Meeting Title: GTM Planning + Kickoff Date: 2025-12-22 Meeting participants: Fireflies.ai Notetaker Joules, Joules Asuncion, Ryan Brosas, Robert Tseng, Luke Scorziell, Hannah Wang
WEBVTT
1 00:04:28.460 ⇒ 00:04:29.480 Robert Tseng: Hey guys.
2 00:04:30.560 ⇒ 00:04:32.559 Joules Asuncion: Hi, Robert. How are we doing?
3 00:04:32.900 ⇒ 00:04:35.370 Robert Tseng: Good. How are you? How’s your weekend?
4 00:04:35.950 ⇒ 00:04:39.439 Joules Asuncion: Oh, it’s okay, just playing Black Myth Wukong over the weekend?
5 00:04:40.310 ⇒ 00:04:41.810 Robert Tseng: You played what over the weekend?
6 00:04:41.810 ⇒ 00:04:44.010 Joules Asuncion: Black Myth Wukong, I don’t know if you’re familiar.
7 00:04:44.010 ⇒ 00:04:49.580 Robert Tseng: Oh, Black Myth Wukong, yeah, yeah. I’ve heard of it. I have not played it myself, but…
8 00:04:49.580 ⇒ 00:04:51.210 Ryan Brosas: Yeah, nice.
9 00:04:53.640 ⇒ 00:04:55.750 Robert Tseng: Yeah, and what about you, Ryan?
10 00:05:01.310 ⇒ 00:05:03.719 Robert Tseng: Okay, maybe his mic is not connected yet.
11 00:05:03.720 ⇒ 00:05:04.710 Joules Asuncion: Yeah.
12 00:05:07.260 ⇒ 00:05:13.160 Robert Tseng: I’ll wait a bit for at least… maybe one… at least one more person to join. Okay, there we go, Luke is there.
13 00:05:13.160 ⇒ 00:05:13.920 Luke Scorziell: Hey, how’s it going?
14 00:05:13.920 ⇒ 00:05:14.680 Robert Tseng: Hey, Luke.
15 00:05:15.740 ⇒ 00:05:16.410 Luke Scorziell: gone.
16 00:05:16.830 ⇒ 00:05:22.950 Robert Tseng: Good. We, met Luke in person on… on Saturday.
17 00:05:23.370 ⇒ 00:05:33.319 Robert Tseng: We, Utam, Luke, and Gabe and I were all, kind of… we all came to California, and we met up on Saturday, so that was… that was nice.
18 00:05:34.420 ⇒ 00:05:36.980 Luke Scorziell: Yeah, it’s crazy. That’s… that’s fun.
19 00:05:36.980 ⇒ 00:05:37.310 Robert Tseng: Yeah.
20 00:05:37.460 ⇒ 00:05:39.719 Luke Scorziell: You’re still up in San Jose?
21 00:05:39.720 ⇒ 00:05:45.240 Robert Tseng: Yep, yep, I will be here until the 28th, so another, another week, yeah.
22 00:05:47.080 ⇒ 00:05:47.900 Robert Tseng: Yeah.
23 00:05:50.740 ⇒ 00:05:54.730 Robert Tseng: Yeah, how… what about you, Ryan? How was this, how was your… how was your weekend?
24 00:05:55.220 ⇒ 00:06:00.260 Ryan Brosas: Yeah, I did the automation for the, like, the
25 00:06:00.550 ⇒ 00:06:10.750 Ryan Brosas: Google Sheets, so within the… we kind of did the research and the whole, testing part, and yeah, already sent you the updated
26 00:06:10.950 ⇒ 00:06:13.240 Ryan Brosas: We’ll shoot for that.
27 00:06:13.510 ⇒ 00:06:22.270 Robert Tseng: Cool, yeah, I did see… thank you for your updates. I think, I wanted to spend some time today going over some of the things you shared.
28 00:06:22.810 ⇒ 00:06:27.610 Robert Tseng: So yeah, I guess we can get started if Hannah and Holly join. I’m not sure if they were gonna join, so…
29 00:06:27.750 ⇒ 00:06:28.880 Robert Tseng: I don’t know.
30 00:06:31.120 ⇒ 00:06:32.140 Robert Tseng: me.
31 00:06:33.460 ⇒ 00:06:38.720 Robert Tseng: Share my screen… Yes.
32 00:06:41.620 ⇒ 00:06:43.449 Robert Tseng: Okay, so…
33 00:06:44.900 ⇒ 00:06:55.949 Robert Tseng: I’ll jump around a bit, but, like, I guess, one thing is… okay, so I know, yeah, Jed, I know you mentioned that there was this duplicate ticket in marketing. I’m not even in the marketing. Oh, I am in marketing.
34 00:06:55.950 ⇒ 00:06:57.710 Joules Asuncion: Oh, yeah.
35 00:06:58.020 ⇒ 00:06:58.750 Robert Tseng: just never…
36 00:06:58.750 ⇒ 00:07:02.780 Joules Asuncion: Actually, you’re the one who created the ticket last Friday.
37 00:07:03.280 ⇒ 00:07:04.100 Robert Tseng: Huh.
38 00:07:06.400 ⇒ 00:07:09.820 Robert Tseng: Yeah, I think I just didn’t realize we had two separate ones.
39 00:07:10.890 ⇒ 00:07:15.570 Robert Tseng: Okay, yeah, I mean, I’m also inheriting some… some stuff, so maybe I won’t…
40 00:07:15.700 ⇒ 00:07:26.570 Robert Tseng: This is just Ann and… Hannah, it seems, and then I guess I added one for Jed. Okay, cool. Alright, I was like… I feel like we talked about this, and I just didn’t know where it was.
41 00:07:27.230 ⇒ 00:07:29.209 Robert Tseng: But, okay, well…
42 00:07:30.770 ⇒ 00:07:53.670 Robert Tseng: Well, yeah, I mean, I did ask Hannah if she wanted to consolidate, but it seems like this is really, like, design, so maybe I won’t consolidate, and I’ll just keep this still. We’re calling it marketing, but sure, I guess we can just call it marketing design. Okay, never mind, I don’t think we necessarily need to consolidate it. Yeah, okay, well, that’s… that’s my bad, I shouldn’t have created it here. I think, it makes more sense to live here.
43 00:07:54.950 ⇒ 00:07:55.490 Joules Asuncion: It’s okay.
44 00:07:56.550 ⇒ 00:07:57.250 Robert Tseng: Yeah.
45 00:07:57.350 ⇒ 00:08:02.969 Robert Tseng: But yeah, okay, so, as far as projects, we’ll start here. So, I think…
46 00:08:03.190 ⇒ 00:08:18.250 Robert Tseng: I added a couple more projects, so content is back on the calendar now. I don’t know… obviously, there’s a lot of stuff here. Does it actually mean sales? Like, I don’t know, that’s why I want to kind of change this to go-to-market, but and kind of consolidate them, but…
47 00:08:18.250 ⇒ 00:08:29.419 Robert Tseng: you know, it is… I’ll just leave it there for now. So, Ryan, I know we’re kind of gearing up for content in 2026 again, and then your SEO work, we’re gonna basically start tracking here, as well.
48 00:08:29.790 ⇒ 00:08:49.449 Robert Tseng: Yeah, I think everything else is pretty much unchanged, like, it was already there before, so, we do have go-to-market strategy, funnel operations, top, top funnel. So yeah, I guess these labels may change, but just at least trying to, trying to make sense of this a little bit more.
49 00:08:49.980 ⇒ 00:09:13.130 Robert Tseng: I’m not gonna go through, like, tickets today in this call, because we don’t usually do that here. Yeah, it’s a slower week, we haven’t added too much stuff, but yeah, I think we do have a few things that are kind of carried over from last week that we want to get out, so, obviously Jed already ran the Mofu sequence, we gave some feedback last week, and then I think I was just asking for you to just, like, leave a few, kind of.
50 00:09:13.460 ⇒ 00:09:14.139 Joules Asuncion: Yeah, yeah.
51 00:09:14.140 ⇒ 00:09:15.350 Robert Tseng: Updates here.
52 00:09:15.350 ⇒ 00:09:40.290 Robert Tseng: On, like, just how did it do? You know, we sent it out to 20 people, we’ve got X number of responses, and then just any learnings we have from that. Just wanted… just to drop a… you can just drop it as a comment in the ticket, and then I can close that out. You’re working on this one, I know, so no worries there. Like, yeah, it sounds like you’ve made progress on it. We can review that maybe towards the end if we have time, or we’ll just do a separate call
53 00:09:40.940 ⇒ 00:09:50.309 Robert Tseng: And then I know, Ryan, you kind of worked on this, it sounds like, over the weekend, right? So, I did look at your build sheet, so we can spend a little time talking about that, too.
54 00:09:50.470 ⇒ 00:10:07.680 Robert Tseng: Other stuff in cycle, I know Hannah kind of added something around follow-ups here. We’re still doing platform proposals, so that’s fine. And then I’ve more or less tried to go through everything that needed to be reviewed, move some stuff back into blocked, if it was, like, we just, you know.
55 00:10:07.990 ⇒ 00:10:13.500 Robert Tseng: corral, we’re still waiting, so I consider this blocked. And then, like.
56 00:10:13.850 ⇒ 00:10:23.560 Robert Tseng: other things, like this spreadsheet. Okay, I mean, this is connected to… would you say this is related to the automation that you shared?
57 00:10:23.830 ⇒ 00:10:26.210 Robert Tseng: Ryan? Is this the same, like, similar?
58 00:10:26.670 ⇒ 00:10:36.610 Ryan Brosas: Yeah, yeah, that is the first, version of what on, well, the first version is, like, I’m just thinking of, like.
59 00:10:36.610 ⇒ 00:10:47.270 Ryan Brosas: should I just put, like, SEO only, and, like, make another, like, sheet? But I did, like, consolidate it, like, adding
60 00:10:47.400 ⇒ 00:10:51.900 Ryan Brosas: Pinterest and other, socials… social media.
61 00:10:51.900 ⇒ 00:10:56.860 Robert Tseng: Yeah, I saw that in your video, but I didn’t actually see it in this link. Is this… it’s not this link, right?
62 00:10:57.530 ⇒ 00:11:01.720 Ryan Brosas: Not, not, I will send the… Okay.
63 00:11:01.720 ⇒ 00:11:22.820 Robert Tseng: So then, yeah, I guess I didn’t review the actual sheet that was in your loom. But I did look at the SEO tracker, so I want to spend a couple minutes here. So I added a tab here, so if you could just update, just like a README kind of situation, just summarizing what this is, so anybody that opens this up will be able to know. This is generally how I start spreadsheets, so just…
64 00:11:22.820 ⇒ 00:11:38.930 Robert Tseng: quick thing there. Other than that, I think these are all the right views, so I think you did a good job with this. I left a couple comments on, like, hey, if we could backfill, like, quarterly, or at least quarterly and monthly for this year, I think that would be a good view into, like.
65 00:11:39.210 ⇒ 00:11:53.269 Robert Tseng: how we can set targets for the next… yeah, for 2026, but obviously I don’t… I mean, I don’t need you to do that for the weekly view. Like, I don’t want you to spend too much time on that, so, I’m fine with this starting from, like, 2026 onwards.
66 00:11:53.840 ⇒ 00:12:13.719 Ryan Brosas: Yeah, I already did that, I already filled all the necessary data here, like the weekly, quarterly, and the monthly also. You can see it on the ticket. I updated… I already sent, or, like, input the correct link for this, SEO tracker, or, well, GTM, content tracker.
67 00:12:13.920 ⇒ 00:12:18.340 Robert Tseng: Oh, yeah? Hmm. Is it just not showing on my side, or like…
68 00:12:25.370 ⇒ 00:12:30.310 Luke Scorziell: Is this… do we have something also like this for, linkedIn and other socials.
69 00:12:31.140 ⇒ 00:12:45.690 Ryan Brosas: Yeah, I already… I’m already, like, scraping all the data that is necessary. Well, the whole, like, from Q1 to, Q4, I will be, doing an automation, and I’ll provide, like.
70 00:12:46.010 ⇒ 00:13:00.840 Ryan Brosas: the whole, what do you call this? Partly? Same with this, view, like, monthly, weekly, and, like, quarterly, view for each of, like, impression, and, what else to…
71 00:13:02.860 ⇒ 00:13:07.950 Ryan Brosas: Impression, engagement, and yet other stuff.
72 00:13:09.560 ⇒ 00:13:10.270 Robert Tseng: Okay.
73 00:13:10.420 ⇒ 00:13:17.520 Robert Tseng: I feel like I refreshed this a couple times and it’s still not showing anything, so I don’t really know if it’s on my side or why it’s not showing.
74 00:13:18.020 ⇒ 00:13:18.780 Robert Tseng: Right.
75 00:13:19.110 ⇒ 00:13:27.470 Robert Tseng: It’s… okay, we can… we can come back to this later, I just… I’m just… I haven’t… this is… this is what I reviewed. Like, I… it looked like this, so I’m just calling that out.
76 00:13:29.440 ⇒ 00:13:38.029 Robert Tseng: Okay, so I’m assuming we’ll just move on from that. Okay, so that was that, and then on the…
77 00:13:41.430 ⇒ 00:13:55.689 Robert Tseng: on the Notion side, yeah, you have this content strategy thing that you kind of put out last week. I kind of made some changes just structurally. I thought that… yeah, I think, you know, for the most part, everything is… is… I think this was a great start, so…
78 00:13:55.690 ⇒ 00:13:58.670 Robert Tseng: Yeah, I would say, you know.
79 00:13:58.670 ⇒ 00:14:22.080 Robert Tseng: What I’m… what I learned from what you put together, there are different stages of awareness. Like, when we’re speaking to an ICP, we want to push them to these different stages with our content, right? So, I think this is a great framework for thinking about it. And then, really, the actions you’re trying to drive are either booking a meeting, signing up for a newsletter, downloading a lead magnet, joining an… I put joining an event as a possible one.
80 00:14:22.220 ⇒ 00:14:27.110 Robert Tseng: You know, it’s like, we… we… you know, we…
81 00:14:28.310 ⇒ 00:14:37.970 Robert Tseng: unofficially or, like, very, like, haphazardly do these things, like, but I think this is kind of where… this is where we could build this out more, so…
82 00:14:38.150 ⇒ 00:15:01.999 Robert Tseng: Like, how exactly are we driving people to book a meeting? From even… and I’m not asking you to fill in all these details, Ryan, I just… I’m borrowing your structure and then trying to just, like, broadcast it so the team knows where we’re headed with this. So, yeah, from the scheduler links that we’re using to, like, the messages that we’re sending to people, like, how do we actually drive… what does a message of booking a meeting look like? So, I’m gonna start pulling in these different pieces here.
83 00:15:02.000 ⇒ 00:15:21.529 Robert Tseng: when we’re talking about email newsletter, like, where are the different touchpoints right now where they can sign on? There are… we don’t really have a custom landing page for it, but there are a couple buttons on the website for it, but it seems like those are the only ways for us to sign up for the newsletter right now. So, I just want to be able to get all of that in one place, so somebody could come here and understand, like.
84 00:15:21.770 ⇒ 00:15:30.830 Robert Tseng: yeah, like, the con… like, how… how the content is driving actions. Like, these are really just the… these are really just the actions that we have, right?
85 00:15:30.870 ⇒ 00:15:51.899 Robert Tseng: And then from what you call the content engine, I kind of broke it out into a few pieces. There’s categories, so I think these categories… I like the way that you broke it out, tactical, aspirational, insightful, and personal. So, I know we were kind of, like, doing some version of this before, but yeah, I think, like, I would even, you know, just want
86 00:15:51.950 ⇒ 00:15:59.469 Robert Tseng: you know, we don’t have to spell it out exactly, like, what all of these differences are. I think this is a good enough, like, just, like, framework.
87 00:15:59.470 ⇒ 00:16:24.440 Robert Tseng: But then, yeah, I think your next piece here was about content generation, and like, kind of the prompts that you’ve already built, and kind of you have your process, you feel like, you know, your process is stronger than, like, what the example that I shared with you, and, you know, I trust in your process, like, I think, you know, if you can… you already… you’re sharing how it works, it seems like you’ve already spoken to Luke about it to some extent.
88 00:16:24.440 ⇒ 00:16:48.560 Robert Tseng: So, yeah, I mean, if this is… you know, if you feel like you’re able to kind of… if this is the way that you want to produce the content, like, I’m fine with… I mean, I trust your process, like, I’m not saying the YouTube video I sent you is doing it any better. So, I just wanted this to kind of be, like, kind of spelled out so people could understand, like, how are you actually creating the content? Like, what are… what are the prompts? Like, what are…
89 00:16:48.560 ⇒ 00:16:52.379 Robert Tseng: What are the different steps to, like, actually produce a piece of content, right?
90 00:16:53.540 ⇒ 00:17:00.810 Robert Tseng: So, I guess, like, do you feel like this is… is there anything else you would add here? Does this represent, like, kind of your content engine piece correctly?
91 00:17:01.480 ⇒ 00:17:13.349 Ryan Brosas: Okay, yeah, yeah, we, on our previous invasion, we just added, like, another PE on the mix, which is, like, you know, personal and thought leadership.
92 00:17:13.349 ⇒ 00:17:14.839 Robert Tseng: Yeah. But…
93 00:17:15.089 ⇒ 00:17:21.039 Ryan Brosas: Yeah, I think, as, as Luke and I, you know, like.
94 00:17:21.300 ⇒ 00:17:29.380 Ryan Brosas: like, did talk, like, thinking, or… well, we didn’t think of our messaging. I think that’s the missing piece of…
95 00:17:29.690 ⇒ 00:17:39.289 Ryan Brosas: why our engagement on, or our, effort on making doesn’t work, because we haven’t, like, defined
96 00:17:39.520 ⇒ 00:17:44.020 Ryan Brosas: Which messaging would resonate to our target ICP?
97 00:17:44.300 ⇒ 00:17:44.880 Robert Tseng: Yeah.
98 00:17:46.740 ⇒ 00:17:55.189 Robert Tseng: Great, yeah, so I know we took a step back because we were like, okay, well, you know, on Luke’s side, he’s helping define the ICPs, and we’re working on the strategy-wise, like.
99 00:17:55.190 ⇒ 00:18:17.679 Robert Tseng: who are we actually talking to, right? And then, Ryan, your piece of everything that you’ve built out and shipping our original content, that to me is the operational side of, like, this is actually how the content gets made, right? This is how the sausage is made. So, I know you’ve already… I’m not asking… I never asked… yeah, I’m not… we’re not starting from scratch, like, this is what I was trying to communicate to Luke and Jed and, you know, anyone you that’s been here, it’s like.
100 00:18:17.990 ⇒ 00:18:31.849 Robert Tseng: yeah, like, Ryan has already been doing a lot of this. He has a process in place, so, I think it’s really just about kind of turning it back on and, like, kind of getting people up to speed on, like, how we can actually use this to produce content.
101 00:18:32.020 ⇒ 00:18:42.390 Robert Tseng: So, I mean, I want to just do a little walkthrough for myself, my own learning. So, let’s say, okay, let’s… this outline is something…
102 00:18:42.390 ⇒ 00:18:57.869 Robert Tseng: that you have here, like, I’m just… I just picked a random idea, right? So this is, like, I don’t know where you would have sourced this from. I guess this is, like, you’re… you had already sourced this, this is the outline where, you’re maybe asking, like, you’re…
103 00:18:58.000 ⇒ 00:19:02.680 Robert Tseng: You’re getting some sort of, like, Input from us.
104 00:19:03.390 ⇒ 00:19:14.809 Robert Tseng: I guess this… from my perspective, you used to send me Slack messages, I would either give you voice messages, or I would write you some stuff on Slack. It would end up… it would end up in here.
105 00:19:14.810 ⇒ 00:19:30.829 Robert Tseng: And then you would basically move it to in progress, and you would run it through your prompts to build, kind of, under, like, UTAM’s, like, UTAM has a custom prompt, I have a custom prompt, and, like, you kind of turn that into
106 00:19:30.830 ⇒ 00:19:38.180 Robert Tseng: an outline, right? And you sent it to us for approval on, I forgot what that platform was called.
107 00:19:38.220 ⇒ 00:19:46.249 Robert Tseng: And then, like, you had a series of checklists before, like, after the content went live, right? Does that kind of summarize kind of how you went about it before?
108 00:19:46.570 ⇒ 00:19:47.240 Ryan Brosas: Yeah.
109 00:19:47.240 ⇒ 00:19:47.710 Robert Tseng: Okay.
110 00:19:47.710 ⇒ 00:19:48.245 Ryan Brosas: Oh.
111 00:19:49.060 ⇒ 00:19:58.370 Ryan Brosas: We, well, whether I tag you in Slack, or I just… pinging on assembly? Yeah.
112 00:19:59.070 ⇒ 00:20:02.949 Robert Tseng: Assembly, right? That’s what the platform was. Okay, cool. So…
113 00:20:02.950 ⇒ 00:20:07.149 Luke Scorziell: So you would, like, just copy-paste this and put it into a…
114 00:20:07.440 ⇒ 00:20:09.730 Luke Scorziell: Like, AI or something, or what is the…
115 00:20:10.120 ⇒ 00:20:12.489 Ryan Brosas: Well, the first idea…
116 00:20:12.490 ⇒ 00:20:15.649 Luke Scorziell: Like, you’re prompting them to answer questions.
117 00:20:16.190 ⇒ 00:20:33.739 Ryan Brosas: Yeah, it’s more of, like, a question than a prompt for AI, so whether, like, it’s for a specific, it’s whether, we need to, like, well, answer the question on those specific, prompts for each sentence, because it’s kind of, like.
118 00:20:33.870 ⇒ 00:20:49.509 Ryan Brosas: a structure for whole, like, storytelling, or much more of, like, content structure. Well, we are… we are following the PAS, structure before, but, that doesn’t really align to…
119 00:20:50.760 ⇒ 00:21:10.150 Ryan Brosas: the content, so I followed some of the most, like, you know, effective writers within that content industry, so that’s where I see it. But yeah, I think it’s kind of like, you know, still not hitting all the marks for the voice.
120 00:21:10.260 ⇒ 00:21:19.130 Ryan Brosas: I guess that’s… that’s the huge disconnect on that. But yeah, I’m still working on that, so I can, you know, better do this.
121 00:21:19.130 ⇒ 00:21:21.080 Luke Scorziell: No, this is good. This looks really good. Good.
122 00:21:21.080 ⇒ 00:21:24.960 Robert Tseng: Yeah, I mean, like, the hope was that Ryan would get something out that was, like.
123 00:21:24.980 ⇒ 00:21:41.639 Robert Tseng: I mean, maybe he is, maybe… I don’t know, it’s, like, such a… it’s, like, 80% of the way there, but then to, like, really… then Utomo and I would review and, like, edit it, but just by editing, I feel like I would spend, like, 15, 20 minutes again just, like, editing it to make it sound more like what I would write, I guess.
124 00:21:41.640 ⇒ 00:21:50.020 Robert Tseng: And I’m like, well, I don’t know, like, I feel… that felt too heavy. But, like, maybe that’s… that is just kind of what our standard is right now, and…
125 00:21:50.020 ⇒ 00:21:54.310 Robert Tseng: You know, every post will take 15 minutes of, like, actual human, like, review, like…
126 00:21:54.310 ⇒ 00:22:14.150 Robert Tseng: it’s probably faster than starting from nothing, and it’s better than just, like, going from word dump to, like, kind of creating something. But yeah, like, I don’t… I just… at the volume that Ryan was going at, which was, like, 3 posts a week for both me and Utam, you know, between the two of us, that’s, like, you know, an hour and a half of reviews. So, like, we just…
127 00:22:15.000 ⇒ 00:22:39.530 Robert Tseng: We just didn’t really have the bandwidth to do that at the point. I mean, that’s not an excuse, like, I’m willing to do it now, but, like, yeah, I’m hoping that, you know, with you in the loop, you’ll see us kind of, like, make the content adjustments, and then Ryan either needs to update his prompts, or, like, I don’t know, maybe we just need, like, another step. Like, I don’t expect his custom prompt to be able to spit out something that’s, like, ready.
128 00:22:39.540 ⇒ 00:22:46.530 Robert Tseng: But if there’s a faster way for us to, like, quickly give feedback, which is why I’m kind of asking in, you know.
129 00:22:46.690 ⇒ 00:23:06.070 Robert Tseng: the AI team to kind of put together… we’ve been talking around this for a while, like, the executive GPT, like, the UTAM and MyGPT, where, like, he can run his first draft through that, and, like, maybe that’ll get that to, like, 95%, and then we can review… if I can review something in 5 minutes or less while I’m on my phone.
130 00:23:06.070 ⇒ 00:23:25.189 Robert Tseng: that is, like, ideal. Like, I would… that… that would make this… that would… that would be perfect, so… and I think we have enough content from us, like, talking on transcripts and stuff, like, in order to, like, get us that type of, like, feedback agent, but, we’re just… yeah, we didn’t… we didn’t get there. So,
131 00:23:25.190 ⇒ 00:23:26.660 Robert Tseng: Okay, so…
132 00:23:26.710 ⇒ 00:23:42.890 Robert Tseng: Yeah, I guess this is… yeah, I’m not looking to change your process, Ryan, like, I know you already had a lot of this stuff, so, yeah, if anything, you’re maybe changing your content types a bit, and then… yeah, I guess, you know, this is… this is something you’ll kind of be… be executing again.
133 00:23:43.420 ⇒ 00:23:44.180 Robert Tseng: Yeah.
134 00:23:45.600 ⇒ 00:23:47.159 Luke Scorziell: And on the…
135 00:23:47.670 ⇒ 00:23:54.240 Luke Scorziell: Or, I mean, we can chat about this in a separate meeting too, Robert, but I know, like, Utam and I, when we talked last Friday.
136 00:23:54.530 ⇒ 00:24:00.510 Luke Scorziell: Was kind of like, how do we start making content that appeals more to…
137 00:24:00.740 ⇒ 00:24:06.610 Luke Scorziell: Or we want to start targeting more of, like, the enterprise Fortune 2000 companies, so that’s kind of the same…
138 00:24:06.780 ⇒ 00:24:10.820 Luke Scorziell: like… Goal that you have in your mind, too, for…
139 00:24:11.910 ⇒ 00:24:14.470 Luke Scorziell: When we’re thinking about hunting the ICT.
140 00:24:14.650 ⇒ 00:24:20.420 Robert Tseng: Yeah, so yeah, I mean, as far as, like, defining the ICP, that’s between, like, you, me, and Utam, I guess.
141 00:24:20.420 ⇒ 00:24:20.880 Luke Scorziell: Damn.
142 00:24:20.880 ⇒ 00:24:44.519 Robert Tseng: And in, like, even the form of content, I mean, this is really what Ryan… Ryan’s put together. It’s all, like, medium form content, like, on LinkedIn, you know. But, like, there are other formats, like, we know that, like, carousels are hitting better, that’s why, like, and stuff with images, like, you know, just doing pure text posts or not, like, so there are, like, certain, like, growth or engagement hacks that we need to be doing as well, but…
143 00:24:44.520 ⇒ 00:24:59.810 Robert Tseng: I, you know, I’m not so worried about that. I think just getting our content out there again is gonna help, or even, like, long-form LinkedIn articles and stuff. Stuff that’s basically shareable, like, yeah, like, I guess, like, you know, we can diversify the content later on.
144 00:25:00.530 ⇒ 00:25:01.790 Luke Scorziell: Cool. Okay.
145 00:25:01.790 ⇒ 00:25:02.440 Robert Tseng: Cool.
146 00:25:02.750 ⇒ 00:25:26.749 Robert Tseng: Yeah, as far as content sourcing, yeah, I mean, this is what they do, like, this guy does. I think we do stuff that’s better. We have every meeting recorded in Brain… like, on Brainforce platform. We have the case study, like, agents that, you know, Gabe helped ship the other day… the other week. And we also still do inter… we still do interviews. Like, maybe we haven’t done one recently, but Hannah was running these before, I was doing SME interviews, so…
147 00:25:26.750 ⇒ 00:25:30.770 Robert Tseng: Yeah, I think, like, as far as, like, getting…
148 00:25:30.770 ⇒ 00:25:39.839 Robert Tseng: getting Ryan content, like, that’s not a problem for Ryan to figure out on his own. That’s why I looped in… like, the AI team needs to be doing this, and…
149 00:25:39.840 ⇒ 00:25:53.269 Robert Tseng: we’re trying to bring in a BizOps leader who’s… I guess, like, I’m making that one of their… one of their OKRs as well. Like, everyone… basically turning everyone on the team into a go-to-market asset. Like, I feel like we could… we…
150 00:25:53.390 ⇒ 00:26:11.460 Robert Tseng: we still need to be doing that better, like, you know, it’s still, like, 95% of stuff coming out of me and Utam, rather than, like… we have really smart people on our team at this point that know what… know the business, know certain parts of the business better than we do, so, like, they should be contributing to this as well. So,
151 00:26:11.700 ⇒ 00:26:29.549 Robert Tseng: I think that’s… that’s still… still part of the goal, I’m just calling it out that, like, you know, I think we already have some creative ways that are better than what, you know, is… is here, and, you know, this… I think this is… this is a product problem more than it is, like, a content, problem, yeah.
152 00:26:30.520 ⇒ 00:26:48.800 Robert Tseng: Okay, couple other things I’ll say here. So, on the operational cadence with LinkedIn, great. Like, I think we will get this back onto the OKRS KPI sheet for 2026. I’m not gonna cover it today, because we’re not… we haven’t really updated that yet. What I’m referring to is, like, this…
153 00:26:49.720 ⇒ 00:27:09.419 Robert Tseng: sheets, which we will go over today, but, obviously this is outdated, this is Q4 2025. We’re gonna have a new set, going into Q1 2026, and I think that what Ryan has here would be really great to kind of highlight as a new KPI for content specifically, so…
154 00:27:09.420 ⇒ 00:27:12.379 Robert Tseng: I think this was great.
155 00:27:12.380 ⇒ 00:27:20.400 Robert Tseng: And then, yeah, as far as, like, amplifying for engagement and stuff, like, yeah, I think, you know, Ryan, we probably would have, like.
156 00:27:20.700 ⇒ 00:27:30.270 Robert Tseng: I guess you won’t be the only one doing commenting and sharing and stuff. Like, I would… I would have Jed assigned to this as well, and so we can… we can talk about that later. But,
157 00:27:30.530 ⇒ 00:27:38.709 Robert Tseng: Cool. And then, great, Gabe has… Gabe has mentioned this. Yeah, so, you know, I think, yeah, Ryan, you will… you’ll basically…
158 00:27:38.910 ⇒ 00:28:01.360 Robert Tseng: We’ll probably loop you into this, like, the AI team is gonna put this on the roadmap. I want them to push this out before end of the year, so hopefully this is the last project that Gabe will ship out with the AI team. We can really build this in, like, a week. So, yeah, like, I’m really kind of keen on, like, getting this executive GPT, like, up and running now that client work is a little bit slower through the end of the year, so…
159 00:28:01.390 ⇒ 00:28:13.949 Robert Tseng: You know, I think your input and helping Gabe and the AI team, like, figure out what needs to go into this is gonna be… is gonna be helpful. So I’m excited. We’re gonna… we’re gonna… we’re gonna deliver this before the… before the new year.
160 00:28:15.660 ⇒ 00:28:28.059 Robert Tseng: Okay, cool. So that’s content strategy. I think these are all the right pieces. Yeah, we’re gonna just keep filling in the details, but, like, I think we’ll build off of this doc. So this is, this is a great, great start.
161 00:28:28.810 ⇒ 00:28:29.860 Ryan Brosas: Thank you.
162 00:28:30.190 ⇒ 00:28:31.090 Luke Scorziell: Good job, Ryan.
163 00:28:33.140 ⇒ 00:28:39.939 Robert Tseng: Okay, so let’s transition over here. I will just go through the ritual, won’t spend too much time, I know, like, I guess…
164 00:28:40.200 ⇒ 00:28:51.529 Robert Tseng: I feel like you guys should be updating this earlier, but, you know, I don’t know if anybody actually did. I’ll just run through it quickly. I’m gonna start off with what’s been poor, and then I’ll kind of, like, zoom out from there, so…
165 00:28:51.880 ⇒ 00:28:57.280 Robert Tseng: On this side, this is still the end-of-the-year goal, in terms of, like, pipeline.
166 00:28:57.380 ⇒ 00:29:01.539 Robert Tseng: Obviously, we are retooling our ICP and everything, so…
167 00:29:01.730 ⇒ 00:29:06.859 Robert Tseng: I think the only, reasonable, like.
168 00:29:07.300 ⇒ 00:29:15.209 Robert Tseng: thing that we can do is just to retarget the people that we already have. Like, this is not like going out and building that new pipeline, you know, in the last week of the year.
169 00:29:15.600 ⇒ 00:29:30.579 Robert Tseng: So, that’s why Jed is working on this, so we will… we can get into the details of this, but, would like to get this out by tomorrow, before Christmas Eve, so, you know, at least people get a last holiday message from us. Yeah.
170 00:29:30.720 ⇒ 00:29:33.580 Robert Tseng: And then… for…
171 00:29:36.130 ⇒ 00:29:50.620 Robert Tseng: I guess this one… yeah, as far as Mofu goes, yeah, I think where we got stuck last week in the review was I felt like the… the response on the AICX, kind of…
172 00:29:50.800 ⇒ 00:30:07.020 Robert Tseng: campaign was still kind of rigid. Like, obviously, I know Jed used some structure, but, you know, we walked through the flowchart, and I… and I don’t know what the best way to do this is, but, like, I don’t know if updating that Figma every time we learn something is really helpful. Like, it seems like…
173 00:30:07.070 ⇒ 00:30:15.849 Robert Tseng: maybe it was helpful for Hannah when she was writing it, but, like, I don’t know, like, Jed didn’t use it, so, like, it’s like, well, is that… is that even helpful?
174 00:30:15.850 ⇒ 00:30:30.139 Robert Tseng: in my mind, I’m like, do we need to, like, prescriptively write every possible answer? Like, I don’t know, like, I… I just… I don’t function that way. Like, I don’t like it when people tell me, like, here are 10 things to do, and you choose 1 out of 10.
175 00:30:30.140 ⇒ 00:30:55.009 Robert Tseng: like, I prefer to, like, receive some principles, and then I just, like… that’s good enough for me. Like, I’ll use my own discretion to, like, run it. So, I feel like this is, like, we built something that’s not, like, universally applicable to everyone. Yeah, I don’t know. I don’t feel confident that, like, you know, Jed is, like, taking over Mofu, and, like, that’s why I haven’t pushed more.
176 00:30:55.010 ⇒ 00:30:57.340 Robert Tseng: Mofu onto him.
177 00:30:57.340 ⇒ 00:31:02.580 Robert Tseng: Yeah, like, I… I don’t… I don’t… I’m not… I’m not confident that this is actually, in a good place right now.
178 00:31:02.760 ⇒ 00:31:16.849 Robert Tseng: it was working when Hannah was doing it, but, like, she has her own way of doing it, and her teaching and passing it on to Jed has not translated. That’s basically my feedback here. So, I’d like to hear some thoughts on, like, kind of how we make this better.
179 00:31:18.870 ⇒ 00:31:26.860 Joules Asuncion: Yeah, well, to start off, like, I mean, my approach in this one is, is…
180 00:31:27.010 ⇒ 00:31:45.689 Joules Asuncion: Yeah, basically the same way you say it. Like, it’s my own discretion on how I approach to the lead and the customer, as I have actually experienced on, like, on outreach, as well as, how to get, customers, book a meeting with us.
181 00:31:45.900 ⇒ 00:31:51.799 Joules Asuncion: But I think, my ways is not yet that,
182 00:31:52.250 ⇒ 00:31:59.199 Joules Asuncion: like, finish yet, if I must say. So I think it’s a work in progress as well, on the Mofu sequence.
183 00:31:59.500 ⇒ 00:32:02.500 Joules Asuncion: And, reaching out to customers in LinkedIn.
184 00:32:03.460 ⇒ 00:32:07.080 Robert Tseng: Okay, I mean, what do you… what do you think is missing? Like, what do we need?
185 00:32:08.470 ⇒ 00:32:20.529 Joules Asuncion: Yeah, basically, like, relating some use cases, or, like, some clients that we have to them, that we actually work with that kind of business.
186 00:32:22.850 ⇒ 00:32:28.960 Robert Tseng: Yeah, I mean, we have, like, 50-plus marketing assets. Yeah.
187 00:32:29.700 ⇒ 00:32:37.999 Robert Tseng: Yeah, so I feel like most people that we’re talking to should be able to get something from us. Yeah. Yeah.
188 00:32:39.430 ⇒ 00:32:48.279 Joules Asuncion: That is the approach that I wanted to have, or, like, the impression that I wanted them to get when it comes to, like, when we message them. Like, who they work on.
189 00:32:48.380 ⇒ 00:32:53.699 Joules Asuncion: they work on this… this company, I think we can work with them as well.
190 00:32:53.990 ⇒ 00:32:56.270 Joules Asuncion: Like, that is the approach that I wanted to.
191 00:32:56.420 ⇒ 00:33:01.200 Joules Asuncion: Initiate when it comes to, like, lead reach-out.
192 00:33:02.400 ⇒ 00:33:02.980 Hannah Wang: Yeah, so…
193 00:33:02.980 ⇒ 00:33:04.940 Luke Scorziell: Yeah, do you think that… oh, sorry, Hannah, do you want to…
194 00:33:04.940 ⇒ 00:33:06.689 Hannah Wang: I’m… I’m here now,
195 00:33:06.820 ⇒ 00:33:17.419 Hannah Wang: sorry if my flowchart stuff is not helpful, like, let me know what other… like, what’s best for you, and what’s most helpful for you, and then I know I…
196 00:33:18.870 ⇒ 00:33:26.649 Hannah Wang: I think I mentioned before that I did talk to the AI team about building, like, a… something in the marketing assets.
197 00:33:26.710 ⇒ 00:33:29.539 Hannah Wang: A page on the platform, like a…
198 00:33:29.600 ⇒ 00:33:45.009 Hannah Wang: like, Robert, we talked about this, like, kind of scraping all the case studies, and then doing, like, a matching or something like that, so… Yeah. I will bring that up to Gabe again. I’m chatting with him in the new year about a lot of other things I want help with.
199 00:33:45.010 ⇒ 00:33:56.649 Hannah Wang: For design with him, so I’ll definitely bring that up, as well, so I… that can help you dread with, I guess, matching case studies to a specific
200 00:33:56.700 ⇒ 00:33:57.520 Hannah Wang: Lead.
201 00:33:58.100 ⇒ 00:33:59.140 Joules Asuncion: Gotcha.
202 00:33:59.330 ⇒ 00:34:04.210 Luke Scorziell: I guess, Jed, are there ways that we could also support you in terms of, like.
203 00:34:04.770 ⇒ 00:34:12.649 Luke Scorziell: like, the way that you work best is… because it’s, like, I think maybe also what Robert’s saying is, like, a system that maybe works for Hannah, like, might not work for you.
204 00:34:12.650 ⇒ 00:34:13.270 Joules Asuncion: Yeah.
205 00:34:13.270 ⇒ 00:34:17.300 Luke Scorziell: And then also, I think it’s important, probably, that, like, as we expand, too, that it’s, like.
206 00:34:17.770 ⇒ 00:34:21.800 Luke Scorziell: you know, you’re able to do some of that matching, I would imagine, like, on…
207 00:34:22.280 ⇒ 00:34:30.579 Luke Scorziell: Just on your own with, like… so if we had, like, summaries of each case study, or, like, here’s a type of customer pain point, and you could just, like, look through it, or do you have, like, access to those?
208 00:34:33.280 ⇒ 00:34:34.629 Joules Asuncion: Yeah, of course.
209 00:34:34.639 ⇒ 00:34:38.329 Hannah Wang: I think what was helpful for me was actually
210 00:34:38.519 ⇒ 00:34:46.179 Hannah Wang: learning about the client, because I think in the beginning, before… when I… before all the Mofu work, like, when…
211 00:34:46.329 ⇒ 00:35:05.449 Hannah Wang: like, let’s say you throw me a client name, I was like, I have no idea what they do, but I think actually, like, getting familiar with each client helped me a little bit, and kind of learning how to, like, bucket each one into specific categories, so I feel like this might… like, just, I think, as you continue to work on this and get familiar with
212 00:35:05.569 ⇒ 00:35:10.679 Hannah Wang: our past and current clients, like, that might help you, because I think…
213 00:35:11.079 ⇒ 00:35:23.989 Hannah Wang: yeah, we do work with specific customers, and they can be grouped into, like, health, or, like, CPG, or, you know, those… those mappings. So, I will say, I feel like that took me…
214 00:35:24.219 ⇒ 00:35:34.809 Hannah Wang: a while, but that… that was kind of what was helpful for me when I did the Mufu stuff. Not saying my Mufu work was great, but, yeah.
215 00:35:36.370 ⇒ 00:35:37.200 Joules Asuncion: Gotcha.
216 00:35:37.560 ⇒ 00:35:38.549 Joules Asuncion: Thank you, team.
217 00:35:39.300 ⇒ 00:35:53.309 Hannah Wang: So, like, maybe you can ask Rico for our list of current and past clients in Notion, or dig that up or something, and kind of just, like, visit their website and kind of see, like, okay, this company does this, this company does…
218 00:35:53.510 ⇒ 00:35:54.440 Hannah Wang: does that.
219 00:35:54.440 ⇒ 00:35:55.100 Joules Asuncion: watching.
220 00:35:56.010 ⇒ 00:35:59.510 Luke Scorziell: That’d be helpful, I mean, we could just ask for that on a go-to-market chat, too.
221 00:35:59.510 ⇒ 00:36:04.019 Hannah Wang: Yeah, I think it’d be helpful for everyone, even me too, like, to refresh.
222 00:36:07.430 ⇒ 00:36:08.950 Luke Scorziell: Can send a message.
223 00:36:27.440 ⇒ 00:36:39.370 Robert Tseng: So, yeah, I guess, like, so the… yeah, I mean, I think that’s… those are all great tips. I think, also, like, you know, last time Jed mentioned, oh, he was, like, trying to, like, lead score, and, like, I was, like, confused, because I’m like, how are you lead scoring?
224 00:36:39.370 ⇒ 00:36:47.659 Robert Tseng: you’re just, like, saying you’re deciding whether or not they’re part of the ICP. So, I mean, there’s a bit of a chicken and egg here, because the ICP, like, is being kind of
225 00:36:48.120 ⇒ 00:37:00.990 Robert Tseng: it’s not like it’s being… it’s not like we’re going after it completely new, but we’re continuing to define this more. I mean, maybe it is, like, I need to… I actually need to build this lead scoring model so that,
226 00:37:01.810 ⇒ 00:37:08.199 Robert Tseng: when we… when, an ICP comes… well, when a lead comes in.
227 00:37:08.200 ⇒ 00:37:09.320 Joules Asuncion: it is, like.
228 00:37:09.320 ⇒ 00:37:13.340 Robert Tseng: already labeled as a CPG, and then, like.
229 00:37:13.850 ⇒ 00:37:32.179 Robert Tseng: if it’s labeled as CPG, then we have, like, all of the marketing assets that are related to CPG, and then you’re just picking, or… like, that narrow… that narrows it down more. So, I think maybe that’s… that’s kind of where I need to spend more time in, like.
230 00:37:32.480 ⇒ 00:37:39.729 Robert Tseng: I mean, I’m not… I don’t think I would… I think I… I just… I think, like, I need to be involved in… in building… building that,
231 00:37:39.860 ⇒ 00:37:41.190 Robert Tseng: Lead scoring.
232 00:37:41.300 ⇒ 00:37:44.550 Robert Tseng: framework, so… I think that’s…
233 00:37:44.550 ⇒ 00:37:44.900 Joules Asuncion: Gotcha.
234 00:37:44.900 ⇒ 00:37:46.590 Robert Tseng: that I can do, so…
235 00:37:48.760 ⇒ 00:37:58.819 Luke Scorziell: Well, and there should be, like, a somewhat intuitiveness on Jed’s end, right? Of being able to just… or just our end of seeing a company, reading a little bit about it, and then kind of…
236 00:37:58.820 ⇒ 00:37:59.450 Joules Asuncion: No.
237 00:37:59.450 ⇒ 00:38:01.400 Luke Scorziell: Knowing, like, whether or not this is a good…
238 00:38:01.650 ⇒ 00:38:09.649 Robert Tseng: Well, that’s what I was, like, showing last week when we were kind of clicking through a couple examples. Yeah, like, it, you know, it probably…
239 00:38:10.090 ⇒ 00:38:24.850 Robert Tseng: Yeah, I mean, you go, you click on the website, you understand. But, I mean, I did catch, like… which, I don’t know, it’s not just unique to Jed, I do think that, generally speaking, this side of the business, like.
240 00:38:24.960 ⇒ 00:38:32.340 Robert Tseng: is disconnected from, like, the work that we do, so I’m not, like, gonna… it’s not just one… I’ve seen this before, where…
241 00:38:32.590 ⇒ 00:38:50.659 Robert Tseng: like, guys, like, we’re not a product company, we sell services, and so, like, you kind of… I’ve heard, like, kind of these types of misconceptions come up before, where people are like, oh, like, what product do we sell to them? And I’m like, we’re not… I don’t know, like, it’s just, like, basic business… that’s what I’m saying, like, I…
242 00:38:51.070 ⇒ 00:38:59.159 Robert Tseng: I think the overall, like, I… I have not surveyed formally the entire team, but if I were to just, like.
243 00:38:59.420 ⇒ 00:39:01.259 Robert Tseng: guess, like, I feel like…
244 00:39:01.380 ⇒ 00:39:19.559 Robert Tseng: this team understands the business the least compared to everyone else in the company, which is… I mean, is… I mean, this is not a knock on you guys, but, like, I think this is a… this is a… that’s a… that’s a problem, which is why we’re not able to do this very effectively.
245 00:39:19.680 ⇒ 00:39:30.099 Robert Tseng: Yeah, so… Anyway, so, like, size, property size…
246 00:39:31.740 ⇒ 00:39:43.049 Robert Tseng: I wonder, like, how much of this is already being captured in, like, the lead list that, like, Ryan builds? You know, like, I feel like lead scoring’s already kind of built into that. So, like…
247 00:39:43.780 ⇒ 00:39:47.659 Robert Tseng: Yeah, like, we’re not coming…
248 00:39:47.790 ⇒ 00:39:50.820 Robert Tseng: Every time we work on a list.
249 00:39:50.990 ⇒ 00:40:07.549 Robert Tseng: it’s already run through what Ryan has built, and he already captures company type, revenue size, etc. I mean, honestly, when I was, like… even that’s not… like, yeah, I still just click into the website of the whatever company it is, just to, like.
250 00:40:07.750 ⇒ 00:40:12.920 Robert Tseng: take a look anyway. So, I never worked directly, only relying on
251 00:40:13.490 ⇒ 00:40:22.719 Robert Tseng: Ryan’s spreadsheet. So, I don’t really know if what I’m gonna build is anything better, like, is what I’m kind of, like, saying. I think it’s… it’s just gonna be, like.
252 00:40:25.230 ⇒ 00:40:38.070 Robert Tseng: probably just a repackaging of the same thing. So, we’ll see. Like, I think we have to… we’ll just have to see… we have to run this on a few more and see how that goes.
253 00:40:38.380 ⇒ 00:40:42.350 Robert Tseng: One last thought about that, sorry.
254 00:40:42.350 ⇒ 00:40:49.299 Hannah Wang: when I was doing, like, the Mofu stuff, I think what helped me the most was hearing your thought processes, so even if, like.
255 00:40:49.870 ⇒ 00:40:55.870 Hannah Wang: It’s just, like, a giant dock of, like, you going through each lead and kind of…
256 00:40:56.010 ⇒ 00:41:13.499 Hannah Wang: giving why you map it to a specific… or just your, like, thought process behind it, and your reasoning behind it. I think that, like, GPT… execGPT is what is, like, missing, I guess, so… Yeah. That can tie into the… that GPT that the AI team is building.
257 00:41:13.500 ⇒ 00:41:14.170 Robert Tseng: Okay.
258 00:41:14.400 ⇒ 00:41:19.460 Robert Tseng: It’s fine. Robert, go through some MOFU manually.
259 00:41:19.890 ⇒ 00:41:24.890 Robert Tseng: And… and forward. Oh.
260 00:41:26.790 ⇒ 00:41:32.260 Robert Tseng: about it. I did do this last week, Hannah, you were on that call, but I basically, like.
261 00:41:32.260 ⇒ 00:41:32.780 Hannah Wang: Okay.
262 00:41:32.780 ⇒ 00:41:57.759 Robert Tseng: flip an account, like, the particular, you know, stakeholder that Judd had reached out to didn’t seem like they were the best buyer. Like, I went and I saw, this is the CEO, this is the CMO, like, you know, again, I went and I sent follow-up messages. I got responses from both people. I, like, weaved in the mutual intro, like, somebody was like, hey, I know this person. Like, what do you need? I didn’t actually have a specific question for them, so I just
263 00:41:57.760 ⇒ 00:41:59.140 Robert Tseng: Just kind of let that go.
264 00:41:59.140 ⇒ 00:42:11.959 Robert Tseng: But yeah, like, I immediately just, like, on that call, sent a couple messages, got two responses, like, like, if I wanted to work my way into that account, like, I… I think I… I think I could. So, yeah, I think it’s…
265 00:42:11.960 ⇒ 00:42:17.420 Robert Tseng: you know, that’s… that’s the kind of stuff that I’m looking for on the Mofu side.
266 00:42:18.020 ⇒ 00:42:19.639 Luke Scorziell: And maybe to clarify.
267 00:42:19.880 ⇒ 00:42:25.609 Luke Scorziell: Yeah. Or just, like, because I know we usually get kind of caught in the, like, mofu, tofu…
268 00:42:25.870 ⇒ 00:42:31.440 Luke Scorziell: Bofu, whatever. Yeah. But I mean, because it’s just, like, at the end of the day, what we’re doing is we’re helping
269 00:42:32.730 ⇒ 00:42:39.389 Luke Scorziell: Someone understand that we can solve their problem. And so the better that we under… the better we understand what capabilities we have.
270 00:42:39.560 ⇒ 00:42:41.820 Luke Scorziell: On our side, and who we can work with.
271 00:42:42.720 ⇒ 00:42:48.579 Luke Scorziell: in that, like, phase of we’ve already gotten in contact with someone. So I think, I don’t know, I guess, yeah, in my mind, I’m just…
272 00:42:48.770 ⇒ 00:42:51.149 Luke Scorziell: Thinking, like, I wonder if it’s just more of a…
273 00:42:51.350 ⇒ 00:42:54.390 Luke Scorziell: How do we start getting this team to learn more about
274 00:42:55.820 ⇒ 00:43:02.840 Luke Scorziell: the services that we offer, the people that we work with, like, the types… because I think, like, we could watch a ton of videos of you, Robert.
275 00:43:03.410 ⇒ 00:43:10.620 Luke Scorziell: Doing… going through that sequence and whatever you were doing, and that’d be helpful for, like, how do we think about it, but at the end of the day, it’s like.
276 00:43:11.950 ⇒ 00:43:21.720 Luke Scorziell: More of, probably, maybe watching, like, the videos that have been recorded and meetings, talking with engineers, maybe, like, having a space where we can ask them questions.
277 00:43:22.050 ⇒ 00:43:28.620 Luke Scorziell: Because it’s hard to market something if you don’t know exactly what you’re… What you’re marketing.
278 00:43:28.620 ⇒ 00:43:47.480 Robert Tseng: I mean, I think the offers and services pitch is probably the best thing. Like, anytime I’m talking about services, like, I run a bunch of these calls, like, probably these first 4 or 5, like, yeah, I think this is a good place to understand, like, how, like, what we do. And then you can, like, yeah, I guess, so…
279 00:43:47.720 ⇒ 00:43:56.799 Robert Tseng: I’m not gonna create tickets for you guys to go do this, like, you should… I mean, I don’t know, like, you should go and learn the business, like, I… I’ve shared all these notions with you already, like, I…
280 00:43:56.900 ⇒ 00:43:58.620 Robert Tseng: I, I, I don’t, I mean, like…
281 00:43:58.620 ⇒ 00:44:17.979 Robert Tseng: Yes, I hear… I hear you, Luke, I’m like, yes, we… yeah, I can provide more guidance of, like, where you should go to, but, like, this is exactly what we do with our clients. We don’t know anything about their business, except for whatever they told us in the pitch. We go in, and we have to learn their business within a week. I spend, like, 3 to 5 hours on a client.
282 00:44:17.980 ⇒ 00:44:39.070 Robert Tseng: I learn their business and try to move it in a particular direction. Obviously, like, the learnings compound, but, like, I am doing this, like, for every client as well. So, like, in terms of teaching myself what the business does. And, like, they don’t have any of what we have, things that we have. Like, I have to just go and pull up spreadsheets, like,
283 00:44:39.570 ⇒ 00:44:43.459 Robert Tseng: I don’t know, like, wholesale, or,
284 00:44:46.490 ⇒ 00:44:56.820 Robert Tseng: Okay, never mind, I don’t have anything on hand. But, like, you know, I’m… I feel like I’m starting, like, yeah, I mean, so, you know, if you guys want to learn the business, yeah, I think
285 00:44:56.990 ⇒ 00:45:04.109 Robert Tseng: I don’t know, should I be, like, more… maybe that’s what I need to do, I just gotta, like, make sure that we have some…
286 00:45:04.220 ⇒ 00:45:10.859 Robert Tseng: like, learning KPIs for this team, too, on, like, are you keeping up with, like, our business? Yeah.
287 00:45:11.740 ⇒ 00:45:14.160 Luke Scorziell: Yeah, or if,
288 00:45:14.560 ⇒ 00:45:20.659 Luke Scorziell: I mean, I could… we could think of someone probably offline, too, but if… if it’s something where, like, maybe we each come to this meeting with, like, a…
289 00:45:21.080 ⇒ 00:45:24.810 Luke Scorziell: What’s, like, one or two things we learned from a sales call last week?
290 00:45:25.120 ⇒ 00:45:25.540 Robert Tseng: Yeah.
291 00:45:25.540 ⇒ 00:45:33.810 Luke Scorziell: Or some… I don’t know, just… we could, you know, ideate later on that too, but it might be helpful to, like… because then those are the types of things that, when you’re…
292 00:45:33.920 ⇒ 00:45:36.849 Luke Scorziell: DMing or messaging with a client, you can be like, oh, well, actually, like.
293 00:45:37.330 ⇒ 00:45:40.510 Luke Scorziell: Or last week, we just worked with a client and did this, and like…
294 00:45:40.740 ⇒ 00:45:43.360 Luke Scorziell: But that, you know, I don’t know if they already have those calls recorded.
295 00:45:44.660 ⇒ 00:45:45.030 Robert Tseng: They are.
296 00:45:45.030 ⇒ 00:45:45.580 Luke Scorziell: Wow.
297 00:45:45.860 ⇒ 00:45:46.660 Luke Scorziell: Wow.
298 00:45:47.330 ⇒ 00:45:49.340 Luke Scorziell: But yeah, I can think of some stuff there.
299 00:45:49.520 ⇒ 00:45:57.900 Robert Tseng: That’s good to know. I mean, I may… yeah, I think Rico, probably on the ops side, has had enough time here, like, I may just kind of have him help with that more.
300 00:45:58.040 ⇒ 00:46:03.449 Robert Tseng: On, like, weekly, just, like, health… you know, I’m just gonna write this as a good takeaway.
301 00:46:03.590 ⇒ 00:46:14.250 Robert Tseng: Let’s say… have Rico send, like, weekly, like, business, like, brain porch.
302 00:46:14.450 ⇒ 00:46:25.590 Robert Tseng: Just, most helpful… like… Videos, transcripts, thoughts to share broadly.
303 00:46:26.480 ⇒ 00:46:28.970 Robert Tseng: Broadly, with the team.
304 00:46:29.190 ⇒ 00:46:39.370 Robert Tseng: And then also to… Great, a weekly, or I don’t know, some regular pulse check on Brain Forge.
305 00:46:39.600 ⇒ 00:46:44.180 Robert Tseng: Business understanding to make sure that the team is
306 00:46:44.230 ⇒ 00:46:49.440 Robert Tseng: Okay, great. I think this is a good project for him. I think that he could help with this.
307 00:46:49.460 ⇒ 00:47:04.239 Robert Tseng: Okay, that’s all good. Yeah. Like, yeah, ultimately, this is, like, it’s not about, like, you guys don’t know how to send messages and, like, whatever. Like, it’s just being able to do it in a way that’s, like.
308 00:47:04.740 ⇒ 00:47:19.909 Robert Tseng: with understanding… with the context of Brainforge. I think that’s, like, the missing piece here. So, if we can do this better, if we can help this team kind of learn Brainforge better, then I think… I think this will get better. Okay. Anyway, thank you for that.
309 00:47:20.790 ⇒ 00:47:23.120 Robert Tseng: I guess…
310 00:47:24.200 ⇒ 00:47:32.699 Robert Tseng: Yeah, that’s all I’ll cover. I’m not going to touch anything that’s on track or in kickoff, because we’re about to, like, kind of update this for next year.
311 00:47:33.750 ⇒ 00:47:37.829 Robert Tseng: I guess, anybody have anything else to say about any of these?
312 00:47:42.930 ⇒ 00:47:43.790 Joules Asuncion: No, I’m all good.
313 00:47:44.020 ⇒ 00:47:54.909 Robert Tseng: Okay, cool. Well, then I’ll spend… I’ll quickly just spend some time, like, talking about how I envision some of these things changing for the next quarter, so… or,
314 00:47:55.670 ⇒ 00:48:03.590 Robert Tseng: Oops. Yeah, we’re gonna… I’m just gonna use this, so we’re gonna add something here around… Oops.
315 00:48:06.060 ⇒ 00:48:09.309 Robert Tseng: something around contents, and I just…
316 00:48:09.760 ⇒ 00:48:12.899 Robert Tseng: You’d have to put some of what Ryan had here.
317 00:48:15.000 ⇒ 00:48:26.380 Robert Tseng: So, something about… Yeah, I mean, this, I think, will probably stay the same.
318 00:48:27.380 ⇒ 00:48:31.259 Robert Tseng: I think this number will probably change. I think,
319 00:48:32.860 ⇒ 00:48:39.909 Robert Tseng: I’m not gonna edit it incorrectly. Is this still… The right number for top.
320 00:48:40.190 ⇒ 00:48:41.310 Robert Tseng: Very tough.
321 00:48:42.690 ⇒ 00:48:51.940 Robert Tseng: Well… John… And then… This one, I think…
322 00:48:52.150 ⇒ 00:48:54.330 Robert Tseng: what did we say, lap time? Like.
323 00:48:54.650 ⇒ 00:48:59.379 Robert Tseng: Yeah, this is, like, not a weekly,
324 00:49:00.170 ⇒ 00:49:06.160 Robert Tseng: KPI to draft. More of a monthly, quarterly, because, like, It’s not like…
325 00:49:06.760 ⇒ 00:49:17.670 Robert Tseng: partners are consistently driving us new volume weekly, but some are. Like, I think, Omni literally sends us leads every week.
326 00:49:17.670 ⇒ 00:49:23.690 Hannah Wang: did the… the cell with all the Omni ones that… Yeah. Frank referred, yes.
327 00:49:23.690 ⇒ 00:49:42.509 Robert Tseng: Which is… which is crazy, because, like, yeah, I mean, 3 of our past… like, of our most recent clients have come through… come through Omni, and we’re not even formally in a partnership with them, which is kind of ridiculous. So… yeah, I think maybe this is supposed to be a weekly, but, like, yeah, I… I think…
328 00:49:42.540 ⇒ 00:49:47.929 Robert Tseng: The pipeline, like, Part… partner-driven pipeline
329 00:49:48.090 ⇒ 00:49:58.009 Robert Tseng: has actually been greater than, like, you know, outbound pipeline, which I think is probably how our business will continue to go, like…
330 00:49:58.350 ⇒ 00:50:16.119 Robert Tseng: it’s not going to be mostly new deals that we come and get our, like, get ourselves, but, I… but yeah, we need to have both, because we can’t only be reliant on partners to drive pipeline. This one, like, yeah, I think this will take some time, so, like, I have questions around how long will it…
331 00:50:16.120 ⇒ 00:50:23.159 Robert Tseng: Take to get inbound leads after we get content events going again?
332 00:50:23.370 ⇒ 00:50:31.199 Robert Tseng: You know, so, yeah, I mean, this is kind of the whole, like, thing that Ryan is talking about with,
333 00:50:31.650 ⇒ 00:50:36.459 Robert Tseng: The stages of awareness, like, how quickly do leads go through…
334 00:50:37.310 ⇒ 00:50:41.770 Robert Tseng: remove the ICP stages of awareness.
335 00:50:42.360 ⇒ 00:50:48.050 Robert Tseng: Before they convert on a one, like, one out of the four.
336 00:50:48.860 ⇒ 00:50:56.810 Robert Tseng: Or actions, like meeting, events, lead magnet, or newsletter.
337 00:50:58.070 ⇒ 00:50:58.850 Robert Tseng: Yeah.
338 00:50:59.190 ⇒ 00:51:01.999 Robert Tseng: This one, I think…
339 00:51:02.440 ⇒ 00:51:14.599 Robert Tseng: Yeah, this will probably change as well. Like, we’re moving away from direct platforms, and, like, I think partners is gonna… is gonna change, so, this mix will…
340 00:51:15.400 ⇒ 00:51:21.790 Robert Tseng: We’ll change, like… Need a more… dynamic.
341 00:51:21.940 ⇒ 00:51:27.570 Robert Tseng: Forecasted, like, lead mix, like, month.
342 00:51:27.860 ⇒ 00:51:29.070 Robert Tseng: quarter, maybe.
343 00:51:29.710 ⇒ 00:51:36.880 Robert Tseng: lead mix model, which I will build that. I think you… for those of you who have not seen this before,
344 00:51:37.770 ⇒ 00:51:46.990 Robert Tseng: I wonder if I can show our, P… 24 hours…
345 00:51:51.580 ⇒ 00:52:03.420 Robert Tseng: Yeah, I had previously built this in Q3 to kind of, like, forecast out, like, what our… how we would grow in Q4. I kind of made some assumptions here about, like.
346 00:52:03.730 ⇒ 00:52:20.610 Robert Tseng: new projects, like, what our starting point was, like, how much new pipeline we needed. Like, I think this model pretty much held true. I think some of the assumptions, like, were a bit different, so I’ll probably do a readout on this later this week on, like, how we surpassed, kind of, the model, but I basically just need to…
347 00:52:20.790 ⇒ 00:52:22.929 Robert Tseng: Make this, like, kind of…
348 00:52:23.210 ⇒ 00:52:29.229 Robert Tseng: revamp this for the next quarter based on things that we’ve learned. I think there are new inputs that I didn’t realize.
349 00:52:29.470 ⇒ 00:52:32.090 Robert Tseng: Yeah.
350 00:52:32.290 ⇒ 00:52:34.880 Robert Tseng: And… for this one…
351 00:52:36.010 ⇒ 00:52:45.850 Robert Tseng: This is a lot more on content, so I think this will get pulled out to… Here… Yeah, okay.
352 00:52:46.680 ⇒ 00:52:52.009 Robert Tseng: So, I’ll move that there, and yeah, I think something, something like this.
353 00:52:53.180 ⇒ 00:53:04.360 Robert Tseng: I’m gonna try to limit it to, like, only 2, yeah, two or three per objective. I felt like this was the right amount, and then all of you will be assigned to different things here.
354 00:53:04.670 ⇒ 00:53:14.440 Robert Tseng: Yeah, and then I think these are pretty much, like… we don’t really pay attention to this recently, so I might… I might change this as well.
355 00:53:15.250 ⇒ 00:53:25.899 Robert Tseng: I don’t think we have a problem… well, actually, yeah, anyway, so… I don’t have anything… I don’t have any thoughts on this. This is just, like, operational stuff, so…
356 00:53:26.230 ⇒ 00:53:40.520 Robert Tseng: Okay, so, I mean, this’ll probably be the last time this year you see this, like, I think we’re gonna change it up for Q1 2026. But yeah, if you have any thoughts on, like, what… how things should be measured differently, because you felt like…
357 00:53:40.740 ⇒ 00:53:54.960 Robert Tseng: yeah, you were being called out every week because, like, some KPI that you were assigned was, like, you weren’t hitting it, and, like, that’s the kind of signal that I want to get from the team, otherwise I’m just gonna keep, like, you know, changing this myself, and,
358 00:53:54.960 ⇒ 00:54:03.069 Robert Tseng: you know, you’re gonna be on the hook for it. So, I think this is, these quarterly adjustments are kind of the opportunity for you to kind of
359 00:54:03.070 ⇒ 00:54:16.299 Robert Tseng: just share what you… if… were these realistic? Was it even worth tracking these things? Like, I would want that kind of feedback from you. If not now, then you can just, you know, let us know in the channel later this week.
360 00:54:21.930 ⇒ 00:54:24.339 Robert Tseng: Okay, cool.
361 00:54:26.860 ⇒ 00:54:34.870 Robert Tseng: then I think that’s pretty much it. Like, I don’t really have anything else I want to go over on… for today,
362 00:54:35.340 ⇒ 00:54:37.609 Robert Tseng: I know we’re kind of coming…
363 00:54:39.240 ⇒ 00:54:43.580 Robert Tseng: to the end of the year soon. We’re off…
364 00:54:43.750 ⇒ 00:54:51.499 Robert Tseng: from Christmas through the end of the year, officially. So, I think that’s kind of… when I’m gonna…
365 00:54:52.480 ⇒ 00:55:01.459 Robert Tseng: work on some of these… some of these projects to… to get them out before the end of the year. But… yeah, I guess, if anything…
366 00:55:01.680 ⇒ 00:55:10.200 Robert Tseng: before then, I know we’re trying to get a couple things out, you know, before Christmas, and yeah, I guess those are the only things I’ll be, kind of.
367 00:55:10.380 ⇒ 00:55:11.960 Robert Tseng: Bothering you guys about?
368 00:55:14.910 ⇒ 00:55:18.090 Robert Tseng: Oh, I guess a question on the.
369 00:55:18.940 ⇒ 00:55:22.899 Luke Scorziell: January Ventures and telehealth companies?
370 00:55:22.900 ⇒ 00:55:23.630 Robert Tseng: Yeah.
371 00:55:24.980 ⇒ 00:55:26.020 Luke Scorziell: I think…
372 00:55:26.020 ⇒ 00:55:30.079 Robert Tseng: We don’t need to send it out this week, we’re not gonna send those messages and,
373 00:55:30.450 ⇒ 00:55:33.240 Robert Tseng: Over Christmas. Okay. Yeah. Okay. Yeah.
374 00:55:33.240 ⇒ 00:55:38.020 Luke Scorziell: Alright, I was like, maybe the January Ventures ones we would do, since they’re startups, but .
375 00:55:38.020 ⇒ 00:55:38.640 Robert Tseng: Oh.
376 00:55:39.000 ⇒ 00:55:42.269 Luke Scorziell: I don’t… I think we can wait, if they’re not urgent.
377 00:55:42.270 ⇒ 00:55:44.229 Robert Tseng: Yeah, we can wait till next week, yeah.
378 00:55:44.670 ⇒ 00:55:46.149 Luke Scorziell: Okay. Okay.
379 00:55:46.520 ⇒ 00:55:55.569 Robert Tseng: Yeah, but we should, we should, like, still prep it, and just… but don’t, like, send it until next week. Like, I mean, you guys are gonna be off next week, so ideally it just, like, is ready to go, so we can just…
380 00:55:55.770 ⇒ 00:55:58.830 Robert Tseng: just send it. But, yeah. Yeah.
381 00:55:58.940 ⇒ 00:55:59.550 Robert Tseng: Yeah.
382 00:55:59.550 ⇒ 00:56:00.160 Luke Scorziell: Okay.
383 00:56:00.410 ⇒ 00:56:05.409 Luke Scorziell: That sounds good. So, I don’t know, Hannah, if you heard that, but I can message you also.
384 00:56:05.900 ⇒ 00:56:09.010 Hannah Wang: Yeah, I don’t… did we work on…
385 00:56:09.680 ⇒ 00:56:11.369 Hannah Wang: I forgot… You’re trying to tell us how…
386 00:56:11.370 ⇒ 00:56:16.960 Luke Scorziell: We didn’t totally work through the January Ventures one. The one thought I had for the January Ventures
387 00:56:17.570 ⇒ 00:56:27.620 Luke Scorziell: is, if we, like, oriented it… I can’t remember off the top of my head what the… oh, it was, like, the 3-week kickoff, like, if we kind of oriented some of the messaging more around
388 00:56:28.220 ⇒ 00:56:40.820 Luke Scorziell: like, first message introduces what the kickoff is, second message gives a little more detail and asks if they want to hop on a call about it, like, third message gives them a little more detail, so I found that to be helpful with other things, where you’re kind of, like.
389 00:56:40.980 ⇒ 00:56:46.709 Luke Scorziell: Each message adds, like, a new piece of information about whatever specific thing you’re offering them, as opposed to…
390 00:56:46.840 ⇒ 00:56:49.890 Luke Scorziell: If each message kind of introduces a new direction.
391 00:56:50.170 ⇒ 00:56:57.589 Luke Scorziell: About, like, our company or something, so… if that’s kind of, like, the… I guess it’s not a lead magnet, but, like, the intro offer that we wanted to…
392 00:56:58.000 ⇒ 00:57:01.790 Luke Scorziell: to do for them, I think that would be a good… A good one of, like…
393 00:57:02.130 ⇒ 00:57:06.950 Luke Scorziell: Hey, wouldn’t we love to tell you more about our 3-week kickoff, where we help companies
394 00:57:07.140 ⇒ 00:57:11.070 Luke Scorziell: Set up their data so that it’s not a… you know, it doesn’t cost them…
395 00:57:11.330 ⇒ 00:57:13.380 Luke Scorziell: Significantly more money down the line.
396 00:57:13.780 ⇒ 00:57:17.289 Luke Scorziell: So, that was kind of my thought there.
397 00:57:18.010 ⇒ 00:57:24.299 Hannah Wang: Okay, yeah, we can… we can probably work on the messaging with… with Ryan,
398 00:57:24.680 ⇒ 00:57:31.249 Hannah Wang: Offline. I don’t know if, Ryan, you took a look at Luke’s comments for the telehealth one, but…
399 00:57:31.500 ⇒ 00:57:50.780 Hannah Wang: we did, like, a working session maybe last week, I forget, and I think Luke left some helpful, I guess, pointers, so I think we can aim to prep the messaging for that by… before Christmas, and then get a green light, and then we can kick it off next year.
400 00:57:50.780 ⇒ 00:57:51.390 Luke Scorziell: Sweet.
401 00:57:51.590 ⇒ 00:57:52.180 Hannah Wang: Yeah.
402 00:57:52.820 ⇒ 00:57:57.619 Luke Scorziell: Yeah, and if you guys have feedback, too, on what’s worked, because I know, like, after I gave the telehealth
403 00:57:58.070 ⇒ 00:58:02.410 Luke Scorziell: input, I know Tom had some thoughts, and then, my…
404 00:58:02.910 ⇒ 00:58:04.859 Luke Scorziell: Yeah, so I’m happy to… to…
405 00:58:05.850 ⇒ 00:58:11.460 Luke Scorziell: you know, just… you can push back, too, on what I say, if you think what I’m saying is wrong, so…
406 00:58:11.850 ⇒ 00:58:12.980 Luke Scorziell: Yeah.
407 00:58:14.950 ⇒ 00:58:19.360 Hannah Wang: Okay, yeah, we can… Let’s aim to do that in the next couple of days.
408 00:58:19.690 ⇒ 00:58:21.860 Hannah Wang: Finish the messaging for that, yeah.
409 00:58:25.690 ⇒ 00:58:26.980 Luke Scorziell: I think that’s all.
410 00:58:26.980 ⇒ 00:58:29.039 Robert Tseng: Cool. Alright, thanks, team.
411 00:58:30.140 ⇒ 00:58:30.639 Joules Asuncion: Thank you so much, Rob.
412 00:58:30.640 ⇒ 00:58:31.370 Hannah Wang: rings.
413 00:58:31.370 ⇒ 00:58:32.080 Robert Tseng: See ya.