Meeting Title: Zoom Meeting Date: 2025-11-24 Meeting participants: Robert Tseng, Holly Condos, Hannah Wang, Ryan Brosas, Uttam Kumaran
WEBVTT
1 00:01:17.450 ⇒ 00:01:18.979 Holly Condos: Hey, how are you?
2 00:01:19.590 ⇒ 00:01:21.150 Robert Tseng: Hey, Holly, good, how are you?
3 00:01:21.470 ⇒ 00:01:23.840 Holly Condos: Good. How are things there?
4 00:01:24.290 ⇒ 00:01:35.389 Robert Tseng: It’s… it’s been going well. I… I think, I struggled to do the schedule, though, so, I’m sorry, I actually… I just slept through our call, like, I don’t have any other excuse, I just…
5 00:01:35.390 ⇒ 00:01:37.609 Holly Condos: Not a problem.
6 00:01:38.790 ⇒ 00:01:42.819 Robert Tseng: Yeah, it’s, it’s surprising. I mean, I guess our…
7 00:01:43.090 ⇒ 00:01:47.770 Robert Tseng: Our Pakistan team is used to doing this, but, like, I don’t know how to do it. It’s crazy.
8 00:01:48.280 ⇒ 00:01:49.950 Holly Condos: Yeah, understood.
9 00:01:50.270 ⇒ 00:01:50.790 Robert Tseng: Yeah.
10 00:01:51.250 ⇒ 00:01:52.879 Holly Condos: It’s all good, though, no problem.
11 00:01:53.320 ⇒ 00:01:54.060 Robert Tseng: Okay
12 00:01:54.180 ⇒ 00:02:09.020 Robert Tseng: Yeah, I mean, I guess, I won’t take too long, apologies for the last minute call, but I did just want to check in. I know you all already talked to Joe, Joe is winding down. I mean, I guess we just probably just want to get some alignment, here, so…
13 00:02:09.650 ⇒ 00:02:17.369 Robert Tseng: I don’t know what’s going on with my Notion. If anyone has a Notion doc, do you mind just, like, sharing it on your screen? Because it’s just not loading for me right now.
14 00:02:21.660 ⇒ 00:02:22.460 Holly Condos: Hmm.
15 00:02:22.460 ⇒ 00:02:24.829 Robert Tseng: We can kind of just scan through it.
16 00:02:25.190 ⇒ 00:02:26.030 Holly Condos: Yeah.
17 00:02:26.630 ⇒ 00:02:28.410 Holly Condos: I… let me see, I can…
18 00:02:28.700 ⇒ 00:02:29.320 Hannah Wang: Got it.
19 00:02:29.320 ⇒ 00:02:30.829 Holly Condos: You got it, Hannah?
20 00:02:30.940 ⇒ 00:02:31.780 Holly Condos: Okay.
21 00:02:32.270 ⇒ 00:02:45.620 Robert Tseng: Great, thanks. So, I mean, there’s a bunch of things here, so, you know, it’s… you can kind of read through it. I think, you know, basically what the catalyst for this… I mean, we’ll start through from the top,
22 00:02:46.450 ⇒ 00:02:48.280 Robert Tseng: Yeah, I guess,
23 00:02:48.890 ⇒ 00:03:00.839 Robert Tseng: from a positioning perspective, I do think that we’re kind of reworking, the way that we talk about the business, and, you know, I know we’ve, like, touched on this
24 00:03:01.260 ⇒ 00:03:05.549 Robert Tseng: Here and there, we were updating offers, we’re, like.
25 00:03:05.740 ⇒ 00:03:16.449 Robert Tseng: you know, even the way that Utam and I have talked… are talking about the business is continuing to evolve. You know, like, we’re moving… we’re moving up market, so, like, even as…
26 00:03:16.450 ⇒ 00:03:40.049 Robert Tseng: precious today, you know, before, we were selling, like, you know, less, you know, audits and strategy engagements for, like, 5K to 30K now, and, like, I don’t know, I think there’s just, like, a level of, like.
27 00:03:41.590 ⇒ 00:03:56.160 Robert Tseng: diligence that we’re… what we’re doing, that we’re increasingly doing, that is allowing us to knock on the doors of, like, these bigger contracts. So, I think, you know, at this point, there’s…
28 00:03:56.220 ⇒ 00:04:13.390 Robert Tseng: it’s not just, like, our speed anymore that’s really resonating with, the leaders that we’re talking to. It actually… you know, what we found is that it’s less about speed, and it’s about structure, diligence.
29 00:04:13.410 ⇒ 00:04:38.290 Robert Tseng: knowing who the stakeholders are, having these Gantt charts, like, kind of, like, clearly mapping out project timelines, demonstrating that we can juggle multiple work streams, like, those are the things that are kind of bringing us to the finish line on, like, the three deals that we closed this month. So, you know, we have Element that’s starting, you know, their big org, similar size to Eden.
30 00:04:38.290 ⇒ 00:04:41.259 Robert Tseng: And they want something that’s, like.
31 00:04:41.320 ⇒ 00:04:59.790 Robert Tseng: you know, similarly scoped… I mean, smaller scope, but, like, they’re… they’re starting at a higher clip than what Eden started out. So, I think, yeah, I think I’m just giving you context for, like, the direction that the business is heading in, and I’m… I… we need… I’m trying to bring that, like.
32 00:05:00.280 ⇒ 00:05:12.919 Robert Tseng: those expectations into, kind of, the way that we are… we’re selling the business moving forward. And so, you know, we’re somewhere around, like, 12 to 15 clients, and from a delivery perspective.
33 00:05:12.920 ⇒ 00:05:22.739 Robert Tseng: we can’t handle anymore. Like, I think we’re pretty much at max capacity. So, any new deal that we’re signing, I’m trying to, like, push it into January.
34 00:05:23.030 ⇒ 00:05:37.719 Robert Tseng: And as we’re kind of doing this, like, calculus for, like, what the next phase looks like, you know, if our average lifetime contract value is… previously was maybe, like, 50 to 100K,
35 00:05:37.740 ⇒ 00:05:49.670 Robert Tseng: per client, you know, with 15 clients, that gets you close to, like, 1.5… somewhere between 1 to 1.5 million in revenue, which is kind of where we’re sitting at currently.
36 00:05:49.670 ⇒ 00:06:02.519 Robert Tseng: For us to kind of be hitting, like, kind of 5 million plus, or whatever, like, we… basically, our contract sizes need to go up 5X. Like, we either kind of serve.
37 00:06:02.640 ⇒ 00:06:14.820 Robert Tseng: 5 times the number of clients at our current rate, which is basically, like, 40 to 45 clients. I mean, that just sounds crazy to me. Or we’re selling, kind of, like.
38 00:06:15.120 ⇒ 00:06:22.610 Robert Tseng: projects that are 5 times more expensive, which is kind of the route that we’re headed in. So, yeah, I think, like…
39 00:06:23.060 ⇒ 00:06:32.599 Robert Tseng: that, you know, I’m just… so that’s kind of, like, from a positioning perspective, kind of how we’re trying to adjust heading into 2026.
40 00:06:33.280 ⇒ 00:06:40.349 Robert Tseng: Yeah, so I guess, like, that’s the context for, like, what… like, why… why I think we need to…
41 00:06:40.480 ⇒ 00:06:54.449 Robert Tseng: reinvents our OKRs a bit, and also restructure this go-to-market team, and I don’t think Joe is really going to be a part of that, part of that strategy moving forward. So, yeah, I guess, like, kind of…
42 00:06:54.560 ⇒ 00:07:05.859 Robert Tseng: Any questions? Like, I think this call is less about, like, kind of dotting our… crossing our… dotting our I’s, crossing our T’s. I’m not gonna go into the spreadsheet, like, I just want us to kind of, like.
43 00:07:06.030 ⇒ 00:07:25.960 Robert Tseng: It’s a shorter week, like, we’re just gonna talk about kind of what we’re aiming at, who’s involved, the roles, kind of describing, like, what it’s going to take, and then, you know, I think any of the tactical stuff, we’re just gonna… it’s fine, we have a slower week this week, we just need some time to actually, like, kind of orient ourselves around this.
44 00:07:26.850 ⇒ 00:07:32.329 Holly Condos: Yeah, I think, Robert, Hannah and I went over this together earlier today.
45 00:07:32.330 ⇒ 00:07:32.920 Robert Tseng: Yeah.
46 00:07:32.920 ⇒ 00:07:44.880 Holly Condos: And, what you have described was, in essence, our takeaway. I think, you know, we appreciate the racy, and, will certainly
47 00:07:45.590 ⇒ 00:07:52.180 Holly Condos: you know, I think that it’s helpful to understand the… Details of the lanes.
48 00:07:52.180 ⇒ 00:07:52.770 Robert Tseng: Yeah.
49 00:07:52.770 ⇒ 00:08:02.859 Holly Condos: With Joe leaving, though, I guess the question is, what are your… you and Utam’s thoughts for replacing him, or…
50 00:08:03.380 ⇒ 00:08:08.250 Holly Condos: You know, are we just gonna… you’re gonna absorb it back until we figure it out next year?
51 00:08:08.490 ⇒ 00:08:10.009 Robert Tseng: Yeah, it’s gonna come back to me.
52 00:08:10.010 ⇒ 00:08:10.500 Holly Condos: But…
53 00:08:10.500 ⇒ 00:08:11.050 Robert Tseng: Yeah.
54 00:08:11.400 ⇒ 00:08:16.069 Robert Tseng: Yeah, so anything around GTM lead is gonna come back to me. Okay.
55 00:08:16.630 ⇒ 00:08:25.100 Robert Tseng: Yeah, so I think that’s kind of the commitment. We’re gonna… I mean, I’m act… we’re gonna… we’re gonna try to backfill, him. I think,
56 00:08:25.510 ⇒ 00:08:27.519 Robert Tseng: Yeah, I… yeah, I think…
57 00:08:28.420 ⇒ 00:08:37.490 Robert Tseng: So, we are talking to more people, like, but yeah, I think probably for the rest of the year, it’s gonna end up being me.
58 00:08:38.950 ⇒ 00:08:43.100 Holly Condos: That’s fine, and I can help you. I think you probably glean from
59 00:08:43.530 ⇒ 00:08:51.459 Holly Condos: the Slack from last week, but I’m moving some things around on my side, so that I can be…
60 00:08:52.000 ⇒ 00:09:07.289 Holly Condos: have more bandwidth. I really enjoy working with you guys, and so I’m making that shift. And with that, you know, I can help you a bit more as well. I think we’ve made a lot of traction just in the last week on the partner side.
61 00:09:07.460 ⇒ 00:09:19.189 Holly Condos: And, so I think that’s exciting for Hannah and I, and for the company in general, but, you know, I think we’re starting to at least lay some groundwork to build
62 00:09:19.360 ⇒ 00:09:29.930 Holly Condos: or build on the framework, and I think next year it’s only gonna… Develop, mature, and potentially…
63 00:09:31.020 ⇒ 00:09:34.410 Holly Condos: Escalate, at least from the partner perspective.
64 00:09:35.590 ⇒ 00:09:51.510 Robert Tseng: Yeah. Yeah, I think that’s… I think that sounds good. I think, you know, these titles are whatever they are, I think, but, as far as, like, kind of, if you already talked through it, I mean, I was thinking we could go through, just… we could just talk through each of those functions and describe, like, what I mean by that.
65 00:09:51.510 ⇒ 00:09:53.640 Holly Condos: Sure, and that’s great. Please.
66 00:09:54.080 ⇒ 00:10:01.700 Robert Tseng: Yeah, so I think, like, for fast cycle and slow cycle, kind of like the way that I kind of see it now is,
67 00:10:01.700 ⇒ 00:10:17.750 Robert Tseng: Yeah, I, fast Cycle is, like, setting up these… it’s our outbound motion, which is kind of restricted to just LinkedIn right now, and, you know, maybe we sent a few emails here and there, but I think these were kind of, like.
68 00:10:17.750 ⇒ 00:10:19.770 Robert Tseng: Yeah, you know, short.
69 00:10:20.590 ⇒ 00:10:36.570 Robert Tseng: one to three message sequences that we’re testing on… on a pretty focused, lead list that I guess Ryan is kind of a part of, and so, you know, something that, you know, we… we launched the Series A, kind of like,
70 00:10:37.060 ⇒ 00:10:56.320 Robert Tseng: get your data stack in order campaign, which is great and all. I think there were a couple responses, nobody that was jumping on the call immediately, but the way that I see it is, like, these experiments, they get deployed, we get responses. Within a week, we should be able to assess whether or not it’s a success, or we kill it. And so, I think it’s important
71 00:10:56.320 ⇒ 00:11:04.770 Robert Tseng: not from the perspective that I expect this to be, like, our main, like, driver of growth, but, like, for us to continue to test messaging
72 00:11:04.770 ⇒ 00:11:09.149 Robert Tseng: out there with, our, with our, target,
73 00:11:09.150 ⇒ 00:11:27.140 Robert Tseng: with our target lead. And so, I don’t think this always has to be going after net new people. It can also be, going after existing connections, and so, yeah, I think there’s just kind of… that… that… that’s, you know, this… this is all top, really, top of funnel kind of work, and, work…
74 00:11:27.140 ⇒ 00:11:29.620 Robert Tseng: You know, if we get lucky, we basically meet
75 00:11:29.720 ⇒ 00:11:38.789 Robert Tseng: the… there’s a meeting of the minds, and we kind of hit the right person at the right time. But, like, I think other than that, like, I… you know, that’s… that’s kind of the…
76 00:11:38.970 ⇒ 00:11:50.099 Robert Tseng: that’s the life cycle of that, of that type of experiment. So, I do think that we need to continue to… to have something… testing something like that on a weekly cadence,
77 00:11:50.180 ⇒ 00:12:03.409 Robert Tseng: And, you know, how many we can juggle, like, I, you know, I think we’ve been doing maybe, like, one or two a week. I mean, it’s… that’s fine. That’s just kind of where we’re at. But that’s what I mean by fast cycle experiments.
78 00:12:03.670 ⇒ 00:12:04.350 Holly Condos: Okay.
79 00:12:05.660 ⇒ 00:12:26.589 Robert Tseng: Yeah. So, you know, I think this is the stuff that we’re most familiar with. Like, Ryan obviously has been the one that’s been deploying it. You know, there’s two levers here. We either increase the number of experiments, or we, like, just get more… or we, you know, or we are testing new channels. And so, I think that’s kind of on me to make the call. I think…
80 00:12:26.590 ⇒ 00:12:35.189 Robert Tseng: you know, the gut instinct is, like, I don’t think we’re gonna try new channels, like, the rest of this year. I think we’re just gonna keep dialing in this… this motion so that…
81 00:12:35.190 ⇒ 00:12:58.160 Robert Tseng: you know, we’re not sending to lists that are bigger than 50 contacts. Like, we need to really get good at drilling down and targeting very specific people. I think we’re doing better at that, and I think Joe did help with that, so I definitely appreciate the structure that he brought to the brief there. I just felt like the experimentation velocity was too slow, because I think we only… he was here for a month, and we only, like, ran one experiment, so…
82 00:12:58.160 ⇒ 00:13:07.829 Robert Tseng: I think that’s kind of my feedback on that part. Hypothesis developments, yeah, I think this is also, you know, I’m kind of calling it my area of ownership.
83 00:13:07.830 ⇒ 00:13:21.180 Robert Tseng: Yeah, I mean, the whole point of doing these experiments is that we should be able to be getting some information about the market, right? And so this is kind of like the, you know, when we evaluate experiments,
84 00:13:21.180 ⇒ 00:13:31.250 Robert Tseng: yeah, wanting to better, like, dial in our takeaways, which we do, we make these adjustments. And, you know, this doesn’t have to be super formal, I’m not expecting decks and briefs, like, we’re not a large…
85 00:13:31.260 ⇒ 00:13:50.309 Robert Tseng: we’re small enough that we can kind of just, like, you know, pick the insights that are important and to make the adjustments. So, even things like… and I want to kind of speak broadly about, over the past quarter, like, I don’t feel like… even though we say we should be measuring kind of campaign impact and whatnot.
86 00:13:50.440 ⇒ 00:13:53.590 Robert Tseng: I think the visibility was, like, like.
87 00:13:53.700 ⇒ 00:13:59.050 Robert Tseng: you know, it’s more for the team to be able to see it more than myself, actually. I think I…
88 00:13:59.050 ⇒ 00:14:15.409 Robert Tseng: maybe I’m delusional sometimes, but I think I have a good intuition on kind of, like, where… how things are… how… where things are headed, and I don’t really need that validation of my… of what we’re doing, because I can kind of see where… what’s working and what’s not. So, one example would be, like.
89 00:14:15.410 ⇒ 00:14:22.350 Robert Tseng: I think our event-based campaigns got really good. Like, I think now, you know, Ryan showed me, like, the most recent stat.
90 00:14:22.350 ⇒ 00:14:35.389 Robert Tseng: you know, when we launch an event campaign, we have the sequence, you know, we get, like, a 40% connection rate, and then, like, some even higher, like, response rate. Not every event’s gonna be like that, and I think it’s industry-dependent, but…
91 00:14:35.390 ⇒ 00:14:48.439 Robert Tseng: you know, I’m basically saying, like, I think we’ve run, like, at least 5 of these, and consistently, we’re getting 20-40% connection rates, and, you know, response rates that are close to 50%. So, I think,
92 00:14:48.880 ⇒ 00:14:55.820 Robert Tseng: You know, even though they don’t end up all being qualified and driving towards meetings, that’s a different part of the problem to solve.
93 00:14:55.820 ⇒ 00:15:15.690 Robert Tseng: But from just, like, an engagement perspective, top of funnel engagement, I think that campaign is… those types of campaigns are great for us, and we’re able to run it knowing that those are the results that we expect, right? So, I think, like, that’s… that’s an example of, like, kind of, like, hypotheses that we’ve tested and we’ve… we’ve learned over this… over this past… over this past quarter.
94 00:15:16.120 ⇒ 00:15:17.430 Holly Condos: Okay, great.
95 00:15:17.430 ⇒ 00:15:17.980 Robert Tseng: Yeah.
96 00:15:18.740 ⇒ 00:15:21.690 Robert Tseng: Yeah, so I think,
97 00:15:21.940 ⇒ 00:15:38.340 Robert Tseng: And then, go-to-market briefs. You know, I think this idea of, like, you know, what is an A-level brief versus B-level? I think this is, you know, I think we’re getting better at this. I do, once again, think that the notion structure, making sure that there is something that’s easy to review, where the,
98 00:15:38.520 ⇒ 00:15:46.920 Robert Tseng: You know, that we have, like, the sequence planned, like, we know what the leads are, like, having all of that in one place, so that, when we are comparing briefs.
99 00:15:46.920 ⇒ 00:16:04.499 Robert Tseng: you know, we’re gonna be running enough experiments that we should be able to compare one brief against another, and be able to clearly see, like, what’s… what’s, what the differences are in terms of, like, well, yeah, so, like, over a lot of different grains, but,
100 00:16:04.730 ⇒ 00:16:15.360 Robert Tseng: I think this is just, like, an execution standard that I think I want to be… have higher expectations for, so, yeah, I think, you know, that’s pretty self-explanatory.
101 00:16:15.460 ⇒ 00:16:20.360 Robert Tseng: Yeah, messaging and creative, so maybe messaging is less about, like.
102 00:16:21.390 ⇒ 00:16:27.039 Robert Tseng: Hannah being responsible for. But yeah, I think, like, to me, the biggest, like, pain is still, like.
103 00:16:27.180 ⇒ 00:16:36.380 Robert Tseng: I don’t think that this group has, like, a good sense of, like, messaging, and it…
104 00:16:36.550 ⇒ 00:16:56.489 Robert Tseng: sure, like, you’re not the ones jumping on the calls, like, getting the feedback from, like, the leads directly, like, actually testing and failing in the language that you’re using when you talk about it. I mean, we talk about I do that all the time, which is why we continue to, like, evolve the way that we talk about the business. So, I think that, to me, is, like, the
105 00:16:56.490 ⇒ 00:17:09.789 Robert Tseng: this… the creative side, I’m not worried about, like, I feel like Hannah can kind of produce any asset, but, like, that disconnect in the messaging, I’m not faulting anybody here. I think that, to me, is, like, a… still a problem that we don’t really solve very well.
106 00:17:09.790 ⇒ 00:17:24.359 Robert Tseng: So something that I’m trying to work with the AI team on now, and, you know, we’ve talked about it here and there, but, like, basically creating, like, UTAM or Robert GPTs, like, some sort of exec-level GPT,
107 00:17:24.440 ⇒ 00:17:25.200 Robert Tseng: to…
108 00:17:25.530 ⇒ 00:17:32.600 Robert Tseng: try to run any copy that you have by first, and to see if that gets us closer. Like, I think,
109 00:17:32.770 ⇒ 00:17:44.079 Robert Tseng: Yeah, and, you know, that’s… that’s a… that’s a project that might take through the end of the year, but I do think that that’s something that could help close the messaging gap on this.
110 00:17:44.880 ⇒ 00:17:45.420 Holly Condos: Okay.
111 00:17:45.860 ⇒ 00:17:46.400 Robert Tseng: Yeah.
112 00:17:47.480 ⇒ 00:18:00.500 Robert Tseng: That said, yeah, I mean, feel free to, I guess… sorry, I don’t have… I can’t access it, but you can adjust, let me see… we’re just gonna annotate this stuff.
113 00:18:00.840 ⇒ 00:18:07.070 Robert Tseng: Draw… And so this should be an I.
114 00:18:09.720 ⇒ 00:18:10.490 Robert Tseng: Yeah.
115 00:18:12.840 ⇒ 00:18:17.210 Robert Tseng: Oh, can I not clear it? Let’s see… clear it…
116 00:18:17.210 ⇒ 00:18:19.349 Hannah Wang: You have to, like, yeah, delete it.
117 00:18:19.800 ⇒ 00:18:20.450 Robert Tseng: Okay.
118 00:18:20.830 ⇒ 00:18:32.940 Robert Tseng: partner channel insight loop, what does this even really mean? I think, like, obviously, you know, this is GPT-assisted, so some of this is, like, would change the language as I’m going through it again.
119 00:18:33.690 ⇒ 00:18:36.569 Robert Tseng: Yeah, I think, like, to me, this is,
120 00:18:37.750 ⇒ 00:18:48.789 Robert Tseng: I feel like, you know, Holly and Hannah, you should know, like, kind of what’s… you should have a pulse on what’s going on with the partners, and like…
121 00:18:48.840 ⇒ 00:19:11.620 Robert Tseng: being able to share, kind of, like, progress more proactively with us. I mean, I’m not saying that you’re… I guess, like, I know that there’s a lot of things that are just kind of, like, stalling or in progress, but, like, I don’t really have a good sense of, like, the velocity of how we’re doing on part… with partners, and also on a channel level, so I don’t really know what the right phrasing here is,
122 00:19:11.620 ⇒ 00:19:22.079 Robert Tseng: I guess, like, you know, when we’re managing work for other clients, like, we have pretty much everything ticketed it out, and, like, we have our Gantt charts now, and so I can show
123 00:19:22.080 ⇒ 00:19:25.589 Robert Tseng: You know, anybody, like, when a certain…
124 00:19:26.200 ⇒ 00:19:42.289 Robert Tseng: project is moving slower than expected, we’re blocked by whatever things. I don’t need to overly formalize this, like, I’m not really sure what this should look like, but just wanting, you know, the responsibility to be on you guys, I guess.
125 00:19:42.290 ⇒ 00:20:01.070 Robert Tseng: to, I guess, really Hannah, to make sure that, from a partner perspective, like, all of those, like, we’re clear on where we’re at. Like, I think there are… to me, there are some misses. Like, I understand that partnership progress has moved forward, but, like, you know, even in, like, lower, like, later down in the dock.
126 00:20:01.260 ⇒ 00:20:13.789 Robert Tseng: I look at, like, vendor partners, I’m like… even I’m just, like, going on, like, Mother Duck and Omni, and I’m like, why are we not, like, on their partner programs? Like, yes, they may have these requirements, yada yada yada, but, like.
127 00:20:14.050 ⇒ 00:20:30.760 Robert Tseng: you know, there should be no reason why we’re not on there, like, at this point. Like, I… I don’t know, I think I… I got myself onto MixedPanel’s partner program within a month when I was, like, doing stuff, everything kind of solo. So, I don’t know, I think there’s just, like, a level of, like…
128 00:20:30.810 ⇒ 00:20:41.560 Robert Tseng: we need to identify what’s… what are the outcomes we can get to in the different stages with these partners. On the vendor side, to me, it’s more straightforward, because it’s just like, get under…
129 00:20:41.560 ⇒ 00:20:56.179 Robert Tseng: get qualified with them, they start setting us deals, we end up getting on their directory, and both of these, you know, tools are great, like, in terms of they’ve given… they’ve passed us leads, and we’ve been working with them. So, yeah, to me, like.
130 00:20:56.180 ⇒ 00:21:03.899 Robert Tseng: making sure that the eye is still on the prize, on, like, being able to push things into the next stage. Like, I felt like, you know, this past quarter.
131 00:21:03.960 ⇒ 00:21:06.680 Robert Tseng: Or whatever, like, these… they are…
132 00:21:06.930 ⇒ 00:21:18.870 Robert Tseng: I’m also not on the Wednesday call, so I’m not trying to misrepresent, like, kind of what we’re doing, but it’s just hard for me to know, like, what… how far are we from the next stage with every partner, and .
133 00:21:18.870 ⇒ 00:21:19.250 Holly Condos: Yeah.
134 00:21:19.250 ⇒ 00:21:34.679 Robert Tseng: Yeah, I… yeah. It’s more of a bottoms-up approach. I know that Holly has built out some framework, but, like, to me, I’m just, like, looking at, like, okay, well, what… what… like, where are we at with these different partners? Yeah.
135 00:21:34.680 ⇒ 00:21:37.569 Holly Condos: Yeah, and I think, just…
136 00:21:37.900 ⇒ 00:21:52.249 Holly Condos: going off of what… I think you expressed that concern last week? Yeah. And so Hannah and I do have, or at least I have, as an action item to…
137 00:21:52.460 ⇒ 00:22:03.389 Holly Condos: get some structure around that, and then I guess, to just get with you to figure out, you know, what is the best way to report for you
138 00:22:03.730 ⇒ 00:22:20.190 Holly Condos: outside of what we’re already doing, or what we’re doing, make it more granular and have better fidelity to it so that, you know, you can just take a quick dashboard look, or a Notion look. I think
139 00:22:20.190 ⇒ 00:22:23.929 Holly Condos: I certainly… I hear you. I think we just need to…
140 00:22:24.060 ⇒ 00:22:27.969 Holly Condos: Figure out what’s most efficient, and then effective for…
141 00:22:28.140 ⇒ 00:22:34.619 Holly Condos: for you. So, not to push it off at all, but to acknowledge that we
142 00:22:35.070 ⇒ 00:22:38.999 Holly Condos: understand the pain point.
143 00:22:39.280 ⇒ 00:22:42.080 Holly Condos: And we’ll be working on it so that we can get you
144 00:22:42.280 ⇒ 00:22:49.420 Holly Condos: better visibility into what’s going on. Specifically, with regard to Omni, we actually, are
145 00:22:49.700 ⇒ 00:22:53.980 Holly Condos: We got grandfathered into their new, program.
146 00:22:54.120 ⇒ 00:23:05.519 Holly Condos: just recently, and, so we’ve begun to re-engage in that sense. They got us on their partner portal, and, we are…
147 00:23:05.770 ⇒ 00:23:22.550 Holly Condos: I think we’ve got two registrations, that have been submitted. So, you know, we’re picking up some momentum there, just FYI, but I appreciate that we need to have these statuses in a better and clearer presentation
148 00:23:22.750 ⇒ 00:23:30.029 Holly Condos: So that you don’t necessarily have to attend a partner meeting, but that you could look quickly to see where we’re at on a day-to-day basis.
149 00:23:31.640 ⇒ 00:23:47.940 Robert Tseng: Okay, yeah, and I know, like, Utam’s more of, like, the partner, at least as far as how we split it up for this quarter. He’s the one that’s attending these partner meetings. Like, I think that’s… that’s my… that may stay the same, so he’s probably the main stakeholder there, as far as, like.
150 00:23:48.790 ⇒ 00:23:55.889 Robert Tseng: Yeah, but I think for me, I obviously just wanna… I just… I wanna know, kind of, where we’re… kind of… where we’re at as well, so… Sure.
151 00:23:55.890 ⇒ 00:23:56.420 Holly Condos: Understood.
152 00:23:56.420 ⇒ 00:24:12.419 Robert Tseng: Yeah. Okay, so I think that’s clear. I think, yeah, I guess, you know, up to you to describe, like, what is this really? Like, I think these words are just words to me. Like, I don’t know if that’s helpful for how you articulate it, but, you know, there is some level of, like, kind of responsibility here.
153 00:24:12.930 ⇒ 00:24:19.670 Robert Tseng: Yeah, and like, just similarly to kind of how I’m… Strategizing on the…
154 00:24:20.550 ⇒ 00:24:29.679 Robert Tseng: on the, go-to-market side, like, I think Holley’s is kind of, like, where, like, your… your area of responsibilities is kind of… should… should come into play here, so…
155 00:24:29.680 ⇒ 00:24:31.200 Holly Condos: Yeah, yeah, agreed.
156 00:24:31.430 ⇒ 00:24:40.860 Robert Tseng: Okay, cool. Yeah, I would kind of blow through the rest, it’s all pretty straightforward. As for outbound execution, yeah, I think this is still gonna… yeah, Ryan, this is kinda…
157 00:24:41.230 ⇒ 00:24:48.490 Robert Tseng: I don’t think it ever moved off of you onto Joe, to be honest. So, like, I think that was also a thing where I feel like, at the end of the day, I mean.
158 00:24:48.670 ⇒ 00:25:04.810 Robert Tseng: was not here very long or whatever, so maybe he didn’t really pick it up as quickly, but, you know, I don’t… I don’t think this ever… I don’t think this really changed. This is still Ryan. And then as far as inbound flows, yeah, Hannah, you know, I think this is more something we talked about last week.
159 00:25:05.020 ⇒ 00:25:14.160 Robert Tseng: you know, I don’t need you to be doing the mo- like, middle of funnel stuff, I mean, yeah, for now, it’s fine, like, I think we can…
160 00:25:14.350 ⇒ 00:25:17.599 Robert Tseng: Between the two of us, we can probably just, like, do this…
161 00:25:17.780 ⇒ 00:25:26.739 Robert Tseng: ourselves, but we are, like, we are hiring another coordinator, so that person should be in the door by early December. We,
162 00:25:26.990 ⇒ 00:25:32.789 Robert Tseng: or have been working with a staffing firm to kind of get this person. So, once that person is in, I think…
163 00:25:33.220 ⇒ 00:25:41.630 Robert Tseng: that will take some of these, some of this as well. So, yeah, I think… anyway, I’m just calling that out.
164 00:25:42.090 ⇒ 00:25:47.249 Robert Tseng: as far as, yeah, systems and things like that, I think that’s on me.
165 00:25:47.400 ⇒ 00:26:00.989 Robert Tseng: Yeah, so anyway, I think when that coordinator comes in, like, they’re gonna take over some of these, like, the briefs, they’re gonna take over these inbound workflows, like, they’re basically just gonna help me directly, basically,
166 00:26:01.560 ⇒ 00:26:10.529 Robert Tseng: Obviously, there’s a lot of things assigned to me, so I’m gonna… this’ll probably get reworked in another week, but at least just wanted to have something here.
167 00:26:10.640 ⇒ 00:26:21.139 Robert Tseng: Okay, and then, like, slow cycle stuff. Yeah, I think, Hannah, this is kind of where I want to, you know, we talked about this, but I want to shift you back towards that, the whole idea of you, kind of.
168 00:26:21.330 ⇒ 00:26:29.650 Robert Tseng: Working on strategic accounts and partnerships, and, like, you know, those, those are obviously, like, not things that will… will… will, like.
169 00:26:30.330 ⇒ 00:26:34.870 Robert Tseng: It’s not… it’s not like a one-and-done deal within a week, so,
170 00:26:35.540 ⇒ 00:26:39.020 Robert Tseng: Yeah, I think that’s… this is kind of where…
171 00:26:39.390 ⇒ 00:26:47.030 Robert Tseng: we want… I want to continue… I want to kind of just not pull you too much into, like, the fast cycle work.
172 00:26:47.620 ⇒ 00:26:48.540 Hannah Wang: Yeah.
173 00:26:50.980 ⇒ 00:27:07.260 Robert Tseng: Okay, and then, yeah, I think our reporting is in a good place in HubSpot, thankfully, so, you know, I don’t have any complaints about that anymore. Forecasting and pipeline, I mean, this is not that important to me, like, these two I could probably delete at the end. They don’t really mean anything.
174 00:27:08.760 ⇒ 00:27:13.659 Robert Tseng: Yeah, so then cross-functional go-to-market integration, I think…
175 00:27:13.660 ⇒ 00:27:30.490 Robert Tseng: to me, this is, like, how do I, like, get the other… you know, if we need stuff from the other teams to, help with our work, whether it’s, like, case studies to help with our case study development, like, that’s… that’s kind of on… on me to pull… pull in other people… pull in the right teams to help… help with that.
176 00:27:31.860 ⇒ 00:27:47.509 Robert Tseng: Okay, so that’s that. I think I kind of, like, took the liberty of, like, kind of jotting down your… the job descriptions, I guess, so to speak, for each of these person… of each of these people, if that’s helpful for you. If not, then, like, you know, don’t…
177 00:27:47.510 ⇒ 00:28:08.849 Robert Tseng: You don’t have to use this. I obviously built one for the go-to-market engineer specifically, because I’m trying to hire for this person, and people want to know what they’re being hired for, so I needed to kind of write that one specifically. But these other ones, I mean, y’all are already here, and, you know, if it’s helpful for you to write your own JD, like, I do this exercise for myself, like, every…
178 00:28:08.850 ⇒ 00:28:29.069 Robert Tseng: every month, like, even now, I’m writing how my role at Brave Forge evolves. That helps me to know, like, kind of where I’m headed, like, what I want to do more of, what I want to do less of. Like, I personally just think it’s a good exercise for you to do, but otherwise, like, I don’t… I don’t want to emphasize it too much, because it’s not really something that should affect the day-to-day.
179 00:28:29.590 ⇒ 00:28:45.319 Robert Tseng: Yeah, and then open projects-wise, yeah, I think just, like, kind of lightly touching on, you know, we talked about certain partner directories, there’s, like, research that I was doing on different consultancies that, like, you know, I mean, I’m always looking at, like, what else is in the market.
180 00:28:45.320 ⇒ 00:28:58.570 Robert Tseng: I basically went into their service partners and looked at other data and AI consultancies, like, just to get a better sense of, like, how are people talking about their work? Like, who are the people that we should be following, and, you know, I think…
181 00:28:59.580 ⇒ 00:29:14.879 Robert Tseng: I think as a mark… as a go-to-market team, we should be doing these kind of, like, teardowns, and, like, going, clicking in, deeply understanding, like, what… who… trying to understand, like, who are they… who are… who is Nathan targeting with Endeavor Labs? Like.
182 00:29:14.880 ⇒ 00:29:31.900 Robert Tseng: How do these case… the way to talk… pick a case study, talk about how does this compare to a case study that we work on, is there domain overlap or whatnot? So, you know, I might even want to be doing these exercises more, because I don’t know if you guys know how to, like, look… if you guys have been doing, kind of this type of
183 00:29:32.000 ⇒ 00:29:32.989 Robert Tseng: market research?
184 00:29:32.990 ⇒ 00:29:35.969 Holly Condos: Yeah, I… I can certainly pick that up.
185 00:29:37.180 ⇒ 00:29:41.960 Robert Tseng: Yeah. So, I’m not saying these are all good examples, I think the point is just to, like, have some familiarity.
186 00:29:41.960 ⇒ 00:29:43.250 Holly Condos: No, I understand.
187 00:29:43.250 ⇒ 00:29:43.750 Robert Tseng: They’re here.
188 00:29:44.100 ⇒ 00:29:45.360 Holly Condos: Yeah, point taken.
189 00:29:45.720 ⇒ 00:30:02.719 Robert Tseng: Okay. Alright, yeah, well anyway, so this open project list, it’s not done yet. I’m gonna keep adding stuff to it. There’s nothing really to kind of say about this for now. Yeah, I mean, I… I know we’re kind of at time here, so I’ll just pause there and,
190 00:30:02.970 ⇒ 00:30:11.229 Robert Tseng: Yeah, if you have any other questions, for people that want to stay on, you can let me know, I’ll stay on for a few more minutes. Otherwise, I know, Holly, you gotta… you gotta drop, so…
191 00:30:11.460 ⇒ 00:30:12.160 Holly Condos: And…
192 00:30:12.160 ⇒ 00:30:12.660 Robert Tseng: Yeah.
193 00:30:13.150 ⇒ 00:30:24.699 Holly Condos: I appreciate you putting this together, Robert. I think it’s helpful, not only, you know, just for some short-term expectation setting, but, for our planning for next year.
194 00:30:25.090 ⇒ 00:30:29.459 Holly Condos: So I… I will kind of…
195 00:30:29.670 ⇒ 00:30:41.549 Holly Condos: bubble over it a little bit more, and I think I will have some comments and questions for you in this document, but I think it’s a good start for the short and long term.
196 00:30:42.000 ⇒ 00:30:43.919 Holly Condos: So, I appreciate it, thank you.
197 00:30:44.460 ⇒ 00:30:46.599 Robert Tseng: Yeah, of course.
198 00:30:47.190 ⇒ 00:30:58.539 Robert Tseng: Yeah, I guess I didn’t… there’s… there’s an advisory brief there. You can look at it if you guys want to. That’s how Utam and I are talking to, potential advisors for us, right?
199 00:30:58.540 ⇒ 00:30:58.960 Holly Condos: Right now, like.
200 00:30:58.960 ⇒ 00:31:13.380 Robert Tseng: We know that we need the support to, like, really be able to sell into the next, like, kind of enterprise tier, and so, you know, that you can… you can… that also kind of captures, like, how we… how we view our go-to-market, sure, sure.
201 00:31:13.380 ⇒ 00:31:17.230 Holly Condos: And I can weigh in there as well, just based on my experience, so…
202 00:31:17.280 ⇒ 00:31:21.279 Robert Tseng: Sure. All good, alright, well, I’m sorry, but I have to jump. Okay, sounds good.
203 00:31:21.280 ⇒ 00:31:21.610 Holly Condos: Okay.
204 00:31:21.610 ⇒ 00:31:22.730 Robert Tseng: Alright, thanks everyone. See you later.
205 00:31:22.730 ⇒ 00:31:23.250 Holly Condos: there.
206 00:31:23.580 ⇒ 00:31:24.739 Uttam Kumaran: Robert, you wanna stay on for a sec?
207 00:31:24.740 ⇒ 00:31:25.740 Robert Tseng: Yeah, yeah, I’ll be on.
208 00:31:25.920 ⇒ 00:31:26.659 Uttam Kumaran: Okay, cool.
209 00:31:26.780 ⇒ 00:31:31.840 Uttam Kumaran: I called, I called surf,
210 00:31:32.200 ⇒ 00:31:40.470 Uttam Kumaran: I mean, he’s… I think you should send it, as long as you’re good with the… with the… with the, proposal. I also told him I want him to man… I want him to…
211 00:31:40.630 ⇒ 00:31:42.899 Uttam Kumaran: owned a Lilo deal, too.
212 00:31:43.040 ⇒ 00:31:46.189 Uttam Kumaran: And I basically pitched him, kind of, I’m like, dude.
213 00:31:46.360 ⇒ 00:31:52.640 Uttam Kumaran: I don’t want… I want you to figure out… like, I basically kind of pitched him on, like, what you said, which was, like.
214 00:31:52.730 ⇒ 00:31:59.449 Uttam Kumaran: hey, you have this Lilo deal, which is $30K for 3 months, or as soon as you deliver. You have this thing, so you have, like.
215 00:31:59.530 ⇒ 00:32:13.520 Uttam Kumaran: roughly X amount, you have whatever R… minus our margin, you have this to work with. You have a couple people, I also have Sam, Mustafa, Casey, and, like, two people that we could bring in. You decide
216 00:32:13.630 ⇒ 00:32:18.810 Uttam Kumaran: how to execute it. And so I kind of pitched him on that, so I kind of was like.
217 00:32:19.320 ⇒ 00:32:24.419 Uttam Kumaran: tell me if you can manage this Lilo thing as well, and I was like, look, you should…
218 00:32:24.540 ⇒ 00:32:28.019 Uttam Kumaran: You should give away some margin on the…
219 00:32:28.090 ⇒ 00:32:46.030 Uttam Kumaran: Remo thing in order to also take on the Lilo thing, and then you’re at full plate. And so I kind of pitched him on that. So, ideally, I would like him to sort of also run the Lilo deal and decide how much… what resources he needs from… between KC, Mustafa.
220 00:32:46.220 ⇒ 00:32:47.310 Uttam Kumaran: And Sam.
221 00:32:47.490 ⇒ 00:32:49.680 Robert Tseng: You don’t think Sam could do it?
222 00:32:50.640 ⇒ 00:32:55.499 Uttam Kumaran: I don’t… I think… I think Sam could do it, but…
223 00:32:55.780 ⇒ 00:33:06.010 Uttam Kumaran: I guess my point is, like, I would rather have Surf work exclusively for us, and I could see him moving into the…
224 00:33:06.580 ⇒ 00:33:10.659 Uttam Kumaran: Basically leading this, like, service line of, like, app development, or whatever.
225 00:33:10.880 ⇒ 00:33:13.750 Uttam Kumaran: I don’t know, I don’t necessarily, like…
226 00:33:13.860 ⇒ 00:33:16.060 Uttam Kumaran: At the risk of not having
227 00:33:17.120 ⇒ 00:33:22.279 Uttam Kumaran: I would have to manage this client, let’s put it that way. Like, I would have to probably pay… play point.
228 00:33:22.700 ⇒ 00:33:23.080 Robert Tseng: Yeah.
229 00:33:26.210 ⇒ 00:33:34.930 Uttam Kumaran: So I… yeah, I mean, this… the alternative is if you’re like, look, the Remo deal is more important, I don’t want Surf to focus on other things, then I’ll… I’ll have Sam do it.
230 00:33:35.330 ⇒ 00:33:38.319 Robert Tseng: Yeah, well, I guess my kind of thing is,
231 00:33:38.930 ⇒ 00:33:52.559 Robert Tseng: I’m… I just… I think it serves a little bit untested for us, like, I don’t know, just kind of having him lead two projects right away. I just… I feel a bit weary about that. Like, I… I think the…
232 00:33:52.830 ⇒ 00:33:57.830 Robert Tseng: Yeah, well, so, I mean, obviously, like… well, anyway, so if, you know, I was like…
233 00:33:58.320 ⇒ 00:33:58.980 Uttam Kumaran: Sure.
234 00:33:59.340 ⇒ 00:34:11.949 Robert Tseng: if… if Sam can do it, Lilo, I think that’d be great. I would love to see him, like, you know, tech lead on a project. Like, it might be a stretch for him, he might need coaching from you, but, you know, maybe we have some, you know.
235 00:34:12.340 ⇒ 00:34:17.149 Robert Tseng: We have some leeway there to be able to help him do that.
236 00:34:18.080 ⇒ 00:34:23.089 Uttam Kumaran: Yeah, so then maybe I ask Sam to do it. I still want Surf involved in some…
237 00:34:23.360 ⇒ 00:34:29.380 Robert Tseng: Which is not about, like, app development at this point. There’s no backend to this, right? Isn’t it just AI? Isn’t… I mean, not just, but, like, it’s.
238 00:34:29.380 ⇒ 00:34:33.500 Uttam Kumaran: It’s a little… they basically want, like, a Brainforge platform with, like, two features.
239 00:34:33.500 ⇒ 00:34:35.880 Robert Tseng: Right, so that’s like, you know… It’s a little…
240 00:34:35.880 ⇒ 00:34:41.989 Uttam Kumaran: A little bit of back-end, but nothing crazy, yeah. I mean, it’s… it’s not… it’s not more about capac… capacity.
241 00:34:42.199 ⇒ 00:34:48.490 Uttam Kumaran: It’s more about, like, if I can just get more of Surf’s time, like…
242 00:34:48.889 ⇒ 00:34:54.260 Uttam Kumaran: That would be great. Yeah. So, but I think what I… what I’ll do is, like.
243 00:34:54.400 ⇒ 00:34:57.489 Uttam Kumaran: I’ll see when it closes, and I’ll call Sam.
244 00:34:57.680 ⇒ 00:35:04.079 Uttam Kumaran: Sam’s also in and out this month, so I kind of… we don’t… I need a little bit of redundancy on this client.
245 00:35:04.400 ⇒ 00:35:06.940 Uttam Kumaran: That… that’s not gonna be me.
246 00:35:07.190 ⇒ 00:35:20.340 Uttam Kumaran: So maybe I’ll ask Sam what he thinks, if he can run it end-to-end. I still would like him to probably do weekly meetings presenting to me in Surf. Yeah. And I’d like to keep Surf in the loop, maybe it’s just on an hourly basis.
247 00:35:20.530 ⇒ 00:35:25.470 Uttam Kumaran: So, so, certainly, yeah, so, let’s see.
248 00:35:25.720 ⇒ 00:35:29.920 Uttam Kumaran: Because I would rather have… I would rather have Surf exclusively working for us.
249 00:35:30.540 ⇒ 00:35:36.689 Uttam Kumaran: And then I was like, dude, just crush the remote thing, but, like, focus less on you as a developer. I was like…
250 00:35:37.170 ⇒ 00:35:43.370 Uttam Kumaran: think about it more as, like, Brainforge can help you with sourcing the clients. Also.
251 00:35:43.530 ⇒ 00:35:53.089 Uttam Kumaran: we can help with sourcing great talent, we just need people that can run projects end-to-end. And there seems like there’s gonna be this niche of, like, AI
252 00:35:53.480 ⇒ 00:36:04.599 Uttam Kumaran: sort of, like, AI app development, which… or AI workflow development that involves a UI. Like, this Remo thing is a little bit off-center, but, like, yes, there’s sort of something here.
253 00:36:05.060 ⇒ 00:36:10.170 Uttam Kumaran: So, yeah, that’s basically what I pitched.
254 00:36:11.910 ⇒ 00:36:18.420 Uttam Kumaran: I guess long story short… okay. Yeah, I’ll have Sam play… play point.
255 00:36:19.050 ⇒ 00:36:21.680 Uttam Kumaran: I may have to then move… I kind of…
256 00:36:22.010 ⇒ 00:36:29.260 Uttam Kumaran: like, I’m nervous that Sam is having a hard time with as much context switching as we like to do around here.
257 00:36:29.800 ⇒ 00:36:36.599 Uttam Kumaran: So, I’m sort of probably will move… may move him off of the CES deal and bring someone else with me.
258 00:36:37.260 ⇒ 00:36:37.970 Robert Tseng: Okay.
259 00:36:38.900 ⇒ 00:36:46.249 Robert Tseng: I mean, he’s on CES, I mean, he kind of has… he’s touching everything on the AI side, right?
260 00:36:46.250 ⇒ 00:36:54.640 Uttam Kumaran: Yeah, anything AI-related, he’s sort of, like, the architect around, so he’s helping on ABC, he’s sort of helping on internal, he’s…
261 00:36:54.880 ⇒ 00:36:58.669 Uttam Kumaran: on me with CES, but the CES is not really his…
262 00:36:59.340 ⇒ 00:37:06.540 Uttam Kumaran: his, like, expertise. I brought it because that was just our only client. So then I may just bring, like, a Sweeney with me.
263 00:37:07.110 ⇒ 00:37:07.430 Robert Tseng: Okay.
264 00:37:07.430 ⇒ 00:37:08.130 Uttam Kumaran: Yeah.
265 00:37:08.130 ⇒ 00:37:10.510 Robert Tseng: Sure. Like, that’s fine, I can do that swap.
266 00:37:10.670 ⇒ 00:37:11.350 Robert Tseng: Okay.
267 00:37:12.010 ⇒ 00:37:14.119 Uttam Kumaran: And it’s like, CES is a…
268 00:37:14.370 ⇒ 00:37:18.700 Uttam Kumaran: like, we’re gonna be with them for a long time, so it’s not like… I just…
269 00:37:19.060 ⇒ 00:37:22.920 Uttam Kumaran: I just need someone working on the background on that, and billing hours.
270 00:37:23.300 ⇒ 00:37:25.359 Uttam Kumaran: Element is the one where, like.
271 00:37:26.960 ⇒ 00:37:35.529 Uttam Kumaran: Element is a tougher one, dude. I don’t know if, like, I’m… I think Awash can do it, but they’re really gonna want, like, some business people, I don’t know.
272 00:37:35.530 ⇒ 00:37:40.790 Robert Tseng: Yeah, yeah, I mean, I’m expecting, like, I’ll… I mean, I’ll be involved on that one.
273 00:37:40.980 ⇒ 00:37:43.829 Uttam Kumaran: Yeah, like, I mean, it… yeah, it should be, like.
274 00:37:44.630 ⇒ 00:37:49.400 Uttam Kumaran: Someone with some business sense, yeah. Okay, alright.
275 00:37:49.940 ⇒ 00:37:51.999 Uttam Kumaran: Yeah, that’s kind of,
276 00:37:53.370 ⇒ 00:37:56.759 Uttam Kumaran: That’s kind of what I wanted to cover. I didn’t hear back from Magic Spoon yet.
277 00:37:56.910 ⇒ 00:37:59.579 Uttam Kumaran: And I tried to get…
278 00:37:59.870 ⇒ 00:38:03.840 Uttam Kumaran: Rico to connect you with that guy, Greg, but he’s not responding yet.
279 00:38:04.100 ⇒ 00:38:04.710 Uttam Kumaran: Okay.
280 00:38:04.710 ⇒ 00:38:05.150 Robert Tseng: No worries.
281 00:38:05.150 ⇒ 00:38:09.170 Uttam Kumaran: I’d like to, like, start that dude if he’s down, so I’m gonna just try to ping him.
282 00:38:09.460 ⇒ 00:38:12.350 Uttam Kumaran: Just start that dude next week on something if he’s down.
283 00:38:12.730 ⇒ 00:38:13.300 Robert Tseng: Yeah.
284 00:38:14.570 ⇒ 00:38:17.160 Uttam Kumaran: Okay, sorry, I just hijacked, that was… that was basically…
285 00:38:17.160 ⇒ 00:38:21.410 Robert Tseng: No, no, all good, I gotta, I gotta send this Remo thing, Josh is asking for it, so…
286 00:38:21.520 ⇒ 00:38:22.550 Uttam Kumaran: Okay.
287 00:38:22.700 ⇒ 00:38:23.230 Robert Tseng: Yeah.
288 00:38:23.230 ⇒ 00:38:25.740 Uttam Kumaran: I mean, at 100K, at least we have buffer.
289 00:38:25.910 ⇒ 00:38:26.610 Uttam Kumaran: Dude…
290 00:38:26.610 ⇒ 00:38:32.699 Robert Tseng: Yeah, I’m… I’m, like, in a… palms are a little sweaty, but no, I think that’s enough.
291 00:38:32.700 ⇒ 00:38:40.339 Uttam Kumaran: what? I mean, like, yeah, I feel like I hold the… do I hold the current record? And then you go. Same day, two world records.
292 00:38:40.560 ⇒ 00:38:42.110 Robert Tseng: Okay.
293 00:38:42.110 ⇒ 00:38:47.630 Uttam Kumaran: I own… so… so ABC, this was 30K, technically 4 weeks, but I said… told them about.
294 00:38:47.630 ⇒ 00:38:49.130 Robert Tseng: Yeah, it’ll be a bit longer, sure.
295 00:38:49.980 ⇒ 00:38:56.219 Uttam Kumaran: I mean… Yeah, like, so yeah, you go for it, you take it.
296 00:38:57.380 ⇒ 00:39:02.619 Uttam Kumaran: See what happens. I mean, at 100, I think what I would need from you is…
297 00:39:03.720 ⇒ 00:39:09.850 Uttam Kumaran: 15 days in, we need to make a decision on if, like, I need to get more involved or not, like…
298 00:39:09.850 ⇒ 00:39:10.680 Robert Tseng: Yeah, yeah.
299 00:39:11.100 ⇒ 00:39:17.819 Uttam Kumaran: So that’s what I would… I would say the buffer buys us, like, okay, I can go call some…
300 00:39:18.250 ⇒ 00:39:22.990 Uttam Kumaran: some… some, like, serious people to come get it done, but I just need to know that.
301 00:39:23.520 ⇒ 00:39:24.090 Robert Tseng: Yeah.
302 00:39:24.440 ⇒ 00:39:28.190 Robert Tseng: So that’s what the buffer buys us. Yeah.
303 00:39:28.190 ⇒ 00:39:28.830 Uttam Kumaran: Yeah.
304 00:39:29.070 ⇒ 00:39:29.610 Robert Tseng: Yeah.
305 00:39:30.240 ⇒ 00:39:41.289 Uttam Kumaran: And Surf kind of gave me his margins, stuff like that, like, he’s not gouging us on anything, so actually, I feel like he’s just… actually just wants to do this work, and it’s sort of like what we found, which is, like.
306 00:39:41.640 ⇒ 00:39:46.420 Uttam Kumaran: the thing that was hard for Surf was the go-to-market and, like, everything.
307 00:39:46.580 ⇒ 00:39:51.270 Uttam Kumaran: And… I can tell, it’s not, it’s not… Yeah, yeah, yeah, no, I know.
308 00:39:51.470 ⇒ 00:39:57.709 Uttam Kumaran: You’d be surprised who also hit me up today. Ben from Vixel sent me a wonderful message, basically being like.
309 00:39:57.960 ⇒ 00:40:07.680 Uttam Kumaran: hey, I see Brainforges 1-2 years ahead of Beyond Data, and I very much looked up to the company, I want to call you and ask you some questions and get some advice, so I was like…
310 00:40:08.470 ⇒ 00:40:10.030 Uttam Kumaran: It’s like, brother, John.
311 00:40:10.760 ⇒ 00:40:13.920 Robert Tseng: Yeah, he turned us down not too long ago.
312 00:40:14.660 ⇒ 00:40:19.740 Uttam Kumaran: Everybody forgets that advice is not free. I only give advice to paying clients these days.
313 00:40:21.570 ⇒ 00:40:33.090 Uttam Kumaran: I mean, I… I agree, I mean, I agree with him that, like, yeah, I’m sure the advice is great, like, so you should come work for us, like, asking me for more advice, I don’t know if it’s gonna be down for that necessarily, but…
314 00:40:33.970 ⇒ 00:40:37.100 Robert Tseng: That should be your advice. Come work for us.
315 00:40:37.100 ⇒ 00:40:47.600 Uttam Kumaran: No, it is, and can I also show you… can I also show you another thing that’s starting to work? Which, one, I want to just say shout out to Ryan, who’s on this call, but our poaching campaign is starting to work.
316 00:40:47.890 ⇒ 00:40:50.990 Uttam Kumaran: Can you guys see this?
317 00:40:50.990 ⇒ 00:40:52.260 Robert Tseng: Yeah, yeah.
318 00:40:52.260 ⇒ 00:40:55.550 Uttam Kumaran: Yeah, this guy… Data leader team building.
319 00:40:55.550 ⇒ 00:40:56.280 Robert Tseng: Dad?
320 00:40:56.980 ⇒ 00:41:03.320 Uttam Kumaran: No, no, this is some other dude, this is some other Greg, but these are the kinds of people that we’re trying to go after, like…
321 00:41:03.510 ⇒ 00:41:08.329 Uttam Kumaran: data leader at… BCG, Senior Analytics Consultant.
322 00:41:08.700 ⇒ 00:41:12.179 Uttam Kumaran: Director of Analytics and Data, Intuit Program Manager.
323 00:41:12.660 ⇒ 00:41:20.929 Uttam Kumaran: The copy is good. Ryan, you did a good first pass. I went and added some, like, misspellings and some, like, nice thing. We sent… we sent kind of, like, our…
324 00:41:21.390 ⇒ 00:41:25.510 Uttam Kumaran: The copy we used was a lot of, like, what from your writing.
325 00:41:25.650 ⇒ 00:41:32.040 Uttam Kumaran: And got a hit here… And then… got a hit on another dude here.
326 00:41:32.640 ⇒ 00:41:38.870 Uttam Kumaran: And then got a hit on this dude, but he wants sponsorship, so I said, maybe not, but…
327 00:41:39.860 ⇒ 00:41:54.810 Uttam Kumaran: like, yeah, it’s like, should be good. One of these guys will work, so… but for these guys, it’s almost like, dude, I want Clarence to come with me to this call, and then Clarence, because I can’t talk… I don’t know, I don’t really know how to talk to these types of people.
328 00:41:54.810 ⇒ 00:41:58.860 Robert Tseng: Yeah, we should go. We should get Clarence to vet them. Clarence should be helping us, I mean, anywhere.
329 00:41:58.860 ⇒ 00:41:59.759 Uttam Kumaran: Yeah, I want clarity.
330 00:41:59.760 ⇒ 00:42:00.299 Robert Tseng: Excellent. I won’t.
331 00:42:00.300 ⇒ 00:42:03.230 Uttam Kumaran: Laring to talk to them and do that, yeah, exactly, you know?
332 00:42:03.380 ⇒ 00:42:03.900 Robert Tseng: Yeah.
333 00:42:04.290 ⇒ 00:42:10.309 Uttam Kumaran: But, like… We have another 160, 70 leads that were running through this, and…
334 00:42:10.970 ⇒ 00:42:13.749 Uttam Kumaran: All these people connected, and so…
335 00:42:13.860 ⇒ 00:42:16.589 Uttam Kumaran: They connected based on this message, so…
336 00:42:16.590 ⇒ 00:42:17.200 Robert Tseng: Yeah.
337 00:42:17.750 ⇒ 00:42:23.370 Uttam Kumaran: they’re nervous, and we’re getting good connections, like, you know, Thanksgiving week, so it’s, it’s good.
338 00:42:25.030 ⇒ 00:42:25.760 Robert Tseng: Nice.
339 00:42:27.030 ⇒ 00:42:31.490 Uttam Kumaran: Okay, yeah, that’s… That’s what’s on my mind.
340 00:42:33.990 ⇒ 00:42:34.630 Robert Tseng: Okay?
341 00:42:37.440 ⇒ 00:42:40.489 Uttam Kumaran: Anything else, guys? Ryan, I’ll look at your SEO thing right after this.
342 00:42:41.060 ⇒ 00:42:42.400 Ryan Brosas: Thank you.
343 00:42:42.400 ⇒ 00:42:45.199 Uttam Kumaran: Actually, you wanna stay on me, and you can… let’s just look at it together.
344 00:42:46.110 ⇒ 00:42:47.030 Ryan Brosas: Sure, sure, sure.
345 00:42:47.270 ⇒ 00:42:48.319 Uttam Kumaran: Okay, okay, alright.
346 00:42:48.900 ⇒ 00:42:49.560 Robert Tseng: Alright.
347 00:42:49.560 ⇒ 00:42:50.909 Hannah Wang: Alright, thanks guys.
348 00:42:51.500 ⇒ 00:42:52.240 Uttam Kumaran: Thank you.
349 00:42:52.240 ⇒ 00:42:52.910 Hannah Wang: Aye.
350 00:42:55.550 ⇒ 00:42:59.170 Uttam Kumaran: Okay.
351 00:43:26.580 ⇒ 00:43:29.889 Uttam Kumaran: Okay, great, so these are just… you’re gonna just be posting these on the blog?
352 00:43:30.400 ⇒ 00:43:41.699 Ryan Brosas: Yeah, I’m thinking also, like, the listicle of, like, consultancy also, some of those mixing of those topics, because I saw…
353 00:43:42.000 ⇒ 00:43:47.209 Ryan Brosas: Some of our competitors is using also those, those topics.
354 00:43:47.270 ⇒ 00:43:53.110 Uttam Kumaran: Yeah, so let’s, so, in here, I don’t know if we went and listed any topics.
355 00:43:53.820 ⇒ 00:44:01.550 Uttam Kumaran: I know you put some here, I think we were gonna talk about… Oh, new content ideas, yeah.
356 00:44:06.920 ⇒ 00:44:13.819 Uttam Kumaran: Yeah, I think, let me list some here. So, we want to do, like, top 10… ETL tools.
357 00:44:13.950 ⇒ 00:44:24.519 Uttam Kumaran: data warehouse, tools… Like, all of those. Like, basically, her and our, are one-pagers.
358 00:44:24.520 ⇒ 00:44:28.240 Ryan Brosas: like, our comparison docs into these tool comparisons.
359 00:44:28.390 ⇒ 00:44:31.140 Uttam Kumaran: We can also do, like,
360 00:44:31.250 ⇒ 00:44:35.049 Uttam Kumaran: How much does X tool cost?
361 00:44:37.610 ⇒ 00:44:46.689 Uttam Kumaran: We can also do… Like… How to hire,
362 00:44:47.300 ⇒ 00:44:52.310 Uttam Kumaran: X role, like, D, E, A, E, Things like that.
363 00:44:53.230 ⇒ 00:44:56.040 Uttam Kumaran: We can also do, like,
364 00:44:57.100 ⇒ 00:45:00.860 Uttam Kumaran: top 10 data consultancies. I know you had some of that.
365 00:45:00.860 ⇒ 00:45:01.619 Ryan Brosas: Yeah, that’s one.
366 00:45:02.010 ⇒ 00:45:11.829 Uttam Kumaran: Yeah, top 10 data consultancies, like, how to hire a data consultant, what to look for, and a great data consultant.
367 00:45:12.370 ⇒ 00:45:14.540 Uttam Kumaran: You can also do, like.
368 00:45:16.330 ⇒ 00:45:28.260 Uttam Kumaran: some stuff probably around AI engineers, RAG engineer… Context, engineer, Knowledge… Engineer…
369 00:45:30.200 ⇒ 00:45:34.460 Uttam Kumaran: Top 10, like, RAG platforms, and list contextuals.
370 00:45:34.630 ⇒ 00:45:40.330 Uttam Kumaran: First… Okay, so these are some, probably some, like… Good ideas.
371 00:45:42.320 ⇒ 00:45:51.500 Ryan Brosas: Yeah, I can work on that over… since we are, like, off, like, Thursday to Friday, I think I can focus on doing those topics.
372 00:45:53.060 ⇒ 00:45:53.660 Uttam Kumaran: Okay.
373 00:45:54.380 ⇒ 00:45:59.509 Ryan Brosas: Okay. Also, like, I’ve been working on the website, because…
374 00:45:59.870 ⇒ 00:46:02.639 Ryan Brosas: We have, like, a non-dec…
375 00:46:02.870 ⇒ 00:46:18.009 Ryan Brosas: what they call is that word, canonalization or something. So, I’ve been, fixing that also. I’ve, like, added a CSV there that shows the…
376 00:46:18.320 ⇒ 00:46:21.299 Ryan Brosas: The current state of the website, or…
377 00:46:21.590 ⇒ 00:46:26.689 Ryan Brosas: And also, like, added the schema,
378 00:46:27.220 ⇒ 00:46:33.550 Ryan Brosas: scheme, the newest feature of Webflow, that, scheme as something for AEO, or, like.
379 00:46:33.550 ⇒ 00:46:34.400 Uttam Kumaran: Oh, nice, okay.
380 00:46:34.400 ⇒ 00:46:35.870 Ryan Brosas: light… something.
381 00:46:35.870 ⇒ 00:46:36.220 Uttam Kumaran: Great.
382 00:46:36.220 ⇒ 00:46:40.349 Ryan Brosas: So, what else did I do?
383 00:46:40.690 ⇒ 00:46:46.649 Ryan Brosas: Yeah, I think that that’s pretty much it. I’ve been, doing some of, like.
384 00:46:46.910 ⇒ 00:46:50.969 Ryan Brosas: This description of, like, the alt text and stuff, so…
385 00:46:50.970 ⇒ 00:46:58.769 Uttam Kumaran: Wondering also if you can, like, can you, run a deep research.
386 00:46:59.030 ⇒ 00:47:03.360 Uttam Kumaran: Query on all our… Transcripts?
387 00:47:03.500 ⇒ 00:47:07.219 Uttam Kumaran: They’ll pull out… SEO topics?
388 00:47:08.430 ⇒ 00:47:19.310 Ryan Brosas: Sure, sure, sure. That’s pretty much what I was doing before. So, I was, like, repurposing our transcripts to a topic before.
389 00:47:19.680 ⇒ 00:47:22.630 Ryan Brosas: It’s, well, mostly, like,
390 00:47:22.990 ⇒ 00:47:28.610 Ryan Brosas: what do you call this, if it’s… I asked, like, some… some of the… some of the…
391 00:47:29.120 ⇒ 00:47:34.060 Ryan Brosas: AI on the platform, if it’s, like, related to data and such?
392 00:47:34.060 ⇒ 00:47:36.190 Uttam Kumaran: Correct, correct. And I will use that.
393 00:47:37.400 ⇒ 00:47:44.089 Uttam Kumaran: Yeah, maybe another thing I’m gonna suggest here is also AI in e-commerce.
394 00:47:44.500 ⇒ 00:47:48.440 Uttam Kumaran: AI and omni-channel retail.
395 00:47:49.300 ⇒ 00:47:56.610 Uttam Kumaran: Text, like, AI and data analysis.
396 00:47:58.530 ⇒ 00:48:07.240 Uttam Kumaran: I’m gonna say… vibe coding,
397 00:48:10.400 ⇒ 00:48:14.080 Uttam Kumaran: Yeah, those are all probably ones to consider.
398 00:48:14.340 ⇒ 00:48:21.490 Uttam Kumaran: I also want to also consider just doing, like, a series of posts Like, do,
399 00:48:22.510 ⇒ 00:48:28.550 Uttam Kumaran: An entire series of posts around Snowflake?
400 00:48:29.890 ⇒ 00:48:43.110 Uttam Kumaran: like, Omni… BigQuery… Like, contextual…
401 00:48:46.750 ⇒ 00:48:52.480 Uttam Kumaran: polyatomic… Dbt, for sure.
402 00:48:53.670 ⇒ 00:48:58.530 Uttam Kumaran: Bother to do.
403 00:48:58.910 ⇒ 00:49:02.169 Uttam Kumaran: So, almost, we should just do sections on these.
404 00:49:03.110 ⇒ 00:49:04.669 Uttam Kumaran: Like, just like these.
405 00:49:14.690 ⇒ 00:49:17.699 Uttam Kumaran: Great, okay, I know you’re looking at keyword, okay, perfect.
406 00:49:19.350 ⇒ 00:49:20.110 Uttam Kumaran: Cool.
407 00:49:22.680 ⇒ 00:49:24.520 Uttam Kumaran: Nice. Great, great, great.
408 00:49:27.140 ⇒ 00:49:33.039 Uttam Kumaran: And these are ranked by… Oh, like… What is this ranking by?
409 00:49:33.490 ⇒ 00:49:40.449 Ryan Brosas: That’s… I think the… 1 to 20… yeah, that’s just a number.
410 00:49:40.880 ⇒ 00:49:45.069 Ryan Brosas: Okay, it’s the, what, the 20, 21 to 35, something.
411 00:49:45.710 ⇒ 00:49:46.300 Uttam Kumaran: Okay.
412 00:49:47.490 ⇒ 00:49:53.679 Uttam Kumaran: And then I think, like, I can… we can… I think we’re starting to grow, so I can buy SEMrush, finally. What do you think?
413 00:49:54.840 ⇒ 00:49:56.880 Ryan Brosas: I think it’s not…
414 00:49:57.020 ⇒ 00:50:10.110 Ryan Brosas: for me, it’s not really worth it at this moment, as we are not that, like, focused on the SEO or on the content side, but I guess, like, later, further on the road, we can fully, like.
415 00:50:10.170 ⇒ 00:50:23.050 Ryan Brosas: take SEMrush. I can just provide some of the PDF and such that you needed. Okay. Because I’ve been, like, purchasing it for, like, a trial or something.
416 00:50:23.920 ⇒ 00:50:24.270 Uttam Kumaran: Okay.
417 00:50:41.510 ⇒ 00:50:44.299 Uttam Kumaran: Okay, cool. Alright, yeah, you got it.
418 00:50:45.130 ⇒ 00:50:57.459 Ryan Brosas: Okay, so thank you for, for the review. I will be posting that early tomorrow, or, well, Drip posting it, so it will be much better on.
419 00:50:57.460 ⇒ 00:50:58.070 Uttam Kumaran: Yeah, I wonder…
420 00:50:58.070 ⇒ 00:50:59.030 Ryan Brosas: our algorithm.
421 00:50:59.030 ⇒ 00:51:03.560 Uttam Kumaran: if we can do any, like, local SEO, like, with Austin. I think you mentioned that, right?
422 00:51:04.140 ⇒ 00:51:13.869 Ryan Brosas: Yeah, we can definitely do that. We can add, like, location for, for example, for NY also, and also for Austin.
423 00:51:15.460 ⇒ 00:51:16.020 Uttam Kumaran: Okay.
424 00:51:17.970 ⇒ 00:51:24.470 Ryan Brosas: Yeah, I can definitely, like, create in Notion
425 00:51:25.000 ⇒ 00:51:30.649 Ryan Brosas: Page for that, so you can review, and you can, definitely, like, collaborate on that page.
426 00:51:31.300 ⇒ 00:51:32.200 Uttam Kumaran: Okay, okay.
427 00:51:35.990 ⇒ 00:51:37.170 Uttam Kumaran: Okay, great.
428 00:51:37.350 ⇒ 00:51:42.140 Ryan Brosas: Thank you. Thank you for, for the review, and have a great day, Tom.
429 00:51:42.140 ⇒ 00:51:44.009 Uttam Kumaran: Yeah. Thank you, dude. Talk to you soon.