Meeting Title: GTM Check-In Date: 2025-12-11 Meeting participants: Fireflies.ai Notetaker Joules, Joules Asuncion, Robert Tseng
WEBVTT
1 00:03:53.530 ⇒ 00:03:54.600 Robert Tseng: Hey, Jen.
2 00:03:55.340 ⇒ 00:03:57.040 Joules Asuncion: Hi, Robert, how are you doing?
3 00:03:57.460 ⇒ 00:03:58.580 Robert Tseng: Good, how are you?
4 00:03:58.940 ⇒ 00:04:00.099 Joules Asuncion: I’m good, I’m good.
5 00:04:00.870 ⇒ 00:04:02.100 Joules Asuncion: Thank you for asking.
6 00:04:03.990 ⇒ 00:04:11.849 Robert Tseng: Yeah, I know I didn’t give you an agenda, I just wanted to check in, see how things are going first week, and yeah, I just want to be able to…
7 00:04:12.040 ⇒ 00:04:15.590 Robert Tseng: Points you in the right direction as you continue to do the onboard.
8 00:04:16.410 ⇒ 00:04:24.780 Joules Asuncion: Of course. Well, me and Hannah actually had a meeting yesterday. She showed me how to, like, you know, do email follow-ups as well.
9 00:04:24.970 ⇒ 00:04:31.860 Joules Asuncion: And, I think, I might be asking, like, your Gmail, Utah menu.
10 00:04:32.340 ⇒ 00:04:34.699 Joules Asuncion: For, like, the email delegation?
11 00:04:35.180 ⇒ 00:04:35.530 Robert Tseng: Okay.
12 00:04:37.070 ⇒ 00:04:48.130 Joules Asuncion: Yeah. But, yesterday, I was actually trying to, scrub HubSpot. There’s a lot of duplicates. I saw, like, at least 243…
13 00:04:48.510 ⇒ 00:05:02.010 Joules Asuncion: contacts, first name, last name, so I’m trying to have, like, a CRM cleanup. I’ve been working with, Ryan as well, in terms of, like, cleaning up our CRM.
14 00:05:02.640 ⇒ 00:05:03.310 Robert Tseng: Okay.
15 00:05:04.130 ⇒ 00:05:10.049 Robert Tseng: I’m also gonna just do some of this stuff that you tell me live, like, so I don’t forget.
16 00:05:10.330 ⇒ 00:05:14.700 Robert Tseng: So yeah, I’m gonna delegate you email right now.
17 00:05:15.860 ⇒ 00:05:17.280 Robert Tseng: So…
18 00:05:20.560 ⇒ 00:05:23.500 Robert Tseng: Alright, you should have gotten her from me.
19 00:05:23.950 ⇒ 00:05:27.320 Joules Asuncion: Yeah, I’m looking at the notes, comments.
20 00:05:31.020 ⇒ 00:05:32.030 Robert Tseng: Yeah…
21 00:05:32.990 ⇒ 00:05:35.519 Joules Asuncion: Okay, and then you’re doing some HubSpot cleanup?
22 00:05:35.570 ⇒ 00:05:44.070 Robert Tseng: Yeah, I think something… okay, great. You’ve been checking off the onboarding checklist, right? I see you haven’t. Great, so that’s helpful. Thank you for doing that.
23 00:05:47.230 ⇒ 00:05:51.819 Robert Tseng: Yeah, I guess I’ll just show you what I’m looking at, and then kind of just keep going through things.
24 00:05:52.090 ⇒ 00:05:56.490 Robert Tseng: Yeah, like I said, we’re kind of just building this together, so, okay.
25 00:05:56.650 ⇒ 00:06:01.300 Robert Tseng: you met with Hannah, you looked at this, I’m not gonna close out these comments, if they’re helpful for you.
26 00:06:01.560 ⇒ 00:06:12.000 Robert Tseng: Yeah, I guess, anything else to mention on this so far?
27 00:06:13.070 ⇒ 00:06:18.890 Joules Asuncion: Well, none as of the moment, since I’m not doing it,
28 00:06:19.610 ⇒ 00:06:26.620 Joules Asuncion: Like, right now. But I think I’ll… yeah, I’ll be having, like, questions when I’m doing stuff, but…
29 00:06:26.740 ⇒ 00:06:36.849 Joules Asuncion: Hannah’s loom is actually, helpful, so he entered some loom Videos or recordings in there.
30 00:06:37.380 ⇒ 00:06:38.080 Robert Tseng: Okay.
31 00:06:38.330 ⇒ 00:06:38.770 Joules Asuncion: Yeah.
32 00:06:38.770 ⇒ 00:06:40.450 Robert Tseng: Where?
33 00:06:40.570 ⇒ 00:06:43.950 Robert Tseng: I mean, I’m not gonna watch it, but, like, if it’s helpful for you, like, yeah.
34 00:06:43.950 ⇒ 00:06:46.529 Joules Asuncion: Yeah, it’s helpful, it’s helpful. Hold on.
35 00:06:48.180 ⇒ 00:06:52.149 Joules Asuncion: It’s, somewhere in… email.
36 00:06:52.480 ⇒ 00:06:57.869 Joules Asuncion: Like, the deal… deal flow coordination? Like, the lead nurturing.
37 00:06:58.030 ⇒ 00:06:59.369 Joules Asuncion: more full work.
38 00:07:00.540 ⇒ 00:07:01.210 Robert Tseng: Oh.
39 00:07:01.950 ⇒ 00:07:04.440 Robert Tseng: I…
40 00:07:05.640 ⇒ 00:07:11.010 Robert Tseng: Well, as long as you have access to it, I think that’s what matters. But, yeah, okay. So…
41 00:07:15.370 ⇒ 00:07:21.250 Robert Tseng: Yeah, I mean, you can see my screen. I’m struggling to navigate to it. Where, where, what am I, what am I going to?
42 00:07:22.070 ⇒ 00:07:24.430 Joules Asuncion: In the email, you’re already there.
43 00:07:24.680 ⇒ 00:07:25.760 Joules Asuncion: Light period.
44 00:07:27.210 ⇒ 00:07:27.920 Robert Tseng: Huh.
45 00:07:29.680 ⇒ 00:07:32.290 Joules Asuncion: Wait, can you go up a little bit?
46 00:07:34.580 ⇒ 00:07:37.719 Joules Asuncion: It’s somewhere deal flow coordination.
47 00:07:40.160 ⇒ 00:07:42.219 Joules Asuncion: There, the email highlighted.
48 00:07:44.720 ⇒ 00:07:45.780 Robert Tseng: this one?
49 00:07:47.160 ⇒ 00:07:49.619 Robert Tseng: Isn’t this just a support message?
50 00:07:49.620 ⇒ 00:07:54.729 Joules Asuncion: So, can you point your, screen to the email highlighted?
51 00:07:55.620 ⇒ 00:07:57.360 Joules Asuncion: Run, run follow-up, Caden.
52 00:07:57.360 ⇒ 00:07:59.240 Robert Tseng: Oh, I see.
53 00:08:00.850 ⇒ 00:08:03.630 Robert Tseng: Oh, Loom Video here. Okay, great, sure.
54 00:08:04.420 ⇒ 00:08:06.540 Robert Tseng: Alright,
55 00:08:09.490 ⇒ 00:08:20.979 Robert Tseng: Okay, yeah, so I mean, I think this is probably, like, something, you know, I would want you to be able to take on. I want to start being able to have you kind of draft things, draft emails, put them in.
56 00:08:21.410 ⇒ 00:08:23.800 Robert Tseng: Yeah.
57 00:08:25.490 ⇒ 00:08:26.330 Robert Tseng: Okay.
58 00:08:28.760 ⇒ 00:08:33.730 Robert Tseng: And… Yeah, so I guess, like.
59 00:08:35.419 ⇒ 00:08:47.079 Robert Tseng: if I’m… if I see messages, I’m gonna start tagging you in them, and then kind of slowly, you’re gonna just transition to anything that comes in, you’ll be the first… first line for that.
60 00:08:47.630 ⇒ 00:08:48.420 Joules Asuncion: Gotcha.
61 00:08:52.070 ⇒ 00:09:06.479 Joules Asuncion: And I’m trying to integrate as well, your emails, like Utam and you, in the HubSpot itself, so, I can do, like, drafts in the HubSpot itself, so I’m trying to…
62 00:09:06.690 ⇒ 00:09:15.240 Joules Asuncion: build, like, an all-in-one, all-in-one email, as well as, connecting your LinkedIn messages to HubSpot as well.
63 00:09:15.750 ⇒ 00:09:19.260 Joules Asuncion: Yeah. I think it’s possible so that, you know.
64 00:09:19.450 ⇒ 00:09:24.809 Joules Asuncion: We can avoid, like, back and forth to see what’s going on.
65 00:09:26.030 ⇒ 00:09:33.070 Robert Tseng: Sure, yeah, I mean, I would prefer not to click into random links, anything that’s in Slager was easy to just see, it was probably my preference.
66 00:09:33.310 ⇒ 00:09:34.599 Joules Asuncion: Yeah.
67 00:09:34.600 ⇒ 00:09:38.610 Robert Tseng: Okay, great. So that… That seems good.
68 00:09:40.620 ⇒ 00:09:46.239 Robert Tseng: Yeah, I know we’re not really touching this this week, that’s fine, I think we’ll probably go into this more next week.
69 00:09:46.450 ⇒ 00:09:50.330 Robert Tseng: And then you’re already, kind of, on board there.
70 00:09:50.500 ⇒ 00:09:55.880 Robert Tseng: Okay, I guess this is really copy-pasted from, like, the GCM lead, so…
71 00:09:56.200 ⇒ 00:09:57.700 Robert Tseng: Have you met with Luke yet?
72 00:09:58.670 ⇒ 00:10:03.989 Joules Asuncion: Yeah, I had the time with him earlier, I think it’s a 30-minute call.
73 00:10:04.090 ⇒ 00:10:15.530 Joules Asuncion: Okay. I’m just introducing ourselves, what our background is, and yeah, we set a recurring meeting for, like, every week for 15 minutes, just to see how can we help each other.
74 00:10:15.970 ⇒ 00:10:35.400 Robert Tseng: Okay. Yeah, I’ll probably have him meet with you more frequently, like, I’ll probably have him do, like, maybe if you’re only doing 15 minutes, probably, probably, like, 2 or 3 times a week. So, like, I… I think the goal is to wrap both of you guys up together, and then, like, I want him to kind of just basically be the…
75 00:10:35.510 ⇒ 00:10:37.060 Robert Tseng: The kind of re…
76 00:10:38.260 ⇒ 00:10:44.320 Robert Tseng: running… running… running this team. Like, I think that’s… that’s kind of… that’s… that’s the point. So…
77 00:10:44.430 ⇒ 00:11:01.809 Robert Tseng: Anyway, like, I think some of these notes are kind of recycled from him, so maybe we could just kind of go through it. So, team structure, you’ve met Rohanna and Ryan, you understand that they’re kind of… they’ve been executing, they’re not really strategic, they have certain parts on their plate that they’re handing over to you, so, you know, I’m just gonna write it out more clearly, you know.
78 00:11:01.970 ⇒ 00:11:04.059 Robert Tseng: Your, like,
79 00:11:05.110 ⇒ 00:11:11.699 Robert Tseng: Yeah, I mean, I can be candid about their strengths and weaknesses, like, I think Hannah’s good at, like.
80 00:11:11.900 ⇒ 00:11:14.860 Robert Tseng: Coming up with, like.
81 00:11:15.570 ⇒ 00:11:23.550 Robert Tseng: higher quality touchpoints, but she’s not a systems person. Like, she doesn’t know HubSpot, she can’t scale it up, right?
82 00:11:23.700 ⇒ 00:11:37.859 Robert Tseng: So she can… she can give you example… she can show you good examples of things, or like, if you have a very specific question, she could tell you how she would think about it. She’s for, you know, she’s creative, she runs design for us, or whatever. So, that’s her string.
83 00:11:38.140 ⇒ 00:11:42.009 Robert Tseng: And then Ryan is, like, the opposite side. He will just, like.
84 00:11:43.100 ⇒ 00:11:50.650 Robert Tseng: You know, if he needs to do anything at scale, like, and he just needs to manage, like, tools.
85 00:11:50.720 ⇒ 00:12:00.920 Robert Tseng: You know, everything around lead list building, scheduling automations, those types of things, like, he’s… I think that’s what he’s good at. But he’s not good at coming up with copy.
86 00:12:00.920 ⇒ 00:12:24.369 Robert Tseng: And I don’t really, want him responding to people, because I… I think it’s just… the communication to me, level is not there. So, like, I feel like you’re kind of supposed to be the best of both worlds, I guess, where you have built the system, and then also, like, you know, want to be able to trust you to, to, like, do some of the… do the messaging itself. So, like, that’s really…
87 00:12:24.370 ⇒ 00:12:29.679 Robert Tseng: kind of how I see your role, kind of, working with them. Does that make sense?
88 00:12:30.230 ⇒ 00:12:30.990 Joules Asuncion: Yeah, of course.
89 00:12:31.140 ⇒ 00:12:37.440 Robert Tseng: Okay, yeah, so… Handle the, they’ve gone…
90 00:12:37.950 ⇒ 00:12:44.890 Robert Tseng: I’m looking for communication with leads to nurture them and book meetings.
91 00:12:45.010 ⇒ 00:12:56.730 Robert Tseng: And then it’s also, like, you’re, you know… Reporting, ma…
92 00:12:57.650 ⇒ 00:13:03.070 Robert Tseng: Yeah, managing deal stages and workflows in HubSpot.
93 00:13:03.700 ⇒ 00:13:10.400 Robert Tseng: To, to scale, VPM efforts…
94 00:13:11.560 ⇒ 00:13:14.160 Robert Tseng: Yeah, that’s kind of how I see that.
95 00:13:14.570 ⇒ 00:13:19.040 Robert Tseng: I guess what hasn’t been said is also, like, the…
96 00:13:19.410 ⇒ 00:13:23.800 Robert Tseng: You know, executing top of funnel campaigns.
97 00:13:24.270 ⇒ 00:13:31.950 Robert Tseng: to, bring NetView leads to the… To, to, do the business.
98 00:13:32.190 ⇒ 00:13:35.759 Robert Tseng: informed by GTM leads.
99 00:13:36.450 ⇒ 00:13:39.539 Robert Tseng: Spring, yeah, that’s pretty…
100 00:13:40.340 ⇒ 00:13:45.170 Robert Tseng: Obvious? Okay, and on the go-to-market system, like, yeah, you’ve seen, kind of, how we are.
101 00:13:45.330 ⇒ 00:13:47.569 Robert Tseng: On these things,
102 00:13:47.870 ⇒ 00:13:57.059 Robert Tseng: Yeah, I mean, I kind of want to just walk through this. So, like, gaps in the stages, like, clarity on long-cycle deals, I still think this is true,
103 00:13:57.800 ⇒ 00:14:03.430 Robert Tseng: So what I meant by this was, like, I don’t know if you’ve noticed this, like, yeah, you’ve seen, like.
104 00:14:03.590 ⇒ 00:14:09.800 Robert Tseng: Gaps… gaps in, like,
105 00:14:11.350 ⇒ 00:14:20.620 Robert Tseng: Lead call to… Lead call station stages… So there’s, like, kind of… Yeah, duplicate.
106 00:14:22.800 ⇒ 00:14:27.189 Robert Tseng: Messy, duplicate lead data… Kind of…
107 00:14:29.230 ⇒ 00:14:42.600 Robert Tseng: I don’t know what, I guess, I… you can kind of fill in the problem. So this, to me, is like, once you go back to GA, and, you know, we’re doing our 10-month check… or 10-day check-in, or 30-day check-in, we’re gonna tell them.
108 00:14:42.840 ⇒ 00:15:00.109 Robert Tseng: you know, this is what… this is what Jed discovered. Like, these are the pains, and then this is kind of what he’s gonna, like, how he fits into it. So, I’m just, like, you know, gonna keep coming back to this and help you… help you to write that, because I think that will help… help inform that meeting as well.
109 00:15:00.350 ⇒ 00:15:04.120 Robert Tseng: So yeah, if there are any other gaps, I would just, like, encourage you to put them there.
110 00:15:04.260 ⇒ 00:15:08.069 Robert Tseng: Yeah, and then limited clarity on…
111 00:15:08.590 ⇒ 00:15:13.439 Robert Tseng: long cycle deals. So, I would say… Yeah, I think that’s true.
112 00:15:13.760 ⇒ 00:15:18.780 Robert Tseng: So, in response to this, it’s like, you’re taking on, taking on…
113 00:15:18.910 ⇒ 00:15:27.449 Robert Tseng: you know, HubSpot, we have workflows, you know, I think this is already kind of mentioned above, but I’ll just write it again.
114 00:15:27.710 ⇒ 00:15:36.720 Robert Tseng: And then two is, yeah, we’re going to, build, like, longer-term
115 00:15:38.770 ⇒ 00:15:58.600 Robert Tseng: lead, like, nurturing sequences, right? Like, I think we discussed this last time we chatted, from your experience, you know, working in your previous work experience, like, you’ve worked with longer sales cycles, well, and you’ve been able to, like, kind of nurture across multiple channels.
116 00:15:58.730 ⇒ 00:16:01.750 Robert Tseng: Across multiple channels and touchpoints.
117 00:16:01.970 ⇒ 00:16:08.289 Robert Tseng: So, you know, this is, you know, maybe a longer-term goal, but, like, something we hope to… hope to build towards.
118 00:16:08.540 ⇒ 00:16:09.160 Joules Asuncion: Yeah.
119 00:16:09.160 ⇒ 00:16:10.200 Robert Tseng: For sure.
120 00:16:10.660 ⇒ 00:16:21.730 Robert Tseng: Yeah, I would say this is, like, still the main objective. Obviously, you’ve clicked into this doc. Yeah, driving meetings for me and UTM is definitely just, like, what we… what we want to do.
121 00:16:24.890 ⇒ 00:16:38.340 Robert Tseng: Yeah, I mean, as far as, like, strategy goes, I’m not expecting you to kind of, like, adjust, like, our mix, but this is true. 80% of our business is data engineering work, 20% is AI. I had you connect with
122 00:16:38.430 ⇒ 00:16:53.550 Robert Tseng: Sam, Henry, and Gabe, to, yeah, just want them to help you learn the business, and, yeah, like, you know, they were… they were new at some point as well, so, like, you know, so you can ask them questions about…
123 00:16:53.710 ⇒ 00:16:59.649 Robert Tseng: You know, how to, like, you know, what resources to go to, what was helpful for them as they were onboarding.
124 00:16:59.770 ⇒ 00:17:04.209 Robert Tseng: I think Gabe is really great. He’s… he’s, he’s the newest person.
125 00:17:04.349 ⇒ 00:17:20.210 Robert Tseng: other than you and Luke. So, like, he just went through this, like, 2 or 3 weeks ago, so I felt like his experience is probably the most fresh, like, so I, you know, I thought he would be a good contact for you, a good buddy, and, you know, if you have any questions about, like.
126 00:17:20.430 ⇒ 00:17:24.060 Robert Tseng: kind of brain forge, experience, like.
127 00:17:24.150 ⇒ 00:17:27.160 Joules Asuncion: Yeah. Of, like, how does Braidforge do things? Like.
128 00:17:27.160 ⇒ 00:17:30.320 Robert Tseng: His… his answer would probably be…
129 00:17:30.710 ⇒ 00:17:49.229 Robert Tseng: I think more reliable than, like, Ryan, in my opinion, because Ryan has been here for a lot longer, and maybe he will say things that, like, we don’t actually do it that way anymore, but he kind of just maybe not aware, because he’s not thinking about it actively. So, yeah, it’s like the bias of, like.
130 00:17:49.470 ⇒ 00:18:00.989 Robert Tseng: if you’ve been here for a while, like, your information just gets outdated. I… yeah, unfortunately, for a company this small, like, we just… that’s just kind of how it is. Yeah.
131 00:18:01.260 ⇒ 00:18:08.500 Robert Tseng: Okay, so yeah, the pain point here is actually not really about pipeline, but it’s like, okay,
132 00:18:09.560 ⇒ 00:18:13.589 Robert Tseng: Top of funnel, velocity is slow.
133 00:18:13.930 ⇒ 00:18:22.289 Robert Tseng: Aiming for 6 to 10 qualified… Leads per week.
134 00:18:22.860 ⇒ 00:18:31.930 Robert Tseng: And then, this is another thing where it’s like, offers, positioning…
135 00:18:37.170 ⇒ 00:18:47.720 Robert Tseng: AI offers positioning are immature and undersold, so… Yeah.
136 00:18:47.930 ⇒ 00:18:50.970 Robert Tseng: Yeah, so I mean, I still think that,
137 00:18:51.380 ⇒ 00:18:55.220 Robert Tseng: Yeah, like, the AI part of our business is, like.
138 00:18:55.850 ⇒ 00:19:00.789 Robert Tseng: where the most potential is, and so, I mean, hopefully with Luke being here, like.
139 00:19:00.960 ⇒ 00:19:04.920 Robert Tseng: We’re… we’re gonna be trying to sell more of that, in the next…
140 00:19:05.030 ⇒ 00:19:07.259 Robert Tseng: You know, probably in the next… next quarter.
141 00:19:07.370 ⇒ 00:19:12.460 Robert Tseng: So really, like, the opportunity here is,
142 00:19:12.900 ⇒ 00:19:24.310 Robert Tseng: Yeah, I mean, once again, executing top-of-funnel campaigns, to… Increase velocity of… qualified.
143 00:19:25.300 ⇒ 00:19:42.090 Robert Tseng: Leads… Maybe here, it’s like, running… New campaigns… like…
144 00:19:49.810 ⇒ 00:19:52.469 Robert Tseng: AI workshops, paid ads.
145 00:19:52.730 ⇒ 00:20:00.229 Robert Tseng: you know, things that we’re not really doing right now, but ideas that we’ve floated around for a while, I just… I’m just hoping that
146 00:20:00.430 ⇒ 00:20:07.059 Robert Tseng: Luke will be the one to kind of help X kind of make that happen, and you could be a part of that.
147 00:20:07.380 ⇒ 00:20:16.389 Robert Tseng: Yeah, this one is less relevant to you, so I’ll take that off.
148 00:20:17.290 ⇒ 00:20:27.700 Robert Tseng: Yeah, like, I… I do understand that this is a problem for us, like, you know, I’m…
149 00:20:27.930 ⇒ 00:20:34.649 Robert Tseng: unfortunately, my job… my only job is not sales, like, I don’t spend enough time on it. Like, I… I… I will, like, I…
150 00:20:34.820 ⇒ 00:20:36.959 Robert Tseng: It’s just, what happens is, like.
151 00:20:37.080 ⇒ 00:20:54.159 Robert Tseng: we sell a lot, and then I have to go and, like, run delivery, and we have to grow the team there, and then once that stabilizes, I, like, come back into sales. Like, it’s a little bit inconsistent. In an ideal world, I would be spending, like, 50% of my time running, kind of, the go-to-market team.
152 00:20:54.200 ⇒ 00:20:57.909 Robert Tseng: I would say it’s more like…
153 00:20:58.550 ⇒ 00:21:03.900 Robert Tseng: 10 to 20% right now, so I wish… I mean, I… we’re…
154 00:21:04.310 ⇒ 00:21:12.459 Robert Tseng: Obviously, having you and Luke helps, and I want to be able to give you guys more attention, especially as you guys are coming to me with your own ideas, like.
155 00:21:12.630 ⇒ 00:21:15.330 Robert Tseng: The idea, the point of, like.
156 00:21:15.660 ⇒ 00:21:21.820 Robert Tseng: bringing you two on, instead of just Hannah and Ryan, is make Hannah and Ryan,
157 00:21:22.460 ⇒ 00:21:29.539 Robert Tseng: Like, they also don’t have that much experience in this… in this type of role, and so everything was kind of being pushed from the top down.
158 00:21:29.650 ⇒ 00:21:33.099 Robert Tseng: And, yeah, you know, we’re hoping that, like.
159 00:21:33.140 ⇒ 00:21:52.259 Robert Tseng: you know, you plus Luke together, you guys will be able to come bring your… bring your own ideas, be able to kind of run it a little bit more autonomously, like, I expect you to kind of just be at a, you know, hopefully a higher, higher level than, than Hannah and Ryan. So, that’s really kind of, you know, I’m just reiterating that as, like.
160 00:21:52.490 ⇒ 00:21:54.999 Robert Tseng: kind of what I’m… what I’m hoping for.
161 00:21:55.640 ⇒ 00:22:02.060 Robert Tseng: So yeah, I mean, I guess for you, like, what you could do is, yeah, be proactive in…
162 00:22:02.490 ⇒ 00:22:11.610 Robert Tseng: Yeah, making… and asking questions, Making… making recommendations.
163 00:22:11.710 ⇒ 00:22:19.809 Robert Tseng: And, continuing to build your, build your scope. So, yeah, I guess, like…
164 00:22:20.670 ⇒ 00:22:23.910 Robert Tseng: From my perspective, like,
165 00:22:26.000 ⇒ 00:22:42.809 Robert Tseng: you know, we’re starting off with these things, but yeah, as you master them, like, I think the benefit of being at a smaller company like this is that, you get to go and, you know, take on new things that you’re interested in. And so, like, this is really kind of a…
166 00:22:43.050 ⇒ 00:22:52.820 Robert Tseng: like a… like a two-way… two-way street. Like, I’m… I’m not only going to be, you know, assigning you, like, a checklist, you know, all the time.
167 00:22:53.150 ⇒ 00:22:58.760 Robert Tseng: But hopefully you start to… when things start to kind of, like, fall together,
168 00:22:58.900 ⇒ 00:23:12.080 Robert Tseng: like, yeah, you get to, you get to bring, bring, your, your, your ideas to the table. So, yeah, even, even these, you know, we are trying to run a bunch of new things that we’ve never done before. We’ve never done paid ads.
169 00:23:12.210 ⇒ 00:23:20.040 Robert Tseng: We’ve never done… I mean, our AI workshop was great. We ran it last week. There were, like, about 25 businesses, like, the company…
170 00:23:20.170 ⇒ 00:23:24.310 Robert Tseng: And, you know, Hannah and Ryan are kind of executing, like.
171 00:23:24.580 ⇒ 00:23:42.560 Robert Tseng: follow-ups with them, but I think that went well, and I want to do more of those, and you know, so there’s… there’s different types of lead magnets, events, and things that we’re… we’re gonna kind of, kind of bring to the table. And yeah, the, you know, from your perspective, like, obviously, you’re not gonna be running
172 00:23:42.780 ⇒ 00:23:59.009 Robert Tseng: all of those things end-to-end, but, like, you can view it as, like, these are different, like, touchpoints in, like, the, you know, lead journey. And, you know, because you’re kind of building the workflows, designing… helping me design the sequences for, like, how do we actually, like.
173 00:23:59.030 ⇒ 00:24:12.229 Robert Tseng: target each of these different types of ICPs, these all become, like, new touchpoints that you can bring into your… into the sequences that you’re building, right? So, I think that’s really kind of how I see your role there.
174 00:24:12.760 ⇒ 00:24:18.300 Robert Tseng: Yeah, and then I think another way is, like, provide structured, reporting.
175 00:24:18.590 ⇒ 00:24:26.269 Robert Tseng: So, we can measure, like, what is going well, what’s… Not going well.
176 00:24:26.420 ⇒ 00:24:37.659 Robert Tseng: yeah, act as a connective tissue between strategy and execution. Yeah, that’s another part that, like, I mean, seems like you had some experience in your rev ops or sales ops role, being… building reporting.
177 00:24:37.750 ⇒ 00:24:56.279 Robert Tseng: But yeah, Ryan and Hannah don’t really think in terms of metrics, so, like, it’s just fine. That’s just not their strength. So, part of, like, having you here, and what I, you know, was hoping would be in your skill set as well, you’ll see when we start doing these, like, planning meetings more regularly, I’m gonna bring back, like,
178 00:24:56.460 ⇒ 00:25:09.090 Robert Tseng: I mean, the Monday meeting is already there. I’m gonna bring back, like, a Friday, call. I just… I don’t know if I’ll get around to it this week, probably next week. Yeah, where we really just try to, you know.
179 00:25:09.240 ⇒ 00:25:27.200 Robert Tseng: make decisions on the plan ahead, and then we also kind of, like, take time to review, like, what went well, what didn’t go well. So, I think having, like, a bias for, like, being able to report on, like, on… on… on… I mean, we’re… at the end of the day, we’re a data company, so, like, every…
180 00:25:27.380 ⇒ 00:25:35.099 Robert Tseng: you know, Utomo and I, like, we think… we’re creating reports and doing analysis for our clients all the time, and…
181 00:25:35.250 ⇒ 00:25:43.459 Robert Tseng: we want to be on the other side, where, like, our team is also giving… giving that to us, so… so yeah, I think that’s kind of what we’re… what we’re hoping for there.
182 00:25:43.800 ⇒ 00:25:47.689 Robert Tseng: Okay, cool. So…
183 00:25:48.050 ⇒ 00:25:54.509 Robert Tseng: That’s… that. I don’t know, was that… was that helpful to kind of, like, rewrite this and kind of go this together with you? Okay.
184 00:25:54.510 ⇒ 00:25:55.070 Joules Asuncion: Of course.
185 00:25:55.950 ⇒ 00:26:01.939 Robert Tseng: Yeah, so hopefully this is, like, you know, clear. We’re making it clearer over and over as we kind of go through this.
186 00:26:02.150 ⇒ 00:26:06.690 Robert Tseng: Yeah, the,
187 00:26:06.820 ⇒ 00:26:13.449 Robert Tseng: I didn’t update this with, like, a true 1030, 6090, so yeah, I’ll kind of come back to this probably early the weekend.
188 00:26:13.510 ⇒ 00:26:15.480 Joules Asuncion: To be honest.
189 00:26:16.240 ⇒ 00:26:23.030 Robert Tseng: Update… It does… I’m just gonna remind myself.
190 00:26:24.750 ⇒ 00:26:39.670 Robert Tseng: Yeah, I did leave you one question, like, that was more of, like, a kind of data discovery question, so if you could go and, like, kind of answer this as you’re poking around HubSpot. This gives you something to, like, aim at. I would like to know this answer by, like, Monday.
191 00:26:40.100 ⇒ 00:26:41.400 Joules Asuncion: So…
192 00:26:41.910 ⇒ 00:26:50.870 Robert Tseng: Yeah, and then you’re gonna meet with these folks. I started to kind of pull in other things into this, whether it becomes week two or we extend it more, like, I don’t really know.
193 00:26:50.940 ⇒ 00:27:02.570 Robert Tseng: I think executing outbound playbooks, kind of taking over, Mofu messaging for, existing leads. Like, I would want you to start kind of taking
194 00:27:02.810 ⇒ 00:27:04.640 Robert Tseng: Like, taking that off Hannah’s plate.
195 00:27:04.750 ⇒ 00:27:10.990 Robert Tseng: We’ll… we’ll… Yeah, we’ll talk about this soon, hopefully Friday.
196 00:27:11.930 ⇒ 00:27:15.970 Robert Tseng: Yeah, I think you’re already doing this, and then the top of funnel reporting…
197 00:27:16.450 ⇒ 00:27:21.959 Robert Tseng: Yeah, this is more aspirational. I don’t think this is really for a week, too, but I’m just, like, trying to…
198 00:27:22.150 ⇒ 00:27:30.310 Robert Tseng: Aspirational. I really, later. Oh, whatever, just a to-do, to-do list.
199 00:27:31.240 ⇒ 00:27:31.910 Robert Tseng: Yeah.
200 00:27:34.740 ⇒ 00:27:36.830 Joules Asuncion: That’s a quick question, Robert.
201 00:27:37.210 ⇒ 00:27:47.750 Joules Asuncion: For… for the reports of Q4, Q4 2025, all… is all the discovery meeting logged in HubSpot?
202 00:27:48.580 ⇒ 00:27:52.010 Robert Tseng: I’m not sure, so…
203 00:27:52.010 ⇒ 00:27:52.350 Joules Asuncion: Thank you.
204 00:27:52.350 ⇒ 00:27:55.010 Robert Tseng: maybe you will run into limitations. Like.
205 00:27:55.310 ⇒ 00:28:04.549 Robert Tseng: I feel like in order to have progressed into a qualified stage, you would need to have, but I don’t know if we, like, have a field that’s, like, meeting date.
206 00:28:04.760 ⇒ 00:28:22.979 Robert Tseng: I think in HubSpot, some of the meetings do flow through, but I think it’s inconsistent. So, I think I would just assume that any lead that made it to, like, that made it past, that made it to, the qualified lead stage, got a meeting with us.
207 00:28:22.980 ⇒ 00:28:24.460 Joules Asuncion: Okay, gotcha.
208 00:28:25.410 ⇒ 00:28:33.290 Robert Tseng: Yeah, we have not had any leads that have converted with no meeting. So, like, I would expect that, yeah, that’s a fair assumption.
209 00:28:33.730 ⇒ 00:28:34.730 Joules Asuncion: Got it, got it, yeah.
210 00:28:34.730 ⇒ 00:28:35.300 Robert Tseng: Yeah.
211 00:28:35.770 ⇒ 00:28:48.530 Robert Tseng: Yeah. So, you know, really, this is just to see… we set the goal of 10 meetings a week, like, you know, did we actually hit that? The answer is no, like, I’m sure, but, like, you know, what were, like, kind of some of the trends there, and, like.
212 00:28:48.770 ⇒ 00:28:51.619 Robert Tseng: Yeah, like, I just want to understand, like.
213 00:28:52.420 ⇒ 00:29:06.960 Robert Tseng: were the quality of the meetings that we were getting, were they, you know, was it, like, high quality for, like, a few weeks? Because maybe we say, hey, like, an event happened there, we got a lot of qualified leads, we booked a lot of meetings for, like, one or two weeks, then there were no events.
214 00:29:06.960 ⇒ 00:29:14.859 Robert Tseng: obviously, we killed the content, outbound campaigns kind of slowed down, and so, like, the lead volume dropped. Like, I want to be able to, like, kind of…
215 00:29:14.960 ⇒ 00:29:20.349 Robert Tseng: tell that story and, like, understand, like, what was… what was happening there. But yeah.
216 00:29:21.360 ⇒ 00:29:28.580 Robert Tseng: Obviously, you will not have all that context. I think the goal is really for you just to give us that visualization, and then, like, we will…
217 00:29:28.830 ⇒ 00:29:42.799 Robert Tseng: we can kind of discuss it on call. I will ask the team questions. If you know the answer and you figure it out, like, that’s helpful. But, yeah, that’s kind of how I will approach that.
218 00:29:43.480 ⇒ 00:29:44.210 Joules Asuncion: Gotcha.
219 00:29:46.570 ⇒ 00:29:47.230 Robert Tseng: Okay.
220 00:29:47.850 ⇒ 00:29:56.459 Robert Tseng: Cool. Do you have any other specific questions that, like, are kind of, yeah, like, tactical things that I could help with that are…
221 00:29:56.460 ⇒ 00:29:57.030 Joules Asuncion: Oh.
222 00:29:57.030 ⇒ 00:30:02.129 Robert Tseng: Not on my end. I think I’ll be building inboxes later after this meeting.
223 00:30:02.130 ⇒ 00:30:09.900 Joules Asuncion: And just, like, keeping reporting on HubSpot as well, just to see what are the lead size.
224 00:30:10.170 ⇒ 00:30:13.740 Joules Asuncion: Okay. Of our leads for Q4 2025.
225 00:30:14.100 ⇒ 00:30:23.270 Robert Tseng: Yeah, anything that doesn’t have a number, just assume 5K to start. I think that’s… yeah, that’s what it should be. And then,
226 00:30:23.720 ⇒ 00:30:28.949 Robert Tseng: Yeah, there was, like, a weird thing in HubSpot where, when you create a new lead.
227 00:30:29.330 ⇒ 00:30:34.659 Robert Tseng: It does not set the date of when the lead was created.
228 00:30:35.190 ⇒ 00:30:35.860 Joules Asuncion: Hmm.
229 00:30:35.980 ⇒ 00:30:37.389 Joules Asuncion: I’ll try to fix it.
230 00:30:37.390 ⇒ 00:30:39.510 Robert Tseng: So, yeah, I don’t know…
231 00:30:39.720 ⇒ 00:30:54.790 Robert Tseng: I mean, that’s important, like, obviously, but when the leaders created, yeah, I don’t know why that seems to not work. So, like, I don’t really trust the dates in HubSpot, is really my point, and I just, you know, if you could just make sure that that’s… that’s, better.
232 00:30:55.080 ⇒ 00:30:55.610 Robert Tseng: Yeah.
233 00:30:55.610 ⇒ 00:30:56.220 Joules Asuncion: Of course.
234 00:30:57.210 ⇒ 00:31:04.510 Robert Tseng: Yeah, I mentioned, like, we get, you know, people message us on LinkedIn to book, or, like, we get text messages, or, like.
235 00:31:04.870 ⇒ 00:31:13.640 Robert Tseng: not everything comes through email, so it doesn’t always, like, flow into HubSpot. And actually, like, I… what I’m observing is…
236 00:31:13.880 ⇒ 00:31:20.910 Robert Tseng: for bigger and bigger deals, like, they’re not closed over email. Like, they happen over, like, attack.
237 00:31:20.910 ⇒ 00:31:21.470 Joules Asuncion: Muting.
238 00:31:21.470 ⇒ 00:31:21.960 Robert Tseng: Or, like.
239 00:31:21.960 ⇒ 00:31:22.520 Joules Asuncion: in.
240 00:31:22.900 ⇒ 00:31:28.510 Robert Tseng: Yeah, like, it’s… it’s just… or like a phone call, or something that’s a little bit more relationship-based.
241 00:31:28.610 ⇒ 00:31:43.530 Robert Tseng: So, I think, you know, I don’t really have a good way of how we… I mean, the volume we’re doing is not that crazy, so… but I think, you know, HubSpot’s good at tracking email, but, like, I don’t really think it’s good at tracking other channels so far. So,
242 00:31:43.810 ⇒ 00:31:44.600 Robert Tseng: Yeah.
243 00:31:46.830 ⇒ 00:31:47.750 Joules Asuncion: Gotcha.
244 00:31:49.890 ⇒ 00:31:50.570 Robert Tseng: Okay.
245 00:31:50.830 ⇒ 00:31:55.139 Robert Tseng: Yeah, I think the appendix is just kind of, like.
246 00:31:55.450 ⇒ 00:32:03.859 Robert Tseng: different iterations of, like, what we’ve tried in this role before. Obviously, you’re not the first person in this role, but, yeah, like, I guess,
247 00:32:04.300 ⇒ 00:32:09.789 Robert Tseng: you know, we’re… we’re… I don’t know if any of this will be helpful for you, so I’m not gonna really talk about it for now.
248 00:32:10.090 ⇒ 00:32:13.700 Robert Tseng: Okay.
249 00:32:13.960 ⇒ 00:32:20.279 Robert Tseng: Yeah, I guess one more thing that I had here… actually, yeah, these things should probably be pulled up.
250 00:32:20.440 ⇒ 00:32:27.840 Robert Tseng: Into the to-do list… I would like you to get as much of these reviewed done.
251 00:32:28.410 ⇒ 00:32:32.199 Robert Tseng: Whoa, that’s not what I was looking for.
252 00:32:44.530 ⇒ 00:32:51.779 Robert Tseng: Yeah, I think you already did this, like, I guess if you do something, you just gotta pull it in, so I just gotta get a sense of… we… like, I just wanna know, like.
253 00:32:53.010 ⇒ 00:33:07.310 Robert Tseng: that I know we’re not… normally we do, like, tickets in linear, and I’m not gonna do that with you yet until, like, we feel good about, kind of, our working style. But yeah, at least for me, this just helps me to know, like.
254 00:33:07.450 ⇒ 00:33:09.000 Robert Tseng: How much you’re…
255 00:33:10.130 ⇒ 00:33:22.509 Robert Tseng: like, what you’re able to get done. Yeah, so just… I would just encourage you, if you do anything and it’s not in a bullet point, just, like, just throw it on here, just so, well, we can… we can better, understand it.
256 00:33:23.300 ⇒ 00:33:24.060 Joules Asuncion: Gotcha.
257 00:33:24.520 ⇒ 00:33:25.140 Robert Tseng: Yeah.
258 00:33:25.830 ⇒ 00:33:26.590 Robert Tseng: Cool.
259 00:33:28.520 ⇒ 00:33:36.389 Robert Tseng: Yeah, I think, hopefully the other folks that you meet can help give you some more context. I’m sure Hannah already talked about LinkedIn campaigns.
260 00:33:36.590 ⇒ 00:33:43.660 Robert Tseng: And then anything around design, she can tell you that, and then the other guys that are meeting can help give you some context on these things.
261 00:33:44.540 ⇒ 00:33:45.220 Joules Asuncion: Got it.
262 00:33:46.410 ⇒ 00:33:52.400 Robert Tseng: Okay, cool. Anything else?
263 00:33:53.040 ⇒ 00:33:59.219 Joules Asuncion: No, not on the top of my head, but I’ll be doing some reporting right after this meeting, for sure.
264 00:33:59.490 ⇒ 00:34:02.129 Robert Tseng: Sounds good. Alright, thanks, Jed. Talk to you later.
265 00:34:02.130 ⇒ 00:34:04.370 Joules Asuncion: Thank you so much, Robert. Bye for now.
266 00:34:04.370 ⇒ 00:34:04.770 Robert Tseng: Bye.