Meeting Title: Delivery Strategy Date: 2025-12-30 Meeting participants: Uttam Kumaran, Robert Tseng
WEBVTT
1 00:01:32.690 ⇒ 00:01:33.330 Robert Tseng: Hey.
2 00:01:35.710 ⇒ 00:01:36.490 Uttam Kumaran: Hey, dude.
3 00:01:37.630 ⇒ 00:01:38.349 Uttam Kumaran: How’d it go?
4 00:01:39.080 ⇒ 00:01:44.439 Robert Tseng: Great! I think he, he’s, he’s good with it, so…
5 00:01:44.650 ⇒ 00:01:48.880 Robert Tseng: I’ll just quickly share my screen, just to show you what I walked them through.
6 00:01:49.140 ⇒ 00:01:52.289 Uttam Kumaran: Okay. So, I kind of started off with.
7 00:01:52.330 ⇒ 00:01:55.020 Robert Tseng: Oops, that’s not the right line.
8 00:01:55.680 ⇒ 00:01:57.520 Robert Tseng: Yeah, I started off kind of, like.
9 00:01:58.710 ⇒ 00:02:04.919 Robert Tseng: Hey, like, these are how we’re doing salary ranges, you know, junior, mid-senior, we would say you’re at mid right now.
10 00:02:05.030 ⇒ 00:02:14.240 Robert Tseng: But, like, kind of given, you know, and then given your performance, just off of a performance bonus, you’d get up to 20% more.
11 00:02:15.860 ⇒ 00:02:22.690 Robert Tseng: And then, if you consider all of these other things that we’ve thought through, we walk through each line item on total rewards.
12 00:02:22.820 ⇒ 00:02:30.279 Robert Tseng: like, you know, that’s like another, you know, 20-30%, so I think that gets you close to the 150 total comp that you were expecting.
13 00:02:30.520 ⇒ 00:02:40.229 Robert Tseng: he was good with that. So, he’s fine with being leveled at being, being leveled at mid. I think, yeah, this was great. Like, it was good, good enough to present to him.
14 00:02:40.390 ⇒ 00:02:52.560 Robert Tseng: And, I guess his only thing was, like, okay, healthcare, I mean, we’re like, yeah, since it’s coming soon, I know, like, you know, people need an interim thing, it’s like, okay, well, we can, you know, let us know
15 00:02:52.980 ⇒ 00:03:03.460 Robert Tseng: like, whose healthcare are you on right now? Like, what would we need to pay in order to kind of keep you on your current healthcare situation? I share, like, with my own…
16 00:03:03.680 ⇒ 00:03:09.450 Robert Tseng: I’m on an HSA with my… with my wife, and so… I mean…
17 00:03:09.580 ⇒ 00:03:12.900 Robert Tseng: One, we barely contribute to contribute, like…
18 00:03:13.380 ⇒ 00:03:21.530 Robert Tseng: $50 a month to this thing, so whatever, like, I’m just… I’m just paying into it. But, like, you know, if that’s not your, like, whatever his situation is.
19 00:03:22.290 ⇒ 00:03:23.570 Robert Tseng: Like, maybe we’d be able to.
20 00:03:23.570 ⇒ 00:03:24.090 Uttam Kumaran: Figure it out.
21 00:03:24.090 ⇒ 00:03:41.759 Robert Tseng: Yeah, we’ll help do that. So that was, like, the only thing. For the 401K, I was like, look, you’re… you’re… you’re already an LLC or a 1099, you should be able to contribute to your own, kind of, like, pre-tax stuff, and we’re just gonna defer this, we don’t really need to offer that right now.
22 00:03:41.980 ⇒ 00:03:49.740 Robert Tseng: Yeah, and then obviously this is, like, a not now, but, you know, something… something later on. So, yeah, he was… he was good with that.
23 00:03:50.950 ⇒ 00:03:56.370 Uttam Kumaran: So, I mean, I think also what we can start to do is, like, I’ve put it all into Notion, ideally, like.
24 00:03:56.490 ⇒ 00:03:59.650 Uttam Kumaran: Even today, we generate any feedback you haven’t…
25 00:03:59.800 ⇒ 00:04:05.929 Uttam Kumaran: we just go through that Notion doc every time we kind of have these kind of conversations. Like, we should put…
26 00:04:06.120 ⇒ 00:04:09.280 Uttam Kumaran: should kind of put FAQs and things like that, ideally.
27 00:04:09.920 ⇒ 00:04:17.889 Uttam Kumaran: all that stuff can kind of be answered there. I’m glad, though, that, like, the ranges and stuff, like, work to make this a lot more streamlined.
28 00:04:18.320 ⇒ 00:04:22.059 Robert Tseng: Yeah, yeah, no, it was… this was, it was great.
29 00:04:22.260 ⇒ 00:04:25.370 Robert Tseng: Yeah.
30 00:04:26.050 ⇒ 00:04:32.310 Robert Tseng: And then as far as, like, you know, we went into more specifics on how his performance calculated in his role,
31 00:04:32.450 ⇒ 00:04:33.859 Robert Tseng: Well, this is a dock I’m sure.
32 00:04:33.860 ⇒ 00:04:38.200 Uttam Kumaran: That’s the only thing we didn’t… yeah, I didn’t… I didn’t know how your…
33 00:04:39.540 ⇒ 00:04:41.120 Uttam Kumaran: refocused.
34 00:04:41.930 ⇒ 00:04:42.590 Robert Tseng: Yeah.
35 00:04:44.470 ⇒ 00:04:53.719 Robert Tseng: So, this is something I’ve been building out that I didn’t share with you guys yet, but I’m trying to change the way we’ve been running, because before we were running, like, the…
36 00:04:54.010 ⇒ 00:04:59.399 Robert Tseng: OKRs kind of like this, where I was just kind of copy-pasting this on a weekly basis.
37 00:04:59.620 ⇒ 00:05:06.870 Robert Tseng: now I want to kind of move more to, like, a weekly business review, and so the idea is we have this North Star metric, which is meetings booked.
38 00:05:08.260 ⇒ 00:05:17.809 Robert Tseng: Yeah, it’s like, if… if we hit this goal, then, you know, the… whatever, like, everyone’s performance, they get some… they get some bump from that.
39 00:05:17.910 ⇒ 00:05:26.960 Robert Tseng: And then, there are these core input metrics, which we have to workshop a bit more, but, you know, if we hit these goals, then, like.
40 00:05:27.130 ⇒ 00:05:29.970 Robert Tseng: Maybe this is, like,
41 00:05:31.810 ⇒ 00:05:49.949 Robert Tseng: maybe it’s just Jed, like, kind of contributing to the top of funnel, like, he’s the main person executing that, and, you know, and he’s under Luke. So, if Jed hits this target, this is part of his performance bump, or performance, like, bonus as well. And… but, like.
42 00:05:49.950 ⇒ 00:06:07.529 Robert Tseng: someone at Luke’s level, all of everyone’s performance kind of rolls up into his, so he can’t just be like, only Luke’s input matters, I’m just gonna make sure he hits this and drop the ball on everything else. Then, you know, then Luke doesn’t get above. Like, it’s gonna, like, kind of net out that way.
43 00:06:07.900 ⇒ 00:06:17.050 Robert Tseng: So, yeah, I wanna refine this a bit more. I think I could probably consolidate this to just 3 metrics on the sales side, and then…
44 00:06:17.050 ⇒ 00:06:24.349 Uttam Kumaran: What I thought about adding on the delivery side was just one for each, at least for this quarter.
45 00:06:24.740 ⇒ 00:06:29.009 Uttam Kumaran: You know, because operationally, I’m not sure what… I don’t know how much…
46 00:06:29.560 ⇒ 00:06:32.030 Uttam Kumaran: Yeah, there’s not… there’s just too many unknowns right now.
47 00:06:32.030 ⇒ 00:06:35.539 Robert Tseng: On the delivery side, there’s more notes, yeah, yeah. But on the sales side, I feel like…
48 00:06:35.920 ⇒ 00:06:37.110 Robert Tseng: Check it out. Yeah.
49 00:06:37.110 ⇒ 00:06:37.680 Uttam Kumaran: Yeah.
50 00:06:41.400 ⇒ 00:06:44.490 Robert Tseng: Yeah, there’s gotta be, like, one simple metric that, like.
51 00:06:44.730 ⇒ 00:06:57.959 Robert Tseng: you know, everyone understands that we can, we can, we can, do part of their, their performance off of that. But then I also want something that’s, like, more closely tied to, like, their daily activities, so,
52 00:06:57.960 ⇒ 00:07:04.920 Robert Tseng: Yeah, something about, like, top… adding top of funnel, kind of conversations within, like, our ICP.
53 00:07:04.960 ⇒ 00:07:08.610 Robert Tseng: And then, like, kind of the… the…
54 00:07:09.520 ⇒ 00:07:13.119 Robert Tseng: I’m calling it, like, deal momentum, or just, like.
55 00:07:13.920 ⇒ 00:07:23.199 Robert Tseng: you know, anything we were talking about, ops, just, like, making sure that the follow-ups are happening, we’re pushing people into the right stages, or whatever. So, yeah, I think this is…
56 00:07:23.920 ⇒ 00:07:34.750 Robert Tseng: something… yeah, I might… yeah, I might share this tomorrow. I think I need a little more time on it. But, yeah, and then on the marketing side, there’s gonna be something around content and design, or whatever we can kind of…
57 00:07:35.460 ⇒ 00:07:37.400 Robert Tseng: Workshop that piece, too.
58 00:07:38.400 ⇒ 00:07:41.840 Uttam Kumaran: Yeah, so what did, I mean, what did you think about for…
59 00:07:42.220 ⇒ 00:07:48.080 Uttam Kumaran: Luke, like, you think you’ll be able to end up owning, like, some of the momentum-based pieces versus, like.
60 00:07:48.270 ⇒ 00:07:54.949 Uttam Kumaran: the marketing content, or are you kind of like, hey, maybe you’re figuring this out too, but Jed is gonna be your ticket out?
61 00:07:55.470 ⇒ 00:07:57.720 Uttam Kumaran: Or, like, what… I don’t know, I’m kind of like…
62 00:07:59.170 ⇒ 00:08:04.289 Uttam Kumaran: what do you think after our… because our conversation was more of, like, okay, I think… Luke is…
63 00:08:04.710 ⇒ 00:08:07.490 Uttam Kumaran: As, like, a little bit more on the strategy side.
64 00:08:07.490 ⇒ 00:08:08.080 Robert Tseng: Yeah.
65 00:08:08.600 ⇒ 00:08:09.330 Uttam Kumaran: Yeah.
66 00:08:10.930 ⇒ 00:08:27.330 Robert Tseng: Yeah, well, so, I mean, for me, this is, like, there’s… I feel like, you know, maybe these are not the right percentages, but, like, 30% of his time is gonna be people management. It’s gonna be, like, making sure that his… the people under him are, like, actually delivering on these inputs. Like, there’s not too much strategy here. It’s up to us to define
67 00:08:27.330 ⇒ 00:08:38.019 Robert Tseng: ICP and whatever, like, set the targets, which is part of why I’m rebuilding the forecast. Like, the idea is that, like, I’m gonna rebuild this, and that’s gonna set the targets for each of these inputs.
68 00:08:39.720 ⇒ 00:08:50.790 Robert Tseng: Yeah, so I think, that… that’s that. But yeah, I think all… this whole… all the scope should be under him. Like, yeah, like, he… I mean, he will not be, like, executing on everything, but, like.
69 00:08:51.020 ⇒ 00:08:53.159 Robert Tseng: Yeah, I think he will… he will have to…
70 00:08:53.200 ⇒ 00:09:08.110 Robert Tseng: I mean, he’ll be eat, sleeping, and breathing, like, go to market, so, like, he has to be kind of looking across, like, all of our efforts. But where he can actually impact strategy, yeah, I still think, kind of, on the ICP, like, kind of.
71 00:09:08.130 ⇒ 00:09:19.529 Robert Tseng: brand, like, messaging, I think 30% of his time will be on messaging, making sure that, like, the vision that we’re casting, like, the ICPs that we’re defining, he’s, like, finding the right messaging to be able to reach them.
72 00:09:19.990 ⇒ 00:09:25.859 Robert Tseng: So I still expect him to be doing, like, copy review and doing that kind of stuff to make sure that, like.
73 00:09:25.980 ⇒ 00:09:27.680 Robert Tseng: Yeah, we’re actually hitting the
74 00:09:28.050 ⇒ 00:09:37.050 Robert Tseng: we’re actually, you know, getting quality calls with our ICP target. And then, like, I think another…
75 00:09:37.390 ⇒ 00:09:45.690 Robert Tseng: 30% of his time will probably end up going to, like, Just more high-level, like,
76 00:09:48.730 ⇒ 00:10:01.590 Robert Tseng: strategy, like, adjustments with us, so, like, I expect the team to be reading out on this on a weekly basis. We’re gonna be doing weekly, monthly reviews on this, and, you know, if we’re trying to
77 00:10:01.590 ⇒ 00:10:11.249 Robert Tseng: expand into a new ICP, or, like, expand on a new channel, whatever, like, I would want his, like, 30% of his time to be, like, kind of going into that as well.
78 00:10:12.040 ⇒ 00:10:12.880 Uttam Kumaran: Okay. Yeah.
79 00:10:16.490 ⇒ 00:10:30.120 Robert Tseng: So, it’s not a pure people management role, he’s gonna have to do some execution, but, like, I think he should… I think he has enough range that, like, if we actually want to launch something new, like, he should be able to take it end-to-end. At least that’s… that’s kind of what 30% of his role will be, so…
80 00:10:30.640 ⇒ 00:10:31.230 Uttam Kumaran: Okay.
81 00:10:32.900 ⇒ 00:10:34.040 Robert Tseng: Yeah. Well, dude.
82 00:10:36.940 ⇒ 00:10:45.229 Robert Tseng: Cool. Yeah, I mean, obviously, like, I’m still gonna be involved in all this, but, like, yeah, I… at least I would… I would like to… I mean, I’m glad we’re…
83 00:10:45.520 ⇒ 00:10:47.709 Robert Tseng: Pushing in this direction now.
84 00:10:48.020 ⇒ 00:10:48.630 Uttam Kumaran: Cap.
85 00:10:48.800 ⇒ 00:10:49.310 Robert Tseng: Yeah.
86 00:10:49.630 ⇒ 00:10:51.709 Uttam Kumaran: Yeah, I hope he’s the right one.
87 00:10:51.710 ⇒ 00:10:52.380 Robert Tseng: Yeah.
88 00:10:52.700 ⇒ 00:10:55.449 Uttam Kumaran: I hope it works out. I mean, either way, like…
89 00:10:55.810 ⇒ 00:10:59.240 Uttam Kumaran: Every step of the way, we’re refining, like, what we want.
90 00:10:59.290 ⇒ 00:11:00.340 Robert Tseng: Yeah. So…
91 00:11:00.460 ⇒ 00:11:05.800 Uttam Kumaran: At least it’s better. I like him in particular because I think At the long tail.
92 00:11:06.180 ⇒ 00:11:13.440 Uttam Kumaran: we’re gonna have more people that do the execution versus the strategy stuff, so I think he is more aligned with that, but, like.
93 00:11:13.850 ⇒ 00:11:19.030 Uttam Kumaran: Still have… we still have to do a lot of this stuff day-to-day, so he’ll just have to pick that up on, like, what that’s like.
94 00:11:20.520 ⇒ 00:11:22.210 Uttam Kumaran: Bob, okay, cool.
95 00:11:26.070 ⇒ 00:11:26.660 Robert Tseng: Yep.
96 00:11:27.710 ⇒ 00:11:29.890 Uttam Kumaran: Otherwise, today…
97 00:11:32.420 ⇒ 00:11:36.479 Robert Tseng: We still have that Jasmine call scheduled, so… I mean, I can move her if we need to, but she.
98 00:11:36.480 ⇒ 00:11:37.309 Uttam Kumaran: No, no, no, that’s fine.
99 00:11:37.310 ⇒ 00:11:38.980 Robert Tseng: It’s in 30 minutes, yeah.
100 00:11:39.210 ⇒ 00:11:41.239 Uttam Kumaran: No, we should do that. Rip it, and I think…
101 00:11:41.550 ⇒ 00:11:44.240 Uttam Kumaran: Use the dock, see how it goes.
102 00:11:44.640 ⇒ 00:11:45.000 Robert Tseng: Okay.
103 00:11:45.000 ⇒ 00:11:50.029 Uttam Kumaran: That’s great, I’m glad. So…
104 00:11:51.810 ⇒ 00:11:59.350 Uttam Kumaran: The other things for us to cover today… are…
105 00:12:05.930 ⇒ 00:12:11.070 Uttam Kumaran: Yeah, so I guess, me and you, can we, you have a sense for what we want to do for…
106 00:12:11.860 ⇒ 00:12:21.630 Uttam Kumaran: like… Sales and sent, like, any… on any of… on either, like, referred new business or expanded existing.
107 00:12:24.280 ⇒ 00:12:25.029 Robert Tseng: And that’s just gonna be…
108 00:12:25.250 ⇒ 00:12:26.100 Uttam Kumaran: Yeah.
109 00:12:27.910 ⇒ 00:12:32.319 Robert Tseng: I think… you know, on the sale, like, we…
110 00:12:32.480 ⇒ 00:12:38.649 Robert Tseng: we said… I mean, let’s look at this… on the sales side, we said 5% for the first 6 months.
111 00:12:45.750 ⇒ 00:12:51.160 Robert Tseng: Right? Like, let’s say that ends up being, you know, 60K deal type.
112 00:12:55.910 ⇒ 00:12:58.930 Robert Tseng: That seems pretty generous. Yeah.
113 00:12:58.930 ⇒ 00:13:00.399 Uttam Kumaran: I think it’s pretty generous.
114 00:13:00.400 ⇒ 00:13:00.950 Robert Tseng: Yeah.
115 00:13:02.340 ⇒ 00:13:08.690 Uttam Kumaran: I mean, we can always… I mean, what would we pay externally?
116 00:13:09.110 ⇒ 00:13:09.890 Uttam Kumaran: Right.
117 00:13:10.090 ⇒ 00:13:15.850 Uttam Kumaran: this is someone bringing in net new business, but I guess this is also where we should talk about
118 00:13:16.820 ⇒ 00:13:24.559 Uttam Kumaran: How… if, if the CSOs contribute to… if someone contributes to this… to a sales process.
119 00:13:24.970 ⇒ 00:13:28.129 Uttam Kumaran: Are we going to compensate them at all?
120 00:13:32.170 ⇒ 00:13:37.460 Robert Tseng: Oh, I thought that would be part of the market expansion, because that’s, like, that’s when the CSO is actually looped in, right?
121 00:13:39.920 ⇒ 00:13:41.659 Uttam Kumaran: Yeah, I guess this is, like…
122 00:13:44.790 ⇒ 00:13:48.140 Uttam Kumaran: So, if I was to say this is, like.
123 00:13:48.620 ⇒ 00:13:50.570 Robert Tseng: Net new, like, net new sale, right?
124 00:13:51.120 ⇒ 00:14:01.440 Uttam Kumaran: Net new sale, this is… like, delivery, sourced… op, or… fine expansion.
125 00:14:01.890 ⇒ 00:14:02.290 Robert Tseng: I see.
126 00:14:02.290 ⇒ 00:14:05.659 Uttam Kumaran: Oh, but I guess I’m saying… I guess, like, this is, for example, if a…
127 00:14:06.910 ⇒ 00:14:10.209 Uttam Kumaran: If we’re getting breezy, and I call Awash, and I’m like.
128 00:14:10.530 ⇒ 00:14:15.210 Uttam Kumaran: Hey, work with me on this, and write the SOW, come with me to the pitch.
129 00:14:15.930 ⇒ 00:14:16.480 Robert Tseng: Yeah.
130 00:14:18.240 ⇒ 00:14:19.970 Uttam Kumaran: You know, I… yeah.
131 00:14:20.310 ⇒ 00:14:23.220 Uttam Kumaran: It’s, like, sort of, like, net new sale contribution.
132 00:14:26.730 ⇒ 00:14:27.310 Robert Tseng: Yeah.
133 00:14:31.720 ⇒ 00:14:36.800 Robert Tseng: I think we should do something that’s, that’s a faster…
134 00:14:37.400 ⇒ 00:14:41.629 Robert Tseng: Yeah, like, I would… I would do something that’s more like,
135 00:14:44.950 ⇒ 00:14:50.730 Robert Tseng: 10% off of the first contract or something, or whatever that may look like, you know? Like,
136 00:14:51.190 ⇒ 00:14:56.569 Robert Tseng: Like, the net new sale incentive, it’s like, great, we’re paying 5% over 6 months.
137 00:14:56.920 ⇒ 00:15:11.899 Robert Tseng: Whereas, like, I think for the market expansion, for us, you know, these are delivery source, or just, like, internally, I think the reward should come faster for them, but, like, obviously we just won’t be as long, so it’s, like, 10% of, like, 3 months max, or whatever.
138 00:15:12.330 ⇒ 00:15:15.840 Robert Tseng: Like, you know, in that it might end up being the same.
139 00:15:15.960 ⇒ 00:15:19.910 Robert Tseng: But… Like, it’s just that they get it faster.
140 00:15:25.300 ⇒ 00:15:25.880 Uttam Kumaran: Okay.
141 00:15:27.870 ⇒ 00:15:34.099 Robert Tseng: Right, yeah, let’s say he does the breezy thing, he kind of pushes it over the line… But I guess, do we think about, like.
142 00:15:34.270 ⇒ 00:15:39.620 Uttam Kumaran: The level of involvement, or are we just gonna start by saying involvement in general?
143 00:15:39.940 ⇒ 00:15:46.239 Robert Tseng: Yeah, yeah, no, we need to have, like, a clear indication of what involvement… what that involvement is, so…
144 00:15:46.800 ⇒ 00:15:48.880 Uttam Kumaran: Previously, previously we said, like.
145 00:15:50.580 ⇒ 00:15:56.140 Robert Tseng: on the sales incentive, it’s easier. It’s just, like, a referral, right? It’s just like getting us the warm… the warm intro.
146 00:15:56.140 ⇒ 00:16:00.739 Uttam Kumaran: Oh, if someone brings in a net new opportunity, that’s clear, but if someone
147 00:16:02.340 ⇒ 00:16:04.960 Uttam Kumaran: like, if someone helps on Breezy.
148 00:16:07.880 ⇒ 00:16:10.720 Uttam Kumaran: I guess, maybe sales, you guys should just…
149 00:16:11.260 ⇒ 00:16:15.499 Uttam Kumaran: Decide a variable comp based on how much someone was helpful.
150 00:16:17.320 ⇒ 00:16:23.080 Uttam Kumaran: I don’t know how… otherwise, you’re gonna have to think about, like, stage, I think…
151 00:16:23.080 ⇒ 00:16:26.710 Robert Tseng: Even the sales incentive, like, by bringing in that new deal, like, what, like…
152 00:16:27.270 ⇒ 00:16:35.339 Robert Tseng: if they sourced and closed the deal, or are you talking about, like, is it… if it’s just, like, a warm intro? It’s like, hey, this…
153 00:16:35.520 ⇒ 00:16:39.510 Uttam Kumaran: Do you think that’s gonna happen this quarter, like, No, I don’t think so.
154 00:16:39.510 ⇒ 00:16:39.900 Robert Tseng: I think it’.
155 00:16:39.900 ⇒ 00:16:40.429 Uttam Kumaran: Yeah, so that’.
156 00:16:40.430 ⇒ 00:16:41.959 Robert Tseng: Must be a warm intro, yeah.
157 00:16:42.850 ⇒ 00:16:45.870 Uttam Kumaran: Yeah, if there’s a warm intro, then I think of it like.
158 00:16:46.270 ⇒ 00:16:52.880 Uttam Kumaran: Basically, it should match, like, what we give our external referral partners, or be less… or be less than that.
159 00:16:53.140 ⇒ 00:16:56.010 Robert Tseng: Which is why… what do we… what do we offer them again? I forget.
160 00:16:56.010 ⇒ 00:16:58.379 Uttam Kumaran: Typically, we say 10% of the first
161 00:16:58.740 ⇒ 00:17:03.909 Uttam Kumaran: anywhere from 6 to 12 months. Usually, I’m pushing 10% of 6-month net.
162 00:17:04.180 ⇒ 00:17:05.680 Uttam Kumaran: On the first contract?
163 00:17:06.210 ⇒ 00:17:07.769 Robert Tseng: Off of just a referral?
164 00:17:08.260 ⇒ 00:17:08.930 Uttam Kumaran: Yeah.
165 00:17:09.160 ⇒ 00:17:10.319 Robert Tseng: Yeah, okay.
166 00:17:10.430 ⇒ 00:17:13.830 Robert Tseng: Well, yeah, I mean, that’s higher than what I… what we wrote to hear.
167 00:17:14.440 ⇒ 00:17:16.429 Uttam Kumaran: Yeah, so…
168 00:17:20.250 ⇒ 00:17:25.190 Uttam Kumaran: So basically, I say 6-month net, Or, like, first contract.
169 00:17:26.210 ⇒ 00:17:26.750 Robert Tseng: Yeah.
170 00:17:28.020 ⇒ 00:17:28.650 Uttam Kumaran: You know?
171 00:17:29.690 ⇒ 00:17:33.390 Uttam Kumaran: And then this… so then this is gonna be, like, a new…
172 00:17:33.630 ⇒ 00:17:35.350 Uttam Kumaran: There’s gonna be a new logo.
173 00:17:35.970 ⇒ 00:17:38.640 Uttam Kumaran: This is gonna be, like, sales assist.
174 00:17:39.930 ⇒ 00:17:41.420 Uttam Kumaran: And then I’m gonna put, like.
175 00:17:42.380 ⇒ 00:17:42.960 Robert Tseng: Yeah.
176 00:17:43.200 ⇒ 00:17:45.140 Uttam Kumaran: Sales determined, basically.
177 00:17:45.620 ⇒ 00:17:46.170 Robert Tseng: Yeah.
178 00:17:54.340 ⇒ 00:17:57.280 Uttam Kumaran: Which, you can just… if someone helps a little bit.
179 00:17:57.520 ⇒ 00:17:59.160 Uttam Kumaran: Maybe they get some part of it?
180 00:18:00.670 ⇒ 00:18:03.210 Uttam Kumaran: Someone helps more, you can decide.
181 00:18:06.370 ⇒ 00:18:14.149 Uttam Kumaran: the, one of the guys I talked to from Vixel, Basically, he said.
182 00:18:14.530 ⇒ 00:18:17.960 Uttam Kumaran: For every deal, they allocate… they give 5%.
183 00:18:19.680 ⇒ 00:18:22.649 Uttam Kumaran: For anybody’s sad, let me look at my granola.
184 00:18:23.260 ⇒ 00:18:24.820 Uttam Kumaran: There’s Chris Hart.
185 00:18:43.320 ⇒ 00:18:47.530 Uttam Kumaran: Yeah, okay, so he just said, all commissions, there’s gonna be 5%.
186 00:18:48.790 ⇒ 00:18:53.510 Uttam Kumaran: He said sales has up to 3.5, delivery has up to 1.5.
187 00:18:55.110 ⇒ 00:18:55.660 Robert Tseng: Hmm.
188 00:18:56.890 ⇒ 00:19:01.800 Uttam Kumaran: And that’s basically, he’s like, For every deal, we set aside 5%.
189 00:19:02.180 ⇒ 00:19:06.560 Uttam Kumaran: Sales can get up to three and a half, delivery can get up to one and a half.
190 00:19:08.060 ⇒ 00:19:08.590 Robert Tseng: Yeah.
191 00:19:12.450 ⇒ 00:19:18.880 Uttam Kumaran: But, I mean, so, they’re a much bigger business, so… Because otherwise, like.
192 00:19:19.040 ⇒ 00:19:21.709 Uttam Kumaran: I think I want… well, you should think about…
193 00:19:22.480 ⇒ 00:19:24.950 Uttam Kumaran: If we’re gonna end up giving 10%,
194 00:19:28.250 ⇒ 00:19:33.659 Uttam Kumaran: I guess I don’t know what the… what the… you’re thinking about for… the goals for…
195 00:19:33.820 ⇒ 00:19:35.349 Uttam Kumaran: The sales folks, but…
196 00:19:38.570 ⇒ 00:19:40.590 Uttam Kumaran: Yeah, I don’t know, I feel like…
197 00:19:41.320 ⇒ 00:19:47.399 Uttam Kumaran: This is… basically what I’m gonna do is we’re gonna see how this works, and then just move it down from there.
198 00:19:48.580 ⇒ 00:19:54.569 Robert Tseng: Yeah, I mean, this is part of the sales performance… this is the one part of sales performance. I think the other part…
199 00:19:54.870 ⇒ 00:19:57.120 Robert Tseng: Oh, actually, you’re not really able to see, like…
200 00:19:58.030 ⇒ 00:20:04.620 Robert Tseng: like, the sales assist is one part of their performance. I think the other part is, like, hitting the targets on the metrics that I said.
201 00:20:05.290 ⇒ 00:20:05.910 Uttam Kumaran: Okay.
202 00:20:06.300 ⇒ 00:20:06.850 Robert Tseng: Yeah.
203 00:20:11.130 ⇒ 00:20:11.830 Uttam Kumaran: Okay.
204 00:20:13.750 ⇒ 00:20:22.769 Robert Tseng: Yeah, that way there’s, like, an individual, like, yeah, if you were the one that assisted on this deal, like, you’re… you get something, and then there’s also, like, a team… team one as well.
205 00:20:29.000 ⇒ 00:20:29.780 Robert Tseng: Yeah.
206 00:20:30.010 ⇒ 00:20:39.120 Robert Tseng: But yeah, I think that makes sense, setting aside 5%. Yeah, I think that’s… I think we’re very generous with the 10%. So, even with the div… yeah, like, maybe we should even…
207 00:20:39.120 ⇒ 00:20:42.930 Uttam Kumaran: So, too, I just, like… Yeah, I think so too.
208 00:20:47.780 ⇒ 00:20:49.670 Robert Tseng: Open you up.
209 00:20:50.280 ⇒ 00:20:55.860 Uttam Kumaran: Typical… what I’ve been seeing in the market is, is, 10%.
210 00:20:57.400 ⇒ 00:20:59.030 Uttam Kumaran: Like, usually…
211 00:20:59.300 ⇒ 00:21:04.000 Uttam Kumaran: What people have been mentioning when I’m like, what’s a good… what do you want for a referral fee?
212 00:21:04.320 ⇒ 00:21:04.790 Robert Tseng: Yeah.
213 00:21:04.790 ⇒ 00:21:06.579 Uttam Kumaran: For a complete external referral.
214 00:21:06.580 ⇒ 00:21:13.470 Robert Tseng: For external, but I think we can get away with paying internally a little less, because they have other parts to their performance as well, or to their…
215 00:21:13.470 ⇒ 00:21:15.989 Uttam Kumaran: Then let’s just do that. We’ll crochet.
216 00:21:15.990 ⇒ 00:21:17.110 Robert Tseng: I just… I just changed it.
217 00:21:17.560 ⇒ 00:21:18.140 Uttam Kumaran: Okay.
218 00:21:19.770 ⇒ 00:21:20.679 Robert Tseng: Or, I’m a new.
219 00:21:20.680 ⇒ 00:21:21.070 Uttam Kumaran: Or wait.
220 00:21:21.070 ⇒ 00:21:21.460 Robert Tseng: logo.
221 00:21:21.460 ⇒ 00:21:27.599 Uttam Kumaran: Wait, no, wait, with this market expansion, this is… this is existing client expansion.
222 00:21:27.830 ⇒ 00:21:28.970 Robert Tseng: Yeah, yeah, yeah.
223 00:21:28.970 ⇒ 00:21:33.240 Uttam Kumaran: Okay, then yeah, then… oh, see, but I… so then, let’s just keep these… so you’re saying…
224 00:21:33.910 ⇒ 00:21:36.719 Uttam Kumaran: Yeah, keep that for the exter… I mean, this is, like, yeah.
225 00:21:37.090 ⇒ 00:21:40.169 Robert Tseng: If that’s what the external people want, like, that’s fine, like…
226 00:21:43.240 ⇒ 00:21:43.830 Uttam Kumaran: And then I’m gonna…
227 00:21:43.830 ⇒ 00:21:44.350 Robert Tseng: But yeah, bus.
228 00:21:44.350 ⇒ 00:21:47.600 Uttam Kumaran: Something to put for certs as well. I haven’t,
229 00:21:48.700 ⇒ 00:21:50.459 Uttam Kumaran: I just need to ask, like, AI.
230 00:21:50.460 ⇒ 00:21:56.710 Robert Tseng: I feel like that should just be, like, a cash thing, and not necessarily a… or, like, not necessarily a percentage thing.
231 00:22:00.910 ⇒ 00:22:05.689 Uttam Kumaran: Dude, but the promise to the cash is so much more meaningful for some people versus not.
232 00:22:06.810 ⇒ 00:22:08.060 Robert Tseng: Or, I guess, cash?
233 00:22:08.060 ⇒ 00:22:08.460 Uttam Kumaran: I digested.
234 00:22:08.460 ⇒ 00:22:14.500 Robert Tseng: Adjusted by the, the modifiers that… Okay.
235 00:22:14.890 ⇒ 00:22:16.370 Robert Tseng: Yeah, it just ends up… yeah.
236 00:22:16.990 ⇒ 00:22:18.080 Uttam Kumaran: I see what you mean.
237 00:22:19.060 ⇒ 00:22:19.790 Uttam Kumaran: Okay.
238 00:22:19.790 ⇒ 00:22:20.300 Robert Tseng: So, if it’s like
239 00:22:20.680 ⇒ 00:22:26.800 Robert Tseng: $100 bonus, then, like, you adjust it with Clarence’s modifiers for the market that the person is living in.
240 00:22:28.050 ⇒ 00:22:29.970 Uttam Kumaran: Yeah, so let’s do,
241 00:22:34.640 ⇒ 00:22:36.289 Uttam Kumaran: Yeah, something like that.
242 00:22:46.240 ⇒ 00:22:47.020 Uttam Kumaran: Okay.
243 00:22:47.720 ⇒ 00:22:48.230 Robert Tseng: Yeah.
244 00:22:52.550 ⇒ 00:22:57.140 Uttam Kumaran: And then, on this side.
245 00:23:00.950 ⇒ 00:23:04.470 Uttam Kumaran: We talked yesterday about basically having, like, a…
246 00:23:05.070 ⇒ 00:23:12.220 Uttam Kumaran: daily stand-up for each of the service leads, so that’ll be you, Sam…
247 00:23:13.270 ⇒ 00:23:16.720 Uttam Kumaran: That’ll be you, Sam, and… and Awash.
248 00:23:16.910 ⇒ 00:23:21.320 Uttam Kumaran: The second thing, basically, talked about was, like.
249 00:23:23.320 ⇒ 00:23:25.529 Uttam Kumaran: I guess I wanna… so, one is, like.
250 00:23:28.890 ⇒ 00:23:32.170 Uttam Kumaran: This is sort of, like, the delivery…
251 00:23:35.740 ⇒ 00:23:38.380 Uttam Kumaran: So, like, delivery health on Mondays.
252 00:23:51.970 ⇒ 00:23:54.609 Uttam Kumaran: This is just all the service leaders meeting.
253 00:23:55.480 ⇒ 00:24:01.590 Uttam Kumaran: And then… This is mainly because I was like, okay, How do the…
254 00:24:02.540 ⇒ 00:24:13.110 Uttam Kumaran: This is where I think Clarence thinks our team is going to pick things up easily without us saying it very explicitly, so I’m always biasing towards, like, I want to just make it really clear
255 00:24:13.830 ⇒ 00:24:16.810 Uttam Kumaran: that… What people are expected to do.
256 00:24:17.380 ⇒ 00:24:23.980 Uttam Kumaran: So, for the CISO… Yeah, this is just, like, we need to have some type of…
257 00:24:24.410 ⇒ 00:24:28.330 Uttam Kumaran: Client presentation, dry run, Meeting?
258 00:24:28.800 ⇒ 00:24:32.040 Uttam Kumaran: But… I don’t know, it’s just kind of a lot of…
259 00:24:33.800 ⇒ 00:24:39.580 Uttam Kumaran: And these two all just basically run until everybody has a good sense of what they’re doing weekly.
260 00:24:43.130 ⇒ 00:24:43.670 Robert Tseng: Yeah.
261 00:24:46.890 ⇒ 00:24:48.460 Uttam Kumaran: So it doesn’t change much.
262 00:24:49.050 ⇒ 00:24:55.570 Uttam Kumaran: I basically just want to force people to… To have, like, presentations prepared.
263 00:24:55.790 ⇒ 00:24:57.330 Uttam Kumaran: by, like, Wednesday?
264 00:25:01.390 ⇒ 00:25:04.370 Uttam Kumaran: that’s kind of it, really. And then…
265 00:25:08.360 ⇒ 00:25:13.189 Uttam Kumaran: Monthly basis, or bi-weekly, there’s gonna be a sales and delivery call.
266 00:25:19.560 ⇒ 00:25:22.040 Uttam Kumaran: So, Blue can probably run this.
267 00:25:22.470 ⇒ 00:25:24.520 Uttam Kumaran: Or whatever, but this is basically, like.
268 00:25:26.060 ⇒ 00:25:29.009 Uttam Kumaran: People should be coming to this call with, like, okay, where…
269 00:25:29.210 ⇒ 00:25:37.980 Uttam Kumaran: Delivery should be coming with new opportunities for existing clients. Sales should be coming with where to loop people into deals.
270 00:25:38.400 ⇒ 00:25:38.960 Robert Tseng: Yeah.
271 00:25:39.670 ⇒ 00:25:47.030 Uttam Kumaran: So ideally, this is where it’s like, if me and you in the past were, like, stalling on, like, an SOW, I could just… we could start to, like, be like.
272 00:25:47.540 ⇒ 00:25:50.030 Uttam Kumaran: Okay, can you help undo this? Can you help do this?
273 00:25:50.930 ⇒ 00:25:51.510 Robert Tseng: Yeah.
274 00:25:52.790 ⇒ 00:26:00.280 Uttam Kumaran: And then… On the opposite weeks, we’re gonna do… Like, project kickoff.
275 00:26:00.390 ⇒ 00:26:11.300 Uttam Kumaran: Basically, I think we should try to kick off projects like, on…
276 00:26:12.680 ⇒ 00:26:16.079 Uttam Kumaran: on new months. Like, I think we should avoid mid-month.
277 00:26:16.390 ⇒ 00:26:20.050 Uttam Kumaran: Going forward, if we have to, then it’s an option.
278 00:26:20.300 ⇒ 00:26:26.620 Uttam Kumaran: some clients will be okay with that. I would… I just, like… Doing multiple kickoffs.
279 00:26:26.970 ⇒ 00:26:32.789 Uttam Kumaran: like, every week is… it’s just gonna… I have to just, like, nix it, so it’s too much. Yeah.
280 00:26:32.940 ⇒ 00:26:38.889 Uttam Kumaran: So, we’ll basically have these alternating weeks, where we’ll have, like, project kickoff weeks, and the sales and delivery call weeks, and then…
281 00:26:39.110 ⇒ 00:26:44.340 Uttam Kumaran: This… this call… It’s going to be,
282 00:26:45.670 ⇒ 00:26:49.219 Uttam Kumaran: This is just all the engagement planners.
283 00:26:49.650 ⇒ 00:26:52.599 Uttam Kumaran: Basically talking about, like, res- resourcing.
284 00:26:53.330 ⇒ 00:26:53.880 Robert Tseng: Okay.
285 00:27:14.970 ⇒ 00:27:16.770 Uttam Kumaran: Okay,
286 00:27:20.330 ⇒ 00:27:22.730 Uttam Kumaran: I mean, the biggest thing is… is…
287 00:27:24.140 ⇒ 00:27:35.000 Uttam Kumaran: For the first few weeks, it’s just gonna be mainly… seeing, how… like… this group?
288 00:27:36.190 ⇒ 00:27:38.140 Uttam Kumaran: Sort of is able to run things.
289 00:27:38.350 ⇒ 00:27:44.890 Uttam Kumaran: So, mainly I’m, like, looking at… Like, Demolade, and then…
290 00:27:45.060 ⇒ 00:27:49.999 Uttam Kumaran: It’s mainly, like, me and… and… And Zoran, otherwise.
291 00:27:50.590 ⇒ 00:27:58.109 Uttam Kumaran: And Greg. So, like, I want our crew of, like, customer-facing CSOs just to get really, really good.
292 00:27:58.210 ⇒ 00:28:03.089 Uttam Kumaran: And then my month will just be focused on seeing if I can hand these off, really.
293 00:28:06.600 ⇒ 00:28:12.110 Uttam Kumaran: I’m not so worried about Sam or… Awash running.
294 00:28:12.680 ⇒ 00:28:14.190 Uttam Kumaran: the stand-ups?
295 00:28:15.550 ⇒ 00:28:18.250 Uttam Kumaran: And then for me, it’ll just be, like, how do I…
296 00:28:18.610 ⇒ 00:28:22.460 Uttam Kumaran: as the CSO, I have to just make sure that these folks are…
297 00:28:23.020 ⇒ 00:28:26.470 Uttam Kumaran: owning, like, the ticket creation and the Gantt chart.
298 00:28:26.830 ⇒ 00:28:31.649 Uttam Kumaran: So I’ll just… that’s how I’m gonna be running things, is making sure that they have these things set up.
299 00:28:31.810 ⇒ 00:28:32.720 Uttam Kumaran: Wow.
300 00:28:37.100 ⇒ 00:28:37.680 Robert Tseng: Yeah.
301 00:28:52.020 ⇒ 00:28:58.290 Uttam Kumaran: We also talked about, this thing, which I’ll show you, which is…
302 00:29:08.940 ⇒ 00:29:19.149 Uttam Kumaran: This is sort of, like, what we thought about for, like, a vertical and, like, horizontal growth.
303 00:29:19.700 ⇒ 00:29:27.680 Uttam Kumaran: So I’ll probably show this, but it’s not… I don’t think we’ll have, like, much clarity on here, which is, like, you’re an IC, you can either go into one of these.
304 00:29:28.680 ⇒ 00:29:33.319 Uttam Kumaran: as a CSO, right, like, there’s gonna be some people that are more inclined for, like, go-to-market.
305 00:29:34.880 ⇒ 00:29:36.730 Uttam Kumaran: You know, so, like, this is, like.
306 00:29:37.490 ⇒ 00:29:39.770 Uttam Kumaran: There’s gonna be some people that are more inclined here.
307 00:29:40.030 ⇒ 00:29:44.590 Uttam Kumaran: Maybe that’s more of, like, that one kid you talked about, like a Sean, or whatever his name is?
308 00:29:44.790 ⇒ 00:29:54.530 Uttam Kumaran: We also have some people that are, like, more, like, head of CSO. So right now, like, these are gonna be, like, a make… make… probably, like, all of them are gonna be, like, me, and then we’re gonna see
309 00:29:55.080 ⇒ 00:30:01.880 Uttam Kumaran: who wants to emerge and go, like, a little bit vertical, right? Because some of the engagement planners, maybe they can go think more about automation.
310 00:30:02.540 ⇒ 00:30:09.350 Uttam Kumaran: The service leads, ideally, we want the service lead to be considering new service, New services to develop.
311 00:30:09.640 ⇒ 00:30:15.419 Uttam Kumaran: Or, like, leading service leaders, and then there’s someone that leads platform, someone that leads, like, delivery.
312 00:30:16.380 ⇒ 00:30:21.949 Uttam Kumaran: So I told… I told Alex… I told, Clarence, he’s meeting with Alex, to consider
313 00:30:22.680 ⇒ 00:30:25.050 Uttam Kumaran: If he can fit into one of these at all.
314 00:30:25.690 ⇒ 00:30:26.270 Robert Tseng: Yeah.
315 00:30:26.880 ⇒ 00:30:31.859 Uttam Kumaran: So, basically, they said, like, he prob… I was like, I feel like if Alex can…
316 00:30:32.190 ⇒ 00:30:39.099 Uttam Kumaran: sit squarely as, like, one of these, that would be good, but I told Clarence the problem is he’s not… not technical, so…
317 00:30:40.950 ⇒ 00:30:42.220 Uttam Kumaran: I said, like, it’s…
318 00:30:42.560 ⇒ 00:30:46.159 Uttam Kumaran: I don’t know, I can’t make this mistake again, so I was like, the biggest thing.
319 00:30:46.160 ⇒ 00:30:50.290 Robert Tseng: I’m curious what he learned from his time at Bridgewater that could be helpful for us, but…
320 00:30:53.560 ⇒ 00:31:02.589 Uttam Kumaran: Yeah. Yeah. I mean, ultimately, yeah, exactly, like, if he learns, and if he’s like, okay, I can learn some of the data pieces in, like, a month or two, and, like, come in and lead.
321 00:31:03.580 ⇒ 00:31:09.300 Uttam Kumaran: like, basically come in on some of these, like, come in and lead CSO or something, but yeah, they’ll talk.
322 00:31:09.530 ⇒ 00:31:10.729 Uttam Kumaran: And figure that out.
323 00:31:11.000 ⇒ 00:31:12.359 Robert Tseng: Okay.
324 00:31:12.760 ⇒ 00:31:17.709 Uttam Kumaran: So, in terms of, like, the way I’m gonna start to roll this out is I’m gonna, put together…
325 00:31:17.710 ⇒ 00:31:18.820 Robert Tseng: Share this link with me?
326 00:31:19.160 ⇒ 00:31:20.860 Uttam Kumaran: Oh, yeah, yeah.
327 00:31:20.860 ⇒ 00:31:21.490 Robert Tseng: Yeah.
328 00:31:24.070 ⇒ 00:31:27.770 Uttam Kumaran: I’ll just, I’m just gonna send this to you.
329 00:31:28.200 ⇒ 00:31:28.720 Robert Tseng: Yeah.
330 00:31:34.980 ⇒ 00:31:43.020 Uttam Kumaran: So I’m gonna… take… this, and…
331 00:31:43.470 ⇒ 00:31:46.979 Uttam Kumaran: The… some of the stuff in a spreadsheet and just work on a, like, a deck.
332 00:31:47.760 ⇒ 00:31:52.250 Uttam Kumaran: So… and basically try to have that ready, like, this week.
333 00:31:52.610 ⇒ 00:31:55.330 Uttam Kumaran: I’m gonna have, like, ops start to work on…
334 00:31:55.530 ⇒ 00:32:01.409 Uttam Kumaran: operating to kind of get these all mapped up, but I’d like to try to do a presentation for everybody.
335 00:32:01.970 ⇒ 00:32:03.040 Uttam Kumaran: On Monday.
336 00:32:03.650 ⇒ 00:32:09.189 Uttam Kumaran: Yeah. And then going into Monday, like, on Friday, I’ll try to kind of
337 00:32:10.190 ⇒ 00:32:15.230 Uttam Kumaran: I’ll just kind of delete meetings and start to go through and reschedule new ones.
338 00:32:15.610 ⇒ 00:32:16.080 Robert Tseng: Yeah.
339 00:32:16.080 ⇒ 00:32:20.050 Uttam Kumaran: And then make sure that… the… I’m gonna try to have the deck, and…
340 00:32:20.050 ⇒ 00:32:23.100 Robert Tseng: Or if you even want to just do a recording of you walking through it.
341 00:32:23.100 ⇒ 00:32:23.839 Uttam Kumaran: I do that, yeah.
342 00:32:24.070 ⇒ 00:32:29.550 Robert Tseng: Yeah, and then make the Monday sessions just purely just… Q&A. Q&A. Yeah, Q&A, yeah.
343 00:32:30.350 ⇒ 00:32:36.550 Uttam Kumaran: Okay. Yeah, because the couple things I’m hearing from feedback from people is Awash was, like, makes sense, he’s just like.
344 00:32:36.700 ⇒ 00:32:38.369 Uttam Kumaran: I don’t think it’s clear, like.
345 00:32:38.990 ⇒ 00:32:45.710 Uttam Kumaran: exactly what these people have to do, versus, like… so I also tried to make that clear to Clarence.
346 00:32:46.040 ⇒ 00:32:51.889 Uttam Kumaran: But I’ll make that obvious here, like, what are… what are the non-negotiables for these roles?
347 00:32:51.890 ⇒ 00:32:52.470 Robert Tseng: Yeah.
348 00:32:53.420 ⇒ 00:32:57.349 Uttam Kumaran: And then it’s, like, more of a narrative on, like, what the day-to-day could be.
349 00:32:57.630 ⇒ 00:33:03.109 Uttam Kumaran: So that way, on… on by Friday, people will know, like, what their…
350 00:33:03.260 ⇒ 00:33:09.769 Uttam Kumaran: assignments are. They’ll know what these three roles are. We can also roll out,
351 00:33:10.280 ⇒ 00:33:12.620 Uttam Kumaran: Like, we can also roll out how we’re…
352 00:33:13.030 ⇒ 00:33:19.589 Uttam Kumaran: the total rewards, and so I’m just gonna… I’ll pack that all into, like, a presentation that people can read.
353 00:33:19.820 ⇒ 00:33:21.000 Robert Tseng: Yeah.
354 00:33:22.590 ⇒ 00:33:26.340 Uttam Kumaran: And then I think it’s just gonna be, like, I mean, I’m gonna just find out…
355 00:33:27.520 ⇒ 00:33:32.529 Uttam Kumaran: how much time of Clarence’s time we can get to just help, like, guide people to pick these up.
356 00:33:32.980 ⇒ 00:33:38.470 Uttam Kumaran: especially the folks on the engagement… I’m not worried about Sam and Awashi as much, I’m worried about, like.
357 00:33:38.690 ⇒ 00:33:41.410 Uttam Kumaran: Some of these folks picking up the engagement planning.
358 00:33:51.930 ⇒ 00:33:52.770 Uttam Kumaran: Yeah.
359 00:33:53.270 ⇒ 00:33:53.840 Robert Tseng: Okay.
360 00:33:55.000 ⇒ 00:34:00.300 Uttam Kumaran: But we’ll see, I think we’re gonna… basically, the bigger change here is that we’re gonna be small groups, like.
361 00:34:01.070 ⇒ 00:34:06.070 Uttam Kumaran: me, like, all the CSOs will meet, all the engagement planners will meet.
362 00:34:06.200 ⇒ 00:34:16.010 Uttam Kumaran: I think you guys on the SLs will meet, and so we’ll talk about, like, just, like, how we’re gonna do things on Mondays, and then the day-to-day progress will be just like we usually do.
363 00:34:16.480 ⇒ 00:34:17.050 Robert Tseng: Yeah.
364 00:34:17.429 ⇒ 00:34:21.469 Uttam Kumaran: And so, I don’t think it’s gonna be, like, much of a change. I think…
365 00:34:21.579 ⇒ 00:34:27.539 Uttam Kumaran: These people are gonna start to have, like, real ownership and, like, responsibility to do linear.
366 00:34:28.819 ⇒ 00:34:34.439 Uttam Kumaran: And these folks were gonna… I mean, just start to own everything client-facing.
367 00:34:34.860 ⇒ 00:34:35.440 Robert Tseng: Yeah.
368 00:34:36.710 ⇒ 00:34:44.899 Uttam Kumaran: I think I want to think about, like, in 2 weeks, like, basically, I want to start to have, like, some backup. In, like, 2 weeks, if it’s, like, some of these people cannot do this.
369 00:34:45.480 ⇒ 00:34:50.880 Uttam Kumaran: I basically wanna… we’ll have to make a decision at 2 weeks, like, to move some of these people back to IC.
370 00:34:51.100 ⇒ 00:34:52.340 Uttam Kumaran: And to cover?
371 00:34:52.580 ⇒ 00:34:58.100 Uttam Kumaran: Or… If some people are showing, like, they can do more, then they can start to move more.
372 00:34:58.420 ⇒ 00:35:03.919 Uttam Kumaran: But… Yeah. That’s, like, sort of… I wanna… I don’t… I can’t… I really am worried, like, if we…
373 00:35:04.260 ⇒ 00:35:08.090 Uttam Kumaran: Try this, and, like, Some people are just not picking it up.
374 00:35:08.350 ⇒ 00:35:14.540 Uttam Kumaran: we’re not figuring it out, that we, like, the cus- like, clients will start to suffer, so… I’ll give us, like, 2 weeks.
375 00:35:16.220 ⇒ 00:35:18.599 Uttam Kumaran: And I’ll just try to give it, like, an honest go.
376 00:35:19.330 ⇒ 00:35:19.860 Robert Tseng: Yeah.
377 00:35:25.530 ⇒ 00:35:28.700 Uttam Kumaran: Yeah, and then I’ll indicate to folks also,
378 00:35:29.180 ⇒ 00:35:31.460 Uttam Kumaran: How we’re thinking about the,
379 00:35:33.060 ⇒ 00:35:36.349 Uttam Kumaran: I mean, this is where, like, as part of that video, really.
380 00:35:36.490 ⇒ 00:35:44.460 Uttam Kumaran: I don’t think… I think people are gonna be okay with this, but I want to get people a little bit excited on, like, hey, we’re actually, like, this is a lot more money to be made here.
381 00:35:45.190 ⇒ 00:35:45.760 Robert Tseng: Yeah.
382 00:35:45.760 ⇒ 00:35:48.100 Uttam Kumaran: And, like, this is what you get if you take these on.
383 00:35:48.250 ⇒ 00:35:52.080 Uttam Kumaran: And then I’ll explain to people, like, what the next, like, 8 weeks are gonna look like.
384 00:35:53.280 ⇒ 00:35:53.840 Robert Tseng: Okay.
385 00:35:57.540 ⇒ 00:35:58.170 Robert Tseng: Cool.
386 00:35:58.170 ⇒ 00:35:58.680 Uttam Kumaran: What do you think?
387 00:35:58.680 ⇒ 00:36:05.549 Robert Tseng: All right. No, I think this sounds good. I might share bits and pieces of this with Jasmine as well when I talk to her in a few minutes.
388 00:36:07.160 ⇒ 00:36:11.229 Uttam Kumaran: Yeah, you can send this or send whatever piece of it. I think the bigger thing to align
389 00:36:11.920 ⇒ 00:36:20.080 Uttam Kumaran: I think this is just gonna be a unique way… I’m gonna… yeah, unique way that we’re trying to do things. I’m gonna go ahead and send this to Vixel also today.
390 00:36:20.280 ⇒ 00:36:24.999 Uttam Kumaran: Yeah. And then… maybe send them my loom on Friday.
391 00:36:25.110 ⇒ 00:36:26.070 Robert Tseng: Yeah. But…
392 00:36:29.710 ⇒ 00:36:30.610 Uttam Kumaran: Yeah.
393 00:36:31.080 ⇒ 00:36:32.649 Robert Tseng: I have a random question.
394 00:36:33.470 ⇒ 00:36:34.070 Uttam Kumaran: Fair.
395 00:36:34.070 ⇒ 00:36:38.510 Robert Tseng: clearance is… His last name, is he adopted?
396 00:36:39.910 ⇒ 00:36:41.190 Uttam Kumaran: No, he’s Burmese.
397 00:36:42.540 ⇒ 00:36:46.759 Uttam Kumaran: What? But I don’t… I don’t know… yeah, I don’t think he’s adopted.
398 00:36:46.940 ⇒ 00:36:49.169 Uttam Kumaran: But he is from Burma, he’s born in Burma.
399 00:36:50.910 ⇒ 00:36:51.530 Robert Tseng: Huh.
400 00:36:51.920 ⇒ 00:36:55.889 Robert Tseng: I guess his last name is just some, like, random name that their family chose when they moved to America.
401 00:36:56.610 ⇒ 00:37:04.900 Uttam Kumaran: I assume so. I don’t know. Yeah. I also talked… I also talked… I also talked to him…
402 00:37:05.940 ⇒ 00:37:08.630 Uttam Kumaran: It’s just an interesting character. He’s like…
403 00:37:09.160 ⇒ 00:37:14.680 Uttam Kumaran: He literally is like, I don’t want money from you guys, but he’s like, He’s like…
404 00:37:15.280 ⇒ 00:37:16.829 Uttam Kumaran: He’s sort of in this, like.
405 00:37:17.040 ⇒ 00:37:25.309 Uttam Kumaran: semi-wealthy, not, like, sort of, like, financially free, like, zone right now, you know what I mean?
406 00:37:25.310 ⇒ 00:37:27.249 Robert Tseng: What does that even mean?
407 00:37:27.250 ⇒ 00:37:35.929 Uttam Kumaran: Meaning, he just made, like, some money off of… he’s just… he’s just made some money off of this thing he sold. He also is able to get, like.
408 00:37:36.690 ⇒ 00:37:38.989 Uttam Kumaran: 200, 300 an hour from EY.
409 00:37:39.360 ⇒ 00:37:44.180 Uttam Kumaran: And so I’m like, dude, like, what’s it gonna take if you wanna come work with us? He’s like…
410 00:37:45.630 ⇒ 00:37:54.040 Uttam Kumaran: I was trying to explain to him that, like, what’s he gonna do? Just go bill UI and, like, just continue to work? So he should just come do that business with us.
411 00:37:54.070 ⇒ 00:38:11.159 Uttam Kumaran: maybe we should consider giving him a bigger part of that business. But for him, he’s like, dude, I have to… like, for me, he’s like, alternatively, he goes back into, like, Anderson, he goes back into EY. He’s like, in 10 years, I can probably make a couple million dollars. And he’s like, that’s probably my base case plan.
412 00:38:11.420 ⇒ 00:38:23.959 Uttam Kumaran: Yeah. Because for him, he’s like… he’s like… he’s like, one of these fire guys. So he’s like, I need 4 million at 10% withdrawal to, like, be good. Or a 3% withdrawal. And so he’s like.
413 00:38:24.670 ⇒ 00:38:30.499 Uttam Kumaran: he’s like, if I go back to Anderson and I can make, like, 400 to 500 a year.
414 00:38:31.660 ⇒ 00:38:33.480 Uttam Kumaran: I… he’s like, I can be there.
415 00:38:33.700 ⇒ 00:38:38.380 Uttam Kumaran: My counter to that was, like, dude, you’re gonna have to grind for, like, 10 years.
416 00:38:39.160 ⇒ 00:38:40.420 Uttam Kumaran: To get that.
417 00:38:40.950 ⇒ 00:38:52.269 Uttam Kumaran: I was like, you should think about how do you do that here, like, what terms would you want to come do that here? Because he’s also getting a ton of inbound from them on new business. I was like, bring that here, maybe we give you a bigger cut of it.
418 00:38:52.560 ⇒ 00:38:53.900 Robert Tseng: Yeah.
419 00:38:54.370 ⇒ 00:38:57.930 Uttam Kumaran: And it’s more fun, and, like, probably a lot less stressful.
420 00:38:58.500 ⇒ 00:38:59.040 Robert Tseng: Yeah.
421 00:38:59.720 ⇒ 00:39:05.279 Uttam Kumaran: But I think he would definitely want to have… if we build it and we sell it, he’d want a piece of it.
422 00:39:05.830 ⇒ 00:39:06.390 Robert Tseng: Yeah.
423 00:39:07.610 ⇒ 00:39:08.550 Robert Tseng: That’s fine.
424 00:39:09.210 ⇒ 00:39:13.959 Uttam Kumaran: That’s what I said. I said, I said, I’ll talk to Robert. I said, I don’t really worry too much about that.
425 00:39:14.990 ⇒ 00:39:21.479 Uttam Kumaran: I was just like, we need you, like, now, so I would like you to figure this out. I would like you to think about it, like, soon.
426 00:39:23.390 ⇒ 00:39:34.960 Uttam Kumaran: But I said… because I told him, I said, dude, if you join and gives us, like, a really non-insignificant chance at getting to an outcome at a much faster timeline, it’s a no-brainer for us.
427 00:39:35.270 ⇒ 00:39:35.600 Robert Tseng: Yeah.
428 00:39:35.600 ⇒ 00:39:40.989 Uttam Kumaran: And if you bring in business, it’s a complete… because people are not coming to us with that promise, either.
429 00:39:41.660 ⇒ 00:39:42.110 Robert Tseng: Yeah.
430 00:39:42.110 ⇒ 00:39:48.020 Uttam Kumaran: But… but I told him, like, he would… he would have to turn off, like, all this other stuff he’s thinking about on the side, and so I was like, think about it.
431 00:39:48.760 ⇒ 00:39:49.420 Robert Tseng: Yeah.
432 00:39:49.570 ⇒ 00:39:50.360 Robert Tseng: Okay.
433 00:39:54.360 ⇒ 00:40:04.210 Uttam Kumaran: He’s like, dude, just right now, he’s just helping us for the love of the game. I was like, dude, don’t do that, bro. Bill us. He’s like, dude, I’m not gonna… until we figure something out, don’t worry about it. I was like, okay.
434 00:40:09.350 ⇒ 00:40:10.390 Uttam Kumaran: Wait, I would like…
435 00:40:10.390 ⇒ 00:40:11.780 Robert Tseng: I’m gonna talk to her.
436 00:40:11.780 ⇒ 00:40:13.340 Uttam Kumaran: Okay, okay. Let me know how it goes.
437 00:40:13.640 ⇒ 00:40:14.210 Robert Tseng: Okay.
438 00:40:14.350 ⇒ 00:40:14.920 Robert Tseng: Cheer.