also feels slightly low. So maybe it’s just a matter of what we’re including in here.
18 00:05:23.580 ⇒ 00:05:35.889 Robert Tseng: In terms of, like, what’s, like, the earliest stage lead before they end up coming into this, so I would just maybe kind of look into that. But other than that, for the quarter, and therefore the week, I think this feels…
19 00:05:36.260 ⇒ 00:05:39.080 Robert Tseng: directionally, closer to what I was expecting.
20 00:05:39.530 ⇒ 00:05:48.660 Robert Tseng: And then, as far as, like, source-wise, yeah, I think this really just shows that we’re not really labeling, leads well, and then also, like.
21 00:05:48.790 ⇒ 00:05:55.849 Robert Tseng: I don’t know how helpful it is, this is basically telling me, like, 99% of our leads are coming from conferences, which is not true.
22 00:05:56.010 ⇒ 00:06:04.950 Robert Tseng: So I do think that there’s something to be said here. I think what we’re doing right now is logging first touch, lead sources, so…
23 00:06:05.140 ⇒ 00:06:20.830 Robert Tseng: I’m okay with that, and I know that a lot of the activation is around events, and just in terms of volumes, like, all of our campaigns are heavily, skewed towards this type of campaign, so hopefully, like, this kind of just helps the… especially Ryan and Joe see, like.
24 00:06:20.830 ⇒ 00:06:26.090 Robert Tseng: Okay, when we double down on just, like, launching event-based campaigns, obviously this is the kind of…
25 00:06:26.090 ⇒ 00:06:31.130 Robert Tseng: This is what the mix is gonna look like. We’re not really doing any other, like.
26 00:06:31.140 ⇒ 00:06:35.419 Robert Tseng: Types of cold outreach right now that are not linked to events, which is fine.
27 00:06:35.500 ⇒ 00:06:41.630 Robert Tseng: Website traffic is low. We typically see just a couple a month, so this is not spiting to me.
28 00:06:41.750 ⇒ 00:06:55.060 Robert Tseng: marketplace leads, this feels low. Feels like, you know, Ryan’s putting a lot more time into this and applying to a bunch. I don’t believe the number is 4 for the quarter. I… I feel like the number is north of 10.
29 00:06:55.230 ⇒ 00:07:02.319 Robert Tseng: And then also with partners, like, I don’t believe that Holly and Hannah have only kind of been working on one
30 00:07:02.390 ⇒ 00:07:22.040 Robert Tseng: partner lead, right? Like, that doesn’t feel right. So, I would just, I mean, ideally, you know, we’re moving towards a world where this is kind of the source of truth. We’re not there yet. But yeah, it’s hard for me to say, this is 40%, this is whatever, and, like, kind of see, like, where we’re over-indexed, which is…
31 00:07:22.120 ⇒ 00:07:32.180 Robert Tseng: I mean, anecdotally, we know… we’re not invested in that many channels, so it’s not the biggest deal in the world, but yeah, hopefully you can all see that there’s no way this is, like, many… like, we’re not, like.
32 00:07:32.250 ⇒ 00:07:41.579 Robert Tseng: this… this… if we look at this, if I presented this to an advisor or an investor, and they were trying to figure out, like, where our leads are coming from, this would not be…
33 00:07:41.580 ⇒ 00:07:55.369 Robert Tseng: this would not be acceptable to show them, right? Because this is… yeah, anyway. So, we’ll get there, but just want to make sure that, you know, all the leads that you’re working on for across anybody who’s touching it, I would say Marketplace.
34 00:07:56.610 ⇒ 00:08:03.660 Robert Tseng: Ryan, just gotta make sure that any leads that you have are really labeled appropriately. Hannah and Holly, like, the partner stuff here.
35 00:08:03.690 ⇒ 00:08:04.950 Joseph Good: events…
36 00:08:04.950 ⇒ 00:08:20.449 Robert Tseng: I mean, I think this is right, so this is just gonna sit here, and I guess, you know, the other two… I guess Ryan, really, just for website, cold outreach, marketplace, and events. Yeah, I just want to make sure that we’re tracking these, appropriately.
37 00:08:20.610 ⇒ 00:08:30.079 Joseph Good: For the… for the partners, yeah, for the partners, I need to change the field. Actually, Hannah and Holly and I went over it earlier today, so it is… it is more than one. I’ll just update that field specifically.
38 00:08:30.430 ⇒ 00:08:48.969 Robert Tseng: Okay, cool. Yeah. I mean, once again, not the most urgent thing, it’s not like I… the business depends on this daily, but, like, I… we are having, you know, these higher-level conversations with people who want to know how to help us in our business, and this view is, like, something I want to be able to share with an advisor or an investor. So,
39 00:08:49.100 ⇒ 00:08:51.609 Robert Tseng: I think. So, this is important.
40 00:08:52.270 ⇒ 00:09:02.900 Robert Tseng: Thanks. Okay, so that’s that. As far as, like, kind of top line, perspective, let’s just kind of take a look at the active deals. I did kind of go and add a few things.
41 00:09:03.120 ⇒ 00:09:08.279 Robert Tseng: Before this call, so… more or less, I think this is up to date. Oh!
42 00:09:09.270 ⇒ 00:09:12.649 Robert Tseng: I’m sorry, I just deleted a tab that I was trying to open.
43 00:09:13.600 ⇒ 00:09:17.030 Robert Tseng: That was… Can you undo that?
44 00:09:17.480 ⇒ 00:09:19.490 Robert Tseng: Nope, can’t do that.
45 00:09:21.410 ⇒ 00:09:22.880 Robert Tseng: Okay.
46 00:09:22.880 ⇒ 00:09:24.910 Hannah Wang: Let me click on all views.
47 00:09:25.200 ⇒ 00:09:26.140 Hannah Wang: Or…
48 00:09:28.890 ⇒ 00:09:31.530 Robert Tseng: No, I literally just deleted it. Wow, that’s a really bad…
49 00:09:31.530 ⇒ 00:09:32.420 Hannah Wang: fabulous.
50 00:09:32.420 ⇒ 00:09:32.850 Robert Tseng: just…
51 00:09:32.850 ⇒ 00:09:34.040 Hannah Wang: That’s horrible.
52 00:09:35.550 ⇒ 00:09:36.910 Robert Tseng: Oh, I think it came back.
53 00:09:37.230 ⇒ 00:09:37.830 Hannah Wang: Oh.
54 00:09:37.990 ⇒ 00:09:38.850 Robert Tseng: Right.
55 00:09:39.250 ⇒ 00:09:42.179 Robert Tseng: Okay, great. Yeah.
56 00:09:43.440 ⇒ 00:09:57.930 Robert Tseng: Yeah, so this feels right in terms of everything that’s in progress. Yeah, you can see some November things that I’ve kind of added in, LinkedIn, I think… I don’t… I mean, I’m maybe the culprit here, too. I haven’t labeled everything appropriately.
57 00:09:58.050 ⇒ 00:10:15.480 Robert Tseng: LinkedIn, various platforms, and then, I guess, one of them, like, yeah, this Upwork, LinkedIn, also LinkedIn. Yeah, so we have deals coming in from a few different angles. I think just lightly, top-line perspective, I did look. I do think that…
58 00:10:15.670 ⇒ 00:10:24.760 Robert Tseng: doing better than last week. I think we had some more movement there. We haven’t finished going through all the lost leads and circle back, so that’s still something for Rutab and I to do.
59 00:10:24.870 ⇒ 00:10:42.580 Robert Tseng: it feels off to just blast a bunch of people. We’re not really, like… and we don’t really have the capacity to keep up with… with them right now as we’re working through some of these bigger proposals. So, it’s kind of just, like, something that I will continue to just send out, like, 5… 5 to 10 in a week, 5 to 10 a week.
60 00:10:42.600 ⇒ 00:10:55.750 Robert Tseng: And we’ll just keep going through that. So, Ryan, I know that you put together a spreadsheet on that particular list. If you could just bubble that up again, I’ve lost it through the thread, so that would be helpful for me.
61 00:10:57.000 ⇒ 00:10:59.520 Robert Tseng: Ryan, send, circle back.
62 00:11:00.370 ⇒ 00:11:02.739 Robert Tseng: Is she… yeah. Okay.
63 00:11:02.860 ⇒ 00:11:21.490 Robert Tseng: And then Joe and I have been working through existing offers, which is not going to have, like, a direct impact into the leads immediately, but, you know, just… if you’re interested, go into services, look at the different offers. We’ve been… we’ve been working through this, kind of, you know, week to week, so these are… these are continuing to evolve.
64 00:11:22.670 ⇒ 00:11:31.429 Robert Tseng: Yeah, I would say maybe on the partner side, so I kind of, like, edited these two KPIs. I just felt like we were conflating things a little too much.
65 00:11:31.880 ⇒ 00:11:40.380 Robert Tseng: in terms of, like, partner versus inbound, it felt like, you know, inbound was also crediting partners, so I kind of just decoupled them.
66 00:11:40.610 ⇒ 00:11:47.019 Robert Tseng: So yeah, this is really just partner-driven leads. And so, from that perspective, we’re doing great. Elements, Magic Spoon.
67 00:11:47.040 ⇒ 00:11:57.510 Robert Tseng: two leads that we’ve been really kind of going back and forth on. They’re very high touch, they’re big… they’re big contracts, 20K month plus ones that, you know, we’re expecting at least one of them to close this week.
68 00:11:57.520 ⇒ 00:12:05.450 Robert Tseng: So that feels fine, from the referral side, but I think now we’re also kind of talking through campaigns and events.
69 00:12:05.450 ⇒ 00:12:21.299 Robert Tseng: We did the AmCham AI workshop this morning. Looked good. Expecting probably 20 to 30 attendees. We’re kind of working through some details on scheduling and whether or not we want to do translation, since they are a Russian-speaking kind of group.
70 00:12:21.370 ⇒ 00:12:24.759 Robert Tseng: That’s kind of… Hannah and I, we’ll figure that out.
71 00:12:24.920 ⇒ 00:12:31.449 Robert Tseng: contextual, like, that… I believe this happened too, so, kind of, what was the update from here?
72 00:12:33.540 ⇒ 00:12:38.339 Hannah Wang: For this one, yeah, the demo happened, I think we’re trying to work on, like, a…
73 00:12:38.970 ⇒ 00:12:42.060 Hannah Wang: Go-to-market initiative.
74 00:12:42.060 ⇒ 00:12:46.099 Holly Condos: I think it’s still in the works, but specifically in the legal and…
75 00:12:46.250 ⇒ 00:12:56.439 Hannah Wang: I forgot the other one. Insurance. Yeah, insurance. So we have a bi-weekly with them on Wednesdays, so I think we’ll talk about…
76 00:12:56.720 ⇒ 00:12:58.930 Hannah Wang: The more nitty-gritty stuff.
77 00:12:59.100 ⇒ 00:13:00.660 Hannah Wang: During that call.
78 00:13:00.710 ⇒ 00:13:08.910 Holly Condos: We’re also working on a process for LEED Generation and Exchange.
79 00:13:11.750 ⇒ 00:13:12.690 Robert Tseng: Within.
80 00:13:12.690 ⇒ 00:13:13.410 Holly Condos: Yeah.
81 00:13:13.980 ⇒ 00:13:14.790 Robert Tseng: Okay.
82 00:13:14.790 ⇒ 00:13:17.909 Holly Condos: Basically, you know, how we’re gonna do it.
83 00:13:19.240 ⇒ 00:13:31.359 Robert Tseng: Got it. So this is more, like, offers, and this is more lead gen with contextual, but I mean, what have they… I mean, I don’t think we’ve been past the lead by contextual before. What do we mean? What’s the lead gen initiative there?
84 00:13:33.300 ⇒ 00:13:39.480 Holly Condos: Well, I think, we originally talked about the industries that
85 00:13:39.670 ⇒ 00:13:46.929 Holly Condos: you know, they are deep in, and we landed on… Hannah, I thought we also talked about legal.
86 00:13:47.660 ⇒ 00:13:53.630 Hannah Wang: Yeah, legal… just, like, legal, real estate, insurance, e-com, I think were the four.
87 00:13:54.730 ⇒ 00:14:00.950 Holly Condos: Yeah. So we landed on, on those industries, and
88 00:14:01.100 ⇒ 00:14:03.999 Holly Condos: And then, I think, in our next call.
89 00:14:04.210 ⇒ 00:14:12.819 Holly Condos: We’re gonna get down into, okay, who do we have? Who do they have? How do we exchange? And we’re gonna talk about a joint event.
90 00:14:13.620 ⇒ 00:14:14.350 Robert Tseng: Okay.
91 00:14:14.450 ⇒ 00:14:17.509 Robert Tseng: Great, I mean, that’s… that seems like…
92 00:14:17.800 ⇒ 00:14:26.309 Robert Tseng: very relevant to what we’re… what we… I guess, what Joe and I are working on the offer, so maybe keep us looped in on that, because we’ve been…
93 00:14:26.640 ⇒ 00:14:28.759 Robert Tseng: Yeah, I mean, we’ve been real, kind of…
94 00:14:29.170 ⇒ 00:14:33.149 Robert Tseng: Working a lot on the offer side, so it feels like that’s really relevant to this.
95 00:14:33.820 ⇒ 00:14:38.489 Holly Condos: And I think, yeah, one just a little bit more granularly, so…
96 00:14:38.980 ⇒ 00:14:42.730 Holly Condos: I think UTAM and some of our
97 00:14:42.880 ⇒ 00:14:49.050 Holly Condos: technical people are gonna talk to their SME,
98 00:14:50.210 ⇒ 00:14:53.869 Holly Condos: Or, sorry, it’s Raj, their… their guy, Raj.
99 00:14:53.980 ⇒ 00:14:57.879 Holly Condos: As far as doing some video concepts?
100 00:14:58.950 ⇒ 00:15:02.460 Holly Condos: He’s the one that gave us the demo. Raj gave us the demo a week before.
101 00:15:02.460 ⇒ 00:15:03.120 Robert Tseng: Yeah.
102 00:15:04.410 ⇒ 00:15:11.470 Robert Tseng: Okay, so, yeah, technical, SME, Ron, Shalla… Interesting.
103 00:15:16.920 ⇒ 00:15:22.560 Robert Tseng: Seems like this is still kind of, early stages, we don’t really have anything out live, like.
104 00:15:22.560 ⇒ 00:15:23.470 Holly Condos: Correct. I don’t…
105 00:15:23.470 ⇒ 00:15:24.480 Robert Tseng: Yeah, okay.
106 00:15:24.810 ⇒ 00:15:25.510 Robert Tseng: Good.
107 00:15:25.510 ⇒ 00:15:31.959 Hannah Wang: I think for Teleisma, I feel like they’re in the same boat. Like, Teleisma is more healthcare and ed tech,
108 00:15:32.130 ⇒ 00:15:36.649 Hannah Wang: So we have a bi-weekly with them, too, so I feel like they’re in parallel right now.
109 00:15:37.490 ⇒ 00:15:38.520 Holly Condos: Agreed.
110 00:15:39.190 ⇒ 00:15:44.560 Robert Tseng: Okay, okay…
111 00:15:48.110 ⇒ 00:15:52.890 Robert Tseng: Okay, I’m trying to see, like, how can I support on this? Or, like, yeah, like, what do you…
112 00:15:53.410 ⇒ 00:15:56.490 Robert Tseng: How… how do we, like… Yeah.
113 00:15:57.250 ⇒ 00:16:15.670 Hannah Wang: There is, like, a working doc for ideas for contextual on the four verticals, so maybe I can just send you that link and you can look at it. And I think it’s just, like, ideating how we can go to market in those verticals. And then for Telisma.
114 00:16:15.680 ⇒ 00:16:20.850 Hannah Wang: I don’t think we have anything set up yet, but… It’s…
115 00:16:21.470 ⇒ 00:16:27.529 Hannah Wang: I’ll let you know when there is something. I, I think Utam and…
116 00:16:27.640 ⇒ 00:16:35.120 Hannah Wang: Aaron are supposed to work on, like, offering… some… something with offerings, or… I don’t know, but yeah.
117 00:16:35.430 ⇒ 00:16:40.750 Holly Condos: Yeah, it’s, it’s a joint, joint Offering Deck.
118 00:16:40.750 ⇒ 00:16:41.490 Hannah Wang: Yeah.
119 00:16:43.040 ⇒ 00:16:43.640 Holly Condos: Bye-bye.
120 00:16:43.890 ⇒ 00:16:52.650 Holly Condos: I think we wanted to start, Hannah, with at least being able to access data. I think Aaron wanted to work in Teams versus Google.
121 00:16:52.830 ⇒ 00:16:53.520 Hannah Wang: Okay.
122 00:16:54.960 ⇒ 00:16:59.270 Holly Condos: Okay, can you… can you send these… can you send all that to Joe?
123 00:16:59.520 ⇒ 00:17:01.530 Robert Tseng: First, and then…
124 00:17:01.570 ⇒ 00:17:09.150 Robert Tseng: I mean, yeah, just because Joe’s kind of ramping up, and I want him to be involved in this, you know, I think after this month.
125 00:17:09.170 ⇒ 00:17:25.889 Robert Tseng: you know, his two bets are, like, either he’s gonna go more on the content approach, or, like, he kind of wants to… I mean, he’s kind of been working on the offer construction for me, or for us, so, like, you know, if he wants to kind of double… double down on any of these verticals, like, I think
126 00:17:25.970 ⇒ 00:17:32.939 Robert Tseng: you know, these are all the same things that we’ve been talking about, Joe. So, like, I think it’d be, you know, if you were talking to me about
127 00:17:33.120 ⇒ 00:17:39.379 Robert Tseng: vertical positioning with partners, and what are we doing with them? Like, I think this is… this is very relevant to that.
128 00:17:39.860 ⇒ 00:17:40.820 Joseph Good: Yeah, definitely.
129 00:17:41.300 ⇒ 00:17:42.350 Robert Tseng: Yeah. Okay.
130 00:17:42.350 ⇒ 00:17:58.550 Holly Condos: And Robert, we also… I kind of have, bubbled up fresh paint. I guess that was yours originally? Uten said to get you back into that, so I was just going to propose a meeting agenda, but, not sure if you have a different approach.
131 00:17:59.320 ⇒ 00:18:01.430 Robert Tseng: For, for fresh paint. Yeah.
132 00:18:02.000 ⇒ 00:18:05.620 Robert Tseng: Yeah, man, I… We…
133 00:18:06.380 ⇒ 00:18:14.899 Robert Tseng: Yeah, I don’t know, I feel like 2 months goes by, it’s pretty fast. Yeah, our last client that was on FreshPoint, we haven’t worked with in 2 months, so they haven’t really been top of mind for me.
134 00:18:16.120 ⇒ 00:18:23.709 Holly Condos: I kind of did it in the context of, hey, you know, I’m new to Brain Forge, hello, right? That’s kind of how I left it.
135 00:18:24.240 ⇒ 00:18:24.950 Robert Tseng: I see.
136 00:18:25.890 ⇒ 00:18:39.430 Robert Tseng: Okay, yeah, well, I mean, I think whatever that motion is to, like, kind of do these, like, reconnect calls with these vendors, like, you know, we have a call with Mixpanel scheduled this week, I believe. I’m not on it, but I believe that’s there.
137 00:18:39.530 ⇒ 00:18:44.419 Robert Tseng: So, you know, with that, and fresh paint, and with amplitude, I mean.
138 00:18:44.470 ⇒ 00:19:02.980 Robert Tseng: I think, the story’s all pretty similar. It’s like, you know, we’ve worked with your customers, we’ve helped them set up, whatever, your tool, and, so I think, yeah, if you’re gonna put together that agenda, maybe think, yeah, that could be helpful for all of these, other, like, the Amplitude mixed panels that we’re reconnecting with.
139 00:19:03.110 ⇒ 00:19:03.780 Robert Tseng: Sham.
140 00:19:03.780 ⇒ 00:19:04.420 Holly Condos: Okay.
141 00:19:04.760 ⇒ 00:19:05.140 Robert Tseng: Yeah.
142 00:19:05.140 ⇒ 00:19:06.350 Holly Condos: I’ll copy you on it.
143 00:19:06.850 ⇒ 00:19:20.839 Robert Tseng: Okay. Yeah, so, I mean, I guess, just as, like, how Ryan has, like, the sales lifecycle stages pretty labeled, and, like, we kind of have these different motions, on the partnership side, I feel like we need something like this as well. It’s probably less…
144 00:19:20.840 ⇒ 00:19:26.610 Holly Condos: And I kind of had laid out some options in the bigger framework.
145 00:19:26.740 ⇒ 00:19:34.449 Holly Condos: Okay. That I originally talked to Utom about, but I think, yeah, to your point, you know, we’ve gotten off the ground with the
146 00:19:34.720 ⇒ 00:19:37.749 Holly Condos: General Partnership Deck Template.
147 00:19:38.040 ⇒ 00:19:38.470 Robert Tseng: Yeah.
148 00:19:38.470 ⇒ 00:19:51.020 Holly Condos: To your point, I think we need to now put our motions into cycles, so, I’ll be with Hannah on that. Hannah, we should probably do that this week. And maybe, Joe, you could help us too.
149 00:19:52.920 ⇒ 00:19:56.059 Robert Tseng: Okay, so partnership life cycle.
150 00:19:56.520 ⇒ 00:20:02.100 Robert Tseng: Yeah, I think so getting… I mean, I know this whole process, I don’t want to over-engineer it, but it seems like, at least.
151 00:20:02.100 ⇒ 00:20:03.320 Holly Condos: No, I think it makes sense.
152 00:20:03.330 ⇒ 00:20:12.120 Robert Tseng: this light list. Even within our vendor partners, we have those that are kind of out of touch with us. We have Omni and Hex that are really excited, you know, there’s momentum going, so…
153 00:20:12.460 ⇒ 00:20:25.719 Robert Tseng: That’s less scripted, because it’s just like, you know, there’s something happening, but definitely for these that we’re trying to… that are dormant, we’re trying to kind of get back on the radar, seems like there’s some… some sort of motion that we need to… to have.
154 00:20:26.230 ⇒ 00:20:30.679 Holly Condos: I agree, and it will help me just kind of, be a bit more…
155 00:20:32.280 ⇒ 00:20:51.700 Holly Condos: executable, if you will, from the standpoint of, okay, this is… this is our recipe, this is what we do, typically. Obviously, understanding that… that each partner and each deal has its… its uniqueness, but, you know, I can… I can be much more efficient understanding that we all agree on the life cycle, so…
156 00:20:51.830 ⇒ 00:20:57.010 Holly Condos: Yes, I’ve been thinking that as well, but Hannah and I will work on that.
157 00:20:58.080 ⇒ 00:20:58.680 Robert Tseng: Great.
158 00:20:59.240 ⇒ 00:21:17.689 Robert Tseng: Yeah, so this one is now more, kind of, inbound efforts that are attributed to just our own, like, kind of promotion, either through direct outbound, or content, or, like, kind of events. I just put up webinars, but we haven’t done a webinar in a while, let’s just call it.
159 00:21:17.810 ⇒ 00:21:32.829 Robert Tseng: Rainforest native events, I guess. Yeah, in that case, in that sense, we had a few things kind of go out, or kind of got stalled. The HIPAA white paper, I know… I mean, I saw some messages. Did we send this out, Hannah?
160 00:21:33.030 ⇒ 00:21:35.069 Hannah Wang: I sent it to a couple relatives.
161 00:21:35.070 ⇒ 00:21:37.370 Robert Tseng: And there were no responses.
162 00:21:37.370 ⇒ 00:21:38.470 Hannah Wang: So, yeah.
163 00:21:38.470 ⇒ 00:21:44.719 Robert Tseng: Yeah, so I feel like, it’s okay, I think maybe we’ll send out a few more, like, I feel like…
164 00:21:45.240 ⇒ 00:21:53.940 Robert Tseng: Yeah, you had, like, a list of, like, maybe 10 to 15, I don’t know if you actually hit all of them, that you thought were qualified enough to be able to get that.
165 00:21:55.300 ⇒ 00:21:59.309 Hannah Wang: It was more like 5 in the list.
166 00:21:59.310 ⇒ 00:22:01.990 Robert Tseng: Okay, and do we… everyone got one already?
167 00:22:02.570 ⇒ 00:22:05.500 Hannah Wang: Yeah, but I can go through it again and see.
168 00:22:05.500 ⇒ 00:22:15.030 Robert Tseng: Okay, if not, like, it’s fine. We don’t have to over… overkill it. I think it’s… I mean, it’s a little bit out… it’s out there, like, I don’t think it’s a great fit for what we do as a business.
169 00:22:16.390 ⇒ 00:22:21.309 Robert Tseng: Yeah, also, like, I mean, we really did it as an activation with Corral, so,
170 00:22:21.600 ⇒ 00:22:28.890 Robert Tseng: I feel like they… I mean, we’re not telling anybody that we’re doing, like, HIPAA compliance work.
171 00:22:29.110 ⇒ 00:22:32.330 Robert Tseng: Even though that is, like, very much something that is on our…
172 00:22:32.560 ⇒ 00:22:47.929 Robert Tseng: you know, a couple of our clients want us to do it, but we just haven’t… we haven’t taken it on, so… that’s okay. Like, I know that we were instead working… from that white paper, we’re working on other ones, one that’s specific to CPV or e-comm. How’s that going?
173 00:22:48.790 ⇒ 00:23:00.710 Hannah Wang: So, I need to re-engineer the content. I thought that the Google Doc you sent was the actual content, but it’s just, something you sent out to a lead, so I need to do that this week.
174 00:23:01.040 ⇒ 00:23:02.790 Hannah Wang: Okay. Yeah.
175 00:23:10.570 ⇒ 00:23:13.219 Robert Tseng: Okay, and I’m more optimistic about this one.
176 00:23:14.320 ⇒ 00:23:21.450 Robert Tseng: Yeah. And then, so, like, a couple other events that happened, yeah, these weren’t, like, heavily targeted, like.
177 00:23:21.770 ⇒ 00:23:28.380 Robert Tseng: The qualified leads are not that great from these events, as you could see from, like.
178 00:23:28.740 ⇒ 00:23:34.709 Robert Tseng: Even, like, the HubSpot dash earlier. Okay, I’m not gonna flash it.
179 00:23:35.110 ⇒ 00:23:43.240 Robert Tseng: So, yeah, I mean, I did see, like, the campaign metrics that Ryan had shared. It’s good. It’s, like, 40% response rates.
180 00:23:43.790 ⇒ 00:23:50.909 Robert Tseng: It’s great, I mean, it’s good for top of funnel awareness. I mean, it’s not that… I mean, they may be qualified later on, but I think, once again.
181 00:23:51.460 ⇒ 00:24:08.139 Robert Tseng: what I’m learning from all of the event things that we’re doing is that, it’s just casting a really wide net, but obviously, like, a low number of them are actually ready to be buyers, like, now. So, I think there’s something to be said there, like, I have a bunch of stuff just sitting in my inboxes, like.
182 00:24:08.270 ⇒ 00:24:19.559 Robert Tseng: I don’t really have the time to just go and reply to all of them, so, people are receptive in terms of, like… I mean, I hopped on, like, 2 or 3 calls with people from, like, the health event.
183 00:24:19.560 ⇒ 00:24:22.739 Hannah Wang: They were all kind of, like, meh, in my opinion, so…
184 00:24:22.740 ⇒ 00:24:28.779 Robert Tseng: I’m not, like, that enthusiastic about it. Yeah, I think there’s definitely something about…
185 00:24:29.470 ⇒ 00:24:34.410 Robert Tseng: There’s certain types of events that are, like, a lot more targeted than others,
186 00:24:34.520 ⇒ 00:24:42.239 Robert Tseng: yeah, I don’t really have any other, like, kind of direction on that for now, but, something to think about for the next events that we queue up, so…
187 00:24:44.590 ⇒ 00:24:45.440 Robert Tseng: Yeah.
188 00:24:47.560 ⇒ 00:25:05.649 Robert Tseng: So, TLDR, white paper, not a good fit. Events, also too wide. Yeah, like, we’re just… we’re just kind of, like, creating too much work for ourselves. It’s not very targeted. Industry playbooks, still kind of just sitting there. The team think about, like, how we’re going to be using these.
189 00:25:06.940 ⇒ 00:25:08.190 Hannah Wang: I haven’t.
190 00:25:08.380 ⇒ 00:25:08.970 Robert Tseng: Okay.
191 00:25:09.450 ⇒ 00:25:13.360 Robert Tseng: Yeah, so I think this is kind of,
192 00:25:14.040 ⇒ 00:25:21.010 Robert Tseng: Well, I mean, I’d like to see how we can weave this into the work that we’re doing with the partnerships,
193 00:25:21.290 ⇒ 00:25:22.090 Robert Tseng: Yeah.
194 00:25:22.970 ⇒ 00:25:25.580 Hannah Wang: The SME ones we can definitely do. Okay.
195 00:25:25.680 ⇒ 00:25:31.760 Hannah Wang: The… yeah, like, the contextual playbook, like, we can use that as a lead gen, for example, or…
196 00:25:31.880 ⇒ 00:25:32.969 Hannah Wang: Stuff like that.
197 00:25:33.970 ⇒ 00:25:43.109 Robert Tseng: Yeah, I’m also gonna kind of bring this to Joe. So, Joe, review industry… And vendor… SME…
198 00:25:43.870 ⇒ 00:25:49.539 Robert Tseng: Playbooks… See how these can be repurposed.
199 00:25:50.050 ⇒ 00:25:52.700 Robert Tseng: I mean, hopefully we don’t have to edit them. Used.
200 00:25:52.960 ⇒ 00:25:54.940 Robert Tseng: Or,
201 00:25:59.660 ⇒ 00:26:04.280 Robert Tseng: Yeah, so… I guess I’m…
202 00:26:07.240 ⇒ 00:26:13.440 Robert Tseng: I think I’ll spend more time thinking about this, kind of strategy-wise, this week.
203 00:26:15.610 ⇒ 00:26:23.789 Robert Tseng: Yeah, I think this is just gonna be relevant. Like, partners and content stuff is kind of top of mind.
204 00:26:23.790 ⇒ 00:26:25.850 Joseph Good: Where are those playbooks living right now?
205 00:26:26.910 ⇒ 00:26:27.750 Robert Tseng: Message…
206 00:26:27.750 ⇒ 00:26:28.679 Hannah Wang: I’ll get it to you.
207 00:26:28.680 ⇒ 00:26:29.200 Robert Tseng: Yeah.
208 00:26:29.520 ⇒ 00:26:31.149 Joseph Good: Okay, awesome, thanks.
209 00:26:32.220 ⇒ 00:26:40.909 Robert Tseng: Great. Yeah, because Joe’s been, you know, he’s… he’s… he was also talking about, you know, longer-form content, you know, we talked about blog, we talked about…
210 00:26:41.110 ⇒ 00:26:56.119 Robert Tseng: newsletter, we have these… we have these playbooks that we do have long-form content, it’s just not being activated well, so I think, that’s kind of where… just want you to take a look at what we have and… and see if you can bring it into anything that you’re thinking about already.
211 00:26:56.980 ⇒ 00:26:57.330 Joseph Good: Yeah.
212 00:26:57.330 ⇒ 00:26:59.200 Robert Tseng: Okay.
213 00:26:59.380 ⇒ 00:27:04.769 Robert Tseng: Great. Lead dashboard, we already went through that, it’s fixed, but just not all labeled well.
214 00:27:04.860 ⇒ 00:27:21.559 Robert Tseng: And then… yeah, I mean, just in terms of, like, personal content, or, like, founder content, whatever, Utomo and I have not been pushing that out. So, yeah, I think that’s… that’s just on… that’s just on us, but we don’t… we just don’t have the bandwidth to do it right now.
215 00:27:21.840 ⇒ 00:27:25.649 Robert Tseng: Yeah, so this is still the same.
216 00:27:26.060 ⇒ 00:27:34.399 Robert Tseng: I would say I move this status, because I do think that, for platform leads specifically, stuff that comes through…
217 00:27:36.360 ⇒ 00:27:49.699 Robert Tseng: like, Upwork or Contra, I feel like, yeah, we were able to, like, tag Ryan, and he gets the first response, but then… I think, just, like, it is a bit more of a dance to kind of get folks on the call and the qualification.
218 00:27:49.880 ⇒ 00:27:53.710 Robert Tseng: art is a little bit less straightforward.
219 00:27:54.040 ⇒ 00:27:59.650 Robert Tseng: I think it has to do with, like, the fact that these proposals are…
220 00:28:00.300 ⇒ 00:28:10.110 Robert Tseng: are, like, kind of priced already by the… by the lead, and then, like, going in there, kind of sharing, like, no, this is how Brainforge prices, or whatever, like, it just creates more friction.
221 00:28:10.240 ⇒ 00:28:13.280 Robert Tseng: And I feel like, you know, that’s when…
222 00:28:13.420 ⇒ 00:28:29.289 Robert Tseng: you know, I’ve jumped on calls, I’ve done a paid discovery with, like, Mirai Clinical, only to kind of come to the end of it and be like, well, I don’t really think that they’re gonna like our billing structure, and I don’t really want to work with them because of that. So, stuff like that, where…
223 00:28:29.390 ⇒ 00:28:30.510 Robert Tseng: Hmm…
224 00:28:31.600 ⇒ 00:28:47.229 Robert Tseng: Yeah, I mean, it’s not… I don’t… I guess I don’t expect every… we’re moving away from, like, platform leads being, like, a good fit off the bat, because we’re not just, like, taking on any kind of work, like, we’re kind of almost at capacity, so we’re turning away more things.
225 00:28:47.230 ⇒ 00:28:49.310 Holly Condos: But yeah, I think there’s something about…
226 00:28:49.310 ⇒ 00:28:52.530 Robert Tseng: Being able to out-coach the team to
227 00:28:52.770 ⇒ 00:29:04.440 Robert Tseng: better triage these things before they jump on calls with me and Utam, even just by asking, like, what’s your budget? And if they ignore it, then I’m not gonna take a call, with them, so…
228 00:29:04.440 ⇒ 00:29:20.110 Robert Tseng: I think there’s certain things, like, adjustments like that, that… we’re not going to make the decision on this call, but, I guess, Ryan, this is probably more relevant to you. And you see all of our, kind of, chat history anyway, so you’re maybe observing, kind of, how we’re responding.
229 00:29:20.920 ⇒ 00:29:22.220 Ryan Brosas: Yeah, that’s noted.
230 00:29:22.620 ⇒ 00:29:23.290 Robert Tseng: Yeah.
231 00:29:23.510 ⇒ 00:29:33.490 Robert Tseng: And then as far as, like, actively bidding, I know we switched off GigRadar, and so we’re just kind of applying to some Upwork things that hit our filters.
232 00:29:33.760 ⇒ 00:29:46.020 Robert Tseng: Contra, I know volume is not that high. I mean, I still think Catalan is a good platform, like, it’s at the level that we want to be at, so, I might kind of, like, try to get us back
233 00:29:46.290 ⇒ 00:29:51.010 Robert Tseng: to creating pitches there. I think it’s a good forcing function to…
234 00:29:51.070 ⇒ 00:30:06.589 Robert Tseng: get us to test the case study, internal tooling that the AI team has built, and it’ll just get the go-to-market team to… to be creating better… better pitches. So, I might…
235 00:30:07.440 ⇒ 00:30:11.700 Robert Tseng: Yeah, I think I will probably, like, kind of re… revive that.
236 00:30:11.920 ⇒ 00:30:14.730 Robert Tseng: as well.
237 00:30:15.730 ⇒ 00:30:17.200 Robert Tseng: Okay.
238 00:30:18.310 ⇒ 00:30:20.980 Robert Tseng: As far as,
239 00:30:21.540 ⇒ 00:30:40.689 Robert Tseng: this goes, partner source deals, great, CES closed, and we have, John Boo’s element still in the works, so we expect at least one of those to close. Yeah, we have a couple more in November, so definitely the partner work is paying off, especially with the ones that are… have momentum, and
240 00:30:40.820 ⇒ 00:30:52.879 Robert Tseng: So I think it’s great that we’ve, you know, that’s been a big focus for us this quarter, to really, try to get organized around partnerships, and it is, you know, there are deals trickling in.
241 00:30:55.450 ⇒ 00:31:08.049 Robert Tseng: And then here, I think this is just kind of tying back to the whole Mofu thing. It’s like, we built a good process, like, I felt good about, like, every lead is receiving 3 touches. I don’t think people are very receptive, so…
242 00:31:08.080 ⇒ 00:31:26.210 Robert Tseng: There may be a couple events where it was high… highly receptive, and also the quality was good, but we just didn’t follow through on it. So, like, hope at SoundCloud is still kind of… I mean, we probably dropped it at that point. Maybe worth coming back to, but, yeah, I think…
243 00:31:26.490 ⇒ 00:31:28.629 Robert Tseng: You know, this is just something that…
244 00:31:29.100 ⇒ 00:31:35.549 Robert Tseng: Like, we have to… we just have to keep… we have to keep driving them towards the meeting to… to build that momentum.
245 00:31:35.560 ⇒ 00:31:54.550 Robert Tseng: Otherwise, it was just, like, creating busy work for ourselves. So, and I feel like most of the leads that we’ve sent these things to have not really, received it well. So, I don’t have an experiment to run off of that right now. I think this is just… I’m just flagging that as a…
246 00:31:54.610 ⇒ 00:31:58.969 Robert Tseng: you know, I’m gonna put that back into lagging.
247 00:31:59.370 ⇒ 00:32:03.070 Robert Tseng: yeah, I don’t… I don’t think it’s… I don’t think it’s really hitting well, so…
248 00:32:03.200 ⇒ 00:32:11.910 Robert Tseng: That’s that… which is fine, this is just a hard motion, but, like, you know, whatever. It’s just… I don’t think it’s producing the results we want to see.
249 00:32:14.150 ⇒ 00:32:24.239 Robert Tseng: Yeah, and then I think on the… on the good… on the bright side, I think Joe put together a, kind of, like, post-discovery, or, like, our… what our win rate is.
250 00:32:24.360 ⇒ 00:32:26.190 Robert Tseng: I think…
251 00:32:26.510 ⇒ 00:32:33.539 Robert Tseng: you know, if we’re measuring it correctly, it’s somewhere, like, between 60% and 80%. His dashboard says 90.
252 00:32:33.810 ⇒ 00:32:40.239 Robert Tseng: I think it’s 60, so I’m just gonna call it 80 for now until the numbers actually firm up.
253 00:32:40.320 ⇒ 00:32:46.389 Robert Tseng: But yeah, I think what that tells me is that, like, we’re… once we get a…
254 00:32:46.470 ⇒ 00:33:04.630 Robert Tseng: qualified lead, we’re pretty good at closing it. Like, this 20% is way lower than we expected. So I’m actually gonna, like, adjust these assumptions for the next quarter when I forecast. I don’t think most of you have seen my forecast model, but I assumed that we were only closing 20% of the calls that we’re taking on.
255 00:33:05.150 ⇒ 00:33:08.469 Robert Tseng: So, yeah, I guess, like.
256 00:33:08.770 ⇒ 00:33:24.300 Robert Tseng: on the bad side, it’s like, yeah, the top of funnel, like, lead flow is not that high, it’s not as high as I forecasted, but then our close rates are higher. So, somehow, like, the math worked out that we were able to pass, like, our revenue goal for this quarter.
257 00:33:24.300 ⇒ 00:33:31.570 Robert Tseng: But yeah, I think that’s… that’s just, like, kind of a learning for us. So, we do not have a win rate problem.
258 00:33:31.770 ⇒ 00:33:37.870 Robert Tseng: So what that tells me is it’s more of a kind of… yeah, it’s like… it’s a… it’s a conversion. It’s a conversion problem, right? How do we…
259 00:33:38.100 ⇒ 00:33:43.459 Robert Tseng: Yeah, what do we get? Well, by leads to…
260 00:33:43.670 ⇒ 00:33:49.340 Robert Tseng: Convert by… and conversion being measured by,
261 00:33:53.100 ⇒ 00:33:55.150 Robert Tseng: Convert on a,
262 00:33:57.090 ⇒ 00:34:05.830 Robert Tseng: Oh, I mean, conversion’s not the right… it’s not precise enough. How do we get qualified just to… to jump on more, to jump on meetings with us?
263 00:34:06.330 ⇒ 00:34:11.599 Robert Tseng: Yeah. So, I think, there’s that.
264 00:34:11.730 ⇒ 00:34:19.159 Robert Tseng: Question, and then… well, I guess that’s a secondary question. First one is maybe more, oops.
265 00:34:20.280 ⇒ 00:34:25.390 Robert Tseng: Yeah, like, how do we… Continue to…
266 00:34:26.330 ⇒ 00:34:29.990 Robert Tseng: Drive, top of funnel leads.
267 00:34:30.250 ⇒ 00:34:33.300 Robert Tseng: Or… Agreed.
268 00:34:33.699 ⇒ 00:34:41.100 Robert Tseng: in… Do I have consistent… Predictable lead flow.
269 00:34:42.030 ⇒ 00:34:53.969 Robert Tseng: these are all the same questions. This is kind of, like, the answer comes from all of these things. I think it’s just about, you know, I just leave these here as, like, what are the right questions to be asking for us? So,
270 00:34:56.520 ⇒ 00:35:09.379 Robert Tseng: when… when an advisor talks to me, and they ask me, like, what problems do you have on sales? Like, I want to be able to articulate it. These may not be the… the right questions to ask yet, but, I, you know, something… something like that. So…
271 00:35:09.500 ⇒ 00:35:13.730 Robert Tseng: Yeah, anyway, I’ll just kind of leave that there.
272 00:35:14.190 ⇒ 00:35:18.030 Robert Tseng: yeah.
273 00:35:19.760 ⇒ 00:35:33.130 Robert Tseng: the takeaway from the team is just that we just need to get on more meetings, because once we get on a meeting, and it’s a qualified lead, we’re closing them most of the time. So, I think that’s just, you know, I guess we’re doing a better job at that than I thought.
274 00:35:33.380 ⇒ 00:35:38.610 Robert Tseng: Yeah. I guess, moving on from that,
275 00:35:39.070 ⇒ 00:35:45.740 Robert Tseng: Yeah. Sale qualified lead to meeting booked in 5 days. Yeah, that’s… that’s tough.
276 00:35:46.400 ⇒ 00:35:48.749 Robert Tseng: I think this is… bleh…
277 00:35:51.760 ⇒ 00:35:53.180 Robert Tseng: We…
278 00:35:53.360 ⇒ 00:36:00.170 Robert Tseng: are, there’s, like, a gap between, like, the lead lists that we put out. Like, I’m not going through all of the…
279 00:36:01.320 ⇒ 00:36:08.329 Robert Tseng: Clay tables and things like that that, the team is putting out, but…
280 00:36:08.740 ⇒ 00:36:17.319 Robert Tseng: going from lead lists and being able to actually qualify them, and then to the book meetings. Like, that’s… that’s where we’re getting stuck. So,
281 00:36:18.410 ⇒ 00:36:22.020 Robert Tseng: Yeah, I guess that’s, you know, that’s kind of…
282 00:36:24.200 ⇒ 00:36:34.920 Robert Tseng: it kind of just brings us back to the top of the funnel again. So, anyway, I… I… I’m just trying to frame, like, where are we getting stuck in terms of, like, deal stages?
283 00:36:35.800 ⇒ 00:36:36.540 Robert Tseng: Yeah.
284 00:36:37.380 ⇒ 00:36:44.369 Robert Tseng: And then… Yeah, I guess here as well, in terms of, like.
285 00:36:45.180 ⇒ 00:36:55.909 Robert Tseng: we’re getting jammed on proposals when they come towards the end of the week, so there were some things, like, you know, both Utah and I had to do weekend work to kind of get a couple things over the line, which is fine.
286 00:36:56.040 ⇒ 00:37:07.760 Robert Tseng: When it’s just us, but, definitely something that we could probably speed up on. So, yeah, I’m just calling it out, but those are some observations that I had.
287 00:37:07.870 ⇒ 00:37:27.219 Robert Tseng: And then I think just, like, HubSpot, kind of, like, just cleanliness has kind of dropped the past week. The fact that I kind of had to spend, like, you know, another 30 minutes to an hour to go in and add a bunch of things. So I feel like we’ve… we’ve kind of dropped off. I know people were in and out of office the past week, so no…
288 00:37:27.300 ⇒ 00:37:30.749 Robert Tseng: not… A huge issue there, but just want to flag that.
289 00:37:31.600 ⇒ 00:37:36.670 Robert Tseng: Okay, so, the, yeah, any questions on this?
290 00:37:40.210 ⇒ 00:37:41.170 Hannah Wang: No.
291 00:37:41.170 ⇒ 00:37:41.860 Joseph Good: Makes sense.
292 00:37:41.860 ⇒ 00:37:58.199 Robert Tseng: So the… so the top… the top-level summary things here, yeah, I think we have, like, an inbound issue that we need to address in terms of, like, yeah, maybe, like, the fact that we kind of pulled back our investments in the content side is now coming back to bite us.
293 00:37:58.250 ⇒ 00:38:10.799 Robert Tseng: We’re seeing that kind of in some of these things kind of just sitting there. Partnerships going great. Yeah, our post-discovery win rates are doing well, but our top of funnel
294 00:38:10.800 ⇒ 00:38:18.999 Robert Tseng: kind of, we’ve been… we’ve lagged, kind of, I think we were poor and lagging. I think if I look back the past 3 weeks, we haven’t actually hit this target.
295 00:38:19.030 ⇒ 00:38:27.030 Robert Tseng: So, there’s something about just, like, pipeline building that we’re just not… we’re just not building good pipeline right now. So…
296 00:38:28.020 ⇒ 00:38:37.979 Robert Tseng: yeah, I mean, that’s kind of the state of the sales, it’s kind of… yeah, of our sales effort right now. Not to worry, like, I don’t want to, like, you know, this is not,
297 00:38:39.040 ⇒ 00:38:45.299 Robert Tseng: like, freak anyone out. Like, you can see, even though we have a leaky bucket in a bunch of different areas, like, somehow…
298 00:38:45.300 ⇒ 00:39:01.269 Robert Tseng: some things do better than expected, and some things do worse, and so somehow it still gets us to our… to our goals. So, that’s just kind of how, I guess, B2B sales is, and I think overall, we’re taking the right steps. We just have to be kind of making these adjustments, kind of.
299 00:39:01.270 ⇒ 00:39:05.490 Robert Tseng: Week to week. And, you know, we’re small enough, and
300 00:39:05.490 ⇒ 00:39:10.960 Robert Tseng: You know, flexible enough to be able to give attention to whatever… whatever the… wherever the needs are.
301 00:39:11.180 ⇒ 00:39:15.989 Robert Tseng: Okay. Well, if no other questions, sorry, this took…
302 00:39:16.280 ⇒ 00:39:26.749 Robert Tseng: it took up longer than I usually do, running through this. I’ll turn it over to, I guess, whoever’s next to kind of go through the campaigns.
303 00:39:29.200 ⇒ 00:39:32.980 Hannah Wang: Guess that’s me. Alright. Hold on.
304 00:39:36.260 ⇒ 00:39:41.600 Hannah Wang: Okay, yeah, so…
305 00:39:42.290 ⇒ 00:39:54.780 Hannah Wang: I think what you said makes sense about, like, the event-based campaigns, like, some are a hit, and there’s a lot of qualified leads, and for some, it’s just too wide, so I feel like…
306 00:39:55.620 ⇒ 00:39:57.660 Hannah Wang: The health one…
307 00:39:58.200 ⇒ 00:40:06.819 Hannah Wang: yeah, I kind of tried to crunch some of the numbers, it might not be super accurate, but we booked, like, a couple meetings, and they weren’t even qualified, so…
308 00:40:06.880 ⇒ 00:40:25.080 Hannah Wang: Something to be said about that. And then for the legal one, I don’t know if Utam actually met with Satish. I asked him if he could take over, because he gave him his number, but I don’t know if they actually met last week. And in terms of just breaking into this space, I feel like
309 00:40:25.430 ⇒ 00:40:32.100 Hannah Wang: I personally, yeah, didn’t really… I’m not… I wasn’t super diligent with this one, just because I feel like…
310 00:40:32.830 ⇒ 00:40:35.489 Hannah Wang: It’s just a new vertical, and…
311 00:40:35.490 ⇒ 00:40:37.450 Robert Tseng: Yeah. I feel like I need more help, so…
312 00:40:37.450 ⇒ 00:40:44.560 Holly Condos: So, sorry to interrupt you, but this, this was the, Austin conference last week, right?
313 00:40:44.850 ⇒ 00:40:45.560 Hannah Wang: Yeah.
314 00:40:45.560 ⇒ 00:40:51.740 Holly Condos: So the 3 people that you reached out to, did we hear back from them? Maureen was one, I thought?
315 00:40:51.740 ⇒ 00:40:56.180 Hannah Wang: Yeah, so Maureen, we asked her if we can get a ticket, and she said she doesn’t.
316 00:40:56.180 ⇒ 00:40:57.320 Holly Condos: In the combo.
317 00:40:57.320 ⇒ 00:41:13.730 Hannah Wang: kind of died. And then for Taylor Bell, he was, like, this Austin, or not Austin, Arizona-based, like, small boutique consult… or law firm. I think for that one, I just didn’t know how to message it in a way that it would be worth it for UTAM to drive all the way there, and…
318 00:41:14.350 ⇒ 00:41:18.249 Hannah Wang: With him, or schedule a meeting with him, and then…
319 00:41:18.500 ⇒ 00:41:20.900 Hannah Wang: The one that had, like, that…
320 00:41:21.040 ⇒ 00:41:37.640 Hannah Wang: database thing, like, I reached out to her, I emailed her, she didn’t get back, so… but Satish, like, he met… I think Robert met Satish somewhere along the line, and I feel like he runs, like, a consultancy for legal.
321 00:41:37.640 ⇒ 00:41:41.749 Robert Tseng: Yeah, his office is down the street from me. I’ll just hit him back up when he’s back in New York, it’s okay.
322 00:41:41.750 ⇒ 00:41:42.140 Hannah Wang: Okay.
323 00:41:42.260 ⇒ 00:41:45.660 Holly Condos: So, Robert, let me, let me ask you this. So,
324 00:41:45.840 ⇒ 00:41:47.889 Holly Condos: I’m not sure we talked about it, but…
325 00:41:48.190 ⇒ 00:41:56.180 Holly Condos: A lot of my background is legal. I was a paralegal for a while, I’ve been to law school, I’ve worked for firms, in-house.
326 00:41:56.500 ⇒ 00:42:11.240 Holly Condos: legal for corporations, right? So, I have a giant network, and for this conference, I was telling Hannah that I’m connected to a number of people who were either speakers or
327 00:42:11.890 ⇒ 00:42:22.010 Holly Condos: are on this board that generates the conference. But having said that, so is this an area that Brainforge wants to try to delve into, like.
328 00:42:22.040 ⇒ 00:42:31.980 Holly Condos: should I, you know, should I start deploying some of my network for you? How do you feel? Yeah. Can I talk about it online? I’m just saying, I might be able to help here.
329 00:42:32.180 ⇒ 00:42:50.329 Robert Tseng: Yeah, we’ve been dancing around this industry for a while. Like, the last time we did a real concerted push to, like, go into it was in Q2, really. Like, like, I’ve worked with, one of my… one of my fir… one of my clients was Magna Legal Services. They’re, like, a,
330 00:42:50.930 ⇒ 00:43:00.029 Robert Tseng: yeah, they do a lot of, like, out-of-court kind of services for a lot of firms, and so I have, like, a contact list of, like, 20,000 people, from… because I have a customer list.
331 00:43:01.190 ⇒ 00:43:02.570 Robert Tseng: We
332 00:43:02.890 ⇒ 00:43:12.020 Robert Tseng: we’ve built a couple AI solutions for them. They didn’t really make it past, like, the paid demo stage, and so they didn’t convert into, like, ongoing clients.
333 00:43:12.520 ⇒ 00:43:32.110 Robert Tseng: So we always gotta… we’re on the fringe, like, I don’t think we’ve, like, repositioned our offers to kind of go after them yet. It’s something I want to do, like, I do think that this is, like, an industry that I… a vertical that I care about. Yeah. But I would say, you know, it’s probably too early to reach out to your network, because I wouldn’t really have anything to give to them specific, but…
334 00:43:32.110 ⇒ 00:43:32.520 Holly Condos: Okay.
335 00:43:32.520 ⇒ 00:43:35.129 Robert Tseng: I guess my learning from this is, like.
336 00:43:35.370 ⇒ 00:43:43.350 Robert Tseng: For these vertical-specific kind of campaigns, like, we don’t have… our team, like, doesn’t… is not ready to kind of,
337 00:43:44.330 ⇒ 00:43:51.090 Robert Tseng: like, Hannah got jammed, because she just didn’t know how to talk to these people. But maybe she knows how to talk to, like, the econ people, or the CP… I don’t know, like, there’s.
338 00:43:51.090 ⇒ 00:43:51.990 Holly Condos: Sure.
339 00:43:51.990 ⇒ 00:44:03.890 Robert Tseng: certain, verticals that we… it’s easier for the team to run with without much direction, so… but with, like, legal, we need to really kind of, like, build out, like, our offerings and our pitch there and everything, so…
340 00:44:03.890 ⇒ 00:44:09.379 Holly Condos: So let’s just put a pin in it for now, but note it, you know, for maybe Q1, Q2 next year.
341 00:44:10.030 ⇒ 00:44:10.590 Robert Tseng: Yep.
342 00:44:11.060 ⇒ 00:44:12.420 Holly Condos: Okay, sounds good.
343 00:44:13.910 ⇒ 00:44:25.640 Hannah Wang: Cool. Yeah, so the active ones, Amtraum, I’m gonna do the… I… yeah, I need to look at the meeting and do a bunch of logistical things there, so I feel like that’s… that’s fine.
344 00:44:25.670 ⇒ 00:44:33.929 Hannah Wang: And then I know this campaign is currently running, I see some of the messages in your LinkedIn, Robert, so I think…
345 00:44:34.280 ⇒ 00:44:47.960 Hannah Wang: we’ll see how this one goes. And then for this one, did you want my help with this? I haven’t been super diligent in nurturing this. I know email and LinkedIn were both used, but.
346 00:44:48.550 ⇒ 00:44:59.840 Robert Tseng: Yeah, I mean, I have, like, 20 responses. Like, I don’t know how many of them are actual real commercial opportunities now. I think some of them are interesting. They’re, like, think tanks or whatever, but, like, not really our typical ICP.
347 00:44:59.910 ⇒ 00:45:09.939 Robert Tseng: Yeah, I mean, I would prefer if you just kind of went through and you told me, like, what the opportunities are, and you, like, did the first kind of pass on the… on the, responses.
348 00:45:10.160 ⇒ 00:45:12.899 Robert Tseng: We can… we can talk through it. It might…
349 00:45:13.040 ⇒ 00:45:15.659 Robert Tseng: If you need some talking points, but
350 00:45:16.080 ⇒ 00:45:19.559 Robert Tseng: Yeah, I mean, I just… I probably have, like, 20 emails sitting in my inbox.
351 00:45:19.560 ⇒ 00:45:26.150 Hannah Wang: Okay… Yeah, I will… So, Ryan, is this the full list?
352 00:45:27.150 ⇒ 00:45:27.850 Ryan Brosas: Yeah.
353 00:45:28.130 ⇒ 00:45:28.840 Hannah Wang: Okay.
354 00:45:29.110 ⇒ 00:45:42.969 Hannah Wang: Okay, I will go through that this week. Okay, so… and I know this… so, these are all kind of, like, the proposed ones, I guess the top three. So I know, Ryan, you made the…
355 00:45:43.130 ⇒ 00:45:47.590 Hannah Wang: brief for the telehealth one. Do we want to, I guess, launch
356 00:45:47.730 ⇒ 00:45:51.870 Hannah Wang: try to launch this this week. I know we try to cap
357 00:45:52.040 ⇒ 00:45:57.750 Hannah Wang: our campaign’s at 3, so I don’t wanna do too much, because then I’m… we’re just gonna…
358 00:45:58.860 ⇒ 00:46:01.490 Hannah Wang: Not do a good job.
359 00:46:01.490 ⇒ 00:46:02.780 Robert Tseng: Well, what are the three?
360 00:46:02.780 ⇒ 00:46:17.959 Hannah Wang: We’ll spread ourselves then. Well, I feel like I need to spend my time just doing this, and then I know… well, this is kind of like an automated one, so I guess it doesn’t really count. And I guess this doesn’t really count too, so we can add two more, I guess.
361 00:46:17.960 ⇒ 00:46:20.170 Robert Tseng: Add two more? Okay, I want to add two more, yeah.
362 00:46:20.880 ⇒ 00:46:29.030 Hannah Wang: So… this one, I know… Robert, if you can look at his… his brief, that’d be helpful. I linked it here, and then just give us a…
363 00:46:29.140 ⇒ 00:46:30.770 Hannah Wang: Go signal for that.
364 00:46:30.770 ⇒ 00:46:31.410 Robert Tseng: Okay.
365 00:46:32.350 ⇒ 00:46:35.410 Hannah Wang: I guess I’ll put myself as a leader.
366 00:46:36.370 ⇒ 00:46:45.120 Hannah Wang: And then, I know at the EdTech one, the camp… the, what do you want to call it? The conference is next year, so we can…
367 00:46:45.120 ⇒ 00:46:52.990 Robert Tseng: Yeah, that one’s not a high priority, yeah. I would say January Ventures first. That’s closest to the, we will build your data stack before the holidays, but more of, like, a twist on, like.
368 00:46:54.790 ⇒ 00:47:00.309 Robert Tseng: Yeah, like… we’re… we are connected to this VC in some way, or whatever, so…
369 00:47:01.490 ⇒ 00:47:10.799 Hannah Wang: Okay, Joe, do you think you have the bandwidth to help with the brief for this one? Just with, like, the wording and messaging and the offer?
370 00:47:11.580 ⇒ 00:47:15.200 Joseph Good: Yeah, I can put together, like, a rough scaffolding for a copy.
371 00:47:15.630 ⇒ 00:47:22.489 Hannah Wang: Yeah, just similar to what you did for the Series A, Series A one, I think that’d be helpful.
372 00:47:22.610 ⇒ 00:47:23.380 Hannah Wang: Sure.
373 00:47:23.620 ⇒ 00:47:26.919 Joseph Good: Yeah, I’ll ask, or I’ll shoot over any questions if it comes up.
374 00:47:26.920 ⇒ 00:47:29.640 Hannah Wang: Sure. So Ryan, if you could start…
375 00:47:30.170 ⇒ 00:47:32.190 Hannah Wang: I don’t know if this is already the scraped
376 00:47:32.360 ⇒ 00:47:42.070 Hannah Wang: thing or not, but yeah, just do kind of our usual, like, clay scraping type of automation, and then… I think we’ll be good for this week.
377 00:47:42.420 ⇒ 00:47:43.710 Hannah Wang: Yeah. Yep.
378 00:47:43.970 ⇒ 00:47:44.760 Hannah Wang: Okay.
379 00:47:45.170 ⇒ 00:47:48.010 Hannah Wang: I think that’s all for me.
380 00:47:49.270 ⇒ 00:47:50.020 Hannah Wang: Yeah.
381 00:47:51.220 ⇒ 00:47:52.660 Robert Tseng: Okay, great.
382 00:47:58.160 ⇒ 00:48:00.170 Robert Tseng: Right, anything else?
383 00:48:00.450 ⇒ 00:48:05.710 Hannah Wang: Oh, sorry. Just so I know, when are you out again? You’re flying…
384 00:48:05.710 ⇒ 00:48:10.699 Robert Tseng: Wednesday afternoon. I mean, I basically, like, from Wednesday to…
385 00:48:11.050 ⇒ 00:48:27.659 Robert Tseng: like, next Friday, like, well, pretty much… I guess we’re off on Thanksgiving, but from Wednesday to the next week, I will not really be taking calls in the afternoon, so I’ll probably shift this to async, async updates next week.
386 00:48:28.020 ⇒ 00:48:28.670 Hannah Wang: Okay.
387 00:48:29.450 ⇒ 00:48:30.010 Robert Tseng: Yeah.
388 00:48:32.880 ⇒ 00:48:35.000 Hannah Wang: Right, nothing else for me.
389 00:48:36.710 ⇒ 00:48:48.749 Robert Tseng: Okay, any… any questions? Anything like that? It doesn’t have to be, yeah, just, like, things that I can… that we didn’t cover that I can help, kind of, just at least put on my radar. We could book… book meetings, or whatever we need to.
390 00:48:50.290 ⇒ 00:48:51.390 Hannah Wang: Mmm…
391 00:48:51.880 ⇒ 00:48:56.140 Joseph Good: Sorry, on that last campaign, when did we want to set that live? Or is there a date that we had in mind?
392 00:48:57.360 ⇒ 00:49:05.280 Robert Tseng: I saw that the Series A campaign, it got deployed today. I thought it was last week.
393 00:49:05.700 ⇒ 00:49:06.700 Hannah Wang: That’s the 12th.
394 00:49:07.240 ⇒ 00:49:10.830 Robert Tseng: Okay, alright, I misread it then. I thought I saw the 17th.
395 00:49:11.730 ⇒ 00:49:12.249 Hannah Wang: That was true.
396 00:49:12.250 ⇒ 00:49:17.339 Robert Tseng: Yeah, well, I mean, it should just be an extension to that, so whenever… I mean, I would say when we, kind of.
397 00:49:17.900 ⇒ 00:49:20.429 Robert Tseng: you know, if we could deploy it by Wednesday, it would be great, like…
398 00:49:21.870 ⇒ 00:49:22.420 Joseph Good: Great.
399 00:49:23.090 ⇒ 00:49:30.980 Robert Tseng: Yeah, like, I feel like it’s just kind of a repurposing of the same brief that you use. We adjust the copy, and then… yeah. Okay, cool.
400 00:49:31.370 ⇒ 00:49:35.330 Hannah Wang: And then can we send the same… collateral? Yeah.
401 00:49:35.330 ⇒ 00:49:37.030 Robert Tseng: I think the same collateral works, yeah.
402 00:49:38.790 ⇒ 00:49:43.280 Hannah Wang: So do you… should we prioritize that over the telehealth one? Or just…
403 00:49:44.650 ⇒ 00:49:45.140 Hannah Wang: At the same time.
404 00:49:45.140 ⇒ 00:49:52.269 Robert Tseng: Yeah, yeah, I would say… well, yeah, I mean, it’ll be easier to launch than the telehealth one, but the telehealth one, I’ll review the brief.
405 00:49:52.270 ⇒ 00:49:52.880 Hannah Wang: Okay.
406 00:49:53.280 ⇒ 00:49:55.709 Hannah Wang: Do you have the link? I can send it over if you don’t.
407 00:49:56.040 ⇒ 00:49:59.290 Robert Tseng: Yeah, I guess,
408 00:49:59.960 ⇒ 00:50:07.380 Robert Tseng: Yeah, if you just… if you just said it again, it’d be easier, like, I… I usually don’t scroll up too much on the… on the Slacks.
409 00:50:07.940 ⇒ 00:50:08.590 Hannah Wang: Okay.
410 00:50:08.840 ⇒ 00:50:09.640 Robert Tseng: Thanks.
411 00:50:12.200 ⇒ 00:50:13.540 Hannah Wang: Sounds good.
412 00:50:13.740 ⇒ 00:50:14.340 Robert Tseng: Okay, cool.
413 00:50:14.340 ⇒ 00:50:15.620 Holly Condos: Thanks, everyone.
414 00:50:16.580 ⇒ 00:50:17.280 Joseph Good: I…