Meeting Title: GTM Sync Date: 2025-12-09 Meeting participants: Jed Asuncion, Robert Tseng, Hannah Wang, Ryan Brosas
WEBVTT
1 00:03:54.910 ⇒ 00:03:56.930 Jed Asuncion: Hi, Robert. How are you doing?
2 00:03:57.440 ⇒ 00:03:59.290 Robert Tseng: Hey, Jed. Good, how are you?
3 00:03:59.860 ⇒ 00:04:02.540 Jed Asuncion: I’m good, I’m good. Thank you so for asking.
4 00:04:06.760 ⇒ 00:04:11.150 Robert Tseng: I’m gonna give it a couple minutes, I’m gonna pull up some stuff, and then I’ll jump into it.
5 00:04:12.180 ⇒ 00:04:13.090 Jed Asuncion: Gotcha.
6 00:05:02.960 ⇒ 00:05:03.750 Robert Tseng: Okay.
7 00:05:06.400 ⇒ 00:05:07.530 Robert Tseng: Hello?
8 00:05:08.900 ⇒ 00:05:12.530 Robert Tseng: Have… have you met, Jed yet, Hannah?
9 00:05:13.330 ⇒ 00:05:15.849 Hannah Wang: No, I haven’t. Hello?
10 00:05:18.190 ⇒ 00:05:21.139 Jed Asuncion: I’m sorry. There you go.
11 00:05:21.640 ⇒ 00:05:22.910 Hannah Wang: Nice meeting you.
12 00:05:22.910 ⇒ 00:05:24.259 Jed Asuncion: Nice meeting you as well.
13 00:05:25.330 ⇒ 00:05:26.460 Hannah Wang: Where are you based?
14 00:05:26.820 ⇒ 00:05:28.649 Jed Asuncion: In the Philippines.
15 00:05:28.650 ⇒ 00:05:33.839 Hannah Wang: Okay, cool. So it’s like… 3 AM, or I don’t know, 4AM.
16 00:05:33.840 ⇒ 00:05:35.350 Jed Asuncion: For ya, it’s for ya.
17 00:05:35.350 ⇒ 00:05:39.359 Hannah Wang: Are you usually a night owl? You like to stay up, or…
18 00:05:40.240 ⇒ 00:05:48.729 Jed Asuncion: Actually, yes, well, I’ve been supporting Ameri Region for, like, almost 8, 9 years now.
19 00:05:49.100 ⇒ 00:05:50.160 Hannah Wang: Oh, wow, okay.
20 00:05:50.160 ⇒ 00:05:54.179 Jed Asuncion: Yeah, so I’m very nocturnal, if I must say.
21 00:05:54.180 ⇒ 00:05:56.670 Hannah Wang: You have to be if you want to work like this.
22 00:05:56.830 ⇒ 00:05:58.350 Hannah Wang: Yeah. Cool.
23 00:06:01.310 ⇒ 00:06:04.200 Robert Tseng: Nice. And then, I guess,
24 00:06:04.410 ⇒ 00:06:21.480 Robert Tseng: Yeah, I guess, Hannah, I’m not expecting, I guess, you and Ryan to stay on the whole time, I just wanted to make sure that you guys got a chance to meet Jed, and I mean, he’s, like, full-time, like, kind of ramping up, so I definitely will be leaning on you and Ryan to kind of help him get up to speed.
25 00:06:22.820 ⇒ 00:06:27.830 Robert Tseng: I was hoping that Luke would join this call, but I feel like there have been some delays on his side, and, like, kind of…
26 00:06:28.180 ⇒ 00:06:38.420 Robert Tseng: I’m trying to, like, onboard Jed and Luke at the same time, so I don’t have to do this twice. But I guess it might take, like, a day or two before the timing ends up lining up.
27 00:06:40.530 ⇒ 00:06:47.329 Robert Tseng: Yeah, so I think for this call, first I’d like to kind of just catch up on just what you, Jed, what you’ve kind of
28 00:06:47.630 ⇒ 00:06:51.280 Robert Tseng: I think you already met with Ryan, so just kind of hearing,
29 00:06:51.960 ⇒ 00:07:04.389 Robert Tseng: kind of what he’s showed you so far, and then, like, I mean, we’re basically gonna build your onboarding plan together with the people on call here. So, that’s… that’s kind of what I’m hoping to accomplish.
30 00:07:04.420 ⇒ 00:07:13.980 Robert Tseng: hopefully we get that done within 30 minutes, and then I guess, Hannah, you don’t have to stay on if we run past that, but I’ll stay on to just kind of walk Jed through some more things.
31 00:07:14.400 ⇒ 00:07:17.449 Robert Tseng: Yeah. Right.
32 00:07:17.910 ⇒ 00:07:21.750 Jed Asuncion: So, actually Ryan showed me how to,
33 00:07:22.100 ⇒ 00:07:27.609 Jed Asuncion: how to input leads on HubSpot, as well as, how he builds sequences.
34 00:07:28.230 ⇒ 00:07:30.510 Robert Tseng: Outside HubSpot.
35 00:07:30.830 ⇒ 00:07:40.820 Jed Asuncion: And, yeah, that’s basically it. Just going… going to run through with, your email and, Utam.
36 00:07:41.570 ⇒ 00:07:42.080 Robert Tseng: Yep.
37 00:07:42.080 ⇒ 00:07:50.770 Jed Asuncion: if, if they have, like, a few new leads, they will… he will manually input it into, into the HubSpot, too.
38 00:07:51.120 ⇒ 00:07:53.880 Jed Asuncion: See the deal stage?
39 00:07:55.640 ⇒ 00:07:56.190 Robert Tseng: Yep.
40 00:07:56.490 ⇒ 00:08:01.350 Jed Asuncion: Yeah, that’s basically what we went through earlier.
41 00:08:03.130 ⇒ 00:08:03.780 Robert Tseng: Okay.
42 00:08:05.990 ⇒ 00:08:15.029 Robert Tseng: Great, yeah, so I think, like, yeah, anything regarding HubSpot, as you’re kind of getting in there, I think Ryan could probably point you to that.
43 00:08:15.560 ⇒ 00:08:16.700 Robert Tseng: So…
44 00:08:17.480 ⇒ 00:08:21.599 Robert Tseng: I’m not gonna cover HubSpot on this call, I think I’ll just let you guys kind of handle that.
45 00:08:21.620 ⇒ 00:08:26.800 Jed Asuncion: But yeah, I think, you know, at minimum, every lead needs to be tracked and put into HubSpot.
46 00:08:26.980 ⇒ 00:08:35.759 Robert Tseng: We’re not really getting too many leads that, like, automatically go into HubSpot, so… a lot of the time, it’s like,
47 00:08:35.919 ⇒ 00:08:50.370 Robert Tseng: someone on LinkedIn that we connect with, and so there’s not really, like, a direct LinkedIn to HubSpot automation that we’ve set up. We could, but I don’t really… yeah, it’s not a… not a priority for us to do that right now. So, I guess, like.
48 00:08:50.740 ⇒ 00:08:54.080 Robert Tseng: I’ll just share my screen, and I’ll just kind of go through a few different things.
49 00:08:54.210 ⇒ 00:09:02.460 Robert Tseng: So, from a Slack perspective, channels that you’ll be a part of, so sales, go-to-market, strategy team,
50 00:09:03.140 ⇒ 00:09:12.969 Robert Tseng: Great. I’m glad that you’re in here asking questions already. This is the best place to do it. Yeah, being able to ask questions publicly allows people to kind of jump in, and answer anything.
51 00:09:13.100 ⇒ 00:09:22.689 Robert Tseng: I would say this channel is a lot more, kind of… there’s a few different types of messages that we send, I mean, really, like, a lot. So, like.
52 00:09:22.810 ⇒ 00:09:28.609 Robert Tseng: sometimes I’ll have ideas for, like, different tools that the team builds, and
53 00:09:29.680 ⇒ 00:09:32.769 Robert Tseng: I guess, maybe I’ll have…
54 00:09:32.970 ⇒ 00:09:50.669 Robert Tseng: So, Hannah, when you… when you meet with Jed at some point, like, I’m just gonna give you some ideas to talk to him about. If you could walk him through Bridge Forge platform and, like, kind of marketing assets, and then, like, how to use, some of the tooling that we’ve built. I just want him to get a sense of, like.
55 00:09:50.820 ⇒ 00:09:54.660 Robert Tseng: Yeah, like, I, I think…
56 00:09:55.780 ⇒ 00:10:01.089 Robert Tseng: some of the internal tooling that we build to kind of help… help this team.
57 00:10:01.360 ⇒ 00:10:11.109 Robert Tseng: And then if there’s anything on the roadmap that you want to kind of introduce them to, I think that’s… that’s probably there as well. So, like, this request is, like.
58 00:10:11.310 ⇒ 00:10:19.210 Robert Tseng: I… we have, like, a cool process right now where, before…
59 00:10:19.520 ⇒ 00:10:30.530 Robert Tseng: like, now, Hannah can send me a link, to our… to our plat… to our Braid Forge tool. She’ll walk you through this, the case study bot, and she’ll explain to you
60 00:10:30.530 ⇒ 00:10:40.039 Robert Tseng: like, kind of what we were doing before, and then, like, how we were able to build that tool for it. So I think that’s… I just want you to get a sense of, like,
61 00:10:40.230 ⇒ 00:10:44.289 Robert Tseng: kind of the type of resources that we have to support this team.
62 00:10:44.970 ⇒ 00:11:01.339 Robert Tseng: I think you’ll learn more about the business over time, so I’m not going to spend too much time. Maybe in our one-on-one, I’ll talk more about the business itself. I just want to get you familiarized with, like, all the different tools and documents that we have first. So, we also kind of…
63 00:11:01.350 ⇒ 00:11:06.600 Robert Tseng: share, kind of, just updates, so when you’re sending your, like, daily message.
64 00:11:06.620 ⇒ 00:11:19.320 Robert Tseng: Yeah, like, you’re in the morning, and at the end of the day, you should send it in this channel. So this is kind of where Utam and I kind of spend a lot of our time, sending messages to the team.
65 00:11:19.650 ⇒ 00:11:25.310 Robert Tseng: If we have any, like, ideas for new campaigns, we usually drop them in here, and we’ll tag people.
66 00:11:26.940 ⇒ 00:11:35.770 Robert Tseng: And so, yeah, so I think just anything ad hoc comes into this. On the sales channel, this is more specifically, like,
67 00:11:37.010 ⇒ 00:11:40.130 Robert Tseng: information related to leads, so…
68 00:11:40.310 ⇒ 00:11:46.799 Robert Tseng: Magic Spoons. We sent a proposal, and, like, some details around it. I guess, like.
69 00:11:46.990 ⇒ 00:12:05.309 Robert Tseng: we already had something created in HubSpot, but this, I would have expected, Ryan to move, this lead into the next deal stage, and then, like, that’s… that’s that. So, I think, for now, we’ll just keep that with Ryan, like, I don’t want you to spend too much of your time, like, messing with the deal stages right now.
70 00:12:05.310 ⇒ 00:12:14.809 Robert Tseng: But we could maybe change that, kind of, like, move… we might ship that over moving forward, because I do want HubSpot to kind of come on… come under you eventually.
71 00:12:15.110 ⇒ 00:12:30.719 Robert Tseng: Yeah, and then right now, Ryan kind of just sends, like, updates on, like, when he wants certain leads to… to be moved. Like, yeah, just pretty much anything around new deals that are closed, specific updates on leads that all kind of, like, goes into this channel.
72 00:12:31.070 ⇒ 00:12:35.359 Robert Tseng: Sales notifications, these are really just, like, kind of a…
73 00:12:35.530 ⇒ 00:12:51.269 Robert Tseng: it’s like a daily deal update that gets set to, sent to us, so that you don’t have to tell us what’s happening with every lead. We just kind of get a set… quick sense of, like, what the deals are, what stage they’re in, and then it gives me and Utam, like, some idea of, like, what we need to do.
74 00:12:51.440 ⇒ 00:13:09.259 Robert Tseng: I will say that it helps, like, if you, you know, if we need to keep something moving, then, like, I guess having a manual message follow-up is helpful, too. So, we’ll talk about that a bit more on our Monday call.
75 00:13:09.620 ⇒ 00:13:12.649 Robert Tseng: where this team has certain SLAs for, like.
76 00:13:12.870 ⇒ 00:13:29.850 Robert Tseng: when, like, a lead needs to move, when something happens, we need to update the lead statuses. You guys need to, like, be pushing, pushing the movement. Like, Utam and I have, like, 100 channels, so we’re just not… we’re not always gonna be, like, paying attention to this.
77 00:13:30.270 ⇒ 00:13:44.690 Robert Tseng: And then there’s another channel here. I guess I’m gonna just start adding you myself to these things as, you’re in there. So Jed is already in here, Jed is in here. Add Jed to this one. Oh, you’re already in here.
78 00:13:45.490 ⇒ 00:13:49.050 Robert Tseng: Shed is not in here, so I’m gonna add him to this one.
79 00:13:49.180 ⇒ 00:13:53.960 Robert Tseng: And I’m gonna add him to… Here.
80 00:13:54.100 ⇒ 00:14:08.129 Robert Tseng: Yeah, so sales partnerships, Holly, you’ll meet her at some point. She kind of… between her and Hannah, they run partnerships for us, so, we work with different businesses to…
81 00:14:08.130 ⇒ 00:14:21.600 Robert Tseng: promote Brainforge, or they bring us business as well. So, I mean, I guess that’s pretty high level, but it’s not something that you will be involved in right away, but it’s still good for you to get visibility.
82 00:14:23.080 ⇒ 00:14:30.329 Robert Tseng: Yeah, I… you’ll get a sense of, like, partners. For us, this is a big, channel for us, probably, like.
83 00:14:30.570 ⇒ 00:14:35.580 Robert Tseng: I would say, like, 30% of our business is, like, partner-driven, so…
84 00:14:35.700 ⇒ 00:14:47.859 Robert Tseng: yeah, I mean, you’ll… you’ll get a… you’ll get a sense for that as well. And then sales, promotions, events, this is less active, but we… right now, because it’s kind of coming to the end of the year, but…
85 00:14:47.920 ⇒ 00:15:03.110 Robert Tseng: we’ll… we’ll organize around events that we attend, we host, even events that we’re not attending, we do some promotion around that. And so, we have… we have event campaigns, that… that go out there.
86 00:15:05.290 ⇒ 00:15:20.199 Robert Tseng: Yeah, I think those are really the main sales channels, for you to be monitoring, at least to start for your first week. So yeah, I’d like to kind of just pause there, see if you have any questions on kind of the Slacked stuff that I’ve shared so far.
87 00:15:20.740 ⇒ 00:15:22.069 Jed Asuncion: None so far.
88 00:15:22.530 ⇒ 00:15:23.090 Robert Tseng: Okay.
89 00:15:23.970 ⇒ 00:15:26.090 Robert Tseng: Great
90 00:15:26.370 ⇒ 00:15:35.709 Robert Tseng: Yeah, I think, I want to also kind of spend some time, reorienting around kind of, like, our…
91 00:15:36.100 ⇒ 00:15:41.890 Robert Tseng: this… can I connect this to you?
92 00:15:42.590 ⇒ 00:15:47.450 Robert Tseng: Do… Management, operations…
93 00:15:47.610 ⇒ 00:15:54.529 Robert Tseng: Yeah, so you’ll get access to this sheet. I don’t know why it’s not updated right now, but I believe if you just…
94 00:15:54.980 ⇒ 00:15:58.379 Robert Tseng: I’ll share this with you,
95 00:16:00.790 ⇒ 00:16:09.659 Robert Tseng: Actually, I’ll share this with you after the call, because I don’t want you to, yeah, I’ll just do it after the call. But this should link to,
96 00:16:10.650 ⇒ 00:16:17.159 Robert Tseng: This stock, sorry, there’s a lot of tabs.
97 00:16:17.300 ⇒ 00:16:18.640 Robert Tseng: Where was I?
98 00:16:20.810 ⇒ 00:16:32.810 Robert Tseng: And in this doc, we have sales OKRs for Q4 of 2025. So this is what we read out on a weekly basis on Mondays, so we already went through this yesterday, so I’m not going to spend too much time on it.
99 00:16:33.060 ⇒ 00:16:36.880 Robert Tseng: But yeah, if you want to know, kind of, like.
100 00:16:37.130 ⇒ 00:16:55.220 Robert Tseng: what the goals are for the team. These are our objectives, and then we have our… we have KPIs here, so we’ll do more… we go into this more in depth every Monday, and we check in on progress. There’s some next steps here. So, things for me to kind of catch you up on, which I will do in 15 minutes after the team drops.
101 00:16:55.220 ⇒ 00:17:04.730 Robert Tseng: I’ll kind of introduce you to a couple of these KPIs, and then we’ll kind of talk about how to get you involved here. But I just want you to have this as a resource, because…
102 00:17:04.730 ⇒ 00:17:08.459 Robert Tseng: You know, eventually, we’re gonna… are gonna change…
103 00:17:08.460 ⇒ 00:17:27.550 Robert Tseng: anything that has my name on it is not gonna be my name, and I’m gonna offload some of the stuff to you. So, yeah, I guess this’ll… this is gonna be something that you’ll kind of help, maintain with the team moving forward. Hannah, I would also kind of send him maybe our last, like,
104 00:17:29.430 ⇒ 00:17:33.119 Robert Tseng: Monday call, and, like, I don’t know if you can, like.
105 00:17:33.430 ⇒ 00:17:38.340 Robert Tseng: Pick a couple calls for him to, like, just see, like, how we…
106 00:17:38.790 ⇒ 00:17:45.879 Robert Tseng: run some of our internal meetings, like, I think that would be helpful, especially, like, yesterday’s call.
107 00:17:46.130 ⇒ 00:17:54.080 Robert Tseng: I’m trying to think of what else, like, if we have discovery calls, or, like, anything that was helpful for you as you were kind of, like.
108 00:17:54.550 ⇒ 00:18:01.990 Robert Tseng: Getting up to speed on the go-to-market side. Would appreciate if you could kind of help like.
109 00:18:03.630 ⇒ 00:18:06.599 Robert Tseng: just direct him to things.
110 00:18:07.780 ⇒ 00:18:08.400 Robert Tseng: Yeah.
111 00:18:08.860 ⇒ 00:18:14.840 Robert Tseng: You can drop those resources in the sales coordinating onboarding doc,
112 00:18:15.030 ⇒ 00:18:19.700 Robert Tseng: we have this onboarding guide here, so I’ll just flag this as, like,
113 00:18:20.200 ⇒ 00:18:24.310 Robert Tseng: I guess I do have to invite this Jed.
114 00:18:24.890 ⇒ 00:18:26.839 Robert Tseng: is not here.
115 00:18:35.410 ⇒ 00:18:39.919 Robert Tseng: Oh my goodness, I feel like a boomer. How do I even do this? Okay, okay.
116 00:18:40.100 ⇒ 00:18:45.570 Robert Tseng: Yeah, I should be invited to this page.
117 00:18:45.920 ⇒ 00:18:51.760 Robert Tseng: Boop-boop-boo…
118 00:18:58.680 ⇒ 00:19:08.799 Robert Tseng: Okay, all things… All relevant resources should be listed here.
119 00:19:09.140 ⇒ 00:19:14.880 Robert Tseng: So this will give you some, like, logistical things to look through, all the tools, kind of…
120 00:19:15.410 ⇒ 00:19:25.220 Robert Tseng: policies that are relevant to you, and then, like, some resources for you to review. HubSpot, you’ve already looked into. I think Ryan’s already walked me through to LinkedIn.
121 00:19:25.220 ⇒ 00:19:44.979 Robert Tseng: So anything that’s on this list that you haven’t touched yet, like, I would reach out to Hannah and Ryan first to make sure that, like, they’ve given you a walkthrough. I basically want them to be your first line before you, before you come to me on any of these things. So, I might just kind of change this to,
122 00:19:45.690 ⇒ 00:19:47.120 Robert Tseng: Do-doo…
123 00:19:47.650 ⇒ 00:20:02.479 Robert Tseng: That way, maybe something there. There’s an appendix here, just kind of legacy stuff from people who have been in this role before. I wouldn’t really pay too much attention to this, but I’m just gonna leave it there and not delete it, because it might have help, useful context.
124 00:20:02.590 ⇒ 00:20:07.659 Robert Tseng: Other than that, we have, like, meeting cadence of kind of, like, typically how things are running.
125 00:20:07.770 ⇒ 00:20:10.660 Robert Tseng: We have…
126 00:20:10.880 ⇒ 00:20:26.909 Robert Tseng: yeah, weekly meetings for planning. I’ll do a one-on-one with you, probably multiple times a week to start, but I’ll schedule that with you when I’m ready. There’s gonna be some sort of midweek check-in with the team, so I don’t know when they do it, but between Hannah and Ryan, they’ll kind of meet with you.
127 00:20:26.910 ⇒ 00:20:35.939 Robert Tseng: I think they typically do it on Tuesdays, actually, so, but for… for today, I don’t usually join those, so I’ll just let them kind of handle that.
128 00:20:35.990 ⇒ 00:20:46.520 Robert Tseng: And then we’ll probably do, like, a retro on Fridays. So, I… we haven’t done this in a while, but I’m gonna bring it back, so I’ll… I’ll also schedule that with the team.
129 00:20:46.760 ⇒ 00:20:56.039 Robert Tseng: Any, like, Q&A that you have, like, things that you want me to answer, like a running list, you can kind of just drop a question in here, and I’ll write an answer. You can just tag me.
130 00:20:57.280 ⇒ 00:21:14.959 Robert Tseng: yeah, as far as, like, an onboarding checklist, I’m hoping to kind of just build this with you, like, while we’re on this call, or, kind of afterwards, and we’ll, we’ll, like, flush out, like, one to three month expectations as well, there. So, yeah, I would just say, you know, this is probably going to be a good
131 00:21:14.960 ⇒ 00:21:21.129 Robert Tseng: Good place for you to start, just kind of gets you oriented around kind of your responsibilities.
132 00:21:22.460 ⇒ 00:21:27.690 Robert Tseng: yeah, I would say, like, what you saw earlier from… from GA was, like.
133 00:21:28.370 ⇒ 00:21:36.999 Robert Tseng: maybe more, like, high level, and then we’re trying to get more tactical about, like, what is actually, like, what are you going to be involved in day-to-day? So,
134 00:21:37.110 ⇒ 00:21:44.039 Robert Tseng: Okay, I think that’s what I wanted to share from this page so far. Any questions about this?
135 00:21:44.950 ⇒ 00:21:46.530 Jed Asuncion: No, none for now.
136 00:21:46.860 ⇒ 00:21:48.240 Robert Tseng: Okay, great.
137 00:21:48.490 ⇒ 00:21:58.419 Robert Tseng: So yeah, alright, let’s just kind of talk about, like, how we’re going to, build out, like, your onboarding plan and kind of things that you want to move into. So…
138 00:21:58.420 ⇒ 00:22:18.290 Robert Tseng: obviously, like, Ryan and Hannah kind of do this… some of this work already, so I want to make sure that we’re not, like, stepping on each other’s toes, and there’s, like, clear handoffs. So, first and foremost, like, I think getting you ramped up on, like, kind of outbound, campaigns again, I think is… is a… is a big part of this.
139 00:22:18.290 ⇒ 00:22:26.730 Robert Tseng: So there’s something I wanna… the main thing I want you to take on, that, like, the team can kind of intro you to, is…
140 00:22:26.790 ⇒ 00:22:37.710 Robert Tseng: some of our go-to-market strategy playbooks. So, yeah, we have a few links here, so… I’ll do…
141 00:22:43.780 ⇒ 00:22:46.820 Robert Tseng: Work strategy, playbooks…
142 00:22:50.040 ⇒ 00:22:59.390 Robert Tseng: Yeah, so I would go to this link. There’s a few of these campaigns. We’ve more or less turned them off for now, but something I want to kind of bring back.
143 00:23:01.770 ⇒ 00:23:11.609 Robert Tseng: Yeah, so I’ll walk through these in more detail with you, but, you know, these are just sequences for manual outreach, and you’ll be able to kind of, like.
144 00:23:13.210 ⇒ 00:23:20.350 Robert Tseng: These leads recorded… in, the GTM outbound tracker.
145 00:23:20.670 ⇒ 00:23:23.170 Robert Tseng: So…
146 00:23:23.610 ⇒ 00:23:37.049 Robert Tseng: yeah, I think we can work together to kind of flush this out a bit more, but here are some of the active playbooks that we had before. So, previously we had the mutual intro tracker that was kind of turned off.
147 00:23:37.100 ⇒ 00:23:44.609 Robert Tseng: we had, like, circle back leads, like, so… there… I’ll kind of… there…
148 00:23:44.840 ⇒ 00:23:53.190 Robert Tseng: I’ll assume that everything’s kind of off right now, but I want to re… I want to reboot these, so we’ll… we’ll pick, like, one or two during… when we go through in more detail.
149 00:23:53.190 ⇒ 00:24:08.140 Robert Tseng: But this is basically how I want you to track it. Like, I… I want you to be able to put, fill in these details, on… on this sheet, while also, kind of contributing it, or, like, using the playbooks that are in this… in this spreadsheet to get there.
150 00:24:08.140 ⇒ 00:24:11.360 Robert Tseng: So that’s pretty much what this will be in terms of
151 00:24:11.440 ⇒ 00:24:18.030 Robert Tseng: executing some of these initial outreach campaigns. Yeah, and
152 00:24:20.280 ⇒ 00:24:33.029 Robert Tseng: we could talk about, like, number and all of that later, but I think that’s… I’m just trying to give you a light overview of this. So, as far as, like, automated sequences, I’m still, like, Ryan is still gonna be doing…
153 00:24:33.490 ⇒ 00:24:53.090 Robert Tseng: kind of, like, the automated sequences for now, so things around event-based promotions, LinkedIn, LinkedIn scheduling, like, I think I still want Ryan to be running those, whereas, like, Jed is gonna be more focused on just, like, doing, some of the manual outreach for now as he, as he kind of, like, learns,
154 00:24:53.340 ⇒ 00:25:09.099 Robert Tseng: kind of learns our business. And then I also want his help on, like, continuing to refine these playbooks. So, I guess a couple questions I have here. Jed, have you worked on something like this before?
155 00:25:09.420 ⇒ 00:25:10.210 Robert Tseng: Yeah.
156 00:25:10.800 ⇒ 00:25:13.060 Jed Asuncion: Like, on the sequences and stuff, yeah.
157 00:25:13.060 ⇒ 00:25:20.110 Robert Tseng: Yeah, on sequences, and doing, doing, like, BDR, like, business development work, yeah. Okay.
158 00:25:20.540 ⇒ 00:25:31.129 Robert Tseng: Yeah, I’m curious, like, does this look like enough? Like, I kind of typically… how else do you… have you seen this done? Like, are we missing… I mean, I guess…
159 00:25:32.010 ⇒ 00:25:40.019 Robert Tseng: Like, I, yeah, I’m just… I just want to know, like, would… would… would that… what I’ve shown you is, like, would that… is that enough for you to kind of, like, work off of?
160 00:25:40.630 ⇒ 00:25:57.000 Jed Asuncion: Yeah, for sure. I can… if it’s manual, I think I can do it manually, but, if there’s any way that I can automate it by using, HubSpot sequence as well, I will check on that if, if it’s possible.
161 00:25:57.860 ⇒ 00:26:03.410 Robert Tseng: Yeah, yeah, so I think that’s, you know, that’s kind of where I would lean on you. Like, I, you know, want, you know.
162 00:26:03.730 ⇒ 00:26:10.289 Robert Tseng: as we assign new things, if you find opportunities to automate it, like, I’m open to that. Like, I think, you know, having
163 00:26:10.490 ⇒ 00:26:26.140 Robert Tseng: that’s why we asked, GA to kind of give us somebody who is, help… who knew HubSpot and understands these sequences, so that you can actually spot areas to, like, improve them. So, yeah, totally open… open to that.
164 00:26:28.860 ⇒ 00:26:45.650 Robert Tseng: Yeah, so I think that pretty much covers this part. As far as, like, deal flow coordination, yeah, we will start looping you into these as well. So, yeah, I think in our next prospect calls,
165 00:26:46.390 ⇒ 00:26:56.579 Robert Tseng: I will start to loop you in, like, via email and LinkedIn. I have one in mind right now, so I will actually kind of just walk through an example.
166 00:26:58.420 ⇒ 00:27:07.420 Robert Tseng: So… oh, great. So, Kelly… Mack Weldon is, like, a…
167 00:27:09.630 ⇒ 00:27:14.109 Robert Tseng: Awesome. Sending you an email to schedule time
168 00:27:14.230 ⇒ 00:27:30.479 Robert Tseng: Surely. So, like, this type of coordination, I might kind of have you do as well, to kind of, like, jump into my LinkedIn DMs. We’re kind of behind on, like, a lot of these messages, so, I think this is part of this, so let me write this in. Monitoring…
169 00:27:30.950 ⇒ 00:27:46.500 Robert Tseng: Utam, Robert, LinkedIn, DMs… and email… Inbound, email, from leads, and pushing…
170 00:27:48.260 ⇒ 00:27:54.200 Robert Tseng: Machine messages and booking… Booking meetings…
171 00:27:58.010 ⇒ 00:28:01.630 Robert Tseng: Maybe that’s a little bit too wordy, but I’m just gonna write that for now.
172 00:28:01.740 ⇒ 00:28:07.540 Robert Tseng: But yeah, so I would pretty much just take this, and I would,
173 00:28:09.220 ⇒ 00:28:11.749 Robert Tseng: I’ll just throw an email, so…
174 00:28:12.300 ⇒ 00:28:17.149 Robert Tseng: Kelly, and I will CC, oops.
175 00:28:27.190 ⇒ 00:28:40.490 Robert Tseng: Yeah, so, I mean, ideally, like, you kind of have… would have you kind of come in here and help draft, like, the… draft the email. I mean, for now, like, I’ll do it manually, that’s fine, I’ll just, you know, like, Kelly… Brainport…
176 00:28:43.150 ⇒ 00:28:49.569 Robert Tseng: intro, and then… okay, I’m not gonna actually write the email, I think that’s just kind of a… look, I’ll just…
177 00:28:50.110 ⇒ 00:28:51.260 Robert Tseng: Yeah, so you’re kind of…
178 00:28:51.730 ⇒ 00:28:57.430 Robert Tseng: help… help me book the meeting, and, like, that’s… that’s that. So that’s,
179 00:28:58.100 ⇒ 00:29:06.589 Robert Tseng: that’s an example of, like, how, kind of, I would expect you to kind of help me triage some of these messages in LinkedIn, or if you don’t know what to say.
180 00:29:06.770 ⇒ 00:29:11.980 Robert Tseng: Because it’s not very clear, like, this guy, Ted, like, I had a personal call with him, he’s like.
181 00:29:12.060 ⇒ 00:29:20.189 Robert Tseng: you know, this is… this is fine, like, I’ll… I can handle this message myself. But yeah, I think you’ll… you’ll get a sense of, like, for these unrated messages.
182 00:29:20.190 ⇒ 00:29:44.409 Robert Tseng: Rick Liu is also something… something else, like, he leads go-to-market at Harvey, which is, like, they just raised $100 million, like, it’s… it’s a big lead. So, like, this is a great account, I would love to be able to chat with him. So yeah, I mean, you’ll… you’ll just get a sense, like, we get a lot of high-quality leads directly from LinkedIn, and so I think he will spend a good chunk of your time in here and working with me to figure out how to push… push forward on
183 00:29:44.410 ⇒ 00:29:45.719 Robert Tseng: Some of these leads.
184 00:29:45.820 ⇒ 00:29:59.870 Robert Tseng: And we’ll just have to be creative, like, I’ll give you responses, hopefully we can turn it into something repeatable, but, in terms of, like, a sequencing perspective. But, yeah, I think once you jump in, you’ll be able to help me, figure that out.
185 00:30:01.040 ⇒ 00:30:12.390 Hannah Wang: Also, for that one, like, I did help coordinate that type of stuff for a little bit. What’s helpful… what helped me was going through their old emails, and just, like, trying to replicate
186 00:30:13.790 ⇒ 00:30:30.579 Hannah Wang: like, what they said in the past. So I have access to both of their emails, I don’t know if you do already, but if not, you can talk to Rico, I think, about it, but yeah, just, like, going through their past emails of previous intro, kind of, threads is helpful, and then there’s also, like, a…
187 00:30:30.680 ⇒ 00:30:47.969 Hannah Wang: prompt, GBT prompt that I used. I’ll show you that as well. I don’t really like to use it, because it’s very AI-sounding, but it just helps you, like, formulate the email, so I’ll show you all of that, during our call, once we have it.
188 00:30:48.820 ⇒ 00:30:56.929 Robert Tseng: Yeah, Hannah, like, pretty much anything you’ve been doing on, like, lead nurturing, Mofu, like, this… that type of coordination work, like, I want… yeah, like, this is…
189 00:30:57.150 ⇒ 00:31:02.179 Robert Tseng: I want you to eventually hand that off to Jed, right? So, like, I guess…
190 00:31:02.940 ⇒ 00:31:14.789 Robert Tseng: yes, all the things that you described, I think, are things that you were… you were helping with, but I do want… I do want them to move… move… move to Jed. So, hopefully that’s, you know, that gives you a bit more clarity on, like, what you can hand off to him.
191 00:31:16.170 ⇒ 00:31:23.640 Robert Tseng: Yeah, okay, great. So… Yeah, I think that… that’s pretty much, whoa, light…
192 00:31:24.290 ⇒ 00:31:32.650 Robert Tseng: What is going on? Discard. Like, BDR, like, top of funnel work, and then… This is, like…
193 00:31:33.670 ⇒ 00:31:38.979 Robert Tseng: Lead nurturing, mofu, work.
194 00:31:39.720 ⇒ 00:31:43.879 Robert Tseng: This is more just like, HubSpot.
195 00:31:44.100 ⇒ 00:31:58.020 Robert Tseng: And, hubSpot reporting… And automation, automation and reporting.
196 00:31:58.920 ⇒ 00:32:04.109 Robert Tseng: Pipeline operations during bear market pipeline hygiene and operations.
197 00:32:06.570 ⇒ 00:32:11.430 Robert Tseng: Okay, great, yeah. So, that covers that.
198 00:32:12.180 ⇒ 00:32:15.489 Robert Tseng: And, yeah, so around HubSpot, I would say, like.
199 00:32:15.880 ⇒ 00:32:32.189 Robert Tseng: for now, I’m just gonna have you, once you’re familiar with HubSpot, you’ll kind of help do the readouts on Monday for a couple of the KPIs that we’ll go into, so I’ll explain those specifically. But yeah, I’m hoping that after you ramp up a bit more.
200 00:32:32.330 ⇒ 00:32:40.960 Robert Tseng: You know, I will be able to ask you some ad hoc questions about, like, Things like,
201 00:32:43.430 ⇒ 00:32:45.210 Robert Tseng: For example…
202 00:32:48.190 ⇒ 00:33:03.760 Robert Tseng: Yeah, like, I had asked this question to Ryan, like, how many discovery meetings did we have per week over Q4 of 2025? What was the lead size for each of these meetings? Like, I… I would like you to be able to answer questions like that once you’ve been able to take over HubSpot.
203 00:33:04.220 ⇒ 00:33:05.270 Robert Tseng: That’s true.
204 00:33:05.490 ⇒ 00:33:06.250 Robert Tseng: Yeah.
205 00:33:06.410 ⇒ 00:33:13.360 Robert Tseng: So… for Ryan, kind of, like, how this impacts you, yeah, so I think, like.
206 00:33:14.070 ⇒ 00:33:26.460 Robert Tseng: Automated sequences are still kind of gonna be on you for now. But… I think… HubSpot,
207 00:33:26.870 ⇒ 00:33:41.319 Robert Tseng: yeah, just, like, maintenance and reporting moving forward, like, I want that to go under JED, because I think Jed will be able to build out some more automation and sequences there. And then, like, you’ll continue to help with, like, lead… building lead lists.
208 00:33:41.540 ⇒ 00:33:44.689 Robert Tseng: And, and
209 00:33:44.840 ⇒ 00:33:54.319 Robert Tseng: Yeah, but I think lead list is really, like, the main thing I want you to focus on here. I’m expecting, when Luke kind of ramps up.
210 00:33:54.940 ⇒ 00:34:08.229 Robert Tseng: I’m expecting him to basically bring back our content strategy, so, like, I do want you to eventually go back to work to content. So, the goal, Ryan, is to get you out of the,
211 00:34:08.380 ⇒ 00:34:12.960 Robert Tseng: like, HubSpot world, I guess, and…
212 00:34:13.090 ⇒ 00:34:27.839 Robert Tseng: And, yeah, like, to kind of move some… yeah, to give some of this, like, the lead coordination back to… to Jed, and then, like, you can just do lead lists and… and content, is kind of what we’re hoping for by Q1 of 2026.
213 00:34:28.260 ⇒ 00:34:29.430 Robert Tseng: Does that make sense?
214 00:34:30.190 ⇒ 00:34:32.630 Ryan Brosas: Yeah. Okay, great.
215 00:34:32.639 ⇒ 00:34:42.669 Robert Tseng: Yeah, so… so as much as you can kind of help him, like, onboard and share some of those things with him, that’s kind of how I… how I see this, like, kind of happening.
216 00:34:43.719 ⇒ 00:34:45.329 Robert Tseng: Okay, so…
217 00:34:45.599 ⇒ 00:34:55.969 Robert Tseng: I’m… we’re at… we’re at the 30-minute mark, so just as far as, like, next steps, Johanna and Ron, you know, guys, you guys don’t have to stay on this call, like, I will kind of go in more depth with him, but…
218 00:34:56.149 ⇒ 00:35:13.899 Robert Tseng: Yeah, please just make yourself available whenever Jen has questions, like, schedule calls with him, like, you can reference the stock, too, as… and we’ll… we’ll do a check-in at the end of the week to just see if there’s anything left in his, like, week one onboarding that he didn’t get done that you’d be able to support with.
219 00:35:14.139 ⇒ 00:35:33.159 Robert Tseng: yeah, I guess, like, we’re gonna have, like, a… what? 10-day, 30-day, and 60-day kind of check-in. I would say the 10- and 30-day are the most important for us right now, so I just want to still be working backwards from, like, how we can help him get onboarded in the first 30 days.
220 00:35:34.219 ⇒ 00:35:37.159 Robert Tseng: Cool. Any other questions for now?
221 00:35:39.449 ⇒ 00:35:46.189 Robert Tseng: Nope. Okay, great. Yeah, well, yeah, thanks. I think, I’ll stay on for a bit longer to just kind of walk Jed through some stuff.
222 00:35:46.379 ⇒ 00:35:50.629 Robert Tseng: But then, I guess Hannah and Ryan, all… you guys, you guys can drop us.
223 00:35:50.780 ⇒ 00:35:51.680 Ryan Brosas: hilarious.
224 00:35:52.690 ⇒ 00:35:53.840 Hannah Wang: Okay, thanks.
225 00:35:55.760 ⇒ 00:36:05.309 Robert Tseng: Okay, great. So let’s kind of just spend some time writing out, kind of, like, the rest of the onboarding checklist. So, you already have access to all these things. I’m gonna take this off.
226 00:36:05.810 ⇒ 00:36:12.710 Robert Tseng: I’m actually gonna break this out. HubSpot, Notion… I’ll let you check it off as you are ready.
227 00:36:13.000 ⇒ 00:36:30.630 Robert Tseng: play… Or… LinkedIn… You’re gonna meet with Hannah to get, to learn Mofu, sequences… And…
228 00:36:30.810 ⇒ 00:36:32.629 Robert Tseng: on board for…
229 00:36:37.940 ⇒ 00:36:39.060 Robert Tseng: for a clock.
230 00:36:39.490 ⇒ 00:36:46.180 Robert Tseng: The lead coordination… it’s actually more, like, You’ll throw cognition.
231 00:36:46.340 ⇒ 00:36:58.330 Robert Tseng: Yeah, and then, with Ryan to learn about how HubSpot this setup.
232 00:36:58.900 ⇒ 00:37:06.410 Robert Tseng: Our deal stages… There are, you know, stages.
233 00:37:06.530 ⇒ 00:37:13.609 Robert Tseng: Yeah, and then try to get you to shadow… Discovery calls.
234 00:37:14.210 ⇒ 00:37:16.479 Robert Tseng: Yeah, that one call with,
235 00:37:17.570 ⇒ 00:37:27.299 Robert Tseng: with Kelly, I’ll set up, and I’ll get you to shuttle there. We’re going to learn the outbound campaigns…
236 00:37:28.100 ⇒ 00:37:29.510 Robert Tseng: campaign.
237 00:37:29.990 ⇒ 00:37:46.120 Robert Tseng: Playbooks, or… LinkedIn… Email… outreach, and I also want you to meet with, luke…
238 00:37:46.660 ⇒ 00:37:54.290 Robert Tseng: To understand how you can… partner… with… with him.
239 00:37:55.400 ⇒ 00:37:58.550 Robert Tseng: Luke,
240 00:37:59.810 ⇒ 00:38:14.489 Robert Tseng: support him. He’s… he’s our, like, new go-to-market lead that, like, eventually I want him to be your, like, point… day of contact… contact, I guess. So, I think those are the main things for week one.
241 00:38:14.650 ⇒ 00:38:28.320 Robert Tseng: Yeah, I’ll update this, so this is on me, Albert, to update… To 10 day, 30-day…
242 00:38:29.280 ⇒ 00:38:37.100 Robert Tseng: Good day, naughty day… Yeah, and…
243 00:38:39.910 ⇒ 00:38:49.409 Robert Tseng: Yeah, we can kind of start to think through week two, so… Gonna… Join, Monday.
244 00:38:50.960 ⇒ 00:39:07.739 Robert Tseng: planning meeting, ready to report on basic KPIs. You’re going to execute… outbound playbooks… To bring in…
245 00:39:07.980 ⇒ 00:39:25.160 Robert Tseng: Or, you know, Or… let’s just call it, 10 leads a day… Hit… head mute today…
246 00:39:27.240 ⇒ 00:39:34.670 Robert Tseng: And then, kind of, spot… opportunities for HubSpot automation.
247 00:39:35.320 ⇒ 00:39:38.299 Robert Tseng: And manual sentences.
248 00:39:39.030 ⇒ 00:39:44.170 Robert Tseng: Something like that. So I’ll just kind of talk about these KPIs.
249 00:39:44.520 ⇒ 00:39:48.920 Robert Tseng: Yeah, so… To learn more about our business,
250 00:39:52.260 ⇒ 00:40:04.690 Robert Tseng: We are a B2B services company, so actually, I think… I already, like… shared something… hmm…
251 00:40:08.070 ⇒ 00:40:16.189 Robert Tseng: Trying to figure out where would be a good place for me to start.
252 00:40:24.250 ⇒ 00:40:27.830 Robert Tseng: Intent pipeline…
253 00:40:30.560 ⇒ 00:40:49.039 Robert Tseng: Yeah, well, there’s this, like, sales notion. I think you should just spend some time looking through this. From a top-down perspective, this’ll explain, like, the high level, like, who we are, why we exist thing, all our different channels, like, our strategies in different channels,
254 00:40:49.150 ⇒ 00:40:58.959 Robert Tseng: go-to-market strategy, specifically some of our goals. So, I would say this is more or less up-to-date.
255 00:41:00.570 ⇒ 00:41:01.780 Robert Tseng: So…
256 00:41:06.160 ⇒ 00:41:15.680 Robert Tseng: Yeah, like, we… we sell services typically starting at, like, 10K,
257 00:41:16.140 ⇒ 00:41:22.599 Robert Tseng: to start, I mean, previously it was more like $5K, but I think we’re now… average contract size is probably, like, 15K a month.
258 00:41:22.740 ⇒ 00:41:42.549 Robert Tseng: probably 10K to start, and then we tried to sell up into at least, like, a 30K a month. So, these aren’t exactly, like, the only three tiers, but, like, you can think about when I’m talking about
259 00:41:42.770 ⇒ 00:41:58.550 Robert Tseng: like, ICP qualified pipeline, 60K a week, what does that mean? That’s really just, like, 6 new leads a week. 6 to 12, depending on the size of the client. At minimum, they’re 5K a month, you know, at more… at max, like, they could be more.
260 00:41:59.160 ⇒ 00:42:16.590 Robert Tseng: But yeah, like, you can see that, you know, we’re not, like, a high-volume, like, type of, like, business. Like, I don’t need you sending, like, hundreds of messages a week. Like, I… I really just need, like, 6 to 12, like, 6, like, 6 to 12
261 00:42:16.730 ⇒ 00:42:22.490 Robert Tseng: high-quality leads, a week for now. And so, I think…
262 00:42:23.790 ⇒ 00:42:34.990 Robert Tseng: it’s a lot about… and that’s where Luke, who’s the go-to-market lead that I just brought on, he’ll be working with me more closely on, like, defining our ICP, or our customer profile.
263 00:42:34.990 ⇒ 00:42:45.440 Robert Tseng: trying to understand, like, how many logos are actually in, like, a target customer group. And we do target a few different groups of customers, so…
264 00:42:47.070 ⇒ 00:42:56.530 Robert Tseng: you know, I think the services, page is also a good place to go. You can look at some of our current focused ICPs, and
265 00:42:56.660 ⇒ 00:43:01.129 Robert Tseng: Like, one example is, like, a post-Series A software founder.
266 00:43:01.240 ⇒ 00:43:09.179 Robert Tseng: That has wanted to stand up their data stack. So, you know, we work with quite a few companies that are, like, awesome.
267 00:43:09.410 ⇒ 00:43:27.130 Robert Tseng: default.com, for example, you know, if you… this is, like, go-to-market automation software. We actually use their tool as a product of ours. They raise a Series A, and, you know, we basically are their data team currently. Same thing for, like.
268 00:43:27.280 ⇒ 00:43:29.650 Robert Tseng: Read me… oh.
269 00:43:30.450 ⇒ 00:43:31.710 Robert Tseng: What just happened?
270 00:43:32.180 ⇒ 00:43:35.210 Robert Tseng: I just lost a window.
271 00:43:40.390 ⇒ 00:43:41.810 Robert Tseng: Yeah, so…
272 00:43:42.330 ⇒ 00:43:55.900 Robert Tseng: I guess this is a pretty technical… these are pretty technical products. So, like, that’s one ICP for us, where we’re basically working with these fast-growing startup companies that are pretty small, probably, like, 50 people or less.
273 00:43:55.900 ⇒ 00:44:07.500 Robert Tseng: And we’re helping them to, set up… set up their… set up, set data services. And I’m hoping you’ll, like, learn some more of this language, like, as you, as you, kind of poke around and learn our business.
274 00:44:09.550 ⇒ 00:44:19.169 Robert Tseng: Hannah will give you a walkthrough of all the marketing assets that should be able to give you a better, like, visual view of, like, what we sell and what we do. But yeah.
275 00:44:21.550 ⇒ 00:44:29.509 Robert Tseng: Another ICP for us is, like, CPG Brands, so… Javi Coffee…
276 00:44:30.340 ⇒ 00:44:34.959 Robert Tseng: for example, was one of our clients before. They’re, like, a protein coffee…
277 00:44:35.120 ⇒ 00:44:45.129 Robert Tseng: protein, or kind of coffee concentrate, direct-to-consumer business. Probably, like, doing… yeah, they were doing around $100 million in revenue. Yeah, relatively big.
278 00:44:45.250 ⇒ 00:44:49.859 Robert Tseng: Still small, like, 50 people or less, but,
279 00:44:49.980 ⇒ 00:45:02.380 Robert Tseng: yeah, I think, you know, that this is… they sell on Amazon, they sell on Walmart, they sell on Shopify, and the way… they work with us because we help them,
280 00:45:02.780 ⇒ 00:45:15.129 Robert Tseng: we help them with their marketing data, pretty much. So, that’s like another ICP for us. So, Javi was a client of ours. A current, client of ours is Eden Health.
281 00:45:15.510 ⇒ 00:45:22.459 Robert Tseng: And we also work with Insomnia Cookies, like, you’ll learn all of these different brand names,
282 00:45:22.610 ⇒ 00:45:27.890 Robert Tseng: and Element.com, like, these are all, like, types of…
283 00:45:28.910 ⇒ 00:45:33.419 Robert Tseng: Elements, electrical lights, drink element.
284 00:45:33.940 ⇒ 00:45:41.219 Robert Tseng: Yeah, so these are the types of omni-channel brands, so consumer product good brands that are selling online.
285 00:45:41.840 ⇒ 00:45:45.470 Robert Tseng: they have to have e-com to some extent, but they may be selling, like.
286 00:45:45.600 ⇒ 00:45:50.660 Robert Tseng: in store as well. And, like, this is another ICP for us.
287 00:45:50.850 ⇒ 00:45:55.739 Robert Tseng: And then, this one is maybe less of an ICP, but,
288 00:45:56.160 ⇒ 00:46:02.810 Robert Tseng: it’s not, like, an ICP based on not the organization, but more on the persona of the person that we want to work with.
289 00:46:02.930 ⇒ 00:46:08.940 Robert Tseng: So, like, lifecycle Marketer, this is somebody who does is running…
290 00:46:10.040 ⇒ 00:46:20.630 Robert Tseng: email, SMS, push notifications for their organization. Like, I think marketers talk a lot about personalization right now, so, like,
291 00:46:20.750 ⇒ 00:46:21.680 Robert Tseng: what…
292 00:46:22.020 ⇒ 00:46:31.909 Robert Tseng: technology do you need to have in order to be able to best personalize your messaging for your customers? So, that’s, like, a good audience for us.
293 00:46:32.160 ⇒ 00:46:47.490 Robert Tseng: But anyway, like, those are just a few examples of, like, targets that we’ve really been aiming at this past 3 months, and yeah, I mean, I would say, like, of the new clients that we’ve brought on the past 3 months, they’ve all been kind of like this. So, I think we’ve…
294 00:46:47.580 ⇒ 00:46:59.020 Robert Tseng: We’ve, you know, we work with more than just these clients, but we are, like, trying to, find more of a specialty, especially moving into 2026.
295 00:46:59.020 ⇒ 00:47:03.719 Jed Asuncion: We’ll continue to experiment with new ICPs, and so that’s where, like.
296 00:47:03.720 ⇒ 00:47:11.200 Robert Tseng: The outbound campaigns that you would be running help… help us experiment with our messaging to see
297 00:47:11.200 ⇒ 00:47:26.320 Robert Tseng: like, I want to talk… I want to sell to law firms. I want to sell to, insurance companies, and… and, I want to… I want to go beyond just software and CPG. And so, you know, we would… your work would help us to…
298 00:47:26.490 ⇒ 00:47:34.410 Robert Tseng: to kind of re… reach some of… reach some of these other industries, as well. So,
299 00:47:34.590 ⇒ 00:47:37.659 Robert Tseng: Yeah, I guess I’ll just pause there.
300 00:47:38.170 ⇒ 00:47:44.510 Robert Tseng: Do you have any questions? On customer services… yeah.
301 00:47:47.060 ⇒ 00:47:51.990 Jed Asuncion: Oh, I don’t have any questions for now, but I will do Slack you if I have some, for sure.
302 00:47:52.680 ⇒ 00:48:06.839 Robert Tseng: Okay, great. Yeah, I mean, I would say Slack the… Slack the channel, just, like, ask people in the sales channels first. If you DM me, I probably won’t respond right away, like, I just… there’s just a lot going on, so… But yeah, I think somebody else on the team can jump in.
303 00:48:06.840 ⇒ 00:48:08.330 Jed Asuncion: Yeah.
304 00:48:09.530 ⇒ 00:48:10.310 Robert Tseng: Great.
305 00:48:10.850 ⇒ 00:48:21.860 Robert Tseng: So, yeah, I mean, I think just really go through this… this document if you have any questions on anything, like, like, yeah, you could just link it to Slack and have somebody comment on it.
306 00:48:21.980 ⇒ 00:48:23.390 Jed Asuncion: Otherwise, like.
307 00:48:23.390 ⇒ 00:48:31.289 Robert Tseng: I’ve tried to write out, like, what our sales funnel framework is, how we think about sequences, like, I’ve designed some of these sequences already.
308 00:48:31.460 ⇒ 00:48:40.139 Robert Tseng: What we sell, what we do, is all kind of, like, listed here, so, and then all of our different assets are here as well. So,
309 00:48:40.480 ⇒ 00:48:46.779 Robert Tseng: yeah, I guess these are just… this is probably where you will spend a lot of your time kind of going back to for documentation.
310 00:48:47.570 ⇒ 00:48:48.370 Jed Asuncion: Gotcha.
311 00:48:50.640 ⇒ 00:49:05.919 Robert Tseng: Okay, great. Yeah, I’d like to learn a bit more about, like, your experiences. Like, I didn’t interview you myself personally, so, like, I just want to know, you know, the types of businesses you’ve worked with before, the types of work that you’ve done. Yeah, could you speak to some of that?
312 00:49:06.340 ⇒ 00:49:14.269 Jed Asuncion: Oh yeah, for sure. Just to give you a, like, a brief run-through, I’ve been into sales, like, for almost, again, 8-9 years now.
313 00:49:14.360 ⇒ 00:49:18.709 Jed Asuncion: So, the first sales job that I had is with…
314 00:49:18.770 ⇒ 00:49:34.449 Jed Asuncion: Modern Imaging Solutions. That is actually a, B2B business as well, but, we actually targeting, federal agencies. So, the bread and butter of the company is Stoners and Inks. That is the… that is actually the…
315 00:49:34.570 ⇒ 00:49:40.079 Jed Asuncion: The oldest, like, outbound, cold calling job.
316 00:49:40.160 ⇒ 00:49:43.910 Robert Tseng: In the world, I guess. And, oh, yeah.
317 00:49:43.910 ⇒ 00:49:59.399 Jed Asuncion: Yeah, yeah, I think it’s, it’s, it’s that, like, the toners and inks, but, anything under the sun, we can, we can sell it to the customer as well, so if they are looking for, some pork lifts, some cashiers, we do…
318 00:49:59.410 ⇒ 00:50:04.659 Jed Asuncion: Look for a, supplier, then we put markup on it before sending a quote.
319 00:50:04.870 ⇒ 00:50:17.939 Jed Asuncion: for the customer. Then, pandemic happened, so, here in the Philippines, we locked down, so I have to look for another, I have to look for a, remote job, so that’s where I landed in JobGet.
320 00:50:18.260 ⇒ 00:50:24.760 Jed Asuncion: And, I was a BDR, I was an SDR before, so JobGet is, like,
321 00:50:24.830 ⇒ 00:50:40.380 Jed Asuncion: what do you call this? It’s more of, like, a LinkedIn Indeed or, JobStreet, but, you can actually go through the interview with the platform itself. So, we are targeting blue-collar jobs.
322 00:50:40.600 ⇒ 00:50:43.839 Jed Asuncion: So, most likely waiters, cooks.
323 00:50:44.510 ⇒ 00:50:49.670 Jed Asuncion: anything, anything, any blue-collar jobs, basically, plumbing.
324 00:50:49.780 ⇒ 00:50:53.859 Jed Asuncion: And, recession happened in the US, the whole Manila got laid off.
325 00:50:54.250 ⇒ 00:51:06.020 Jed Asuncion: So, I landed a job as a business development representative in safety culture. So, in that, we’re using HubSpot, that’s why I’m familiar with HubSpot.
326 00:51:06.710 ⇒ 00:51:19.030 Jed Asuncion: So, we’re using HubSpot to, like, again, to nurture leads. It’s basically warm leads, so they sign up in our, platform. That is actually a software service.
327 00:51:19.110 ⇒ 00:51:38.210 Jed Asuncion: So, Edapp is a, like, a learning management system, so they sign up in the application or the software, or on the website, I’m sorry, then it will go through automatically in our HubSpot, then that’s our lead already, then we do… as a BDR, we do, like, lead scoring.
328 00:51:38.220 ⇒ 00:51:39.679 Jed Asuncion: Of course, discovery call.
329 00:51:39.680 ⇒ 00:51:40.280 Robert Tseng: Hmm.
330 00:51:40.870 ⇒ 00:51:47.010 Jed Asuncion: Sending email sequences as well.
331 00:51:47.140 ⇒ 00:51:49.549 Jed Asuncion: And, yeah.
332 00:51:49.690 ⇒ 00:51:58.110 Jed Asuncion: And when I was a BDR, I just wanted to add as well, my… my manager at that time is a revenue operations,
333 00:51:58.470 ⇒ 00:52:13.689 Jed Asuncion: head on the ADAP side. So, from there, he’s been teaching me how to build dashboards from HubSpot, so I can, like, see how many calls, how many meetings, and how many, deals I submitted to the AE.
334 00:52:13.790 ⇒ 00:52:23.820 Jed Asuncion: And, yeah. Yeah. From there, there’s an opening in Safety Culture, which is Sales Operations Analyst, so I tried applying, and luckily I got in.
335 00:52:23.820 ⇒ 00:52:34.780 Jed Asuncion: And, from there, I’ve been doing data analytics, and I think I’ll be more efficient in the back end, like, helping salespeople reach their target, and as well as growing revenue on the company.
336 00:52:36.390 ⇒ 00:52:49.159 Robert Tseng: Okay, got it. Curious, for safety culture, what was the volume for… that you were doing on BDR? Like, turf… lead volume, and, like, kind of what’s… what’s, like, the… what’s the size, like… I mean, I just… I just shared to be our sizes, so…
337 00:52:49.370 ⇒ 00:52:50.200 Jed Asuncion: Oh, yeah, for sure.
338 00:52:50.200 ⇒ 00:52:57.860 Robert Tseng: So, size of deal, average contract value, like, how many leads are you going through? What is the… what’s the, yeah, what’s the funnel look like?
339 00:52:57.860 ⇒ 00:53:02.060 Jed Asuncion: That is actually a good question. So, when I was a BDR in NetApp.
340 00:53:02.380 ⇒ 00:53:17.739 Jed Asuncion: I’m handling EMEA and North America region, so, my leads are, like, off the charts, so they’ve been… I have been working a thousand leads every week.
341 00:53:17.930 ⇒ 00:53:37.649 Jed Asuncion: So, I won’t… I won’t be reaching out to them, of course. It’s not possible, so I enrolled them into email sequence, and the average contract for ADAP is, if I’m not mistaken, it’s 3,500 for 50 seats, then we add the content bundle
342 00:53:37.770 ⇒ 00:53:44.739 Jed Asuncion: in where they can submit their training materials, then our IDs, or instructional designer, can convert it for them.
343 00:53:44.970 ⇒ 00:53:50.400 Jed Asuncion: So, likely, it’s mid-market to enterprise. I work with…
344 00:53:50.800 ⇒ 00:54:00.510 Jed Asuncion: what do you call this? Bottega Veneta? That is actually, my lead on EdApp, as well as, Trader Joe’s.
345 00:54:01.830 ⇒ 00:54:15.780 Jed Asuncion: I’m the one… that is the proudest moment of… when I was a BDR, that is actually the… that I initiated a discovery call, as well as, handed… handing over it to our AEs to close the deal.
346 00:54:17.500 ⇒ 00:54:19.390 Robert Tseng: Great, yeah,
347 00:54:19.880 ⇒ 00:54:25.500 Robert Tseng: Great, I mean, I… that sounds good to me. I think I would be interested in building a better pipeline. I think
348 00:54:26.050 ⇒ 00:54:32.269 Robert Tseng: I think 60K a week in pipeline is really low. Like, our business is, like…
349 00:54:33.140 ⇒ 00:54:44.700 Robert Tseng: we’re probably doing around 180, 200K a month at this point. So, small business, but, like, you know, we’ve been in business for, like, 2 years or whatever, so, yeah, I mean…
350 00:54:44.920 ⇒ 00:55:00.329 Robert Tseng: I… I think, like, we don’t have, like, a close rate problem. I think once we get booked on a call, my… Utam and I, we close deals 68% of the time. So, I think, like, from a closing perspective, I think… I mean, I don’t know any agency that kind of closes better than we do.
351 00:55:00.740 ⇒ 00:55:16.279 Robert Tseng: And so I think, like, yeah, it really is a top-of-funnel problem. I just think we don’t… we don’t run enough campaigns, like, our experiment motion is really slow. We haven’t really had somebody on board that has been able to scale things up. So that’s why the target, in my opinion, is pretty low. Like.
352 00:55:16.300 ⇒ 00:55:22.919 Robert Tseng: 60K a week in pipeline, that to me, like, before I had anybody on the team, I was sending out, like.
353 00:55:22.920 ⇒ 00:55:30.910 Robert Tseng: hundreds of messages a week on my own. So, like, I know it can be done. And I did it mostly manually. I just, like, were just grinding it out, so…
354 00:55:30.910 ⇒ 00:55:45.369 Robert Tseng: I, you know, I’m glad that, like, you know, you’ve… you being here, you’ve seen this at a bigger scale, like, you know what moving a thousand leads a week looks like. Obviously, like, it’s not possible to do it manually, and so it’ll kind of force you to kind of think about.
355 00:55:45.370 ⇒ 00:56:03.719 Robert Tseng: what automations you need in place and stuff, and I’m not… I don’t expect us to, like, start processing a thousand leads a week, right away, and I don’t even know if there are a thousand… how many… like, I don’t think there are that many companies in our… in our… in our target, which is, fine. So I think it’ll be lower volume.
356 00:56:03.800 ⇒ 00:56:15.239 Robert Tseng: Probably higher touch. Obviously, our ticket size is bigger than what you were… what you were… what you’re used to, kind of selling. And then services just has, like, a different motion,
357 00:56:15.620 ⇒ 00:56:30.740 Robert Tseng: I think, you know, services come from a different budget, like, you know, selling a tool or a platform is a bit different than what we have to deal with. In some ways, I think selling services is easier.
358 00:56:31.010 ⇒ 00:56:42.199 Robert Tseng: because you just need to have somebody, like, like you, and they’ll find a way to make it work. Whereas, like, a platform, especially with 50 seats.
359 00:56:42.490 ⇒ 00:57:01.920 Robert Tseng: well, like, you need to sell an organization that will fill it with 50 seats, and, like, you know, there’s a lot more, kind of, like, probably hoops and hurdles to jump through, so I imagine your sales cycle is probably longer, in some… in some ways than what we… what you… what we’re used to. So yeah, I think there’ll be a bit of a learning adjustment for you as you, kind of.
360 00:57:01.920 ⇒ 00:57:13.849 Robert Tseng: help us to learn how to sell services. But yeah. So, I mean, I would still, like, you know, as you’re learning our outbound sequences, I would really, you know, appreciate, like, kind of your perspective on
361 00:57:13.950 ⇒ 00:57:16.450 Robert Tseng: You know, what… like…
362 00:57:17.100 ⇒ 00:57:29.079 Robert Tseng: how we can grow our, kind of our outbound, our, like, kind of run… run more campaigns, I guess. Right now, we’ve… we’re only running on LinkedIn, so…
363 00:57:29.170 ⇒ 00:57:36.969 Robert Tseng: I think LinkedIn campaigns, I don’t wanna… like, we just can’t… the volume isn’t that high. It’s probably, like, 30 to 50 a week.
364 00:57:37.060 ⇒ 00:57:50.559 Robert Tseng: In terms of messages we can actually send via LinkedIn, because, like, we may get blocked or whatever. So, if we need to go and get email, and we need to enrich those email lists, and we need to better define the lead lists, like.
365 00:57:50.560 ⇒ 00:57:57.689 Robert Tseng: Yeah, I think there’s, like, diff… there’s, like, a different… there’s a lot of different pieces to, like, figuring out what our sequences look like.
366 00:57:57.690 ⇒ 00:58:01.710 Robert Tseng: that I feel like we could be doing better.
367 00:58:02.080 ⇒ 00:58:16.399 Robert Tseng: But yeah, I guess one more question I have is, like, you were talking about, right, you have this pipeline, a lot of warm leads, kind of, what’s the source of warm leads for, like, a company like, Safety Culture, or Edapp, or whatever?
368 00:58:16.860 ⇒ 00:58:22.419 Jed Asuncion: Yeah, just like I said earlier, they… they will register as a free user.
369 00:58:22.620 ⇒ 00:58:35.040 Jed Asuncion: Then, we will lead score, the company if, if, you know, they can use us as a service. And from there, we will try to set up a meeting with them.
370 00:58:35.040 ⇒ 00:58:52.160 Jed Asuncion: But most likely, my approach is, with the customer is more of, like, a customer service, so that I can book a call with them. I think it’s… I think it’s more effective. So, yeah, so from there, we will qualify them, do discovery calls, of course, build trust, and
371 00:58:52.920 ⇒ 00:59:02.019 Jed Asuncion: we have to check if, you know, if the service is right for them. If not, I’ll be rejecting these, because we will be wasting time, of course.
372 00:59:02.020 ⇒ 00:59:14.240 Jed Asuncion: So, to find, qualified leads, or quality leads for our AEs to close, as well as, so that the company can have a profit, of course.
373 00:59:14.240 ⇒ 00:59:14.800 Robert Tseng: Yeah.
374 00:59:15.350 ⇒ 00:59:26.340 Robert Tseng: Okay, great. No, I think that makes sense. So, I mean, we’re not super urgent on, like, turning on the volume of our outbound right now. I think building, like, the lead scoring framework, I think, is helpful.
375 00:59:26.340 ⇒ 00:59:28.370 Jed Asuncion: You know, when we launch.
376 00:59:28.610 ⇒ 00:59:39.550 Robert Tseng: You know, when we have… when we put out… when we push out content, people will engage with our content, we probably get at least 10,000 views, plus, like, the engagement, and so everyone who
377 00:59:39.570 ⇒ 00:59:55.700 Robert Tseng: who likes or comments on our content, like, I think should be considered a lead. And, like, they should go through some sort of, like, scoring framework before it makes it to HubSpot, or… I don’t know what your perspective is. Maybe you dump everything in HubSpot, like, for us, it’s kind of just been…
378 00:59:55.720 ⇒ 01:00:14.750 Robert Tseng: we only… like, they already kind of pre-qualified before we move them to HubSpot, but they’re still, like, they still need to be qualified on a call. So, and that’s not necessarily great. Like, I would like to qualify people as much as I can before they hop on a call with us, but I would like to catch a wider net, so…
379 01:00:14.750 ⇒ 01:00:15.770 Jed Asuncion: Of course.
380 01:00:15.840 ⇒ 01:00:18.169 Robert Tseng: Yeah, I think, like, there’s…
381 01:00:18.330 ⇒ 01:00:28.220 Robert Tseng: you know, unfortunately, you know, we don’t have, like, a free product that people sign up for. I think our, the way that we do it is a bit different. We run a lot of events, like, we just ran an event last week.
382 01:00:28.370 ⇒ 01:00:42.210 Robert Tseng: And so, being able to figure out how to bring those leads in, and to qualify them, I think, is… is probably gonna be more of, like, your… kind of where you’ll be able to help out immediately. So…
383 01:00:42.390 ⇒ 01:00:43.210 Robert Tseng: Okay.
384 01:00:43.790 ⇒ 01:00:52.910 Robert Tseng: That’s good context for me. Yeah, I’ll let you kind of spend more time kind of catching up with Hannah and Ryan as you kind of look through things.
385 01:00:52.910 ⇒ 01:00:53.510 Jed Asuncion: Hmm.
386 01:00:53.810 ⇒ 01:00:58.350 Robert Tseng: Yeah, if you could just kind of get the lay of the land for yourself, figure out, like, what
387 01:00:58.380 ⇒ 01:01:16.290 Robert Tseng: you know, yeah, you have to understand what all the touchpoints are. I think that would be helpful. I’ll probably schedule another call with you later on kind of going through the outbound campaign, since we didn’t run through them with enough time today. Yeah, so I’ll probably reach out probably later in the week.
388 01:01:16.780 ⇒ 01:01:18.150 Jed Asuncion: Gotcha. Awesome.
389 01:01:18.150 ⇒ 01:01:19.480 Robert Tseng: Okay, cool.
390 01:01:20.420 ⇒ 01:01:28.380 Robert Tseng: All right, well, yeah, I guess reach out if I can help with anything, you know, the channel will be active,
391 01:01:28.900 ⇒ 01:01:32.120 Robert Tseng: And, yeah, I guess I’ll talk to you soon.
392 01:01:32.450 ⇒ 01:01:34.600 Jed Asuncion: Yeah, I’ll talk to you later. Bye for now.
393 01:01:34.750 ⇒ 01:01:36.280 Jed Asuncion: Thanks, Jen. Bye.