2025-12-15_gtm_planning_kickoff_deebac2b

Meeting Title: GTM Planning + Kickoff Date: 2025-12-15 Meeting participants: Hannah Wang, Robert Tseng, Ryan Brosas, Holly Condos, Rico Rejoso, Luke’s Notetaker, Luke Scorziell, Fireflies.ai Notetaker Joules, Joules Asuncion

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WEBVTT

1 00:00:41.000 ⇒ 00:00:42.480 Robert Tseng: Hello?

2 00:00:44.160 ⇒ 00:00:46.129 Hannah Wang: Hey, how are you?

3 00:00:47.040 ⇒ 00:00:49.849 Robert Tseng: I’m good. How are you?

4 00:00:50.910 ⇒ 00:00:53.910 Robert Tseng: You know the answer to that.

5 00:00:54.990 ⇒ 00:00:56.040 Hannah Wang: Ugh.

6 00:00:56.350 ⇒ 00:00:57.440 Hannah Wang: Yeah.

7 00:00:57.440 ⇒ 00:00:58.909 Robert Tseng: Have you gone outside yet?

8 00:00:59.400 ⇒ 00:01:02.880 Robert Tseng: No, I’ll go after all the meetings today. Okay.

9 00:01:10.960 ⇒ 00:01:11.770 Holly Condos: Hey.

10 00:01:12.480 ⇒ 00:01:13.260 Robert Tseng: Hey, Ollie.

11 00:01:13.580 ⇒ 00:01:14.450 Holly Condos: How are you?

12 00:01:14.680 ⇒ 00:01:16.299 Robert Tseng: Good, how are you? How’s your weekend?

13 00:01:17.400 ⇒ 00:01:24.110 Holly Condos: Pretty busy. We’re getting ready for a bunch of family for the holidays, so I’m running… Okay.

14 00:01:28.060 ⇒ 00:01:29.209 Holly Condos: How about you?

15 00:01:30.090 ⇒ 00:01:36.340 Robert Tseng: I don’t know if you knew this, Holly, but I’m doing, part-time school.

16 00:01:36.790 ⇒ 00:01:38.000 Holly Condos: Oh, I didn’t.

17 00:01:38.000 ⇒ 00:01:39.490 Robert Tseng: Yeah.

18 00:01:39.490 ⇒ 00:01:40.910 Holly Condos: Okay. Yeah.

19 00:01:40.910 ⇒ 00:01:42.829 Robert Tseng: I’m in… I’m in law school, so…

20 00:01:42.830 ⇒ 00:01:44.310 Holly Condos: Oh, congrats!

21 00:01:44.310 ⇒ 00:01:47.430 Robert Tseng: Yeah, I…

22 00:01:47.430 ⇒ 00:01:48.530 Holly Condos: Where are you going?

23 00:01:48.730 ⇒ 00:01:50.490 Robert Tseng: I go to Fordham.

24 00:01:50.810 ⇒ 00:01:52.269 Holly Condos: Okay, awesome.

25 00:01:52.270 ⇒ 00:02:00.320 Robert Tseng: Yeah, my last finals on Wednesday, so I spent… The weekend in the library.

26 00:02:00.320 ⇒ 00:02:02.910 Holly Condos: I understand. What year are you?

27 00:02:03.150 ⇒ 00:02:16.390 Robert Tseng: I just started. Okay. And I might… I might be done, because I don’t know if I can really juggle it all, so… we’ll see. I didn’t really say too much about it to people, because it’s really just the first semester, I was just trying it out.

28 00:02:16.390 ⇒ 00:02:17.070 Holly Condos: Sure.

29 00:02:17.840 ⇒ 00:02:21.090 Holly Condos: Were you thinking, like, what was your motivation?

30 00:02:22.060 ⇒ 00:02:23.670 Robert Tseng: Yeah, I mean…

31 00:02:23.670 ⇒ 00:02:24.370 Holly Condos: I agree.

32 00:02:24.370 ⇒ 00:02:32.709 Robert Tseng: I guess I could… I could say a couple things while we’re waiting. I think, I think Jed and Luke are coming. I mean, but anyway, I,

33 00:02:34.620 ⇒ 00:02:37.900 Robert Tseng: I’m interested in public interest law.

34 00:02:37.900 ⇒ 00:02:38.380 Holly Condos: I don’t know.

35 00:02:38.420 ⇒ 00:02:43.449 Robert Tseng: I don’t necessarily know what to do in that practice area yet, but

36 00:02:44.060 ⇒ 00:02:48.680 Robert Tseng: Yeah, and I’m not saying I want to be a practicing attorney, either. Like, if anything, like…

37 00:02:49.180 ⇒ 00:03:01.440 Robert Tseng: I mean, I took contracts this semester, it was very useful, I review a lot of contracts at this job, I guess, so, yeah, I mean, I do enjoy it academically, I want to kind of be in…

38 00:03:01.740 ⇒ 00:03:08.370 Robert Tseng: like, the public interest legal services space, like, I was doing a lot of work around immigration and housing previously.

39 00:03:08.370 ⇒ 00:03:08.740 Holly Condos: before.

40 00:03:08.740 ⇒ 00:03:20.289 Robert Tseng: I was in tech, so, like, I don’t see myself being in tech for the long tail of my career. Like, whether I end up in legal or legal adjacent, I think is likely, yeah.

41 00:03:20.620 ⇒ 00:03:22.760 Holly Condos: Okay, interesting. Yeah, I had no idea.

42 00:03:23.180 ⇒ 00:03:34.700 Robert Tseng: Yeah, yeah, which maybe is, like, why I have a bias and, like, I want to sell into legal and, like, move in that direction, but, I mean, I guess we’ll see. That’s more of a 2026…

43 00:03:34.700 ⇒ 00:03:42.699 Holly Condos: Well, we should maybe talk offline. My first job was with a white-collar criminal defense firm.

44 00:03:42.700 ⇒ 00:03:43.620 Robert Tseng: Oh, no way! Cool.

45 00:03:43.620 ⇒ 00:03:50.620 Holly Condos: And we basically… Our clients were… did I tell you this, or…

46 00:03:50.620 ⇒ 00:03:51.110 Robert Tseng: No, no.

47 00:03:51.110 ⇒ 00:03:54.279 Holly Condos: Yeah. Our clients were,

48 00:03:55.100 ⇒ 00:04:09.539 Holly Condos: typically farmers, but not always, who felt that… and this is back in the 80s, okay? So, early 90s, they felt that, because the Internal Revenue Code at that time

49 00:04:09.790 ⇒ 00:04:12.440 Holly Condos: Said, point blank, that the

50 00:04:12.500 ⇒ 00:04:26.159 Holly Condos: filing of tax returns was voluntary, that they weren’t going to file their returns. And so, I mean, the whole practice was just constitutional law, and the majority of our work was in appellate court.

51 00:04:26.200 ⇒ 00:04:41.540 Holly Condos: Second Circuit, Fifth Circuit, Ninth Circuit, and then we had a few… I’d say maybe over the 5 years I was there, we probably did 10 Supreme Court cases. So it was a really great entree for me, you know, getting into law.

52 00:04:42.470 ⇒ 00:04:46.520 Holly Condos: But yeah, I can share some…

53 00:04:46.750 ⇒ 00:05:05.590 Holly Condos: I can give you some input, and there are ways that you can do a lot of work without necessarily having a JD. I mean, if you don’t want to practice, there are a lot of avenues. I think with immigration, you know, that’s fairly specialized, so you probably do need a law degree, but…

54 00:05:05.800 ⇒ 00:05:08.020 Robert Tseng: We’ll certainly talk about it more offline.

55 00:05:08.280 ⇒ 00:05:11.150 Robert Tseng: Okay, yeah, no, I’d love to pick your brain more on it.

56 00:05:11.150 ⇒ 00:05:17.000 Holly Condos: Yeah, and I’ve been to law school here and in the UK, so, have both those perspectives as well.

57 00:05:17.000 ⇒ 00:05:18.220 Robert Tseng: Very cool. Okay.

58 00:05:19.620 ⇒ 00:05:21.970 Holly Condos: That’s great, I didn’t know you were in school.

59 00:05:21.970 ⇒ 00:05:28.859 Robert Tseng: Yeah, yeah, I try not to tell people, because I don’t want people to know that I’m… I may drop out, or whatever, so…

60 00:05:28.860 ⇒ 00:05:33.299 Holly Condos: Oh, I think it’s all good. I think everybody should do what they want to do, so all good.

61 00:05:33.570 ⇒ 00:05:34.370 Robert Tseng: Yeah.

62 00:05:34.660 ⇒ 00:05:47.460 Robert Tseng: Okay, well, I realize I didn’t send Jed the invite, so that’s totally just my bad. I didn’t realize he wasn’t on this call. That’s okay, I’ll just have him watch it when he joins. I think he’s on a separate call.

63 00:05:48.390 ⇒ 00:06:00.170 Robert Tseng: Alright, well, so there were a lot of things that kind of moved around to… leading up to this call, so I want to address some of those things. I guess I will start with…

64 00:06:01.760 ⇒ 00:06:04.280 Robert Tseng: I’ll just share my screen, we’ll just kind of go through.

65 00:06:06.390 ⇒ 00:06:12.889 Robert Tseng: So… Too many things going on here.

66 00:06:15.140 ⇒ 00:06:31.519 Robert Tseng: Yeah, so I’ll come to this afterwards. I’ll do the linear stuff first, because I think that’s just, like, easier to knock through. So, yeah, regarding linear, so I’ve gone in here, kind of what I was asking for, which I’ll spend a few minutes on this, is, like, I guess…

67 00:06:31.740 ⇒ 00:06:50.799 Robert Tseng: on these calls before, I’m gonna spend a bit of time, kind of, like, talking through projects that are ongoing, and so I’ve created this view. To me, this is just for the weekly planning session. I understand that there are partners and stuff that we’ve, like, organized in different areas. I’m not touching those views. I’m just, like, talking about this one specifically that I’m gonna look at.

68 00:06:51.180 ⇒ 00:07:03.260 Robert Tseng: Just because now we have more people on the team, and I think it’s just easier to organize around this. And I want to just have, like, at a high level, understand, like, what are the different areas that people are working on.

69 00:07:03.740 ⇒ 00:07:22.530 Robert Tseng: And so I’ve kind of gone here, done some assignments, Judge should be owning some of this stuff moving forward now, so Ryan and Luke already chatted with me during stand-up earlier today. That’s another thing, I’ve created daily stand-ups now. Hannah and Holly, I’m not expecting you to join, so this is really just for,

70 00:07:22.530 ⇒ 00:07:29.630 Robert Tseng: the other folks. But I guess, like, Yeah, I think this…

71 00:07:30.240 ⇒ 00:07:45.440 Robert Tseng: yeah, anyway, this… we’re gonna… we’re gonna be using linear. I’ve… I’ve kind of lost my train of thought there. And so, yeah, I asked for, like, kind of our tickets to be groomed. What I mean by that is, like, I have certain targets for, like, how much I expect to see in terms of, like.

72 00:07:45.440 ⇒ 00:07:58.929 Robert Tseng: if one point equals one hour, like, I have an estimation for how much… how many hours we should be putting into it, and it’s up to me to be able to, like, plan and allocate the team, and so I’ve kind of given some of those

73 00:07:58.930 ⇒ 00:08:04.489 Robert Tseng: Initial numbers in the channel, and we can kind of dial it up or down from there.

74 00:08:04.550 ⇒ 00:08:24.169 Robert Tseng: But yeah, so I think that… that was the ask. I’m not gonna go in and click through every single ticket now, but all of these were created before I started this process again, so I’m just giving you the chance to just go and make sure that it’s up to date. Anything that’s not, I’m just gonna clear it out, pretty much by tomorrow or, or, you know, something like that.

75 00:08:24.620 ⇒ 00:08:31.949 Robert Tseng: Yeah, just so I feel like I have an accurate view of, like, what’s in progress, like, how we’re actually working through things.

76 00:08:31.950 ⇒ 00:08:46.659 Robert Tseng: Yeah, and then just, like, having a more formal, like, review chunk. So, like, I know Ryan and Hannah are asking me for reviews. There are different stages of reviews. Internal review, to me, is, like, now that we have,

77 00:08:47.450 ⇒ 00:08:56.050 Robert Tseng: I mean, Holly does reviews from the partnership side, for sure, and then with Luke being here, I also want to be reviewing some stuff

78 00:08:56.050 ⇒ 00:09:13.690 Robert Tseng: like, they’re being, like, kind of, like, the first line of review. And then the client review is really just, like, if you need me to kind of sign off on anything, me or UTAM to sign off on anything, we’ll do the review there. And so I do want to set some SLAs and, like, expectations of when you can expect Utamai to review.

79 00:09:13.690 ⇒ 00:09:29.909 Robert Tseng: I think I would say, typically, it’s, like, within the day. I mean, I personally stack all my reviews in the mornings, like, for the client stuff, but maybe I will make some adjustments on the sales side, just kind of have to get a sense of what the volume and velocity really looks like, so…

80 00:09:29.910 ⇒ 00:09:38.009 Robert Tseng: Anyway, it’s just, like, a lot of project management stuff that I’m kind of bringing back in. I’m hoping it’s not too heavyweight, but,

81 00:09:38.140 ⇒ 00:09:45.320 Robert Tseng: Yeah, I think that’s… that’s kind of what I have organized here. Does that make sense? Any questions on this?

82 00:09:46.240 ⇒ 00:09:49.759 Luke Scorziell: Can you see, like, so, if,

83 00:09:49.880 ⇒ 00:09:51.100 Luke Scorziell: Wait, can you hear me fine?

84 00:09:51.250 ⇒ 00:09:52.559 Robert Tseng: Yep, yep, can hear you.

85 00:09:52.560 ⇒ 00:09:53.850 Luke Scorziell: I didn’t see my green.

86 00:09:54.080 ⇒ 00:10:00.780 Luke Scorziell: green box. Do you… does it, like, get assigned to… like…

87 00:10:01.060 ⇒ 00:10:03.070 Robert Tseng: Like, if someone has…

88 00:10:03.070 ⇒ 00:10:12.159 Luke Scorziell: I’m just… I’m learning this whole system, I guess, but if, like, Ryan has something and then he needs me to review it, does it get assigned to me in the internal review, or do I just need to look through the…

89 00:10:12.300 ⇒ 00:10:14.540 Luke Scorziell: The internal review stuff and see.

90 00:10:14.960 ⇒ 00:10:18.260 Robert Tseng: Yeah, that’s a good point. I believe that…

91 00:10:18.620 ⇒ 00:10:37.910 Robert Tseng: either Rico or Eliza’s on this call. Like, we have some… we have ops people floating around. I don’t even fully know Linear that well, so I would say… I mean, because the… I’m just gonna say it because our AI note-taker will pick it up, but, like, yeah, either Rico or Eliza or someone on the ops team should set up,

92 00:10:38.440 ⇒ 00:10:57.740 Robert Tseng: Well, I would say that once you’re in internal review, you should just tag the person on… in the comments. So, like, for this one, CRM Development Update, I don’t really know what this is. We can maybe just pick this as an example. Yeah, like, let’s just pick this one as an example. Ryan, do you want to just chime in? Like, what is this? Like, what is… what is the review here?

93 00:11:03.520 ⇒ 00:11:06.919 Ryan Brosas: So, basically… Sorry, can you hear me?

94 00:11:06.920 ⇒ 00:11:07.780 Robert Tseng: Yeah.

95 00:11:07.780 ⇒ 00:11:15.179 Ryan Brosas: Okay, so basically, when, when I needed to review, I… well, I usually, like.

96 00:11:15.610 ⇒ 00:11:22.609 Ryan Brosas: Tag you guys and, just put the ticket on client review or internal review.

97 00:11:22.760 ⇒ 00:11:29.409 Ryan Brosas: But usually, if you are got… you guys are not available, I just asked, like, Hannah.

98 00:11:29.870 ⇒ 00:11:40.389 Ryan Brosas: If he has, like, some feedback, and if that feedback is, can be, well, I can, you know, do right away, I will, like.

99 00:11:40.570 ⇒ 00:11:48.040 Ryan Brosas: Apply that and send another, like, update, or tagging you guys again.

100 00:11:49.440 ⇒ 00:11:52.490 Hannah Wang: Yeah, so for this ticket, I think…

101 00:11:52.710 ⇒ 00:12:01.710 Hannah Wang: This is for me and Holly to review, so usually what Ryan does is he pings… he tags us in the respective channel.

102 00:12:01.760 ⇒ 00:12:17.970 Hannah Wang: In Slack, and then… but then I feel like it usually gets lost, so I think maybe we should just tag the people in the comment in the ticket, in linear instead. So for this one, it’d be, like, at Holly at Hannah to review, and then…

103 00:12:19.130 ⇒ 00:12:25.689 Robert Tseng: Okay, so let’s take this as an example. So, is there something in here that’s, like, CRM development updates?

104 00:12:25.870 ⇒ 00:12:31.550 Robert Tseng: That was added, and Hannah, like… okay, maybe not. Well, okay, so…

105 00:12:31.550 ⇒ 00:12:34.370 Hannah Wang: There was, but I don’t remember where it is.

106 00:12:34.370 ⇒ 00:12:42.480 Robert Tseng: Yeah, we don’t necessarily know what it was called. Okay, yeah, so, like, that, that kind of, to me, is like a lineage problem. Okay, whatever. So, like, I guess I would just, like.

107 00:12:42.880 ⇒ 00:12:50.949 Robert Tseng: You can create a ticket directly in Linear, which you guys should probably know this, you can just type at linear, you can create the issue.

108 00:12:51.140 ⇒ 00:12:58.340 Robert Tseng: And then… let’s just say I’m just gonna call this test, test,

109 00:12:58.680 ⇒ 00:13:06.430 Robert Tseng: I would say anything, just put it in to-do cycle first, and we can kind of move it around later. And let’s say, you know, this is…

110 00:13:06.680 ⇒ 00:13:21.599 Robert Tseng: you know, it’s Ryan’s ticket, like, he’s gonna create it for himself, I suppose. But then in here, like, maybe he puts in the details, like, it’ll… it’ll fire it into here, so that, in to-do cycle.

111 00:13:22.150 ⇒ 00:13:26.700 Robert Tseng: Something… Tests should probably show up, question mark.

112 00:13:28.910 ⇒ 00:13:30.259 Luke Scorziell: Gotta slack about it.

113 00:13:31.800 ⇒ 00:13:35.350 Robert Tseng: Yeah, I did too. It’s weird that it didn’t show up.

114 00:13:39.310 ⇒ 00:13:40.389 Holly Condos: Yeah. Okay.

115 00:13:40.390 ⇒ 00:13:41.609 Hannah Wang: end the cycle.

116 00:13:43.020 ⇒ 00:13:48.499 Robert Tseng: Yeah… should be in this cycle, like, I expected it to show up right here, but.

117 00:13:48.500 ⇒ 00:13:51.890 Hannah Wang: You have to specify the cycle.

118 00:13:52.460 ⇒ 00:13:54.149 Robert Tseng: Did I not put a cycle in there?

119 00:13:54.150 ⇒ 00:13:55.740 Hannah Wang: Okay.

120 00:14:00.380 ⇒ 00:14:05.869 Robert Tseng: Yeah, you’re right, I did not. Okay, so you would have to just go in, specify cycle 17, or whatever.

121 00:14:06.030 ⇒ 00:14:10.690 Robert Tseng: And okay, hopefully that does it. Alright, great, now it shows up here.

122 00:14:10.830 ⇒ 00:14:19.490 Robert Tseng: And then, like, if you just go in, and you can… tag and be like, Hannah, 2…

123 00:14:20.700 ⇒ 00:14:30.990 Robert Tseng: Anna to review, or whatever message you want, it should show up as a comment here. Great. So yeah, that’s kind of, like, how we should

124 00:14:31.060 ⇒ 00:14:46.080 Robert Tseng: Just be able to measure some of that back and forth on the threads. So, I understand that this is not always the best, because sometimes you need multiple threads, you need to come back in. If you do need to come back and reference this one, let’s just say…

125 00:14:46.170 ⇒ 00:14:47.050 Robert Tseng: like.

126 00:14:49.960 ⇒ 00:15:00.510 Robert Tseng: you know, I thought I got it addressed, and then a couple days later, I’m like, I’m not gonna go scroll back up. I’m just gonna be like, hey, Hannah, still need your review.

127 00:15:01.390 ⇒ 00:15:03.350 Robert Tseng: on… law.

128 00:15:06.320 ⇒ 00:15:12.410 Robert Tseng: Great, and then it’ll kind of bump that back, and so I can say, like, bump, and I think it should show up.

129 00:15:12.650 ⇒ 00:15:13.430 Robert Tseng: I hope.

130 00:15:15.860 ⇒ 00:15:24.690 Robert Tseng: No, it doesn’t. It only stays on that one thread. Okay, I do remember that was a weird quirk about linear, how I couldn’t really, like, chain threads together.

131 00:15:25.420 ⇒ 00:15:28.240 Robert Tseng: Yeah, well, I guess, you know, at that point.

132 00:15:28.700 ⇒ 00:15:34.290 Robert Tseng: try to just bring it back to the original thread, or, like, I mean…

133 00:15:34.500 ⇒ 00:15:48.780 Robert Tseng: once there is a resolution, I don’t think every comment needs to be tracked in linear, but if there is, like, a blocker or, like, some milestone, I think we… I mean, it’ll come up in the stand-ups, like, whether or not we got stuck, or we got… or we cleared it, so…

134 00:15:49.260 ⇒ 00:15:58.539 Robert Tseng: Anyway, this is, like, kind of how we have been pushing, you know, projects on all our other clients. So, I try to want to be a little bit more,

135 00:15:58.700 ⇒ 00:16:02.670 Robert Tseng: Methodical about how we… how we do it, with… even with… with this team.

136 00:16:03.150 ⇒ 00:16:08.930 Robert Tseng: Alright, any other questions on… Kind of… process around this?

137 00:16:11.900 ⇒ 00:16:13.759 Hannah Wang: Are we gonna have, like, grooming?

138 00:16:13.920 ⇒ 00:16:15.320 Hannah Wang: grooming sessions?

139 00:16:15.660 ⇒ 00:16:26.159 Robert Tseng: I’m not, like, that big on that. I just feel like it’s kind of a really expensive meeting for me to get you all on a call, for me to go through every ticket. I would prefer you to just

140 00:16:26.160 ⇒ 00:16:36.309 Robert Tseng: groom your own tickets, and I’ll just, like, be loud about it on Slack. And then in stand-ups, like, I will kind of… if something isn’t clear, like, I’ll call it out. Or I might, like, kind of…

141 00:16:36.320 ⇒ 00:16:39.060 Robert Tseng: consolidate, or, like, I think it’ll, like…

142 00:16:39.210 ⇒ 00:16:44.729 Robert Tseng: I kind of usually… I don’t usually, like, let tickets sit for very long. Like, I think the way that I…

143 00:16:44.890 ⇒ 00:16:49.050 Robert Tseng: manage the other projects, like, I… there’s not too much, like.

144 00:16:50.460 ⇒ 00:17:05.089 Robert Tseng: throat clearing that happens. Like, I’m pretty… I’m very direct about how I… how I, address some of these things. And it’s not, like, best… it’s not, like, textbook, I guess, agile, but, like, I also don’t really think we need to run agile, like, so…

145 00:17:06.670 ⇒ 00:17:08.980 Hannah Wang: And then how about planning?

146 00:17:09.500 ⇒ 00:17:23.759 Robert Tseng: Yeah, I mean, planning-wise, if people get stuck, and they’re like, hey, you know, I have a cluster of tickets, I don’t really know how to differentiate them, you know, that should come up to me in one of our, like, stand-ups, or you can just message me about it, like, you know, if you get… if you feel stuck, or if I, like.

147 00:17:23.910 ⇒ 00:17:41.880 Robert Tseng: during stand-ups, and I’m, like, talking, and it looks like you have no idea, like, how to connect what you’re doing to your tickets, then I’ll probably pull you aside, and we’ll… and we’ll talk through it. I know that some people are better at this than others, and, like, that comes up all the time on our clients, so there are people I spend more time with, just kind of, like, going through

148 00:17:41.890 ⇒ 00:17:49.340 Robert Tseng: taking their tasks, breaking it down, and whatever, whereas other people, like, I never touch their tickets, because they’re just really good at managing their own work.

149 00:17:49.520 ⇒ 00:17:50.910 Hannah Wang: Okay.

150 00:17:54.350 ⇒ 00:17:57.640 Robert Tseng: Robert, I guess I have a question, yeah.

151 00:17:59.320 ⇒ 00:18:14.830 Holly Condos: So I know Hannah and I have kind of… and Rico’s helped, and Ryan kind of capture some of the partnership activities, but it sounds like, because I know for sure I’m doing some things that are not in linear, so is…

152 00:18:14.830 ⇒ 00:18:15.360 Robert Tseng: Yeah.

153 00:18:15.360 ⇒ 00:18:19.150 Holly Condos: Is the idea that everything we do should be here as a task?

154 00:18:19.780 ⇒ 00:18:38.310 Robert Tseng: Yeah, so let’s talk about partners for a little bit. So I kind of removed partner, like, I know that we were creating separate projects for each partner, but let’s take, like, McGaw, for example. Like, I know that not everything was tracked here, but, like, you told me, I feel like we did a lot of back and forth with McGaw, and, like, they still didn’t really come through, and so…

155 00:18:38.310 ⇒ 00:18:41.449 Robert Tseng: you know, it was kind of off of vibes. We were just like, you know what?

156 00:18:41.460 ⇒ 00:18:43.960 Robert Tseng: whatever, let’s just deprioritize it. And, like.

157 00:18:43.960 ⇒ 00:18:48.049 Holly Condos: And he confirmed with me this morning to just lay off on the partnership.

158 00:18:48.050 ⇒ 00:18:48.950 Robert Tseng: Yeah, yeah.

159 00:18:48.950 ⇒ 00:18:54.310 Holly Condos: Because I’ve gone back and forth with him for probably, I don’t know, a couple iterations?

160 00:18:54.310 ⇒ 00:19:06.250 Robert Tseng: Yeah, yeah. And, like, we feel that, like, but I don’t know how much time we spent there. Like, I know, I mean, it feels like we did, like, spend quite a bit of time there, and it wasn’t, like, moving, and so…

161 00:19:06.650 ⇒ 00:19:10.910 Robert Tseng: Yeah, I think I just need some way of, like, understanding

162 00:19:11.260 ⇒ 00:19:14.729 Robert Tseng: Okay, like, we pushed an iteration to Big Gar or something.

163 00:19:14.980 ⇒ 00:19:16.680 Robert Tseng: And, like, Holly, I don’t necessarily want.

164 00:19:16.680 ⇒ 00:19:23.890 Holly Condos: But I’m happy to update. I’m just… I want to make sure that I’m either capturing everything.

165 00:19:24.000 ⇒ 00:19:28.410 Holly Condos: Right? I mean, I typically try to do that in Clockify, but I’m…

166 00:19:28.890 ⇒ 00:19:31.839 Holly Condos: And I know they do,

167 00:19:32.000 ⇒ 00:19:37.540 Holly Condos: project management, I’m just not great at linear, but I’ll get there. I just want to confirm what you want.

168 00:19:37.740 ⇒ 00:19:54.099 Robert Tseng: Yeah, no, I think your Clockify is fine, and so, I mean, I would say Holly and Hannah, with the partnership stuff, whatever you’re capturing, because I know you’re doing, like, longer form briefs and stuff, I would just throw that towards, like, Rico or Eliza, and have them create your tickets, because…

169 00:19:54.100 ⇒ 00:20:01.520 Robert Tseng: Yeah, like, I don’t want you two to be spending time doing… it’s less… yeah, like, it’s…

170 00:20:01.900 ⇒ 00:20:16.299 Robert Tseng: there’s a lot of, like… I mean, I can imagine where, like, a ticket, like, creating material for McGauff, for example, whatever this one was, there were probably, like, 4 or 5 iterations there. And it’s not like I wanted to see 4 or 5 tickets, because, like, that doesn’t really mean anything to me.

171 00:20:16.300 ⇒ 00:20:27.020 Robert Tseng: As long as it’s just, like, okay, well, the whole thing took, like, 10 hours or whatever, and you capture that in Clockify, and, like, if it needs to be… come out in the tickets, like, have Eliza or Rico help… help with that.

172 00:20:27.020 ⇒ 00:20:28.680 Holly Condos: Okay, sounds good. Thank you.

173 00:20:28.900 ⇒ 00:20:29.650 Robert Tseng: Yeah.

174 00:20:31.100 ⇒ 00:20:48.759 Robert Tseng: Okay, great. So, yeah, I think, like, this is a different, separate motion. I know there’s a partnerships call. I’m not really, like, running those right now, so I’m not really that worried. But yeah, I mean, the partnerships team is juggling a lot of things right now, and I do want us to have a better way of, like, measuring

175 00:20:48.980 ⇒ 00:20:53.790 Robert Tseng: Like, where we’re spending our time there, yeah.

176 00:20:53.970 ⇒ 00:21:08.289 Robert Tseng: Okay. Outside of the Slack, kind of, just, like, directives that we give, so. Anyway, I hope… sorry, I guess that will probably be the next… the next, like, admin thing that I need to figure out how to run better, but… yeah.

177 00:21:08.290 ⇒ 00:21:13.819 Holly Condos: All good, just, I want to keep you as, you know, want to be proactively helping, not waiting.

178 00:21:13.820 ⇒ 00:21:14.440 Robert Tseng: Sure.

179 00:21:14.630 ⇒ 00:21:18.139 Holly Condos: But yeah, I think it’s kind of a work in progress anyway, and.

180 00:21:18.140 ⇒ 00:21:18.640 Robert Tseng: Yeah.

181 00:21:18.640 ⇒ 00:21:37.470 Holly Condos: Also, you know, originally, I think Utam and I thought it would be much, as you and I have discussed also, you know, kind of a little bit less touch, but as we’ve gotten some traction, right, it’s just… it’s more time, which is great, but I agree with you, let’s pick and choose the ones that are worth the squeeze.

182 00:21:37.470 ⇒ 00:21:40.320 Robert Tseng: Yeah, yeah. And so, like, a lot of this is more…

183 00:21:40.320 ⇒ 00:21:40.960 Holly Condos: Right now.

184 00:21:41.590 ⇒ 00:21:42.440 Robert Tseng: Sorry, who was that?

185 00:21:42.620 ⇒ 00:21:47.649 Holly Condos: Well, we need to… we probably need as a… as a data point, you know, how much time are we spending on this?

186 00:21:47.890 ⇒ 00:22:01.710 Robert Tseng: Yeah, yeah. Like, per, per, per, per partner. Like, obviously, I know in aggregate how much time Holly and Hannah spent on this, but, like, I… yeah, like, per… per lead, and just, like, better understanding, like.

187 00:22:02.110 ⇒ 00:22:21.000 Robert Tseng: you know, eventually, I want to qualify our partners as well, and, like, have, like, a bucket of time that we’re willing to spend with them, and, like, kind of just run it that way, rather than just, like, kind of treating every opportunity to the same, which I think can be kind of, like, for you to, like, the experience can feel like a headless chicken, because you’re just kind of, like.

188 00:22:21.000 ⇒ 00:22:31.040 Robert Tseng: well, I’m treating this one, and then… and then you run to a dead end, and then Utam and I are like, oh, like, yes, no, and then… I don’t know, there’s just, like, not really clear prioritization. So, yeah.

189 00:22:33.100 ⇒ 00:22:34.180 Holly Condos: We’ll get there.

190 00:22:34.180 ⇒ 00:22:50.089 Robert Tseng: Yeah, well, yeah, we’ll get there. Okay, so that’s that on the partner side, especially since, like, I mean, I expect us to continue to have more active conversations with more folks, and, yeah, I think when it scales, like, we need… we need just, like, a better system for that. Yeah.

191 00:22:50.200 ⇒ 00:23:03.260 Robert Tseng: Okay, great. So yeah, this is more, like, go-to-market team, like, the operational side. Same thing with, like, the stuff that Luke does eventually, like, you know, Holly and Luke, I feel like your stuff on strategy is gonna be a little bit slower.

192 00:23:03.260 ⇒ 00:23:20.850 Robert Tseng: like, that’s, like, lower touch in some way. Like, I’m not expecting, like, a ticket for every thought in your brain. So, like, I… I think there… there is a world where this doesn’t really, like, match up. We still need, like, long-form docs, we still need, like, kind of the stuff that… the artifacts that you do to kind of build strategy or whatever, so…

193 00:23:20.850 ⇒ 00:23:24.080 Robert Tseng: This will kind of somewhat capture that, but not fully.

194 00:23:25.010 ⇒ 00:23:36.339 Robert Tseng: Yeah, so that’s why we… yeah, anyway. That’s why we still have Notion while we have Linear. We don’t run the company off of Linear. It’s just… it’s just a way of kind of keeping the ball rolling on things that we are doing.

195 00:23:36.520 ⇒ 00:23:51.109 Robert Tseng: Okay, so that’s that. I guess these are kind of, like, the activities, like, the projects that we have ongoing. So, as Luke kind of gets onboarded onto this, I created a project just to assign it for you, so you could kind of see what that looks like.

196 00:23:51.110 ⇒ 00:24:05.139 Robert Tseng: we’ve discussed some sort of go-to-market planning and stuff, and I basically took the transcript from our call on Friday, and then I kind of… kind of created this ticket, assigned it to you. By default, I make everything two points. I might…

197 00:24:05.140 ⇒ 00:24:11.289 Robert Tseng: adjust that for this team, just because I feel like it’s a bit lower than engineering work, so I might just start everything at one point.

198 00:24:11.480 ⇒ 00:24:29.769 Robert Tseng: But yeah, it’s kind of like, as you spend time on it, just, obviously, just… it’s just an estimation, so you just let me know, like, how many… how much time you spent on it. And there are, like, quite a few different actions here, so, you know, as we… if we need to break it out into multiple things, or if this is really just, like, the first pass at, like.

199 00:24:30.120 ⇒ 00:24:37.039 Robert Tseng: yeah, I mean, this is a strategy kind of, like, ticket, so it’s not like I’m expecting every single one of these things to be, like, done by, like.

200 00:24:37.170 ⇒ 00:24:42.090 Robert Tseng: four days from now. So, there is, like, some kind of back and forth we can have about

201 00:24:42.730 ⇒ 00:24:51.540 Robert Tseng: In the engineering world, we call the initial tickets for, like, an undefined scope of work spikes, and so that’s more of just kind of, like, the planning around it.

202 00:24:51.540 ⇒ 00:25:03.890 Robert Tseng: And then, after the spike, we end up creating the sub-tickets for, like, the… for the, for the… for the actual tasks. Some, like, parallel thing will probably apply to… to this as well.

203 00:25:04.530 ⇒ 00:25:05.090 Luke Scorziell: Sweet.

204 00:25:05.440 ⇒ 00:25:06.040 Robert Tseng: Okay.

205 00:25:06.450 ⇒ 00:25:23.219 Robert Tseng: Cool. Well, that said, I don’t want to spend any more time on… on this for now. We’ll kind of push this slowly over, like, daily on… on Slack. I know that, Ryan, you don’t really see yourself assigned to anything. That’s just, like, because I don’t, like, really know what to do with that yet.

206 00:25:23.390 ⇒ 00:25:26.919 Robert Tseng: Yeah, so I think that’s something I will call out, that, like.

207 00:25:26.950 ⇒ 00:25:40.189 Robert Tseng: middle of funnel lead nurturing sequences. I want Jed to be doing that moving forward now. Go-to-market stuff, adding new leads, HubSpot updates, everything that should go Jed’s way, and then, like, outbound SDR, BDR work.

208 00:25:40.190 ⇒ 00:25:50.799 Robert Tseng: like, manual outreach and stuff, that’s also Jed. So, that will effectively take Ryan out of, like, direct, like, messaging, and obviously we’re, like, discussing scope around

209 00:25:50.880 ⇒ 00:26:04.369 Robert Tseng: SEO, which is not being captured here, like, there are tickets for SEO, but they’re not really assigned to the right project, probably. Like, I see all the stuff around SEO, so I think we might have to just do some… I might have to just help do some cleanup here.

210 00:26:04.370 ⇒ 00:26:14.240 Robert Tseng: I think that’s a separate project, SEO, AEO, whatever. And then there’s, like, something around content that, like, probably is a separate project, so…

211 00:26:14.390 ⇒ 00:26:17.719 Robert Tseng: But that’s… that’s what I’ll say about this for now.

212 00:26:18.440 ⇒ 00:26:19.240 Robert Tseng: Okay.

213 00:26:19.660 ⇒ 00:26:25.579 Robert Tseng: So, let’s move on to… I was gonna show…

214 00:26:25.990 ⇒ 00:26:28.230 Robert Tseng: Yeah, going back in here. So…

215 00:26:28.400 ⇒ 00:26:36.699 Robert Tseng: I guess for now, I know it’s kind of weird starting something new towards the end of the year, especially since we have the last week off, but…

216 00:26:36.790 ⇒ 00:26:50.300 Robert Tseng: just for now, I’m just gonna be taking these, like, weekly snapshots of the sales OKRs. We’re also updating these for 2026, because we have surpassed these goals, like, we are, you know, past 130 at this point.

217 00:26:50.320 ⇒ 00:26:56.950 Robert Tseng: So, I think some of this will also be updated anyway, but yeah, I just wanted to give you guys a chance to just…

218 00:26:56.990 ⇒ 00:27:03.570 Robert Tseng: Kind of revisit notes when we’re talking through, like, how your work rolls up into

219 00:27:03.710 ⇒ 00:27:08.760 Robert Tseng: like, the KPIs that I’m still paying attention to. So,

220 00:27:09.740 ⇒ 00:27:14.800 Robert Tseng: Let me just quickly check… did Jed end up joining this call? Is he on this call? I can’t really tell.

221 00:27:15.370 ⇒ 00:27:16.690 Joules Asuncion: Yep, I’m here.

222 00:27:16.690 ⇒ 00:27:27.039 Robert Tseng: Okay, great. Thanks, Jed. Sorry, I know that you were on a call with Henry or something, but I didn’t realize you weren’t being, you weren’t scheduled on this planning call.

223 00:27:27.430 ⇒ 00:27:37.969 Robert Tseng: Okay, so now this might be the first time that we have everybody on this team kind of on the same call for this, so I will try to go through it, a little bit.

224 00:27:38.240 ⇒ 00:27:52.740 Robert Tseng: with a little bit more explanation. I’m not going to talk about things that are on track, but yeah, generally, every KPI has a status. Key performance indicators, you’re either doing well, or lagging, or we’re poor. If it’s poor, like, don’t be…

225 00:27:52.910 ⇒ 00:28:03.589 Robert Tseng: alarmed, like, I understand this is really… you could just see everything is on… on Jed’s side, it’s just poor, because it just started. He just started. So, but obviously, the goal for me is just to know

226 00:28:03.590 ⇒ 00:28:13.040 Robert Tseng: I always expect some things to be in red, and some things to be in green, and somewhere in between. And anything that’s in red is, like, where my attention ends up going, for the week. So…

227 00:28:13.040 ⇒ 00:28:23.749 Robert Tseng: I did kind of look through all of these before the call, so thank you for those that updated it. But if you are the assigned owner moving forward, I expect you to write the update, kind of…

228 00:28:23.750 ⇒ 00:28:35.979 Robert Tseng: Just as a fact of the matter. So, we’ll just kind of address a few of these. So, on the pipeline question, so we’ve talked about this quite a bit, whoa.

229 00:28:36.270 ⇒ 00:28:46.879 Robert Tseng: And, yeah, in terms of, like, deal size, and, you know, where we’re headed, and, you know, so there’s… there’s more… we could always talk more about this, but, yeah, I mean.

230 00:28:46.940 ⇒ 00:29:02.549 Robert Tseng: fact of the matter, just plainly, every… every lead starts off at $5K,just\dots tha{t}^{\prime }sourestimation,andthenwe\dots westrivetobringin,like,$60K a week in new… in new pipelines. So that really just means, you know, somewhere between

231 00:29:04.350 ⇒ 00:29:11.089 Robert Tseng: what is that, 12? Like, 6 to 12 leads, like, on average, if it’s, like, a 10K… 5 to 10K contract.

232 00:29:11.150 ⇒ 00:29:26.259 Robert Tseng: Obviously, a lot of our leads that we’re bringing in are much bigger than that now, so, you know, this isn’t… this system might have to be updated, but for now, I think the 5K minimum is still acceptable. I took a snapshot of our updated HubSpot,

233 00:29:26.990 ⇒ 00:29:28.560 Robert Tseng: board, which…

234 00:29:30.860 ⇒ 00:29:39.369 Robert Tseng: Yeah, assuming that this is true, which I’m expecting, kind of, Jed to kind of keep this up-to-date moving forward,

235 00:29:39.510 ⇒ 00:29:47.730 Robert Tseng: I mean, this kind of feels right. We created a few deals, not all of them are really, like, new. And then, you know, if this is kind of tracking correctly.

236 00:29:47.780 ⇒ 00:30:03.469 Robert Tseng: I don’t really know how this 10K is calculated, but I would have expected, you know, 3 times 5 to at least 5K to at least be 15, so… whatever it is here, like, it is what it is, like, we got to 10K, so I just plopped that number in here.

237 00:30:03.540 ⇒ 00:30:18.789 Robert Tseng: So I’m kind of expecting Jed to kind of do this moving forward, making sure that, yeah, quarterly deals are accounted for, so this is the quarter view, this is the weekly view, and then we can just, like, kind of just… I’ll just look at this every week.

238 00:30:19.100 ⇒ 00:30:32.280 Robert Tseng: I did have a question from last week that, like, I wanted answered that I did pass off to Jed. Wondering, did we get the, do we have the answer for this? You want to kind of just share, like, what you found?

239 00:30:32.700 ⇒ 00:30:39.340 Joules Asuncion: Yeah, I actually, I actually created a report, for that.

240 00:30:39.460 ⇒ 00:30:43.540 Joules Asuncion: That is, discovery meetings for Q4, right?

241 00:30:43.750 ⇒ 00:30:44.390 Robert Tseng: Yeah.

242 00:30:45.020 ⇒ 00:30:48.569 Robert Tseng: Is it in HubSpot, or is there something I can navigate to, or…

243 00:30:48.780 ⇒ 00:30:52.979 Robert Tseng: Yeah, it’s actually on HubSpot, but I didn’t put it in the dashboard.

244 00:30:54.650 ⇒ 00:31:03.230 Joules Asuncion: So, the deals created, or most likely the discovery meetings that we had for, Q4 is actually 37.

245 00:31:03.580 ⇒ 00:31:08.649 Joules Asuncion: So, the dose graded for Q4 is, 37.

246 00:31:09.720 ⇒ 00:31:12.260 Joules Asuncion: Like, for the who looked over to December.

247 00:31:12.640 ⇒ 00:31:17.100 Robert Tseng: Okay, is there something I can show?

248 00:31:17.410 ⇒ 00:31:20.090 Joules Asuncion: I can put that on that report, hold on.

249 00:31:21.230 ⇒ 00:31:28.960 Robert Tseng: Okay, I mean, it’s fine. I just wanna be able to look at it over the quarter, and then by week. Like, I just wanna… I just want to look at it now.

250 00:31:30.020 ⇒ 00:31:31.249 Joules Asuncion: Oh yeah, for sure.

251 00:31:31.250 ⇒ 00:31:33.349 Robert Tseng: You wanna share your screen, or, like…

252 00:31:33.790 ⇒ 00:31:35.280 Joules Asuncion: I can send you the report.

253 00:31:36.410 ⇒ 00:31:37.240 Robert Tseng: Okay.

254 00:31:39.860 ⇒ 00:31:55.149 Robert Tseng: Okay. I mean, I would say, you know, it’s fine for now, I don’t want to, like, spend too much time on this, so you can just write, you can just send it over Slack, it’s fine. I would say, probably next time, like, if a question like this comes up in the next step, like, probably just send it in Slack, just so we don’t…

255 00:31:55.150 ⇒ 00:32:04.209 Robert Tseng: I mean, it would be nice to just view it, and if we want to dig deeper into it, we can discuss it on this call, but just, like, just to kind of have it on hand,

256 00:32:04.290 ⇒ 00:32:05.820 Robert Tseng: That’d be, that’d be great.

257 00:32:06.050 ⇒ 00:32:18.720 Robert Tseng: Okay, so that’s that. As far as next steps, in terms of, like, what we’re doing about it, Jed and I will meet on this more, but I do think that one good goal for the end of the year is to, like, create the Circle Back campaign.

258 00:32:18.880 ⇒ 00:32:35.750 Robert Tseng: We’ve talked about this, it’s in different forms. To me, this just means, like, giving a holiday message to our lost leads, or, you know, past clients or whatever, and then sending an end-of-year recap for Mayforge. And so, Jed is gonna kind of

259 00:32:36.090 ⇒ 00:32:54.029 Robert Tseng: own kind of creating that. So, there’s gonna be a few pieces. There’s gonna have to be pulling in the case studies for marketing and, kind of creating the messaging, getting the list of… the lead list as well. So, I think there’s a… it’s a… it’s a good kind of, like, project with… to just go back

260 00:32:54.030 ⇒ 00:33:04.949 Robert Tseng: too, for end of the year. I think that will, that, you know, we can consider that back top of funnel, but I think if there’s anything else, like, we can kind of…

261 00:33:05.420 ⇒ 00:33:10.000 Robert Tseng: bring it up later. Okay, so…

262 00:33:10.650 ⇒ 00:33:15.240 Robert Tseng: Yeah, I… last thing here would be…

263 00:33:15.730 ⇒ 00:33:22.520 Robert Tseng: Yeah, 37 meetings in Q4, you know, obviously, if we just kind of average that out,

264 00:33:22.640 ⇒ 00:33:32.270 Robert Tseng: That’s about 3 meetings per week, up to this point. Yeah, we’re expecting 10 booked meetings per week, so definitely…

265 00:33:33.180 ⇒ 00:33:40.560 Robert Tseng: much slower. And so, yeah, I think with this team that we’ve locked in for Q1, like, this is… this objective is not gonna change.

266 00:33:40.720 ⇒ 00:33:53.730 Robert Tseng: yeah, we’re gonna have to triple the number of meetings, is basically, like, what we… what we’re aiming for. So, I think that… hopefully that just gives the team a sense of, like, kind of how we actually did versus, like, what we were… we were headed towards.

267 00:33:55.410 ⇒ 00:33:56.130 Robert Tseng: Okay.

268 00:33:56.650 ⇒ 00:34:11.259 Robert Tseng: Yeah, next part here, I want to touch on the partner stuff. I know that we added a couple things here. Yeah, follow-ups-wise, I feel like we’re… yeah, can… are these still the right steps? Or, like, kind of…

269 00:34:12.790 ⇒ 00:34:13.820 Robert Tseng: Yeah, okay.

270 00:34:14.480 ⇒ 00:34:16.270 Robert Tseng: So, yeah, I know there’s…

271 00:34:16.270 ⇒ 00:34:17.939 Holly Condos: Moving forward with both of those.

272 00:34:17.949 ⇒ 00:34:18.879 Robert Tseng: Okay, great.

273 00:34:20.830 ⇒ 00:34:22.070 Holly Condos: goodness.

274 00:34:23.370 ⇒ 00:34:27.269 Robert Tseng: Yeah, and then, like, the AmChamp stuff, I think,

275 00:34:28.409 ⇒ 00:34:31.790 Robert Tseng: Hannah, I’m… is there anything you want to say about that?

276 00:34:33.070 ⇒ 00:34:44.270 Hannah Wang: No, I still need to send it out to Chris, and then I can work with Luke about the messaging for the other ones you sent. Okay. Yeah.

277 00:34:45.250 ⇒ 00:34:50.459 Robert Tseng: Yeah, I kind of dropped… I don’t know if I sent those emails out yet, but there’s, like,

278 00:34:50.679 ⇒ 00:34:57.220 Robert Tseng: like, MIT is doing, like, some interesting thing with, like, EdTech and whatever, like, their… their workshop

279 00:34:57.490 ⇒ 00:35:04.879 Robert Tseng: Yeah, and then, yeah, anyway, I already dropped it in Slack, so there’s a couple of other institutions that, like, would be interested in this offer. And…

280 00:35:04.910 ⇒ 00:35:19.650 Robert Tseng: why I, like, tagged Luke in this is because Luke thinks that, like, we could do better activation around our workshops. Like, our thesis on the AI side is that, like, it requires more, like, client education in order to get to a sale.

281 00:35:19.970 ⇒ 00:35:32.860 Robert Tseng: I believe that. I don’t… I think it’s hard to, like, obviously, most of our leads are coming to us for data, not for AI. So, I think we just need to be able to deploy the AI

282 00:35:33.300 ⇒ 00:35:43.489 Robert Tseng: Whether it’s webinars, workshops, like, there are different ways that we need to, like, kind of just pump up the education piece, as part of our, our outreach on AI clients.

283 00:35:43.870 ⇒ 00:35:50.979 Robert Tseng: And then the AmChamp signups, like, we had follow-ups. Are you doing follow-ups?

284 00:35:51.730 ⇒ 00:35:58.170 Hannah Wang: I sent a follow-up to all… the attendees…

285 00:35:58.380 ⇒ 00:36:00.849 Robert Tseng: To see if they would respond, and nobody’s responded.

286 00:36:00.850 ⇒ 00:36:03.379 Hannah Wang: I don’t think anyone has responded yet.

287 00:36:03.380 ⇒ 00:36:06.339 Robert Tseng: Okay, can we do a sequence there?

288 00:36:06.600 ⇒ 00:36:09.770 Robert Tseng: Or, like, at least do, like, a couple follow-ups?

289 00:36:10.040 ⇒ 00:36:10.780 Hannah Wang: Yeah.

290 00:36:10.780 ⇒ 00:36:11.320 Robert Tseng: Yeah.

291 00:36:11.750 ⇒ 00:36:12.530 Robert Tseng: Okay.

292 00:36:14.280 ⇒ 00:36:16.320 Hannah Wang: I might work with Luke on that.

293 00:36:16.550 ⇒ 00:36:18.029 Hannah Wang: If that’s okay, Luke.

294 00:36:18.310 ⇒ 00:36:21.919 Luke Scorziell: Okay, yeah, that sounds good. Maybe we can set up a meeting.

295 00:36:22.340 ⇒ 00:36:23.090 Hannah Wang: Sure.

296 00:36:23.290 ⇒ 00:36:23.970 Robert Tseng: Yeah.

297 00:36:26.520 ⇒ 00:36:27.290 Robert Tseng: Okay.

298 00:36:27.970 ⇒ 00:36:36.480 Robert Tseng: Yeah, I know this is kind of like an event follow-ups kind of nurturing as well, but I would say this is part of, like, the partnerships world. Like, it would be weird to kind of…

299 00:36:36.960 ⇒ 00:36:40.259 Robert Tseng: plop Jed in the middle of that, because he wasn’t at the event.

300 00:36:42.770 ⇒ 00:36:52.640 Robert Tseng: Okay, just calling that out. Okay, so then, as far as this stuff, yeah, I guess, Luke, did you get a chance to look through our industry or vendor SME playbooks yet?

301 00:36:53.430 ⇒ 00:37:00.150 Luke Scorziell: Not… not yet, and I think we… yeah, I think our conversation kind of steered me more in the…

302 00:37:00.490 ⇒ 00:37:02.580 Luke Scorziell: Listen to some of the sales calls first.

303 00:37:02.580 ⇒ 00:37:04.039 Robert Tseng: Yeah, that’s totally fine.

304 00:37:04.310 ⇒ 00:37:09.280 Robert Tseng: Okay, so I’m also okay with this just, you know, we’re still, like, just not really touching this.

305 00:37:09.550 ⇒ 00:37:14.880 Robert Tseng: Design partnership with Contextual. I know that Gabe is involved in this now.

306 00:37:15.120 ⇒ 00:37:19.980 Robert Tseng: Yeah, does anybody on this team have more context on this?

307 00:37:21.580 ⇒ 00:37:26.419 Hannah Wang: He sent a message in the contextual channel…

308 00:37:26.640 ⇒ 00:37:30.270 Robert Tseng: Yeah, I saw it was just like, hey, we can do these things, and then they were like, cool.

309 00:37:30.270 ⇒ 00:37:32.550 Hannah Wang: And then I don’t know…

310 00:37:32.550 ⇒ 00:37:33.010 Robert Tseng: Okay.

311 00:37:33.010 ⇒ 00:37:34.379 Hannah Wang: What happened after that.

312 00:37:34.810 ⇒ 00:37:35.490 Robert Tseng: Okay.

313 00:37:36.510 ⇒ 00:37:41.169 Holly Condos: Trying to create, like a… the video, right, Hannah?

314 00:37:42.190 ⇒ 00:37:46.990 Hannah Wang: Yeah, just some sort of demo that we can use to pitch to.

315 00:37:47.350 ⇒ 00:37:52.740 Hannah Wang: prospects. I… we have a meeting with them on Wednesday, right? Maybe we can…

316 00:37:52.740 ⇒ 00:37:53.400 Holly Condos: Yeah.

317 00:37:53.400 ⇒ 00:37:54.670 Hannah Wang: Bring it up there.

318 00:37:54.980 ⇒ 00:37:55.510 Holly Condos: Okay.

319 00:37:55.620 ⇒ 00:38:02.209 Holly Condos: Yeah, I think we have stalled a little bit on that, because we’ve been focused on the insurance piece.

320 00:38:02.500 ⇒ 00:38:03.530 Holly Condos: with Ian.

321 00:38:03.960 ⇒ 00:38:08.600 Holly Condos: Although, this, this is related to that, so… .

322 00:38:08.600 ⇒ 00:38:09.740 Robert Tseng: What do we need from Ian?

323 00:38:10.220 ⇒ 00:38:21.449 Holly Condos: Nothing. Nothing. We just… he met… last week, he, met with us and them to kind of just give them his background and some of the…

324 00:38:21.450 ⇒ 00:38:21.909 Robert Tseng: Oh, I see.

325 00:38:21.910 ⇒ 00:38:24.380 Holly Condos: Pain points, you know, in insurance.

326 00:38:25.360 ⇒ 00:38:35.430 Luke Scorziell: Yeah, so Luke, like, Contextual is like an AI product company that’s a partner, and, like, they are a very technical product, and they have a hard time selling to…

327 00:38:35.870 ⇒ 00:38:42.259 Robert Tseng: people as well. And so, like, that’s why they’re willing to partner with a services, like, expert like us to be able to…

328 00:38:42.600 ⇒ 00:38:57.000 Robert Tseng: you know, basically have an expert in the field that’s using their product to, like, sell into an industry. But there’s just, like, a bunch of moving pieces here, because we don’t have insurance clients. We have an insurance partner who is, like, a friend of Utam, Ian.

329 00:38:57.350 ⇒ 00:39:04.529 Robert Tseng: And, like, it’s… like, to me, this is, like, kind of the… also another complication of the AI stuff. It’s like…

330 00:39:04.830 ⇒ 00:39:17.549 Robert Tseng: Yeah, we could do direct workshops and education from ours, from our… from ourselves, or we could basically help our partner products build, like, productized demos and use that to go to market as well.

331 00:39:17.630 ⇒ 00:39:27.670 Robert Tseng: That, like, those are, like, kind of a couple things that we’ve been exploring to, like, how to go to market with AI, better. Yeah, so…

332 00:39:27.750 ⇒ 00:39:39.259 Robert Tseng: I think that’s why, like, kind of the industry playbooks and the SMEs are important, because you get to see, like, well, these are the things that, like, AI can really come in and help, improve, and

333 00:39:39.360 ⇒ 00:39:50.590 Robert Tseng: We likely already have, like, a product partner that we’re talking to that we can come and bring this playbook with, and be like, hey, this is how we think about the work that we could…

334 00:39:50.590 ⇒ 00:40:03.139 Robert Tseng: someone could do with your product, like, why don’t we build something together to try to go to market with this together? And they’ve… and Contextual’s been open to that, and we’re talking to… to Lismo and a couple other folks that are, like, kind of in that world.

335 00:40:04.520 ⇒ 00:40:05.140 Luke Scorziell: Bye.

336 00:40:05.540 ⇒ 00:40:06.410 Luke Scorziell: Yeah.

337 00:40:06.700 ⇒ 00:40:12.959 Luke Scorziell: What do you… like, what is their product? I just… and how I’m kind of… or maybe reading the playbooks would be… would help me…

338 00:40:12.960 ⇒ 00:40:22.000 Robert Tseng: Yeah, yeah, you should just read the playbooks, but it’s basically, like I said, it’s a really technical product. It’s like an AI platform that’s just like, I don’t know, it’s like a…

339 00:40:22.370 ⇒ 00:40:24.980 Robert Tseng: You could think of it like a,

340 00:40:26.590 ⇒ 00:40:34.159 Robert Tseng: Do you know what Harvey AI is? Okay, it’s for, like, different industry-specific AI platforms that, like, have…

341 00:40:34.610 ⇒ 00:40:46.849 Robert Tseng: just features that are tailored to that industry. So, like, Harvey AI, who I’m talking to tomorrow, they are for… for, like, for legal, and so they do stuff like

342 00:40:47.190 ⇒ 00:40:49.750 Robert Tseng: Document drafting, like…

343 00:40:49.750 ⇒ 00:40:50.140 Luke Scorziell: Hmm.

344 00:40:50.140 ⇒ 00:40:56.470 Robert Tseng: summarization, like, I mean, it’s all… they all do the same thing, but it’s just, like, tailored to their specific industry, so…

345 00:40:56.560 ⇒ 00:40:57.040 Luke Scorziell: Yeah.

346 00:40:57.780 ⇒ 00:41:00.180 Robert Tseng: Yeah, so that’s… that’s what it is.

347 00:41:04.070 ⇒ 00:41:07.290 Robert Tseng: Yeah. Okay, so that’s that.

348 00:41:07.890 ⇒ 00:41:12.169 Robert Tseng: Yeah, this is on me. I kind of will just put, like… I mean, I’ll just…

349 00:41:14.110 ⇒ 00:41:29.520 Robert Tseng: I’ll kind of move this back to kickoff, because it’s like… until we’re really, like, turned on for all these different channels, like, the split doesn’t really matter so much. So, obviously, we are a bit… like, we’ve slowed down on quite a few of these things.

350 00:41:29.690 ⇒ 00:41:32.349 Robert Tseng: But what I will say here is, like.

351 00:41:32.580 ⇒ 00:41:41.680 Robert Tseng: on direct platforms with Upwork and Catalint, so I guess where Ryan is helping here, like, Ryan will…

352 00:41:42.470 ⇒ 00:41:45.700 Robert Tseng: Do you need to send… yeah, keep sending, like.

353 00:41:47.140 ⇒ 00:41:52.779 Robert Tseng: at least… send at least one, on Catalan every week.

354 00:41:53.240 ⇒ 00:41:59.170 Robert Tseng: And, yeah, like, I just… I just think that that’s a good…

355 00:42:00.800 ⇒ 00:42:13.429 Robert Tseng: it forces us to think about how do we, like, stitch together case studies, like, the proposal’s a little bit more robust than what you would set on Upwork. Upwork, you’re doing some volume there, like, I would say just keep it to, like, 5.

356 00:42:13.710 ⇒ 00:42:18.360 Robert Tseng: Send, like, 5 a week, up, up to 5.

357 00:42:21.060 ⇒ 00:42:28.210 Robert Tseng: on, on Upwork. I mean, what we’re seeing now is just, like, the…

358 00:42:29.230 ⇒ 00:42:34.290 Robert Tseng: I mean, you can read my Upwork messages, but, like, the deal sizes are all too small to really… for us to…

359 00:42:34.630 ⇒ 00:42:37.499 Robert Tseng: To really take on at this point, like…

360 00:42:38.230 ⇒ 00:42:45.260 Robert Tseng: Yeah, I… so I’m not, like, I’m not, like, confident that Upwork is really gonna be a good channel for us moving forward.

361 00:42:46.370 ⇒ 00:42:50.809 Robert Tseng: Okay, and then, obviously, partner stuff, we’ll talk about that for now.

362 00:42:52.380 ⇒ 00:42:54.070 Robert Tseng: Okay,

363 00:42:54.640 ⇒ 00:43:06.859 Robert Tseng: Yeah, on the content, also, like, Luke is doing discovery there, so I’m gonna hold off on that for now. Yeah, then this one, as far as, like, first two messages without Robert and my… Utam and my intervention.

364 00:43:07.030 ⇒ 00:43:21.879 Robert Tseng: Yeah, I mean, this is just, like… I don’t believe we have Jed looped into, kind of, how to follow up off of an initial response yet, so this is something that, I guess, Jed and I will have to spend some time on,

365 00:43:22.330 ⇒ 00:43:38.060 Robert Tseng: I think Hannah kind of maybe gave him an intro to some of our Mofu sequences, but just, like, in general, like, lead nurturing and responses, like, I want it to go to him. So, I put poor, because I don’t believe that he’s sent anything… he’s sent any messages this past week yet. That’s why it’s poor.

366 00:43:38.890 ⇒ 00:43:39.620 Robert Tseng: Okay.

367 00:43:39.770 ⇒ 00:43:51.309 Robert Tseng: And then the other one here, kind of similar, so I might actually consolidate this, like, this whole idea of intervention versus two touches feels similar, so maybe in the next quarter, like, this will end up just being the same thing.

368 00:43:53.310 ⇒ 00:44:02.470 Robert Tseng: Okay, and then the last piece here, yeah, this one, HubSpot Deals Actions, is gonna move to Jet. So, anything HubSpot is moving to him. And I think…

369 00:44:02.660 ⇒ 00:44:06.749 Robert Tseng: Well… You’ll end up, kind of, capturing that.

370 00:44:07.060 ⇒ 00:44:10.950 Robert Tseng: Yeah. So…

371 00:44:11.480 ⇒ 00:44:16.780 Robert Tseng: Yeah, with Ryan, like, you know, what’s not featured here, which I do want to kind of bring back.

372 00:44:16.910 ⇒ 00:44:30.549 Robert Tseng: there’s no OKR on the content stuff, which is, like, kind of why I asked you to build that strategy doc with… with Luke. So, like, yeah, that’s part of the planning, and then also your SEO work is not here, so…

373 00:44:30.630 ⇒ 00:44:45.750 Robert Tseng: I think stuff like this is all gonna end up moving to Jed. So, like, you know, Ryan, you’re pretty much, like, off most of the stuff, you know, at this point. You’re kind of transitioning a lot of things over to him, and we’re gonna have to create a new

374 00:44:46.050 ⇒ 00:44:47.739 Robert Tseng: A new objective for you.

375 00:44:53.210 ⇒ 00:44:59.460 Robert Tseng: It’s, like, new, but not really new, because you have been doing the work, it’s just not really been in… in… reflected here.

376 00:45:00.490 ⇒ 00:45:02.240 Ryan Brosas: Yep, so…

377 00:45:05.690 ⇒ 00:45:14.390 Robert Tseng: Yeah, so, like, did the… did my, like, ask on Thursday for, like, the… content, strategy, like…

378 00:45:14.590 ⇒ 00:45:18.320 Robert Tseng: Was that clear? Like, I mean, I’d like to maybe grab time with you and Luke.

379 00:45:18.600 ⇒ 00:45:24.760 Robert Tseng: probably later in the week, maybe Friday or something, and we can… maybe Luke doesn’t have to be there, but we could just talk about,

380 00:45:26.410 ⇒ 00:45:34.069 Robert Tseng: yeah, like, I want… I want to get… I want to get, some of that back on… back on this roadmap for… especially for, Q1 and 2026.

381 00:45:34.880 ⇒ 00:45:51.369 Ryan Brosas: Yeah, sure. Yeah, I need to, like, align with you guys so I can have, like, a better picture of how we can structure. And, well, we do have, like, a 6… like, a 30, 60, 90-day plan, and I can, you know, execute those without, you know, bugging you guys.

382 00:45:52.730 ⇒ 00:45:58.739 Robert Tseng: No, no, I mean, I want to see it, yeah. Like, I think, yeah. Wait, did you already send that to me? I don’t recall seeing that.

383 00:45:59.950 ⇒ 00:46:05.089 Ryan Brosas: For the… For the document?

384 00:46:05.090 ⇒ 00:46:06.220 Robert Tseng: Seat 90, yeah.

385 00:46:06.220 ⇒ 00:46:14.130 Ryan Brosas: No, no, I’m… as I said, I want to, like, touch base with you so I know what will be the… or I can, you know, brainstorm with you guys, so I can.

386 00:46:14.130 ⇒ 00:46:14.700 Robert Tseng: Okay.

387 00:46:14.700 ⇒ 00:46:21.699 Ryan Brosas: do, like, a 30, 60, 90-day plan so I can, you know, implement that accordingly on the, you know, plan.

388 00:46:22.480 ⇒ 00:46:29.590 Robert Tseng: Okay, so… I almost want to follow up on this specifically. So, we have this…

389 00:46:30.220 ⇒ 00:46:35.300 Robert Tseng: Yeah, I sent you this message on Friday, I guess, so, like, I guess my press is

390 00:46:35.840 ⇒ 00:46:38.639 Robert Tseng: I mean, I should create a linear ticket out of this, but…

391 00:46:40.090 ⇒ 00:46:42.380 Robert Tseng: I’ll just create an issue here.

392 00:46:42.720 ⇒ 00:46:54.640 Robert Tseng: Let’s call it… Q1 content… Strategy… Yeah, E60, 90…

393 00:46:57.430 ⇒ 00:47:01.930 Robert Tseng: Yeah, Luke’s doing discovery on a few different things, which is why I wanted you to kind of,

394 00:47:02.060 ⇒ 00:47:09.419 Robert Tseng: put the initial doc together, especially since you have more context on things that we already ran, so I still want that to come from you.

395 00:47:09.570 ⇒ 00:47:16.140 Robert Tseng: Ryan, and yeah, like, I think this is a good opportunity for you to put together a strategy doc for us.

396 00:47:19.220 ⇒ 00:47:26.599 Robert Tseng: Yeah, so this’ll come through, and I… I can… I can set a deadline, but let’s just say Wednesday, or whatever. For now.

397 00:47:27.080 ⇒ 00:47:27.650 Ryan Brosas: Correct.

398 00:47:33.160 ⇒ 00:47:39.009 Robert Tseng: Alright, any other questions on this? Oh, sorry, I guess we’ve had some…

399 00:47:39.220 ⇒ 00:47:43.009 Robert Tseng: campaign tracker, stuff, so I should turn it over.

400 00:47:43.690 ⇒ 00:47:46.579 Robert Tseng: Do you guys want to go through the campaign tracker?

401 00:47:47.800 ⇒ 00:47:58.020 Hannah Wang: Yeah. Well, I had a quick… actually, I’ll just take it offline. The tractor…

402 00:47:58.760 ⇒ 00:48:12.940 Hannah Wang: Yeah, not much update… For this one, I know the CX Summit… Campaign finished, ryan, you can…

403 00:48:13.240 ⇒ 00:48:18.329 Hannah Wang: maybe update the stats for that. Oh, looks like you already did.

404 00:48:18.330 ⇒ 00:48:24.649 Robert Tseng: Yeah, I looked, I looked, it’s like a 40%, acceptance rate with a 20, like, 15% message rate.

405 00:48:24.790 ⇒ 00:48:32.900 Hannah Wang: Yeah, so, Jed, I guess stuff like this, like, for the people who do respond to certain campaigns.

406 00:48:33.030 ⇒ 00:48:40.190 Hannah Wang: Kind of what I shared last week, I try to do, like, the nurturing middle of funnel work,

407 00:48:40.470 ⇒ 00:48:54.249 Hannah Wang: basically send, like, at least 3 of our assets, so a lot of… like, some people respond to these types of messages, saying, like, oh, nice to connect, and I try to, like, follow up with, like, hey, you know, kind of…

408 00:48:54.580 ⇒ 00:48:56.700 Hannah Wang: Similar to the messaging that I…

409 00:48:56.860 ⇒ 00:49:15.319 Hannah Wang: showed you previously, so if you have any questions, like, you can either… maybe after you talk to Robert, or you can, Robert, you can loop me into that meeting too, but we can kind of talk about how… how to do that actively… actively for this campaign. I think that this might be, like, a good example for you to…

410 00:49:16.030 ⇒ 00:49:26.280 Hannah Wang: try to do the nurturing for. So yeah, that’s… that’s that. I’m just gonna mark it still as active, because… yeah, maybe, Dread, you can give it a shot.

411 00:49:26.460 ⇒ 00:49:37.620 Hannah Wang: And then for AmCham, yeah, I’ll follow up with all the attendees. I’ll just send out, like, a short follow-up message or something, and talk to Luke about that as well.

412 00:49:37.850 ⇒ 00:49:45.289 Hannah Wang: And then for these ones, Luke, I know, I know we’re throwing a lot of things at you, but, I did want…

413 00:49:45.620 ⇒ 00:50:02.360 Hannah Wang: your feedback on this, I guess, before we hand it over to Robert to review, so I’ll just, I guess, message you separately about these two briefs and campaigns, and then maybe you can take a look at it. I think these two Ryan put together, so…

414 00:50:02.410 ⇒ 00:50:10.849 Hannah Wang: I know he worked a bit… he did a couple iterations on the messaging, but I think maybe having you look at it would be helpful, because…

415 00:50:11.080 ⇒ 00:50:13.980 Hannah Wang: Yeah, we kind of proposed this.

416 00:50:14.340 ⇒ 00:50:19.329 Hannah Wang: Back in November, and we still haven’t executed on them,

417 00:50:19.910 ⇒ 00:50:25.300 Hannah Wang: So, yeah, I’ll just message you, separately about that.

418 00:50:25.450 ⇒ 00:50:33.960 Hannah Wang: Yeah, that’s the updates. For the active…

419 00:50:34.610 ⇒ 00:50:44.150 Hannah Wang: campaigns, and I know we have all these proposed ones here, but maybe we can just keep it at this for this week? Anyone have any thoughts?

420 00:50:45.060 ⇒ 00:50:52.309 Luke Scorziell: So, just maybe, for my own, like, learning the whole system, so I could make myself a ticket in linear.

421 00:50:52.650 ⇒ 00:50:54.470 Luke Scorziell: Saying, like, review…

422 00:50:55.080 ⇒ 00:51:02.119 Luke Scorziell: Yep. Active campaigns, and then just, like, to remind myself to do, like, telehealth and January Ventures. Yeah.

423 00:51:02.120 ⇒ 00:51:02.920 Hannah Wang: Fair.

424 00:51:03.220 ⇒ 00:51:06.480 Hannah Wang: Or we can also… there’s existing tickets.

425 00:51:06.700 ⇒ 00:51:11.710 Robert Tseng: You’re right, yeah, that should be better. Reviews should not be a separate ticket, it should just be part of, yeah.

426 00:51:13.100 ⇒ 00:51:28.879 Hannah Wang: Ryan, maybe you can tag Luke in the tickets. I feel like there’s a couple of them, but yeah, we can do that offline. So it should be in the internal review status, and then we’ll tag you in it, and you should get a notification in linear,

427 00:51:29.100 ⇒ 00:51:31.270 Hannah Wang: To kind of keep track, yeah.

428 00:51:32.190 ⇒ 00:51:32.830 Hannah Wang: Mmm…

429 00:51:36.540 ⇒ 00:51:43.769 Hannah Wang: Yeah, and then eventually I’ll add, like, the other Amtrahms here, but, I’ll work on that.

430 00:51:44.350 ⇒ 00:51:45.300 Hannah Wang: Later.

431 00:51:49.340 ⇒ 00:51:52.010 Hannah Wang: Okay, any other thoughts?

432 00:51:56.240 ⇒ 00:51:59.700 Robert Tseng: Nope, I mean, I think, yeah, Winger…

433 00:52:00.850 ⇒ 00:52:08.140 Robert Tseng: Gonna need some more campaigns, and I mean, I don’t have any… I don’t have any things to add, I don’t have anything to add right now, but

434 00:52:08.270 ⇒ 00:52:08.970 Robert Tseng: Yeah.

435 00:52:09.310 ⇒ 00:52:09.990 Hannah Wang: Yeah.

436 00:52:12.780 ⇒ 00:52:17.530 Hannah Wang: I’ll update these later, but.

437 00:52:19.230 ⇒ 00:52:30.869 Robert Tseng: Yeah, I’m fine with, like, us just closing these out, just… Hannah is just as much as you can, just, like, training Jed on, like, what to do, and just so, like, he can… he can ha- he can… he can handle the,

438 00:52:31.040 ⇒ 00:52:32.260 Robert Tseng: Execution there.

439 00:52:32.260 ⇒ 00:52:32.970 Hannah Wang: Okay.

440 00:52:33.190 ⇒ 00:52:41.209 Hannah Wang: Yeah, I think maybe realigning on MOFU would be helpful, so maybe I can grab some time with all three of us on…

441 00:52:41.480 ⇒ 00:52:47.360 Hannah Wang: I don’t know, maybe after Wednesday, Thursday or Friday? Just to talk about it. I can…

442 00:52:47.360 ⇒ 00:52:54.750 Robert Tseng: Are you up by, like, 11.30 Eastern.

443 00:52:55.720 ⇒ 00:53:00.040 Hannah Wang: 11, 10, 8.30… Yes, I’m up.

444 00:53:01.120 ⇒ 00:53:05.549 Hannah Wang: Functionally, not there, but I… I can.

445 00:53:05.550 ⇒ 00:53:08.510 Robert Tseng: Because I’m meeting with Jed tomorrow morning, and I was thinking.

446 00:53:08.510 ⇒ 00:53:08.830 Hannah Wang: I could just…

447 00:53:08.830 ⇒ 00:53:13.660 Robert Tseng: Add you to that one, but… Okay. It’s fine, if you want to do later in the week, that’s fine.

448 00:53:14.250 ⇒ 00:53:19.480 Hannah Wang: I… We can follow up later.

449 00:53:19.480 ⇒ 00:53:20.980 Robert Tseng: Okay. Yeah, I’ll message you.

450 00:53:21.300 ⇒ 00:53:21.890 Robert Tseng: Okay.

451 00:53:23.290 ⇒ 00:53:27.260 Hannah Wang: I did have a quick question if we’re done, yep.

452 00:53:27.940 ⇒ 00:53:32.460 Hannah Wang: I had Ritual and Breezy on here, any reason you got rid of them?

453 00:53:32.860 ⇒ 00:53:34.690 Robert Tseng: Those are not new.

454 00:53:35.110 ⇒ 00:53:37.559 Hannah Wang: Okay, what do you consider, like.

455 00:53:37.880 ⇒ 00:53:43.600 Hannah Wang: new. Because Magic Spoons, it’s been in the works for a little bit, right?

456 00:53:43.600 ⇒ 00:53:45.730 Robert Tseng: Yeah, I…

457 00:53:48.530 ⇒ 00:54:05.390 Robert Tseng: I suppose… well, I guess that was more of an impulse thing. I kind of was thinking it should be new every week, but that might not be realistic. We’re not going to have two… two per week. But, I mean, we kind of do. Like, Big Agnes came in, and also there’s another one that, like, isn’t… isn’t reflected here. It’s.

458 00:54:06.290 ⇒ 00:54:16.590 Robert Tseng: some healthcare one that Utam sent me earlier this morning. So, like, I do think I’m tracking new. This is, like, kind of top of funnel, so I think it should be… I think it should be new.

459 00:54:17.580 ⇒ 00:54:19.319 Hannah Wang: Do you know who that’s from?

460 00:54:19.320 ⇒ 00:54:24.140 Robert Tseng: It’s…

461 00:54:32.170 ⇒ 00:54:37.459 Robert Tseng: It’s from… Vital Interaction. Have you heard him talk about it?

462 00:54:37.820 ⇒ 00:54:39.040 Hannah Wang: No?

463 00:54:39.040 ⇒ 00:54:39.750 Robert Tseng: Yeah.

464 00:54:40.240 ⇒ 00:54:45.250 Hannah Wang: Alright, I’ll just leave that there. I guess we can get rid of magic spoons. Yep.

465 00:54:45.590 ⇒ 00:54:46.470 Hannah Wang: Okay.

466 00:54:47.350 ⇒ 00:54:50.950 Hannah Wang: I’ll keep that in mind. Shipping new, not new.

467 00:54:52.400 ⇒ 00:54:52.940 Robert Tseng: Yeah.

468 00:54:52.940 ⇒ 00:54:53.680 Hannah Wang: Okay.

469 00:54:53.930 ⇒ 00:54:58.439 Robert Tseng: I view that as separate than the top-of-funnel work, because it’s like, with us, without us, like.

470 00:54:58.870 ⇒ 00:55:10.220 Robert Tseng: doing any, like, campaign… I mean, it’s, like, people that, in our network, friends of Brainforce, that are telling us, like, hey, you should talk to this company, and then bam. Like, we… that, to me is a partner lead.

471 00:55:10.220 ⇒ 00:55:11.000 Hannah Wang: Okay.

472 00:55:11.000 ⇒ 00:55:11.520 Robert Tseng: Yeah.

473 00:55:18.350 ⇒ 00:55:18.960 Robert Tseng: Okay.

474 00:55:22.330 ⇒ 00:55:30.239 Robert Tseng: Cool. Alright, well, I think, if nothing else, we can… we can end, but I’m happy to hang out for a few minutes.

475 00:55:32.230 ⇒ 00:55:38.830 Robert Tseng: If you don’t have any questions, you can… you can drop off, otherwise I’ll… I’ll… I will just… I will just stay here until 4. I think I…

476 00:55:39.120 ⇒ 00:55:43.890 Robert Tseng: I think I should just linger a little longer in meetings, this was the feedback that I got from

477 00:55:44.770 ⇒ 00:55:47.979 Robert Tseng: From Clarence. He thinks I drop meetings too quickly.

478 00:55:49.130 ⇒ 00:55:52.310 Hannah Wang: We need to do more small talk, build the culture.

479 00:55:54.110 ⇒ 00:55:54.820 Robert Tseng: Yeah.

480 00:55:54.820 ⇒ 00:55:57.810 Holly Condos: talking, I guess. How’s the weather, Robert?

481 00:55:58.740 ⇒ 00:56:01.629 Robert Tseng: In New York? Oh my goodness. It’s like…

482 00:56:02.480 ⇒ 00:56:05.469 Robert Tseng: In the… it was in the… it was in the 20s.

483 00:56:05.470 ⇒ 00:56:06.370 Hannah Wang: Oh…

484 00:56:07.200 ⇒ 00:56:12.130 Robert Tseng: It snowed. I’ll send something in the fun and random. It was actually very beautiful.

485 00:56:12.740 ⇒ 00:56:16.970 Robert Tseng: Yeah, so I’ll send something there. It had a nice blanket of snow.

486 00:56:18.200 ⇒ 00:56:23.710 Robert Tseng: Yeah, but then after the salt gets on the road, it becomes really gross, so now it’s kind of gross.

487 00:56:23.710 ⇒ 00:56:24.620 Holly Condos: Do you ski?

488 00:56:24.990 ⇒ 00:56:26.539 Robert Tseng: I do ski, yeah.

489 00:56:26.920 ⇒ 00:56:28.370 Holly Condos: Where have you skied?

490 00:56:28.530 ⇒ 00:56:34.869 Robert Tseng: I grew up skiing in Tahoe, so I know those mountains pretty well, but…

491 00:56:35.240 ⇒ 00:56:40.910 Robert Tseng: I guess on the East Coast, I mean, I’ve gone to Vermont last year, but honestly, since I…

492 00:56:41.420 ⇒ 00:56:43.450 Robert Tseng: I haven’t really been skiing that much.

493 00:56:43.450 ⇒ 00:56:44.910 Holly Condos: How Colorado.

494 00:56:45.240 ⇒ 00:56:47.069 Robert Tseng: Oh yeah, Colorado.

495 00:56:47.070 ⇒ 00:56:47.970 Holly Condos: Vail?

496 00:56:48.320 ⇒ 00:56:54.139 Robert Tseng: I have been to Vail and Breckenridge, and a few of the, like, Lovelace, a few other places,

497 00:56:54.350 ⇒ 00:56:55.899 Robert Tseng: I like Utah the most.

498 00:56:56.190 ⇒ 00:56:57.110 Holly Condos: Yeah, okay.

499 00:56:57.110 ⇒ 00:56:59.820 Robert Tseng: It’s where I proposed to my… to my wife, yeah.

500 00:56:59.820 ⇒ 00:57:02.820 Holly Condos: Nice, nice. Is she from Utah?

501 00:57:02.960 ⇒ 00:57:07.600 Robert Tseng: She is not. She’s from Hong Kong, but I guess…

502 00:57:08.200 ⇒ 00:57:12.569 Robert Tseng: I don’t know, I just… I just wanted to do a ski trip with some friends. Hannah was there too, so…

503 00:57:12.570 ⇒ 00:57:13.970 Hannah Wang: Yeah.

504 00:57:13.970 ⇒ 00:57:14.859 Holly Condos: Wow, that’s very cool!

505 00:57:14.860 ⇒ 00:57:22.720 Hannah Wang: surprise proposal, so I had to fly out there without her knowing. I’m close friends with his wife, so…

506 00:57:22.720 ⇒ 00:57:23.220 Holly Condos: Yo.

507 00:57:23.220 ⇒ 00:57:23.830 Hannah Wang: Yeah, I was.

508 00:57:23.830 ⇒ 00:57:25.429 Holly Condos: I think you mentioned that, Hannah.

509 00:57:25.430 ⇒ 00:57:25.780 Hannah Wang: Yeah.

510 00:57:27.870 ⇒ 00:57:42.300 Hannah Wang: Yeah, we’ve… I’ve been skiing, or I snowboard more so, but I’ve… I’ve gone with Robert. He… I think we’ve, like, put together some… when he was still living in California, we went to Big Bear and Mammoth, I think were the two.

511 00:57:42.300 ⇒ 00:57:45.000 Holly Condos: Yeah, those are the big, other than travel.

512 00:57:45.000 ⇒ 00:57:46.360 Hannah Wang: Yeah.

513 00:57:46.660 ⇒ 00:57:49.750 Holly Condos: Well, I think Europe is the best being.

514 00:57:49.940 ⇒ 00:57:50.850 Robert Tseng: Oh, totally.

515 00:57:50.850 ⇒ 00:57:51.170 Holly Condos: like.

516 00:57:51.170 ⇒ 00:57:51.520 Robert Tseng: Yeah.

517 00:57:51.520 ⇒ 00:57:53.620 Holly Condos: France, Austria…

518 00:57:53.620 ⇒ 00:57:54.140 Robert Tseng: Hmm.

519 00:57:54.140 ⇒ 00:57:55.320 Holly Condos: Switzerland…

520 00:57:55.320 ⇒ 00:57:55.960 Robert Tseng: Yeah.

521 00:57:57.090 ⇒ 00:58:00.640 Holly Condos: But I’d like to go to Japan, do Mt. Fuji.

522 00:58:00.640 ⇒ 00:58:06.390 Robert Tseng: Oh, yeah. I, I did that for my, honeymoon.

523 00:58:06.880 ⇒ 00:58:07.730 Robert Tseng: Skied in Spanish.

524 00:58:08.540 ⇒ 00:58:09.609 Robert Tseng: Yeah, it was great.

525 00:58:10.630 ⇒ 00:58:11.560 Holly Condos: Awesome.

526 00:58:11.560 ⇒ 00:58:13.570 Robert Tseng: Best skiing I’ve done. It’s just like…

527 00:58:13.570 ⇒ 00:58:14.910 Holly Condos: Okay. Yeah.

528 00:58:14.910 ⇒ 00:58:27.479 Robert Tseng: It’s different. It’s like, there’s nowhere else in the world like that, because the elevation is so low that the foliage, like, doesn’t even feel like it should be… you know, it’s not like you’re skiing in pine, it’s just, like, a bunch of other stuff.

529 00:58:27.480 ⇒ 00:58:27.980 Holly Condos: Okay.

530 00:58:27.980 ⇒ 00:58:40.700 Robert Tseng: just get this, like, weird, like, weather-like thing where, I don’t know, it’s like the polar vortex from, like, off Russia or something that comes and just dumps a bunch of snow. So, like, if you like going off-piste, like.

531 00:58:40.910 ⇒ 00:58:51.769 Robert Tseng: it’s really interesting, because you’re not just, like, kind of skiing in the same, like, scenery. It’s like, everything is, like, there’s just… there’s just so much diversity in what you can see through.

532 00:58:52.340 ⇒ 00:58:53.619 Robert Tseng: Yeah, it’s, like, super cool.

533 00:58:54.450 ⇒ 00:58:56.670 Holly Condos: Luke, are you a skier or a boarder?

534 00:58:57.010 ⇒ 00:59:06.930 Luke Scorziell: Yeah, I actually grew up in, like, Arrowhead, so I grew up going to Snow Valley, which is, like, a small resort, so I guess I had, like, the…

535 00:59:07.240 ⇒ 00:59:11.500 Luke Scorziell: I have a much more narrow scope of where I’ve skied.

536 00:59:11.740 ⇒ 00:59:16.809 Luke Scorziell: But I… yeah, I love, I love skiing. I love water sports, too.

537 00:59:16.950 ⇒ 00:59:17.410 Robert Tseng: Nice.

538 00:59:18.460 ⇒ 00:59:19.250 Holly Condos: Surfing?

539 00:59:20.260 ⇒ 00:59:24.419 Luke Scorziell: I do like surfing, I kinda… so I grew up on a lake.

540 00:59:24.560 ⇒ 00:59:24.900 Holly Condos: Okay.

541 00:59:24.900 ⇒ 00:59:27.959 Luke Scorziell: And I, like, grew up…

542 00:59:28.100 ⇒ 00:59:36.830 Luke Scorziell: single skiing, and wakeboarding, and… I love, like, yeah. So, I can surf. I think the skills transfer pretty easily.

543 00:59:36.850 ⇒ 00:59:37.380 Holly Condos: Yeah.

544 00:59:37.380 ⇒ 00:59:38.920 Luke Scorziell: From, the lake, too.

545 00:59:39.600 ⇒ 00:59:40.580 Holly Condos: Did you fish?

546 00:59:41.820 ⇒ 00:59:44.600 Luke Scorziell: A little bit? I don’t know, I never got into it. I don’t know.

547 00:59:46.070 ⇒ 00:59:46.600 Luke Scorziell: Just like so.

548 00:59:46.600 ⇒ 00:59:47.969 Robert Tseng: I like fishing, yeah.

549 00:59:48.390 ⇒ 00:59:51.210 Luke Scorziell: Maybe now I would like it more, it’s just very,

550 00:59:51.440 ⇒ 00:59:54.149 Luke Scorziell: Very tedious. Or not tedious, but, you know…

551 00:59:54.150 ⇒ 01:00:02.730 Holly Condos: I remember when I was a kid, like, you know, growing up in Colorado, like, everyone skied, right? And my cousins… well, my uncle.

552 01:00:02.930 ⇒ 01:00:11.860 Holly Condos: at the time, he had just bought a condo in Vail, and so I was always begging my parents, I want to go with my cousin, just go skiing, right?

553 01:00:11.860 ⇒ 01:00:12.610 Luke Scorziell: Huh.

554 01:00:12.610 ⇒ 01:00:14.010 Holly Condos: But my father…

555 01:00:15.220 ⇒ 01:00:30.899 Holly Condos: he was like, yeah, but, you know, there are other things in life besides skiing, and so then I was subjected to learning fly fishing for years, and being forced to practice in the backyard, and ugh, talking about tedious.

556 01:00:30.990 ⇒ 01:00:35.390 Holly Condos: Having said that, right, I mean, it’s some of the best times I’ve ever spent with my dad.

557 01:00:35.540 ⇒ 01:00:38.390 Holly Condos: But… Wow. Yeah, fishing is tough.

558 01:00:38.890 ⇒ 01:00:43.339 Holly Condos: Yeah, I’ve gone, like, deep-sea fishing and enjoyed that. Oh, that’s different, I bet.

559 01:00:43.340 ⇒ 01:00:47.679 Luke Scorziell: Kind of a very different experience, because you’re catching these, like, big fish on a boat that’s…

560 01:00:47.990 ⇒ 01:00:53.439 Luke Scorziell: like, going… going fast, but yeah, I’d ski it… I would love to ski in,

561 01:00:54.500 ⇒ 01:01:01.270 Luke Scorziell: in… in Europe, too. One of my friends grew up near Aspen, and we were up there, and

562 01:01:01.480 ⇒ 01:01:04.300 Luke Scorziell: I mean, I’d love to do Aspen too, but

563 01:01:04.910 ⇒ 01:01:06.970 Luke Scorziell: Yeah, I’m kinda like… I’m like a…

564 01:01:07.800 ⇒ 01:01:15.270 Luke Scorziell: open to all the new experiences and whatnot, but there are some really cool photos and pictures of, like, I think the Alps.

565 01:01:15.380 ⇒ 01:01:19.860 Luke Scorziell: When we were in Aspen, and it just looked, like, crazy to get to ski there.

566 01:01:21.840 ⇒ 01:01:25.500 Holly Condos: Well, Robert, maybe we have to have, like, a ski off-site.

567 01:01:25.500 ⇒ 01:01:30.710 Robert Tseng: Yeah, sounds like we gotta do a ski offsite. We were thinking about doing one in Q1, so…

568 01:01:30.710 ⇒ 01:01:31.100 Hannah Wang: And this is…

569 01:01:31.100 ⇒ 01:01:33.260 Robert Tseng: It’s giving me more ideas, yeah.

570 01:01:33.260 ⇒ 01:01:33.790 Holly Condos: Oh, that’s.

571 01:01:34.660 ⇒ 01:01:35.290 Robert Tseng: Yeah.

572 01:01:35.620 ⇒ 01:01:39.809 Holly Condos: Rico, what about you, Ryan? Are you guys snow people?

573 01:01:40.310 ⇒ 01:01:46.929 Ryan Brosas: No. In Philippines, we didn’t really experience snowing here.

574 01:01:47.170 ⇒ 01:01:48.030 Holly Condos: Oh, hello.

575 01:01:49.030 ⇒ 01:01:54.149 Ryan Brosas: But we would love, we would love to experience or, you know, try it.

576 01:01:54.580 ⇒ 01:01:55.809 Holly Condos: Yeah, it’d be fun.

577 01:01:56.360 ⇒ 01:01:57.310 Ryan Brosas: Yeah.

578 01:01:57.310 ⇒ 01:02:02.710 Hannah Wang: Would the off-site be everyone, including people not in the U.S?

579 01:02:02.710 ⇒ 01:02:10.769 Robert Tseng: No, we’d probably split it up. Like, we’re gonna go back to… I’m gonna go back to Asia next year, so I’ll probably do something separate with the people in Asia, and then…

580 01:02:10.770 ⇒ 01:02:11.770 Holly Condos: Makes sense, cost.

581 01:02:11.770 ⇒ 01:02:12.140 Robert Tseng: Yeah.

582 01:02:12.140 ⇒ 01:02:12.820 Holly Condos: Jeez.

583 01:02:12.820 ⇒ 01:02:18.969 Robert Tseng: It’s just, like, we’re not… We’re, we’re doing better, guys, but we’re not, we’re not that. We’re not,

584 01:02:19.140 ⇒ 01:02:24.989 Robert Tseng: You know, we don’t got, like, VC money at this point to just throw… throw it wherever, so…

585 01:02:24.990 ⇒ 01:02:27.560 Holly Condos: I know, sorry, I’m a big party planner, sorry.

586 01:02:27.560 ⇒ 01:02:36.199 Robert Tseng: No, all good, yeah. But I do want to do something, for sure, with even if not everybody all together yet, like, we’ll do a couple things.

587 01:02:36.570 ⇒ 01:02:37.150 Holly Condos: That’s good.

588 01:02:37.510 ⇒ 01:02:39.240 Robert Tseng: Okay, well, thanks, everyone.

589 01:02:39.440 ⇒ 01:02:39.900 Luke Scorziell: Yeah.

590 01:02:40.410 ⇒ 01:02:40.989 Hannah Wang: You can tell.

591 01:02:40.990 ⇒ 01:02:43.299 Holly Condos: Clairs that you went over and that you vibed.

592 01:02:43.300 ⇒ 01:02:46.360 Robert Tseng: I know, I don’t think I’ve ever done that before, so…

593 01:02:46.360 ⇒ 01:02:47.810 Holly Condos: Thanks!

594 01:02:48.460 ⇒ 01:02:50.270 Holly Condos: It was fun!

595 01:02:50.470 ⇒ 01:02:54.120 Hannah Wang: Yeah, I’ll… I think I should do it more often. Alright, thanks, everyone.

596 01:02:54.120 ⇒ 01:02:55.090 Holly Condos: Thank you.

597 01:02:55.090 ⇒ 01:02:55.600 Luke Scorziell: bye.

598 01:02:55.600 ⇒ 01:02:55.930 Joules Asuncion: Hey, D.