Meeting Title: GTM Team Sync Date: 2025-11-24 Meeting participants: Holly Condos, Joseph Good, Hannah Wang, Ryan Brosas
WEBVTT
1 00:00:15.720 ⇒ 00:00:17.090 Joseph Good: Hey, Ollie, how’s it going?
2 00:00:17.690 ⇒ 00:00:19.390 Holly Condos: Hey, good, how are you?
3 00:00:19.620 ⇒ 00:00:20.879 Joseph Good: Doing well, thanks.
4 00:00:21.360 ⇒ 00:00:28.730 Joseph Good: I’m sure Hannah’s hopping on soon. I will actually be, this is Robert and Utong.
5 00:00:28.880 ⇒ 00:00:40.339 Joseph Good: earlier today, but I’m gonna be, just for bandwidth constraints, probably off-boarding, this week, just with a few other things that came up on my plate, personally.
6 00:00:40.340 ⇒ 00:00:41.210 Holly Condos: Oh.
7 00:00:41.370 ⇒ 00:00:51.890 Joseph Good: Yeah, but wanted to just, like, touch base here on HubSpot dashboard, obviously didn’t want to leave anyone hanging, so wanted to make sure that everything’s, like.
8 00:00:52.000 ⇒ 00:00:54.720 Joseph Good: All good for the meeting coming up.
9 00:00:55.180 ⇒ 00:01:02.290 Holly Condos: Okay, appreciate that. And sorry to see you go, but I totally understand.
10 00:01:02.690 ⇒ 00:01:03.899 Joseph Good: No, no worries, yeah, I’m…
11 00:01:03.900 ⇒ 00:01:11.900 Holly Condos: Kind of juggle, myself, right? I’m trying to minimize some scope with one customer.
12 00:01:12.060 ⇒ 00:01:16.159 Holly Condos: put off a new client and, so I can…
13 00:01:16.470 ⇒ 00:01:21.359 Holly Condos: give the time that’s needed for Brainforge. So I, I get you.
14 00:01:21.730 ⇒ 00:01:26.610 Joseph Good: It’s a… it’s a juggling act, for sure, but I’m… I’m glad you’re managing it.
15 00:01:27.520 ⇒ 00:01:28.900 Holly Condos: Yeah, yeah.
16 00:01:29.440 ⇒ 00:01:32.879 Joseph Good: Cool. Yeah, let me see if Hannah’s hopping on here.
17 00:01:32.880 ⇒ 00:01:35.279 Holly Condos: You’re in, LA?
18 00:01:35.280 ⇒ 00:01:36.789 Joseph Good: I am, yeah.
19 00:01:36.790 ⇒ 00:01:37.430 Holly Condos: Okay.
20 00:01:37.840 ⇒ 00:01:38.630 Holly Condos: Hold it out.
21 00:01:41.460 ⇒ 00:01:43.010 Holly Condos: Yeah, she and I were…
22 00:01:43.010 ⇒ 00:01:44.670 Hannah Wang: on earlier.
23 00:01:44.670 ⇒ 00:01:45.769 Joseph Good: Oh, hey, Hannah.
24 00:01:45.770 ⇒ 00:01:46.440 Hannah Wang: I’m late.
25 00:01:46.700 ⇒ 00:01:48.109 Joseph Good: No, all good.
26 00:01:48.110 ⇒ 00:01:48.880 Holly Condos: Hannah.
27 00:01:51.380 ⇒ 00:02:03.739 Joseph Good: I was just telling, Holly real quick, but I… I messaged Uten and Robert earlier today, but just with some things that have come up on my plate, I’ll be, like, off-boarding, just as…
28 00:02:03.740 ⇒ 00:02:12.199 Joseph Good: don’t have the bandwidth right now for all things Brainforge, but wanted to hop on and just, like, make sure you guys were in a good spot to…
29 00:02:12.210 ⇒ 00:02:15.190 Joseph Good: take HubSpot and everything, like, moving forward, so…
30 00:02:15.190 ⇒ 00:02:16.090 Hannah Wang: Sure
31 00:02:16.310 ⇒ 00:02:28.100 Hannah Wang: Yeah. Well, it was a pleasure working with you for the past… I don’t know how long you were here, like, two, three, a month? I don’t know, but, totally, totally get it. I’m sure you’re trying to…
32 00:02:28.240 ⇒ 00:02:31.640 Hannah Wang: Wrap up school and whatnot, so…
33 00:02:32.100 ⇒ 00:02:34.100 Hannah Wang: Yeah, I mean, we’re all in…
34 00:02:34.330 ⇒ 00:02:39.449 Hannah Wang: LA, at least you, me, and Holly sometimes, so we can always keep in touch.
35 00:02:39.450 ⇒ 00:02:40.720 Holly Condos: Yeah, for sure.
36 00:02:41.290 ⇒ 00:02:42.639 Joseph Good: That way,
37 00:02:42.910 ⇒ 00:02:49.530 Joseph Good: But yeah, is there anything I can be helpful with, or that you guys had questions on or whatnot? I know I wasn’t touching too much stuff, but…
38 00:02:50.100 ⇒ 00:02:59.969 Hannah Wang: Oh, good. I didn’t get a chance to look at the running notes that Robert sent in the channel,
39 00:03:02.340 ⇒ 00:03:05.009 Hannah Wang: I don’t know if we want to go over that.
40 00:03:05.390 ⇒ 00:03:09.340 Hannah Wang: Did anyone else get a chance to look at that, or…
41 00:03:09.340 ⇒ 00:03:13.359 Holly Condos: I haven’t. I’m having some trouble with my laptop. Okay.
42 00:03:13.780 ⇒ 00:03:25.670 Holly Condos: So, I’m… I’m trying to fix that at the moment, but I think maybe, Hannah, for… for Joe… Joseph, maybe we just go over the HubSpot dashboard and…
43 00:03:25.830 ⇒ 00:03:26.410 Hannah Wang: Sure.
44 00:03:26.410 ⇒ 00:03:32.000 Holly Condos: And I don’t think that UTAM has still looked at the latest version.
45 00:03:32.220 ⇒ 00:03:33.230 Hannah Wang: Yeah.
46 00:03:33.230 ⇒ 00:03:41.690 Holly Condos: But, you know, for our benefit in the GTM meeting later. And then… and then we could go run through the notes if we have time.
47 00:03:41.890 ⇒ 00:03:43.789 Hannah Wang: Sure.
48 00:03:43.790 ⇒ 00:03:45.360 Holly Condos: Just a suggestion.
49 00:03:45.560 ⇒ 00:03:53.940 Hannah Wang: Yeah, I like that idea. I feel like the notes we can probably just look at on our own, in our own time before the meeting, which is pushed, so…
50 00:03:53.940 ⇒ 00:04:07.849 Holly Condos: Yeah, and I will, once I’m back here connected, I have another… I have my new laptop, so I’m actually slow in migrating, but, I will… I will Slack you some other updates.
51 00:04:08.230 ⇒ 00:04:09.070 Hannah Wang: Okay.
52 00:04:09.070 ⇒ 00:04:11.260 Holly Condos: Cool. Before we meet.
53 00:04:11.260 ⇒ 00:04:12.150 Hannah Wang: Sure.
54 00:04:12.320 ⇒ 00:04:20.949 Hannah Wang: So, Joe, I know you had a sync with Robert every couple days. Did you get a chance to show him this dashboard and get his feedback on it?
55 00:04:21.560 ⇒ 00:04:31.659 Joseph Good: Yeah, we… I think you mentioned it last week on the, the kind of the all-GTM call. I think it’s a… probably, like, a B-plus at this point. Okay.
56 00:04:32.110 ⇒ 00:04:50.669 Joseph Good: I think, like, I’d have to go back to the… the notes from our call last Monday. I think, like, the… the partner contact, sorry, on that, like, quarter lead source, we still need to update. I remember you guys made a comment on that last week. I think, like, the pipeline values are…
57 00:04:50.900 ⇒ 00:04:52.080 Joseph Good: Good.
58 00:04:53.830 ⇒ 00:05:05.470 Joseph Good: Yeah, I think this should all be pretty solid, maybe just, like, asking Robert specifically, like, what from the dashboard, he would want to see, like, or that would be helpful. Yeah.
59 00:05:06.190 ⇒ 00:05:07.909 Hannah Wang: Okay, yeah, probably…
60 00:05:08.040 ⇒ 00:05:14.699 Hannah Wang: what he’d want to see is stuff regarding the OKRs. But yeah, we can… I can…
61 00:05:14.870 ⇒ 00:05:26.680 Hannah Wang: chat with him about that. And then, I don’t know if you were up for it, but maybe updating… yeah, I know you, Holly and I mentioned the partner contact. This is just…
62 00:05:26.870 ⇒ 00:05:44.999 Hannah Wang: this is not necessarily how many contacts we have for the partner, but just how many leads came from a partner, so if you get a chance to change that and add some values here, I think that’d be super helpful for us, because I don’t think we currently…
63 00:05:46.110 ⇒ 00:05:56.750 Hannah Wang: Yeah, I guess it’ll look something like this, but… In vertical form, and… over here.
64 00:05:57.010 ⇒ 00:06:04.299 Joseph Good: Sorry, what was the… just so I know, I’m trying to get to HubSpot right now. What is the field that’s not… it’s the other partner field, right?
65 00:06:04.300 ⇒ 00:06:20.000 Hannah Wang: It’s the… like, in the dashboard that says quarter lead source, all the way on the right, it says partner contact. I don’t think we need to keep track of how many contacts we have from the partner, but more so how many leads they brought us, and…
66 00:06:20.000 ⇒ 00:06:22.669 Joseph Good: who the leads are. So…
67 00:06:22.790 ⇒ 00:06:23.580 Hannah Wang: it would…
68 00:06:23.580 ⇒ 00:06:24.160 Holly Condos: Yeah.
69 00:06:24.160 ⇒ 00:06:26.299 Hannah Wang: Something similar to…
70 00:06:26.340 ⇒ 00:06:27.700 Holly Condos: the one…
71 00:06:27.790 ⇒ 00:06:31.639 Hannah Wang: below in the appendix called Partner Source Referrals.
72 00:06:32.460 ⇒ 00:06:36.900 Hannah Wang: So you can see, like, oh yeah, McGaw referred us, John Booze, like,
73 00:06:37.420 ⇒ 00:06:52.170 Hannah Wang: Yeah, polyatomic referred Hydra, and hey Marvin, so… maybe… it’s probably just these filters and fields, but just move it to the dash view that you created, and just, like, replace partner contact with
74 00:06:52.410 ⇒ 00:06:55.980 Hannah Wang: the… previous widget that I showed.
75 00:06:56.410 ⇒ 00:06:56.910 Hannah Wang: Does that make sense.
76 00:06:56.910 ⇒ 00:07:03.030 Joseph Good: Yeah, no, I think it does. We just… is there a tag on the…
77 00:07:04.030 ⇒ 00:07:08.970 Joseph Good: Yeah, on the one that you showed down there. What’s, yeah.
78 00:07:09.260 ⇒ 00:07:20.219 Hannah Wang: Yeah, so it should be a partner referral, and then I think the deal source detail is just a free form field that we type in the partner name.
79 00:07:20.550 ⇒ 00:07:27.189 Joseph Good: Okay, sounds good. I think I’ll update it from partner contact to partner referral then. I think it should be good.
80 00:07:27.960 ⇒ 00:07:32.549 Hannah Wang: Cool. Let me go back to the dash…
81 00:07:36.820 ⇒ 00:07:39.900 Holly Condos: I was just looking for Utam’s comment.
82 00:07:44.040 ⇒ 00:07:46.689 Hannah Wang: Partnership stuff on the dashboard?
83 00:07:46.690 ⇒ 00:07:54.440 Holly Condos: He had some very specific comments on the dash… partnership dashboard, yeah. I think it might have just been to me, though, let me look.
84 00:08:14.860 ⇒ 00:08:21.420 Hannah Wang: In the meantime, Holly, while you look for that, I think… everything… else looks…
85 00:08:21.880 ⇒ 00:08:25.539 Hannah Wang: Good. Let me try to pull up the OKRs.
86 00:08:26.300 ⇒ 00:08:28.370 Hannah Wang: Active…
87 00:08:36.630 ⇒ 00:08:43.469 Holly Condos: Okay, let’s see, yeah, he still hasn’t looked at it, but…
88 00:08:49.630 ⇒ 00:08:55.470 Holly Condos: So, Hannah, you and Joe had, last Thursday.
89 00:08:55.580 ⇒ 00:09:03.749 Holly Condos: I think, Hannah, your comment was to Utam. Joe updated the HubSpot dashboard, the partner contact isn’t correct yet.
90 00:09:04.210 ⇒ 00:09:04.840 Hannah Wang: Yeah.
91 00:09:05.030 ⇒ 00:09:06.559 Holly Condos: Did we fix that?
92 00:09:06.590 ⇒ 00:09:09.789 Hannah Wang: No, that’s the thing I was talking about. Okay.
93 00:09:12.080 ⇒ 00:09:13.540 Hannah Wang: Mmm…
94 00:09:14.670 ⇒ 00:09:21.910 Joseph Good: Let’s see… Yeah, I’m updating that right now, the partner referral.
95 00:09:32.780 ⇒ 00:09:35.610 Holly Condos: Oh, okay, so he said,
96 00:09:36.900 ⇒ 00:09:45.019 Holly Condos: still unusable, doesn’t have clear alignment to OKRs on the partner slide.
97 00:09:47.320 ⇒ 00:09:48.340 Hannah Wang: I… Well…
98 00:09:48.340 ⇒ 00:09:50.889 Holly Condos: On the sales team performance slide.
99 00:09:52.110 ⇒ 00:09:57.490 Hannah Wang: I feel like he was looking at the previous one.
100 00:09:57.490 ⇒ 00:10:05.959 Holly Condos: I think so too, and because he hasn’t looked at all the updates Joe made, I think we just bring that to his attention today.
101 00:10:07.120 ⇒ 00:10:12.600 Hannah Wang: Yeah, I don’t know if he’ll join… I know he didn’t join last week, so we’ll see if he can join today.
102 00:10:13.160 ⇒ 00:10:13.650 Holly Condos: Okay.
103 00:10:13.650 ⇒ 00:10:18.270 Hannah Wang: I feel like it’s o- it’s okay. We’ll just use the new one, and then…
104 00:10:19.660 ⇒ 00:10:25.450 Hannah Wang: Yeah, I feel like if Robert said it’s okay, I feel like Utam will also think it’s okay.
105 00:10:25.450 ⇒ 00:10:26.220 Holly Condos: Great.
106 00:10:26.220 ⇒ 00:10:27.070 Hannah Wang: So…
107 00:10:27.340 ⇒ 00:10:31.360 Holly Condos: Joe, you said, Robert thought it was about 85% there?
108 00:10:31.970 ⇒ 00:10:35.710 Joseph Good: Yeah, that… well, just based on his comments, like, he didn’t say 80, but…
109 00:10:35.710 ⇒ 00:10:36.690 Holly Condos: Oh, yeah, got it.
110 00:10:36.690 ⇒ 00:10:39.380 Joseph Good: I would say around 80. And actually, quick…
111 00:10:39.910 ⇒ 00:10:52.800 Joseph Good: I’m trying to log into HubSpot right now, but it’s… it says there’s, like, an authentication or whatnot, so I’m not sure if I can get in, but I think, Hannah, you can probably, honestly, just change this report real quick. I can…
112 00:10:52.960 ⇒ 00:10:56.430 Joseph Good: Yeah, if you go to the three dots, or yeah, I’m sure you know how to do it, but…
113 00:10:56.960 ⇒ 00:10:58.619 Hannah Wang: I actually don’t. I’m stuck here.
114 00:10:58.620 ⇒ 00:11:03.670 Joseph Good: Oh, no worries. Yeah, click on the… actually, click on the… the bars, yeah.
115 00:11:03.670 ⇒ 00:11:04.220 Hannah Wang: Sure.
116 00:11:04.760 ⇒ 00:11:09.409 Joseph Good: And then go down to update, or Customize, sorry, excuse me, at the bottom.
117 00:11:10.060 ⇒ 00:11:11.090 Joseph Good: Customize.
118 00:11:11.740 ⇒ 00:11:13.100 Hannah Wang: Oh, oh, okay.
119 00:11:13.100 ⇒ 00:11:13.930 Joseph Good: Yep.
120 00:11:14.520 ⇒ 00:11:19.570 Joseph Good: And then… let’s see… Partner contacts…
121 00:11:20.370 ⇒ 00:11:26.800 Joseph Good: I think you should be able to add in to… Go to Data… Top left.
122 00:11:26.800 ⇒ 00:11:28.310 Hannah Wang: the… okay.
123 00:11:29.230 ⇒ 00:11:34.029 Joseph Good: I’m trying to remember. Yeah, and then I think…
124 00:11:35.860 ⇒ 00:11:40.459 Joseph Good: Sorry, I’m like, instructing someone how to do this is different than doing it.
125 00:11:40.640 ⇒ 00:11:41.490 Hannah Wang: Oh, good.
126 00:11:41.490 ⇒ 00:11:46.770 Joseph Good: But, sorry, go to Selected Properties on the left, forgetting.
127 00:11:46.770 ⇒ 00:11:48.260 Hannah Wang: Selected, yep.
128 00:11:48.700 ⇒ 00:11:53.470 Joseph Good: Okay, and then type… Yeah, referral, I think.
129 00:11:55.150 ⇒ 00:11:56.740 Hannah Wang: or… Hmm.
130 00:11:58.370 ⇒ 00:12:01.900 Joseph Good: No, it may be on a different object. Sorry, click cancel.
131 00:12:02.110 ⇒ 00:12:03.010 Hannah Wang: Okay.
132 00:12:05.890 ⇒ 00:12:12.080 Joseph Good: Let’s see… go back to visualization… Pink… It’s in a different spot.
133 00:12:14.370 ⇒ 00:12:18.850 Joseph Good: There should normally be something showing up on the left that you can, like, drag and drop in fields, I’m not sure why.
134 00:12:29.940 ⇒ 00:12:30.740 Joseph Good: Hmm.
135 00:12:34.500 ⇒ 00:12:36.899 Joseph Good: Okay, partner referral, that may be where it is.
136 00:12:38.620 ⇒ 00:12:39.829 Hannah Wang: Should I just click that?
137 00:12:39.830 ⇒ 00:12:41.359 Joseph Good: Yeah, let’s see if it shows up.
138 00:12:42.420 ⇒ 00:12:46.119 Joseph Good: Oh, wait, no, that’s filtering it down to folks who are partner referrals.
139 00:12:47.560 ⇒ 00:12:55.659 Joseph Good: Okay, let me try to get into HubSpot and see if I can play around with it. But we know the change we need to make, so…
140 00:12:55.660 ⇒ 00:12:56.410 Hannah Wang: Yeah.
141 00:12:57.480 ⇒ 00:12:58.759 Holly Condos: Okay, sounds good.
142 00:12:59.270 ⇒ 00:13:08.999 Hannah Wang: Okay, yeah, I think other than that, I know you made the brief for the January Ventures VC,
143 00:13:12.000 ⇒ 00:13:22.400 Hannah Wang: So, I think, yeah, probably someone will take over that. I know you asked them to look at it, but I don’t think they had a chance, so we’ll just take over from there, and then…
144 00:13:22.680 ⇒ 00:13:28.209 Hannah Wang: Yeah, anything else that you were working on that you kinda wanna…
145 00:13:28.350 ⇒ 00:13:31.689 Hannah Wang: Hand over, or just chat about.
146 00:13:32.150 ⇒ 00:13:44.080 Joseph Good: I think that was most of the stuff. I was doing some other, like, AI positioning work for just, like, taking that offer to market, but, I think that was more just, like, Robert and I, so it was less…
147 00:13:44.190 ⇒ 00:13:47.020 Joseph Good: like, RevOps were kind of GTM-focused.
148 00:13:47.020 ⇒ 00:13:47.680 Hannah Wang: Okay.
149 00:13:48.470 ⇒ 00:13:49.540 Joseph Good: Okay, cool.
150 00:13:51.850 ⇒ 00:13:54.719 Joseph Good: Yeah, I think this should be pretty much it.
151 00:13:55.860 ⇒ 00:13:57.660 Hannah Wang: Cool. Okay.
152 00:13:57.660 ⇒ 00:13:59.439 Holly Condos: Joseph, when is your last day?
153 00:13:59.840 ⇒ 00:14:04.269 Joseph Good: Well, I actually just messaged Robert and Utom this morning, so…
154 00:14:04.740 ⇒ 00:14:09.450 Joseph Good: They… I mean, they haven’t gone back to me. I… I’m not sure whether I’ll join the call.
155 00:14:09.720 ⇒ 00:14:16.679 Joseph Good: afternoon or not, but given that it was such a short engagement, I think it’s just kind of rolling off.
156 00:14:16.680 ⇒ 00:14:17.390 Holly Condos: Okay.
157 00:14:17.390 ⇒ 00:14:17.930 Joseph Good: Yeah.
158 00:14:18.370 ⇒ 00:14:23.230 Holly Condos: Yeah, just curious if we needed reach back, but, sounds like you transitioned.
159 00:14:23.940 ⇒ 00:14:26.319 Holly Condos: Because there wasn’t that much to begin with, right?
160 00:14:26.550 ⇒ 00:14:32.920 Joseph Good: Yeah, yeah, that’s right. I mean, I’m still on the Slack, so, like, if you guys, you know, need to reach out, definitely feel free.
161 00:14:32.920 ⇒ 00:14:33.680 Holly Condos: Okay.
162 00:14:33.680 ⇒ 00:14:39.449 Joseph Good: But, yeah, I mean, it was great to… albeit for a short time, but it was great to meet and work with you guys very briefly, so…
163 00:14:39.450 ⇒ 00:14:41.339 Holly Condos: Same here, and we wish you luck.
164 00:14:41.600 ⇒ 00:14:46.310 Joseph Good: Yeah, thank you so much. Okay, well, maybe I’ll see you guys later today, but we shall see.
165 00:14:46.310 ⇒ 00:14:48.580 Holly Condos: Okay. Alright, thanks a lot.
166 00:14:48.740 ⇒ 00:14:49.410 Joseph Good: Bye.
167 00:14:52.160 ⇒ 00:15:00.519 Hannah Wang: Yeah, I don’t know, let’s see, if… in terms of the sync… Later at 2…
168 00:15:00.970 ⇒ 00:15:01.720 Hannah Wang: Mmm.
169 00:15:02.210 ⇒ 00:15:08.490 Hannah Wang: Yeah, so I know Robert sent the message, so how about I… Okay, pull that…
170 00:15:08.740 ⇒ 00:15:11.319 Hannah Wang: Up and share my screen.
171 00:15:11.320 ⇒ 00:15:13.340 Holly Condos: Yeah, that would be great, thank you.
172 00:15:15.160 ⇒ 00:15:17.469 Hannah Wang: Okay, so November 24th…
173 00:15:17.470 ⇒ 00:15:19.050 Holly Condos: The.
174 00:15:19.890 ⇒ 00:15:26.450 Hannah Wang: Don’t know what this one… go-to-market advisory brief… Okay, well…
175 00:15:28.950 ⇒ 00:15:37.370 Hannah Wang: Okay, so I guess these are just, like, notes for us to see how we’re… position.
176 00:15:37.370 ⇒ 00:15:41.939 Holly Condos: Yeah. I actually did. Did he send this Friday?
177 00:15:42.240 ⇒ 00:15:46.749 Holly Condos: I read… I was reading something similar, oh, that’s today. Okay, maybe I started looking at it.
178 00:15:46.750 ⇒ 00:15:47.530 Hannah Wang: Okay.
179 00:15:47.690 ⇒ 00:15:53.349 Hannah Wang: Yeah, so we’re an AI-native data consultancy, we’re not selling features…
180 00:15:53.350 ⇒ 00:15:53.930 Holly Condos: Totally.
181 00:15:53.930 ⇒ 00:16:00.950 Hannah Wang: No one switcher was probably… Okay, sure. OKRs, so… I guess…
182 00:16:01.850 ⇒ 00:16:10.329 Hannah Wang: maybe we’re, like, readjusting our OKRs based on the previous quarter, or something. I don’t really know what the next column is,
183 00:16:13.230 ⇒ 00:16:20.160 Hannah Wang: he said this will… this call will be less about running through our usual Google Sheet updates and more strategizing and redefining.
184 00:16:20.160 ⇒ 00:16:22.780 Holly Condos: Okay, okay, then, yeah, okay, that’s good.
185 00:16:23.200 ⇒ 00:16:26.300 Hannah Wang: Okay, and then he said, if there’s any questions.
186 00:16:26.390 ⇒ 00:16:44.790 Hannah Wang: Feel free to send in channel and tag me. Okay, so maybe we can just, like, go through each bullet. So, we’re building an AI-native data consultancy that wins by selling structured, diligence-driven outcomes, closing through channel partners.
187 00:16:44.900 ⇒ 00:16:52.790 Hannah Wang: Delivering faster with AI leverage, and growing ACV through multi-workstream programs. I wish I knew what ACV meant, except.
188 00:16:52.790 ⇒ 00:16:55.020 Holly Condos: It’s… it’s annual contract value.
189 00:16:55.020 ⇒ 00:16:56.290 Hannah Wang: Okay, what is that?
190 00:16:56.290 ⇒ 00:17:00.200 Holly Condos: Right, so… so basically, it means,
191 00:17:00.550 ⇒ 00:17:09.840 Holly Condos: And Jared… was it Jared this morning at Snowflake mentioned it. So basically, when a customer signs up for
192 00:17:10.010 ⇒ 00:17:13.349 Holly Condos: A product subscription, or a software subscription.
193 00:17:13.500 ⇒ 00:17:14.069 Hannah Wang: Yeah.
194 00:17:14.429 ⇒ 00:17:18.179 Holly Condos: They, depending on who it is, right?
195 00:17:18.389 ⇒ 00:17:23.429 Holly Condos: AWS, Google, Snowflake, Databricks, whatever.
196 00:17:25.359 ⇒ 00:17:35.740 Holly Condos: they are saying, yeah, my usage for your product is, you know, $250K for the year. That’s my annual
197 00:17:35.950 ⇒ 00:17:37.700 Holly Condos: spend…
198 00:17:37.750 ⇒ 00:17:57.240 Holly Condos: for the software, or for the product. So, all of these companies, all of the ISVs measure their sales teams, and partners, for that matter, by how much ACV they drive, right? So, I think what Robert is saying here is.
199 00:17:57.360 ⇒ 00:18:00.629 Holly Condos: that we, Brain Forge, want to try
200 00:18:00.860 ⇒ 00:18:06.710 Holly Condos: to grow not only our customers’ ACV using particular tools.
201 00:18:06.890 ⇒ 00:18:11.329 Holly Condos: But, do that by way of…
202 00:18:11.580 ⇒ 00:18:20.119 Holly Condos: incorporating what Brainforge does. The call today with Snowflake was a perfect example, right?
203 00:18:20.750 ⇒ 00:18:27.940 Holly Condos: Like, he’s got a list, we’ve got the expertise to,
204 00:18:28.500 ⇒ 00:18:37.859 Holly Condos: to either migrate a customer, or implement Snowflake, and then help them drive To utilize more product.
205 00:18:38.420 ⇒ 00:18:47.800 Holly Condos: snowflake-wise, and that drives the ACV. So, I think what Robert is driving at here is, let’s see how we brainforge
206 00:18:48.200 ⇒ 00:18:57.570 Holly Condos: can collaborate with snow… partners like… or ISBs like Snowflake, In a multi-workstream.
207 00:18:57.910 ⇒ 00:19:08.760 Holly Condos: way, but, you know, let’s see what he says when he explains it. Okay. But yeah, ACV is a very common acronym in the software world.
208 00:19:08.760 ⇒ 00:19:09.510 Hannah Wang: Hmm.
209 00:19:10.290 ⇒ 00:19:12.559 Holly Condos: Annual contract value, so now you know.
210 00:19:12.560 ⇒ 00:19:18.720 Hannah Wang: Okay. I mean, ACV to me was apple cider vinegar, so… Different wood.
211 00:19:18.720 ⇒ 00:19:20.039 Holly Condos: It is also that.
212 00:19:20.040 ⇒ 00:19:22.010 Hannah Wang: Yeah.
213 00:19:22.010 ⇒ 00:19:23.769 Holly Condos: Just in a different context, right?
214 00:19:23.770 ⇒ 00:19:33.109 Hannah Wang: Yeah, yeah. All these acronyms, yeah, it’s just… we love to make acronyms, I’ve realized, in… in the world. Short. Right, I know.
215 00:19:33.110 ⇒ 00:19:35.780 Holly Condos: We need just a handbook of acronyms.
216 00:19:35.780 ⇒ 00:19:37.379 Hannah Wang: No, seriously, yeah.
217 00:19:37.590 ⇒ 00:19:42.520 Hannah Wang: Is that related to, like, closing through channel?
218 00:19:42.520 ⇒ 00:19:44.380 Holly Condos: Yes. Okay. Yes.
219 00:19:44.540 ⇒ 00:19:45.190 Hannah Wang: Okay.
220 00:19:45.820 ⇒ 00:19:53.300 Holly Condos: Yeah, so again, Snowflake is the perfect example, right? So… so… Jared… was it Jared?
221 00:19:53.300 ⇒ 00:19:54.560 Hannah Wang: Fair idea,
222 00:19:54.560 ⇒ 00:19:57.269 Holly Condos: Yeah, so he was saying, yeah, you know, I have…
223 00:19:57.570 ⇒ 00:20:09.259 Holly Condos: a variety and range of customers in his territory, and they’re doing, you know, like a 10K happy hour to…
224 00:20:10.440 ⇒ 00:20:22.659 Holly Condos: having revenue in the billions, right? Like, he’s got quite a range there. Yeah. But say he has a customer who signed up last, or this January.
225 00:20:23.260 ⇒ 00:20:24.560 Holly Condos: for some…
226 00:20:24.850 ⇒ 00:20:39.449 Holly Condos: Snowflake software, and it’s just… just to make this simple, it’s the base package, right? Yep. So then we come along, and we say, hey, customer, you know, it’s great that you’re using the base package, but here are some things that…
227 00:20:39.530 ⇒ 00:20:49.049 Holly Condos: If you buy the blue package in addition, and you utilize some of our services to,
228 00:20:49.510 ⇒ 00:20:57.749 Holly Condos: to set up the infrastructure for that blue package, then you’re gonna be more efficient. Alright, well, by us promoting the blue package.
229 00:20:58.190 ⇒ 00:21:04.590 Holly Condos: and implementing it, right? So we get revenue on our end, but we’re also driving
230 00:21:04.910 ⇒ 00:21:08.529 Holly Condos: the ACV in the snowflake world.
231 00:21:08.530 ⇒ 00:21:10.930 Hannah Wang: For that customer. I see.
232 00:21:11.610 ⇒ 00:21:12.460 Hannah Wang: Got it.
233 00:21:12.870 ⇒ 00:21:16.080 Hannah Wang: So basically helping customers, like, upgrade.
234 00:21:16.770 ⇒ 00:21:19.470 Hannah Wang: through… yeah. That’s a good one.
235 00:21:19.470 ⇒ 00:21:20.610 Holly Condos: of looking at it, yes.
236 00:21:20.610 ⇒ 00:21:27.340 Hannah Wang: It’s like, oh, you’re using the base feature? Use the premium feature. I see. Okay.
237 00:21:27.340 ⇒ 00:21:36.940 Holly Condos: Yeah, although it’s not only that, so, you know, and this is probably something that you can just get to learn over time, but,
238 00:21:37.700 ⇒ 00:21:51.270 Holly Condos: But many of these software providers… Yeah. So, not only are they creating their base package, but now, because of AI, they’re working on integrations or applications that can lay over
239 00:21:51.460 ⇒ 00:21:54.460 Holly Condos: You know, that out-of-the-box basic package.
240 00:21:54.650 ⇒ 00:21:55.050 Hannah Wang: Yeah.
241 00:21:55.050 ⇒ 00:21:59.609 Holly Condos: And so, it’s not necessarily an upgrade, it’s an additional…
242 00:22:01.050 ⇒ 00:22:08.100 Holly Condos: product, so I guess I would look at it as not upgrade, but upsell.
243 00:22:08.340 ⇒ 00:22:09.650 Hannah Wang: Mmm. Got it.
244 00:22:09.650 ⇒ 00:22:10.290 Holly Condos: Right?
245 00:22:10.980 ⇒ 00:22:18.619 Holly Condos: And where we come in, Is to say, hey, you know, because of our data analytics expertise.
246 00:22:19.150 ⇒ 00:22:26.780 Holly Condos: We, BrainForge, can help you, customer, understand how To bring in those…
247 00:22:27.280 ⇒ 00:22:32.070 Holly Condos: upsells? Upsell is on… is the wrong word. Those add-ins?
248 00:22:32.070 ⇒ 00:22:32.500 Hannah Wang: Yeah.
249 00:22:32.500 ⇒ 00:22:42.850 Holly Condos: and things, applications that you can use to make your basic package work better, and for you to realize better ROI on it.
250 00:22:43.310 ⇒ 00:22:44.120 Hannah Wang: Yep, okay.
251 00:22:44.120 ⇒ 00:22:44.890 Holly Condos: help.
252 00:22:44.890 ⇒ 00:22:45.560 Hannah Wang: Yes.
253 00:22:45.560 ⇒ 00:22:46.190 Holly Condos: Okay.
254 00:22:46.190 ⇒ 00:22:51.349 Hannah Wang: Yeah, all these terms are too abstract. I… the snowflake example was helpful.
255 00:22:51.610 ⇒ 00:22:52.210 Holly Condos: Okay.
256 00:22:52.760 ⇒ 00:23:05.930 Hannah Wang: Okay, so, moving on to positioning, so, yeah, we’re not selling features, we’re selling outcomes, so… yeah, not feature first, we’re just trying to solve… we’re trying to solve pain points for our customers, not pitch them on certain…
257 00:23:05.930 ⇒ 00:23:11.180 Holly Condos: Yeah, and again, I think the snuffling thing is good there, right? So, we’re not saying…
258 00:23:12.010 ⇒ 00:23:18.929 Holly Condos: Hey, customer, you know, you should be using this feature and that feature. What we’re saying is.
259 00:23:20.460 ⇒ 00:23:27.249 Holly Condos: We can help you Make that process… we can get your accounting process faster.
260 00:23:27.610 ⇒ 00:23:33.850 Holly Condos: where you’re using the out-of-the-box Snowflake product, and this is just an example, right?
261 00:23:36.130 ⇒ 00:23:45.859 Holly Condos: And your outcome will be XYZ, right? So, we’re pitching a solution outcome versus, hey, just use the blue package.
262 00:23:45.860 ⇒ 00:23:47.430 Hannah Wang: Right, right.
263 00:23:48.600 ⇒ 00:23:49.420 Hannah Wang: Yeah.
264 00:23:50.940 ⇒ 00:24:04.630 Hannah Wang: Number two, no one switches products or services because of a small convenience, but these details make users love or hate us. We want people who work with us at one company to join a new one and advocate. Yeah, so basically, just win them over so that they.
265 00:24:05.440 ⇒ 00:24:10.429 Hannah Wang: love working with us. No matter where they go, they’re going to pitch us and want to work with us.
266 00:24:10.430 ⇒ 00:24:11.790 Holly Condos: Yeah. Makes sense.
267 00:24:11.870 ⇒ 00:24:25.829 Hannah Wang: Only pivot after exhausting all reasonable ideas. The right time to pivot isn’t when things get hard, it’s when you’ve genuinely tried every non-ridiculous approach and can coldly, rationally assess that the expected value has dropped below. Okay, yeah, so, just…
268 00:24:26.360 ⇒ 00:24:31.350 Hannah Wang: A through Z, try everything, and then at that point, you can… you can pivot.
269 00:24:31.350 ⇒ 00:24:36.360 Holly Condos: Do you think that’s been a problem for Brainforge? I’m, I, you know, I haven’t been here long enough to…
270 00:24:36.360 ⇒ 00:24:37.000 Hannah Wang: Hmm.
271 00:24:37.000 ⇒ 00:24:37.680 Holly Condos: No.
272 00:24:38.150 ⇒ 00:24:41.359 Hannah Wang: I don’t know if this is from, like, a…
273 00:24:41.570 ⇒ 00:24:47.080 Hannah Wang: within a client context. Okay. But I think even internally.
274 00:24:47.830 ⇒ 00:24:53.069 Hannah Wang: Yeah, I think that’s why people wear so many hats, that they just try different things, and…
275 00:24:53.070 ⇒ 00:24:53.500 Holly Condos: mute.
276 00:24:54.290 ⇒ 00:24:54.950 Holly Condos: Okay.
277 00:24:55.310 ⇒ 00:25:04.579 Hannah Wang: yeah, if it doesn’t work out, we let them know, like, oh, we can’t… it’s hard for us to do this versus this, and then we pivot. So I think we are good at pivoting here.
278 00:25:04.770 ⇒ 00:25:06.729 Hannah Wang: Yeah, so, I agree with this.
279 00:25:07.150 ⇒ 00:25:15.000 Hannah Wang: Number four, consultants must continuously ensure that there’s enough valuable work and explicitly say no to projects that can’t possibly generate
280 00:25:15.130 ⇒ 00:25:18.319 Hannah Wang: meaningful impact. That makes…
281 00:25:18.820 ⇒ 00:25:28.609 Hannah Wang: sense. Just don’t do extra busy work, I think is what this one is saying. Yeah. Everything should drive towards our OKRs and…
282 00:25:28.840 ⇒ 00:25:29.280 Holly Condos: Right.
283 00:25:29.280 ⇒ 00:25:31.350 Hannah Wang: Yeah, booking meetings and stuff, so…
284 00:25:31.350 ⇒ 00:25:31.900 Holly Condos: Yeah.
285 00:25:31.900 ⇒ 00:25:41.059 Hannah Wang: Yeah, OKRs, yeah, this is our current one. We’ll probably talk about what’s feasible for the next fiscal year, I’m assuming, or the next quarter.
286 00:25:41.790 ⇒ 00:25:46.219 Hannah Wang: And then this is a racing model, so… looks like, so…
287 00:25:47.630 ⇒ 00:25:52.570 Hannah Wang: Yeah, I guess Joe was technically… fine.
288 00:25:52.570 ⇒ 00:25:55.979 Holly Condos: Yeah, I thought he was go-to-market lead, so now what happens?
289 00:25:55.980 ⇒ 00:26:02.259 Hannah Wang: I think Robert is gonna be back to that. I think he’s been trying to get out of that, position.
290 00:26:02.260 ⇒ 00:26:02.650 Holly Condos: Zhang.
291 00:26:02.650 ⇒ 00:26:13.960 Hannah Wang: work on the business, but yeah, I feel like the go-to-market, it’s been a revolving door in some way, which, yeah, it’s understandable, like, it’s difficult, but…
292 00:26:14.490 ⇒ 00:26:20.609 Hannah Wang: Yeah, I’m surprised, or I was surprised to hear that he told them this morning. I thought it would have been.
293 00:26:20.610 ⇒ 00:26:21.520 Holly Condos: Me too.
294 00:26:21.520 ⇒ 00:26:21.890 Hannah Wang: So…
295 00:26:21.890 ⇒ 00:26:24.879 Holly Condos: Me too. I mean, he’s only been here, like, what’d you say, a month?
296 00:26:25.390 ⇒ 00:26:31.629 Hannah Wang: Yeah, like, maybe 3 to 4 weeks, but he is, still a student, so I… I understand.
297 00:26:31.630 ⇒ 00:26:32.300 Holly Condos: Yeah.
298 00:26:32.330 ⇒ 00:26:35.339 Hannah Wang: Yeah, no, I do too, I do too, and it… and…
299 00:26:35.810 ⇒ 00:26:39.240 Holly Condos: I mean, Brainforge is growing, right? So it’s not always…
300 00:26:40.130 ⇒ 00:26:46.060 Holly Condos: I think it’s evolving about how all the roles What the roles involve.
301 00:26:46.060 ⇒ 00:26:47.639 Hannah Wang: Yeah. Yeah.
302 00:26:48.020 ⇒ 00:26:54.140 Hannah Wang: So, I think the supposed go-to-market lead is Robert for now, but I think we want to fill this position.
303 00:26:54.800 ⇒ 00:26:59.589 Hannah Wang: So yeah, we can just look at this in our own time,
304 00:27:00.100 ⇒ 00:27:10.590 Hannah Wang: I guess for, like, the partnership stuff, like, I know you… I… we’re calling you the lead, but I’m like, am I? Is this my role, and this is your role? I don’t… I don’t really know.
305 00:27:10.590 ⇒ 00:27:13.749 Holly Condos: I think so, but let’s… let’s clarify it.
306 00:27:13.750 ⇒ 00:27:19.269 Hannah Wang: Sure, yeah, it’s… Yeah, I don’t know. I feel like…
307 00:27:19.270 ⇒ 00:27:23.910 Holly Condos: And it may be that, like, what I said to them last week was.
308 00:27:24.070 ⇒ 00:27:28.840 Holly Condos: I feel like it’s evolving, and there’s a lot of la- there’s a lot of,
309 00:27:30.410 ⇒ 00:27:33.739 Holly Condos: lap? What do I want to say?
310 00:27:36.170 ⇒ 00:27:39.830 Holly Condos: like, there’s layover between us, right? And I think…
311 00:27:40.190 ⇒ 00:27:45.609 Holly Condos: We’re just kind of in the growing stage of figuring out the lanes.
312 00:27:46.140 ⇒ 00:27:50.969 Holly Condos: But for the short term, so that we don’t miss things, and we don’t…
313 00:27:51.690 ⇒ 00:28:04.330 Holly Condos: you know, not move forward, that you and I would work together, but I think eventually, yeah, we probably need to understand the lineage for these, and I would get… you know, you’re… you’re the marketing creative.
314 00:28:04.680 ⇒ 00:28:05.370 Hannah Wang: Yep.
315 00:28:05.590 ⇒ 00:28:06.080 Hannah Wang: Yeah.
316 00:28:06.080 ⇒ 00:28:12.420 Holly Condos: And maybe we changed those columns, you know, I’m not sure, maybe he got this from somewhere? I don’t know.
317 00:28:12.750 ⇒ 00:28:15.479 Hannah Wang: Or maybe used AI, who knows?
318 00:28:15.480 ⇒ 00:28:17.510 Holly Condos: Probably, yeah, probably.
319 00:28:17.710 ⇒ 00:28:28.969 Holly Condos: So, let’s see what he says, but I think, I’m not too worried about it for the rest of the year, but I think for 2026, you know, it behooves both of us
320 00:28:29.190 ⇒ 00:28:36.049 Holly Condos: even though we’ll still be connected at the hip, I think it would be good for everyone to understand who does what.
321 00:28:36.230 ⇒ 00:28:42.110 Hannah Wang: Yeah, I… probably Utam has a closer look into what both of us are doing.
322 00:28:42.540 ⇒ 00:28:47.159 Hannah Wang: Of course, more removed from the partnership stuff, which makes sense. He’s focused on sales and go-to-market, so…
323 00:28:47.160 ⇒ 00:28:47.530 Holly Condos: Nope.
324 00:28:47.530 ⇒ 00:28:49.519 Hannah Wang: Yeah, we can just talk about it,
325 00:28:49.520 ⇒ 00:28:49.940 Holly Condos: Sounds good.
326 00:28:51.800 ⇒ 00:28:55.190 Holly Condos: I think I mentioned to you, I don’t care about titles, I mean, whatever.
327 00:28:55.190 ⇒ 00:28:56.710 Hannah Wang: Yeah, there’s…
328 00:28:56.710 ⇒ 00:29:00.140 Holly Condos: sure that I understand the expectations, and then I’m delivering.
329 00:29:00.140 ⇒ 00:29:07.079 Hannah Wang: Yeah, yeah, I don’t think there’s, like… I don’t think people like titles here either. Like, I think it’s just here so we cover all the grounds.
330 00:29:07.080 ⇒ 00:29:07.760 Holly Condos: Sure.
331 00:29:07.980 ⇒ 00:29:09.210 Holly Condos: Yeah, no, that makes sense.
332 00:29:09.550 ⇒ 00:29:13.300 Hannah Wang: Oh, great, and then there’s more, I guess.
333 00:29:13.300 ⇒ 00:29:13.930 Holly Condos: Oh, okay.
334 00:29:13.930 ⇒ 00:29:14.620 Hannah Wang: here.
335 00:29:14.620 ⇒ 00:29:15.160 Holly Condos: Here we go.
336 00:29:15.850 ⇒ 00:29:20.869 Holly Condos: Alright, so Message Brand, Partner Facing Creative Architect, yeah, that’s you.
337 00:29:20.870 ⇒ 00:29:21.760 Hannah Wang: Yeah.
338 00:29:22.260 ⇒ 00:29:25.019 Holly Condos: Yeah, I think you’re that, and I’m the advisor.
339 00:29:25.020 ⇒ 00:29:28.539 Hannah Wang: Yep, that… I feel like that’s what we’re doing, basically, right now.
340 00:29:28.540 ⇒ 00:29:29.880 Holly Condos: Yeah.
341 00:29:30.110 ⇒ 00:29:32.519 Hannah Wang: Which I… I like, so…
342 00:29:32.520 ⇒ 00:29:33.350 Holly Condos: Okay, good.
343 00:29:33.350 ⇒ 00:29:41.049 Hannah Wang: Yeah, and this is a more detailed view of… The racy model…
344 00:29:41.940 ⇒ 00:29:42.660 Holly Condos: Yep.
345 00:29:42.660 ⇒ 00:29:47.410 Hannah Wang: But we can look at that in our own time, and then here are the open projects, so…
346 00:29:48.100 ⇒ 00:29:52.350 Hannah Wang: I think these are all the initiatives that we’re trying to… maybe…
347 00:29:52.910 ⇒ 00:29:56.920 Hannah Wang: start, or our packaging, I don’t really know, become a vendor partner.
348 00:29:57.810 ⇒ 00:29:59.280 Holly Condos: What is catalant?
349 00:29:59.280 ⇒ 00:30:03.120 Hannah Wang: Catalint is, like, Upwork, it’s like a job platform.
350 00:30:03.120 ⇒ 00:30:04.020 Holly Condos: Oh.
351 00:30:04.020 ⇒ 00:30:07.519 Hannah Wang: Where we can apply and pitch, and then get clients, basically.
352 00:30:07.680 ⇒ 00:30:08.240 Holly Condos: Okay.
353 00:30:08.240 ⇒ 00:30:10.260 Hannah Wang: Yeah, so I don’t think these are fully.
354 00:30:10.260 ⇒ 00:30:11.920 Holly Condos: Is anyone working on that?
355 00:30:12.250 ⇒ 00:30:24.369 Hannah Wang: No, right now we paused it, but I know Robert mentioned he wanted to open it back up, because Ryan right now is doing Upwork and Contra. Contra is another job platform.
356 00:30:24.640 ⇒ 00:30:28.079 Holly Condos: Yeah, I’m familiar with those two, I just didn’t know Catalan.
357 00:30:28.420 ⇒ 00:30:33.399 Hannah Wang: Yeah, I think Robert thinks there’s more… the most ROI in Catalan.
358 00:30:33.400 ⇒ 00:30:34.430 Holly Condos: Okay.
359 00:30:34.430 ⇒ 00:30:38.550 Hannah Wang: But yeah, I think we’ll just talk about it.
360 00:30:39.840 ⇒ 00:30:46.790 Hannah Wang: Okay, get on the Mother Duck service partner directory, that makes sense, because that’s similar to MixedPanel, we’re on their preferred.
361 00:30:47.650 ⇒ 00:30:54.709 Hannah Wang: partner page, and same for Omni, so we’ll keep that in mind. And I know you nudged Mother Duck, or not nudge.
362 00:30:54.710 ⇒ 00:31:02.070 Holly Condos: I did, kind of as an, you know, an intro, and then, I thought next week I’d start pushing more.
363 00:31:02.070 ⇒ 00:31:02.430 Hannah Wang: Sure.
364 00:31:02.430 ⇒ 00:31:07.329 Holly Condos: on Omni, I mean, I think… I thought we… I thought we were.
365 00:31:08.180 ⇒ 00:31:14.540 Hannah Wang: On this. Oh, right, we’re, like, the top… yeah, that email that Savannah sent.
366 00:31:14.540 ⇒ 00:31:17.169 Holly Condos: Yeah, remember they grandfathered us in.
367 00:31:17.170 ⇒ 00:31:17.890 Hannah Wang: Yes.
368 00:31:18.130 ⇒ 00:31:19.250 Holly Condos: So, I think that…
369 00:31:19.250 ⇒ 00:31:19.720 Hannah Wang: more than that.
370 00:31:19.720 ⇒ 00:31:23.450 Holly Condos: unless Robert has a different idea.
371 00:31:23.690 ⇒ 00:31:24.350 Hannah Wang: Yeah.
372 00:31:25.090 ⇒ 00:31:32.390 Holly Condos: I think we’re there, and he, john…
373 00:31:32.730 ⇒ 00:31:33.460 Hannah Wang: Yep.
374 00:31:33.460 ⇒ 00:31:34.920 Holly Condos: and Savannah.
375 00:31:35.030 ⇒ 00:31:46.070 Holly Condos: set up the Euler access. I think there was a little bit of a hitch with it over the weekend. I haven’t had a chance to check it this morning, but… I mean, I think we’re moving forward there.
376 00:31:46.270 ⇒ 00:31:46.930 Hannah Wang: Yeah.
377 00:31:47.510 ⇒ 00:31:51.309 Hannah Wang: I agree. I’ll just put, like, a short blurb from her email.
378 00:31:51.310 ⇒ 00:31:52.030 Holly Condos: Okay.
379 00:31:53.130 ⇒ 00:31:56.699 Holly Condos: Yeah, and then I went to their first thingy on Friday.
380 00:31:57.020 ⇒ 00:31:59.860 Holly Condos: Very technical. Really technical.
381 00:32:00.390 ⇒ 00:32:05.720 Holly Condos: Not so much, you know, partner motions. It was really more about
382 00:32:05.900 ⇒ 00:32:15.390 Holly Condos: Which, which I get, right? It’s their very first one. And John said, hey, you know, we’re just experimenting with how to do this, open feedback, blah blah blah.
383 00:32:15.410 ⇒ 00:32:16.750 Hannah Wang: Yeah.
384 00:32:16.980 ⇒ 00:32:28.660 Holly Condos: But the takeaways were really just a couple screenshots I took of some of the enhancements to their product that they’ve been playing around with.
385 00:32:29.240 ⇒ 00:32:29.690 Hannah Wang: Okay.
386 00:32:29.690 ⇒ 00:32:34.989 Holly Condos: So maybe that’s helpful for our technical people, you know, our delivery team?
387 00:32:34.990 ⇒ 00:32:35.510 Hannah Wang: Yep.
388 00:32:35.910 ⇒ 00:32:40.789 Holly Condos: But from a partner motion perspective, it was…
389 00:32:40.950 ⇒ 00:32:45.349 Holly Condos: you know, pretty silent there. Yeah. At least this time. I mean, I’ll keep going.
390 00:32:45.460 ⇒ 00:32:46.630 Hannah Wang: Okay.
391 00:32:46.630 ⇒ 00:32:53.399 Holly Condos: I think it’s just good to show face. Like, I, you know, I spent some time talking with John and the other guy who was presenting.
392 00:32:53.610 ⇒ 00:32:54.220 Hannah Wang: Okay.
393 00:32:54.220 ⇒ 00:32:58.690 Holly Condos: And then there were a few other partners on there, so I think…
394 00:32:58.940 ⇒ 00:33:03.980 Holly Condos: It makes sense to just show presence and try to make some connections.
395 00:33:03.980 ⇒ 00:33:04.480 Hannah Wang: Yeah.
396 00:33:04.480 ⇒ 00:33:10.419 Holly Condos: You know, there may be some other companies that we can explore partnering and or getting business with.
397 00:33:11.830 ⇒ 00:33:12.500 Hannah Wang: Yeah.
398 00:33:12.710 ⇒ 00:33:16.779 Holly Condos: But I think that’s moving, you know, that’s moving forward somewhat.
399 00:33:17.710 ⇒ 00:33:24.830 Hannah Wang: Yeah, and then, obviously, you and I can talk about, like, more of the next steps for each, partner.
400 00:33:24.830 ⇒ 00:33:25.620 Holly Condos: Yeah, sure.
401 00:33:25.900 ⇒ 00:33:32.580 Hannah Wang: As we go, but I think… I think we’re gonna hit our limit soon. There’s only so many relationships, I think we can keep…
402 00:33:32.990 ⇒ 00:33:41.160 Holly Condos: Well, that’s what I said to Utam at the very beginning when I first came along. I’m like, you know, what you want to be careful of is that you don’t have the…
403 00:33:42.260 ⇒ 00:33:45.439 Holly Condos: Kid in the candy store look.
404 00:33:45.780 ⇒ 00:33:49.429 Holly Condos: Right? Because… or choose, choose your thing.
405 00:33:49.630 ⇒ 00:33:50.050 Hannah Wang: Yeah.
406 00:33:52.330 ⇒ 00:34:02.089 Holly Condos: Because then you get overwhelmed, and you can’t service who you have. Yeah. So you kind of have to pick and choose, which I think he totally gets.
407 00:34:02.090 ⇒ 00:34:02.720 Hannah Wang: Yeah.
408 00:34:03.070 ⇒ 00:34:04.840 Holly Condos: But I think he’s also excited, so…
409 00:34:04.840 ⇒ 00:34:07.719 Hannah Wang: I know. Who wouldn’t be? It’s like all the…
410 00:34:07.720 ⇒ 00:34:25.290 Holly Condos: Exactly. Right? Exactly. Yeah. And once these… some of these that were percolating, they start yielding deals, then, you know, rightly or wrongly, I mean, just as human nature, you know, they kind of become your focus because they’re…
411 00:34:25.440 ⇒ 00:34:28.079 Holly Condos: generating ROI, so… Yep.
412 00:34:28.280 ⇒ 00:34:39.209 Holly Condos: But I can help with that, too, because even, you know, even the ones that are generating, I can still be hand-holding and pushing on the ones that are slower to adopt.
413 00:34:40.150 ⇒ 00:34:44.329 Holly Condos: So, I think it’ll be okay, but yeah, we’re gonna probably have to…
414 00:34:45.000 ⇒ 00:34:49.440 Holly Condos: cap it at some point, even if we just deal with them for Q1 and then see where we are.
415 00:34:49.449 ⇒ 00:34:50.339 Hannah Wang: Yeah.
416 00:34:50.340 ⇒ 00:34:57.630 Holly Condos: And do we want to, like, you know, second tier a couple of them, and then go after some others? But we can do that.
417 00:34:58.390 ⇒ 00:34:59.760 Holly Condos: In a flow.
418 00:34:59.920 ⇒ 00:35:03.149 Hannah Wang: Yeah. Yeah, I think we’re just gathering every…
419 00:35:03.380 ⇒ 00:35:07.880 Hannah Wang: Potential partner, and then we’re gonna see how it actually plays out.
420 00:35:08.120 ⇒ 00:35:08.960 Holly Condos: Yeah.
421 00:35:10.330 ⇒ 00:35:25.780 Hannah Wang: Okay, yeah, so let me go back to the Notion. Yeah, so everyone, just feel free to take a look at this on your own time. I know I just quickly went through it, but I’m sure there will be more discussion at the sync later today, so…
422 00:35:25.780 ⇒ 00:35:29.869 Holly Condos: Okay, I think that’s good. And then, like I said, I…
423 00:35:30.370 ⇒ 00:35:34.919 Holly Condos: am just trying to get reconnected here, and I will,
424 00:35:35.580 ⇒ 00:35:43.540 Holly Condos: So I started the lead list for Mixpanel last week. I also started the comments to the Vixel comments to our deck.
425 00:35:43.540 ⇒ 00:35:44.150 Hannah Wang: Yep.
426 00:35:44.410 ⇒ 00:35:50.680 Holly Condos: That’s almost done. And, and then let’s see, I…
427 00:35:51.290 ⇒ 00:35:55.939 Holly Condos: I think I might just follow up on Omni, just to say, hey.
428 00:35:56.210 ⇒ 00:35:58.730 Holly Condos: You know, hope you guys have a good Thanksgiving.
429 00:35:58.730 ⇒ 00:35:59.360 Hannah Wang: Yeah.
430 00:35:59.360 ⇒ 00:36:03.730 Holly Condos: There’s really no… well, yeah, there’s no action there, right, for us?
431 00:36:04.200 ⇒ 00:36:12.429 Hannah Wang: For Omni… I need to dig around. I don’t think there’s immediate action, but I just want to make sure, so I will…
432 00:36:13.060 ⇒ 00:36:21.950 Holly Condos: Now, Utom did say to John that we have two opportunities we want to put into Euler. Oh, yeah. I don’t know what those are.
433 00:36:23.250 ⇒ 00:36:24.790 Hannah Wang: I don’t either.
434 00:36:24.790 ⇒ 00:36:26.849 Holly Condos: So, I mean…
435 00:36:27.600 ⇒ 00:36:33.429 Holly Condos: I didn’t ask him yet, but I have a note to ask him, so I’ll include you on that.
436 00:36:33.430 ⇒ 00:36:36.969 Hannah Wang: Okay, I think he added it, but yeah, we can…
437 00:36:36.970 ⇒ 00:36:43.669 Holly Condos: You do? Okay, good. So, so I think the thing for me is just to see if I can get into Euler, and then I’ll see what he put in there.
438 00:36:43.670 ⇒ 00:36:45.130 Hannah Wang: Yeah, or…
439 00:36:45.130 ⇒ 00:36:50.830 Holly Condos: And then, do we have a reach back in HubSpot to say that we passed those through to Euler?
440 00:36:53.360 ⇒ 00:36:58.639 Holly Condos: That we, we registered them, and similarly with, contextual.
441 00:36:58.850 ⇒ 00:36:59.200 Hannah Wang: Right.
442 00:36:59.200 ⇒ 00:37:06.440 Holly Condos: ones that I’m gonna stick in to do deal reg, do we have a way to document that we’ve done that?
443 00:37:07.190 ⇒ 00:37:17.369 Holly Condos: We have HubSpot at the moment, I don’t think, but how about for now, we just keep a running Google Doc? That’s fine, that’s fine. I’m not trying to create more, I’m just thinking…
444 00:37:17.370 ⇒ 00:37:22.059 Hannah Wang: I was thinking that this morning, too, like, we should keep track of who we refer to our partners.
445 00:37:23.060 ⇒ 00:37:28.270 Holly Condos: Yeah, because we don’t want to… I mean, it doesn’t hurt to multi-refer, but…
446 00:37:28.950 ⇒ 00:37:32.260 Holly Condos: We probably should, you know, make an informed decision about
447 00:37:32.590 ⇒ 00:37:34.090 Holly Condos: If and when we do that.
448 00:37:34.090 ⇒ 00:37:34.860 Hannah Wang: Yeah.
449 00:37:35.560 ⇒ 00:37:42.689 Hannah Wang: Yeah, so I… you… either you and I, I’ll make a note to start a doc, and then we can start putting in all the…
450 00:37:42.730 ⇒ 00:37:51.339 Holly Condos: All the partners, or although we refer to partners. That sounds good. Did you say you’re going to Ohio for Thanksgiving?
451 00:37:51.340 ⇒ 00:37:52.669 Hannah Wang: Yes, yeah, I…
452 00:37:52.670 ⇒ 00:37:53.860 Holly Condos: When are you leaving?
453 00:37:53.860 ⇒ 00:37:55.210 Hannah Wang: Wednesday.
454 00:37:55.210 ⇒ 00:37:59.470 Holly Condos: Yeah, and I’m going to Colorado on Wednesday, so I’m hoping the airport’s not going to be crazy.
455 00:37:59.950 ⇒ 00:38:07.879 Hannah Wang: Oh, I’m sure it’ll be crazy. I’m… I’m already bracing myself for the LAX.
456 00:38:07.880 ⇒ 00:38:08.430 Holly Condos: Yeah.
457 00:38:09.600 ⇒ 00:38:11.210 Hannah Wang: Yeah, so…
458 00:38:11.610 ⇒ 00:38:13.570 Holly Condos: All we can do is get through it, right?
459 00:38:13.570 ⇒ 00:38:24.689 Hannah Wang: Yeah, I’m like, why did I choose to travel on one… the day before Thanksgiving? I don’t… I don’t know, but that’s okay. Oh, I know, I… my son was like, why are you going on Wednesdays? Yeah.
460 00:38:24.690 ⇒ 00:38:29.589 Holly Condos: Oh, and I did talk to his wife, Kat, about you. Okay.
461 00:38:29.800 ⇒ 00:38:37.829 Holly Condos: And, I’m gonna share your Instagram. She said that when her mom came to visit.
462 00:38:38.030 ⇒ 00:38:53.159 Holly Condos: that her mom, talked about how the whole South Korean family wants to meet my son, Andrew. And so, the two of them, Kat and Andrew, are going to Seoul in May.
463 00:38:53.160 ⇒ 00:38:54.219 Hannah Wang: Oh, wow.
464 00:38:54.430 ⇒ 00:38:58.379 Holly Condos: Andrew goes back to residency in July.
465 00:38:58.380 ⇒ 00:38:58.710 Hannah Wang: Okay.
466 00:38:58.710 ⇒ 00:39:01.460 Holly Condos: You know, he will have much less free time.
467 00:39:01.460 ⇒ 00:39:01.980 Hannah Wang: Yeah.
468 00:39:01.980 ⇒ 00:39:11.299 Holly Condos: So they’re gonna go in May, and Kat said that she thought her mom was gonna arrange to do some pictures there.
469 00:39:11.300 ⇒ 00:39:11.840 Hannah Wang: I see.
470 00:39:11.840 ⇒ 00:39:20.609 Holly Condos: And then she wanted to see how those turn out, and then she’s like, and then maybe we’ll do some more with Hannah, too. So she’s open to doing it, but…
471 00:39:20.610 ⇒ 00:39:21.370 Hannah Wang: Sure.
472 00:39:21.370 ⇒ 00:39:27.780 Holly Condos: she… I think they… They want to wait and do the South Korean ones first.
473 00:39:27.780 ⇒ 00:39:30.580 Hannah Wang: Yeah, totally. That… that makes a lot of sense.
474 00:39:30.580 ⇒ 00:39:36.729 Holly Condos: But she did say that, you know, she’s like, oh yeah, I can share, you know, I can share around my friend group that…
475 00:39:37.400 ⇒ 00:39:49.629 Holly Condos: you know, Hannah’s here, and she’s doing stuff, and I said, great. So, so that, unfortunately, is not, at least in the near term, but I still think they’ll do it, especially if we give it to them as a gift.
476 00:39:49.910 ⇒ 00:39:50.590 Hannah Wang: Yeah.
477 00:39:51.310 ⇒ 00:40:03.339 Holly Condos: I think she just… she’s very planned, very, like, focused and scheduled, and so… and, you know, as the mother-in-law, I’m trying not to get in the way of that.
478 00:40:05.320 ⇒ 00:40:16.180 Holly Condos: And then I didn’t have a chance yet, but I will send your link. I thought we might see them this weekend, but we didn’t, because, Hero was on call.
479 00:40:16.180 ⇒ 00:40:25.550 Holly Condos: Okay. But the new people with the baby. So, I’ll just send her your link. Maybe I’ll just do a little intro, too, in Instagram, if that’s okay?
480 00:40:25.550 ⇒ 00:40:26.269 Hannah Wang: Yeah, totally.
481 00:40:26.270 ⇒ 00:40:27.300 Holly Condos: and Sartel.
482 00:40:27.740 ⇒ 00:40:29.330 Hannah Wang: Okay, yeah, yep.
483 00:40:29.330 ⇒ 00:40:34.380 Holly Condos: And they just had their baby, and… Back to September? August.
484 00:40:34.770 ⇒ 00:40:36.059 Hannah Wang: Oh, wow. Okay.
485 00:40:36.060 ⇒ 00:40:39.540 Holly Condos: Oh, he’s pretty new, and they might want to do some Christmas picks? I’m not sure.
486 00:40:39.540 ⇒ 00:40:41.279 Hannah Wang: Oh, oh my gosh.
487 00:40:41.440 ⇒ 00:40:47.830 Holly Condos: You know, because the baby grows so quickly in the first year. Yeah. And it’s kind of nice to capture
488 00:40:48.690 ⇒ 00:40:53.179 Holly Condos: At least a quarter by quarter, if not, like, almost every month.
489 00:40:53.180 ⇒ 00:40:56.789 Hannah Wang: That’s what new moms do, like, every month they lay their baby on a…
490 00:40:56.790 ⇒ 00:40:57.210 Holly Condos: right now.
491 00:40:57.210 ⇒ 00:40:58.600 Hannah Wang: 2 months old, I’m 2 months old.
492 00:40:58.600 ⇒ 00:41:00.169 Holly Condos: Yep, I know, I’ve seen that a lot.
493 00:41:02.000 ⇒ 00:41:05.040 Holly Condos: But yeah, so that’s the update there.
494 00:41:05.040 ⇒ 00:41:09.849 Hannah Wang: Okay, that… that sounds great, and I appreciate you asking, Kat, and I totally…
495 00:41:09.850 ⇒ 00:41:17.060 Holly Condos: Absolutely, and like I said, I think she’ll eventually want to do it. I just thought, you know, it might be cool
496 00:41:17.600 ⇒ 00:41:23.059 Holly Condos: Maybe, actually, for their second anniversary, so, like, next summer, we might do it.
497 00:41:23.240 ⇒ 00:41:24.220 Hannah Wang: Okay.
498 00:41:24.440 ⇒ 00:41:32.570 Holly Condos: Right, because they’ll be back, Andrew will just be starting to get going back, but, like, he’ll have weekends still.
499 00:41:32.980 ⇒ 00:41:33.650 Hannah Wang: Yeah.
500 00:41:33.650 ⇒ 00:41:41.650 Holly Condos: Right? So, we can probably still schedule something, but maybe we’ll just give that to them as their anniversary present?
501 00:41:41.650 ⇒ 00:41:42.370 Hannah Wang: Sure.
502 00:41:42.890 ⇒ 00:41:46.899 Hannah Wang: And even, like, taking photos at Malibu, for example, it’s a very different.
503 00:41:46.900 ⇒ 00:41:47.300 Holly Condos: Yeah.
504 00:41:47.300 ⇒ 00:41:50.590 Hannah Wang: than in Korea. Korea both are very different, so…
505 00:41:50.590 ⇒ 00:41:56.840 Holly Condos: Of course, of course. And they had their… I think I mentioned, but they did, like, a little luncheon at,
506 00:41:58.340 ⇒ 00:41:59.390 Holly Condos: Nobu.
507 00:41:59.390 ⇒ 00:42:00.579 Hannah Wang: Yeah, yep.
508 00:42:00.580 ⇒ 00:42:06.509 Holly Condos: And it was beautiful, but, you know… but yeah, to your point, we could sort of do a little recreation.
509 00:42:06.960 ⇒ 00:42:14.570 Hannah Wang: Yeah, and I’ve taken photos at Malibu before, or… yeah, my most recent post on Instagram is at Malibu, and the sun was so…
510 00:42:14.570 ⇒ 00:42:17.229 Holly Condos: I thought so, it looked like it, yeah, I thought so.
511 00:42:18.000 ⇒ 00:42:18.560 Hannah Wang: Alright.
512 00:42:18.560 ⇒ 00:42:23.750 Holly Condos: Alright, so you have… and then you have… you said you have one book for the first week of December?
513 00:42:24.640 ⇒ 00:42:26.220 Hannah Wang: Did I?
514 00:42:26.220 ⇒ 00:42:26.990 Holly Condos: The fifth?
515 00:42:27.870 ⇒ 00:42:29.329 Hannah Wang: Oh, I have a wedding, yes, I’m sorry.
516 00:42:29.330 ⇒ 00:42:30.690 Holly Condos: Oh, wedding, okay.
517 00:42:31.950 ⇒ 00:42:33.139 Holly Condos: Is that local?
518 00:42:33.390 ⇒ 00:42:36.820 Hannah Wang: No, it’s in… it’s in San Diego, actually.
519 00:42:37.320 ⇒ 00:42:38.080 Holly Condos: Wow, really?
520 00:42:38.170 ⇒ 00:42:41.370 Hannah Wang: I think Escondin? Dito?
521 00:42:41.370 ⇒ 00:42:42.120 Holly Condos: Candida.
522 00:42:42.120 ⇒ 00:42:47.760 Hannah Wang: Yes, yeah. So, I’ll actually be driving down… I don’t know if you’ll be here.
523 00:42:47.760 ⇒ 00:42:48.850 Holly Condos: I’ll be back.
524 00:42:48.990 ⇒ 00:42:50.810 Hannah Wang: By… on the 5th, okay.
525 00:42:50.810 ⇒ 00:42:52.260 Holly Condos: I could come over and meet you.
526 00:42:52.550 ⇒ 00:42:55.270 Hannah Wang: Yeah, I… we can coordinate that.
527 00:42:55.270 ⇒ 00:42:59.440 Holly Condos: Okay. Well, I’ll be… Let me know, I can meet you on the front, or the back, or whatever.
528 00:42:59.440 ⇒ 00:43:00.680 Hannah Wang: Sure, sure.
529 00:43:01.380 ⇒ 00:43:03.969 Hannah Wang: Cool. Oh yeah, I totally… yeah, I…
530 00:43:03.970 ⇒ 00:43:06.449 Holly Condos: Yeah, I’ll be back, so let’s do that.
531 00:43:06.450 ⇒ 00:43:07.750 Hannah Wang: Okay, great.
532 00:43:09.070 ⇒ 00:43:09.840 Holly Condos: Alright.
533 00:43:09.840 ⇒ 00:43:10.639 Hannah Wang: Awesome. Thanks, Ryan.
534 00:43:10.640 ⇒ 00:43:11.039 Holly Condos: Thank you for…
535 00:43:11.040 ⇒ 00:43:16.229 Hannah Wang: Listening us to… listening to our talk. Appreciate you being here.
536 00:43:16.230 ⇒ 00:43:16.770 Holly Condos: Ugh.
537 00:43:17.590 ⇒ 00:43:20.269 Holly Condos: I’m… Oh, sorry.
538 00:43:20.610 ⇒ 00:43:22.710 Ryan Brosas: Yeah, thank you guys.
539 00:43:22.710 ⇒ 00:43:25.230 Hannah Wang: Oh, sorry, I didn’t know you were there, Ryan.
540 00:43:25.900 ⇒ 00:43:26.770 Hannah Wang: Oh my god.
541 00:43:26.770 ⇒ 00:43:31.690 Holly Condos: Oh my gosh, I’m sorry to bore you with all my… Family stuff.
542 00:43:32.350 ⇒ 00:43:33.330 Ryan Brosas: That’s fine.
543 00:43:33.330 ⇒ 00:43:35.060 Hannah Wang: It’s okay, it’s a non…
544 00:43:35.060 ⇒ 00:43:35.570 Ryan Brosas: Sweet.
545 00:43:35.570 ⇒ 00:43:39.790 Hannah Wang: It’s the rare non-work conversations that we have under…
546 00:43:39.790 ⇒ 00:43:44.010 Holly Condos: Well, so wait a minute, so Ryan, with, with.
547 00:43:44.050 ⇒ 00:43:46.540 Hannah Wang: Joe leaving, I guess…
548 00:43:46.540 ⇒ 00:43:48.540 Holly Condos: We’ll have to talk with…
549 00:43:49.770 ⇒ 00:43:57.630 Holly Condos: I mean, in the short term, Hannah, how are we gonna handle HubSpot? We’re gonna have to do it between you and me, or do we need to talk about it?
550 00:43:57.910 ⇒ 00:44:01.869 Hannah Wang: No, Ryan usually does, like, all the deal stuff, like adding in.
551 00:44:01.870 ⇒ 00:44:04.000 Holly Condos: Okay, so Ryan, you’re good with that?
552 00:44:04.320 ⇒ 00:44:04.890 Hannah Wang: Yeah.
553 00:44:04.890 ⇒ 00:44:17.760 Ryan Brosas: Yeah, I’m the one originally doing those, but the dashboard thing is not really… I’m not really familiar with it, so I think, that’s been… that’s…
554 00:44:17.970 ⇒ 00:44:26.330 Ryan Brosas: set to Joe only, but the whole HubSpot, I’m the one who’s going to, like, do stuff there.
555 00:44:26.660 ⇒ 00:44:32.529 Holly Condos: Okay, alright, that sounds good. Jeez, I apologize for droning on, I didn’t realize you were there.
556 00:44:33.750 ⇒ 00:44:34.969 Ryan Brosas: No worries.
557 00:44:35.620 ⇒ 00:44:38.029 Holly Condos: Okay, well, I’ll talk to you both later.
558 00:44:38.380 ⇒ 00:44:39.939 Hannah Wang: Yeah, see you guys soon.
559 00:44:39.940 ⇒ 00:44:40.570 Holly Condos: See ya.
560 00:44:40.570 ⇒ 00:44:41.310 Hannah Wang: Right.
561 00:44:41.310 ⇒ 00:44:41.890 Holly Condos: Bye.