Meeting Title: GTM Planning + Kickoff Date: 2026-01-05 Meeting participants: Fireflies.ai Notetaker Joules, Robert Tseng, Holly Condos, Luke Scorziell, Rico Rejoso, Joules Asuncion, Hannah Wang, Ryan Brosas
WEBVTT
1 00:03:19.120 ⇒ 00:03:20.060 Robert Tseng: Hey, Ollie.
2 00:03:20.620 ⇒ 00:03:22.240 Holly Condos: Hey, Robert, how are you?
3 00:03:22.880 ⇒ 00:03:24.530 Robert Tseng: Good, how are you? Happy New Year!
4 00:03:25.400 ⇒ 00:03:30.300 Holly Condos: Same to you. I’ve got a cold, so… Everybody?
5 00:03:30.300 ⇒ 00:03:35.939 Robert Tseng: Oh yeah, no worries. Yeah, if you’ll stay, stay off, camera, but sorry, you were saying everyone in…
6 00:03:36.260 ⇒ 00:03:39.480 Holly Condos: Everyone in my family had it, one by one, and I’m the last.
7 00:03:39.880 ⇒ 00:03:40.960 Robert Tseng: Oh, no.
8 00:03:43.470 ⇒ 00:03:48.449 Robert Tseng: So… It’s better being the first, so other people take care of you.
9 00:03:48.450 ⇒ 00:03:50.470 Holly Condos: Yeah, exactly. I took care of everything, I think.
10 00:03:50.470 ⇒ 00:03:51.620 Robert Tseng: cover everyone.
11 00:03:51.620 ⇒ 00:03:53.580 Holly Condos: How was yours? How was your break?
12 00:03:53.820 ⇒ 00:03:59.169 Robert Tseng: It was good. My wife also got sick, so she was sick for, like, a week, and I…
13 00:03:59.340 ⇒ 00:04:02.450 Robert Tseng: Take care of her, then she eventually gave it to my mom, and…
14 00:04:02.910 ⇒ 00:04:07.410 Robert Tseng: So, yeah, it was kind of a similar deal. I didn’t get sick, though, so…
15 00:04:07.410 ⇒ 00:04:07.830 Holly Condos: Sounds good.
16 00:04:08.320 ⇒ 00:04:15.199 Robert Tseng: Yeah, but it was good, just a lot of family time, stayed indoors. We were in California, but it was raining a lot there, so.
17 00:04:15.200 ⇒ 00:04:17.079 Holly Condos: It’s been raining quite a bit, yes.
18 00:04:17.089 ⇒ 00:04:20.089 Robert Tseng: Yeah, so, overall is good, though.
19 00:04:20.310 ⇒ 00:04:21.489 Holly Condos: Good. Hey, Luke.
20 00:04:21.890 ⇒ 00:04:23.489 Luke Scorziell: Hey, how’s it going, Holly?
21 00:04:23.860 ⇒ 00:04:25.120 Holly Condos: Good, how are you?
22 00:04:25.210 ⇒ 00:04:27.529 Luke Scorziell: Good, welcome to 2026.
23 00:04:27.900 ⇒ 00:04:31.040 Holly Condos: Yeah, certainly arrived quickly.
24 00:04:31.040 ⇒ 00:04:33.369 Luke Scorziell: I know, yeah, it’s crazy, so…
25 00:04:33.980 ⇒ 00:04:36.709 Luke Scorziell: Also been in all the California rain.
26 00:04:37.820 ⇒ 00:04:41.230 Robert Tseng: Yeah, that’s right, you’re in, Santa Monica or LA?
27 00:04:41.820 ⇒ 00:04:48.640 Luke Scorziell: Well, pretty close to Santa Monica, like, 15 minutes with no traffic, or an hour with traffic, so just…
28 00:04:48.740 ⇒ 00:04:49.790 Luke Scorziell: You know, depends.
29 00:04:49.790 ⇒ 00:04:51.670 Robert Tseng: It’s an hour, even, from where you are?
30 00:04:52.000 ⇒ 00:04:57.899 Luke Scorziell: Yeah, I mean, it’s a… I mean, depending on where you’re coming from, but, like, especially if you’re in Santa Monica, coming…
31 00:04:58.040 ⇒ 00:05:00.459 Luke Scorziell: to Culver in the afternoon.
32 00:05:01.030 ⇒ 00:05:01.740 Robert Tseng: Oh, yeah, yeah.
33 00:05:01.740 ⇒ 00:05:04.189 Holly Condos: Oh yeah, a super zoo. Terrible. I remember.
34 00:05:04.350 ⇒ 00:05:05.050 Luke Scorziell: That’s actually been.
35 00:05:05.050 ⇒ 00:05:05.470 Robert Tseng: Yeah.
36 00:05:05.470 ⇒ 00:05:10.450 Luke Scorziell: better since the Palisades fire, which isn’t really a good thing, but…
37 00:05:10.950 ⇒ 00:05:12.760 Robert Tseng: Because fewer people are over there.
38 00:05:12.760 ⇒ 00:05:14.970 Luke Scorziell: Yeah, not a lot of people are coming out of…
39 00:05:15.120 ⇒ 00:05:17.940 Luke Scorziell: like, leaving or coming up to Malibu, I think.
40 00:05:17.940 ⇒ 00:05:19.079 Robert Tseng: I see, I see.
41 00:05:19.130 ⇒ 00:05:21.139 Luke Scorziell: I think they’re taking, like, the 405.
42 00:05:21.590 ⇒ 00:05:22.400 Robert Tseng: Yeah.
43 00:05:22.930 ⇒ 00:05:25.219 Luke Scorziell: Or just not… not doing it at all.
44 00:05:25.670 ⇒ 00:05:26.320 Robert Tseng: Oof.
45 00:05:28.920 ⇒ 00:05:33.950 Holly Condos: Well, Luke, my son, is a doctor at UCLA, so he lived…
46 00:05:33.950 ⇒ 00:05:34.490 Luke Scorziell: Oh, really.
47 00:05:34.930 ⇒ 00:05:39.250 Holly Condos: on Pico and… Kansas.
48 00:05:40.330 ⇒ 00:05:41.040 Luke Scorziell: Okay.
49 00:05:41.040 ⇒ 00:05:43.200 Holly Condos: In Santa Monica, by the 10?
50 00:05:43.340 ⇒ 00:05:44.740 Luke Scorziell: Yeah, yeah.
51 00:05:46.200 ⇒ 00:05:49.189 Holly Condos: Yeah, he recently moved to Beverly Hills, and he loves it.
52 00:05:49.370 ⇒ 00:05:51.629 Luke Scorziell: Oh, yeah, I mean, I feel like…
53 00:05:52.190 ⇒ 00:05:54.669 Luke Scorziell: Yeah, the closer you are to the hills, the nicer it gets.
54 00:05:54.670 ⇒ 00:05:55.240 Holly Condos: Yeah.
55 00:05:55.240 ⇒ 00:05:55.870 Robert Tseng: Yeah.
56 00:05:55.870 ⇒ 00:05:56.590 Holly Condos: Pretty nice.
57 00:05:56.590 ⇒ 00:06:00.079 Luke Scorziell: Further away from the freeway, but… that’s cool. What kind of doctor is he?
58 00:06:00.650 ⇒ 00:06:07.429 Holly Condos: He’s in the general surgery residency program, but he wants to be, a transplant surgeon.
59 00:06:07.750 ⇒ 00:06:08.170 Luke Scorziell: Oh, cool.
60 00:06:08.170 ⇒ 00:06:11.580 Robert Tseng: Oh, wow. That’s crazy. Yeah.
61 00:06:11.580 ⇒ 00:06:13.460 Holly Condos: Yeah, he,
62 00:06:14.040 ⇒ 00:06:33.239 Holly Condos: He’s in his third year… he took a detour, so he’s in his third year of, a PhD in bioinformatics, which he’s basically done with, just needs to do the dissertation. And then he’s also been doing, research with the head, liver transplant fellow.
63 00:06:33.330 ⇒ 00:06:44.049 Holly Condos: And then in June, he’ll go back to the residency. So, he’s only 30 now, so by the time he’s done and attending, he’ll probably be, like, 37 or 38.
64 00:06:44.710 ⇒ 00:06:49.160 Robert Tseng: Yeah. Took a detour to go do a PhD, and then decided to…
65 00:06:49.160 ⇒ 00:06:51.680 Holly Condos: Yeah, he, he taught himself…
66 00:06:51.680 ⇒ 00:06:52.320 Robert Tseng: Sure.
67 00:06:52.320 ⇒ 00:06:58.080 Holly Condos: Taught himself, R and, you know, some other languages when he was in med school.
68 00:06:58.080 ⇒ 00:06:58.590 Robert Tseng: Yeah.
69 00:06:58.590 ⇒ 00:07:08.030 Holly Condos: really likes, you know, he likes the whole coding thing, although with Gemini now, like, he was saying something that… you guys know this, right? Something that would take
70 00:07:08.300 ⇒ 00:07:11.130 Holly Condos: Days, he could now do in hours.
71 00:07:11.770 ⇒ 00:07:13.079 Robert Tseng: Yeah, yeah.
72 00:07:13.080 ⇒ 00:07:13.480 Holly Condos: wild.
73 00:07:15.550 ⇒ 00:07:16.510 Robert Tseng: Cool, yeah.
74 00:07:16.510 ⇒ 00:07:20.830 Holly Condos: Yeah, we’re proud of him. We’re pretty proud of him. He’ll be saving lives soon.
75 00:07:21.000 ⇒ 00:07:21.790 Robert Tseng: Yeah.
76 00:07:21.900 ⇒ 00:07:24.440 Robert Tseng: No, I mean, I mean… Awesome.
77 00:07:24.740 ⇒ 00:07:28.190 Robert Tseng: No, no shortage of,
78 00:07:28.950 ⇒ 00:07:35.219 Robert Tseng: Or there’s… I mean, I think just transplant surgeons are gonna… the demand is gonna keep going up, so…
79 00:07:35.220 ⇒ 00:07:36.390 Holly Condos: I think so, yeah.
80 00:07:36.390 ⇒ 00:07:36.980 Robert Tseng: Yeah.
81 00:07:38.130 ⇒ 00:07:44.230 Holly Condos: I’m not sure we’re ready for an AI robot to replace our organs, and I don’t think we’re there yet.
82 00:07:44.540 ⇒ 00:07:45.770 Robert Tseng: Oh, yeah.
83 00:07:47.280 ⇒ 00:07:49.839 Luke Scorziell: So on the… so on the human train and that.
84 00:07:49.840 ⇒ 00:07:50.590 Holly Condos: Yeah.
85 00:07:51.080 ⇒ 00:07:52.630 Holly Condos: So, that’s good for him.
86 00:07:55.360 ⇒ 00:08:06.170 Robert Tseng: Cool. Well, yeah, I think, I sent over a video and a lot of messages, so I wanted to spend this time really just kind of getting us on the same page first of the
87 00:08:06.170 ⇒ 00:08:17.479 Robert Tseng: the new kind of cadence for how we’ll be running these planning meetings moving forward. So I think I already covered some pieces in the video. I’m gonna assume that everyone’s watched it already, so I’m not gonna repeat things that I’ve already
88 00:08:17.530 ⇒ 00:08:34.789 Robert Tseng: did there… there’s probably some kind of repeat along the way. But yeah, I think this agenda for this call will just… is kind of summarized here. We’re gonna go a little bit off-script today, just because we’re kind of setting the stage. But yeah, moving forward, we’re gonna have just, like, a summary. I mean, we’ll obviously
89 00:08:34.980 ⇒ 00:08:42.040 Robert Tseng: Hope to do a little bit of this catch-up as people try to trickle in and have a little time at the end, want to build in some buffer.
90 00:08:42.500 ⇒ 00:08:48.870 Robert Tseng: But, overall, like, I think this’ll kind of be read out by,
91 00:08:48.990 ⇒ 00:09:04.659 Robert Tseng: I guess… but whether it’s me or Luke, I’m unsure yet, but, like, we’ll… yeah, if I’m… if we’re not here, then Luke would stand in, he would run this whole thing. So, I guess maybe I’ll do it for the first couple times, where I’ll kind of set the stage of where we currently are in terms of our momentum.
92 00:09:04.660 ⇒ 00:09:10.149 Robert Tseng: And like… and, I’ll cover that piece today.
93 00:09:10.150 ⇒ 00:09:25.089 Robert Tseng: And then we’ll spend some time talking about sales. Hopefully, Ryan and Jed have had the opportunity to update the WBR metrics at this point. So we’ll do a little bit of diagnosis here, and kind of figure out what adjustments we need to make.
94 00:09:25.240 ⇒ 00:09:38.809 Robert Tseng: And then I’m going to spend a little extra time. I’ll skip over the delivery piece, and I’ll emphasize the OKRs, just so… I’m not going to be kind of harping on these every week. I think these are…
95 00:09:38.810 ⇒ 00:09:48.799 Robert Tseng: more for the team to, just keep in mind, and, I mean, we are going to measure this as well, but it’s going to be just done in a hopefully more visible way than last
96 00:09:48.920 ⇒ 00:10:03.560 Robert Tseng: quarter, and then, we’ll spend kind of the last part of this call just talking action plan. But I guess for today’s context, I think I would rather field questions and just make sure that everyone is understanding, where we’re headed.
97 00:10:03.880 ⇒ 00:10:09.899 Robert Tseng: As far as routine analyses go, this is mostly gonna be between me and…
98 00:10:10.420 ⇒ 00:10:26.920 Robert Tseng: Luke for now, just so, you know, I think these are not things that we regularly do, formally. But yeah, I think these are just, like, analyses that I want us to be running regularly, so we can continue to refine our ICP, our offers, etc.
99 00:10:26.920 ⇒ 00:10:35.290 Robert Tseng: And, you know, this is more of just, like, kind of laying out, like, strategically what, things we need to be doing regularly to refine where we’re headed.
100 00:10:35.690 ⇒ 00:10:36.950 Robert Tseng: So…
101 00:10:36.960 ⇒ 00:10:54.839 Robert Tseng: Okay, with that, I’ll start off with the summary. So, this is kind of the current assessment of… hopefully everyone’s got a chance to see this. I looked at Q4 2025, did my best to kind of just estimate where we currently are. And so the news is like, okay, this was our actual MRR by the end of the year.
102 00:10:54.840 ⇒ 00:11:07.610 Robert Tseng: great. We definitely exceeded our goal last quarter. But just looking at our current sales trajectory, if we… if nothing changed, the business would shrink by, you know, 15… 15 to 20%.
103 00:11:07.640 ⇒ 00:11:27.579 Robert Tseng: Not a great kind of situation that we’re at currently, and I think that’s a function of, you know, obviously we’re on holidays, top of the funnel, like, wouldn’t have new leads the past couple weeks, and anything that really came in through December was a function of partnerships, or just, like, somebody that Utam and I kind of threw on… threw into the, threw into the mix, so…
104 00:11:27.580 ⇒ 00:11:32.209 Robert Tseng: Getting this team to start adding, new leads again.
105 00:11:32.210 ⇒ 00:11:40.419 Robert Tseng: It’s definitely top priority, as you can see in all the other scenarios, like, these numbers have to go up for the system to work.
106 00:11:40.510 ⇒ 00:11:59.380 Robert Tseng: And then the other call-out here is… well, yeah, I think I… this is the one metric that I’m gonna be using to kind of measure, like, the performance of the team overall, so I kind of tried to draw this distinction, on the… on the video that I sent over, but,
107 00:11:59.710 ⇒ 00:12:03.370 Robert Tseng: Yeah, we just… we just need to have, like, a… I was kind of…
108 00:12:03.380 ⇒ 00:12:14.680 Robert Tseng: I built, like, a team performance metric, and then individual key results that people are assigned to. And so, obviously, these are, like, important for me to
109 00:12:14.680 ⇒ 00:12:26.509 Robert Tseng: see, like, the efficiency and just the effectiveness of the team. But also… and yeah, if we hit this target, everyone gets kind of a performance boost. We’ve been wanting to bring in performance-based
110 00:12:26.510 ⇒ 00:12:34.589 Robert Tseng: Incentives, which we rolled out across delivery today, but even on the… especially on the go-to-market side, that everybody gets
111 00:12:34.590 ⇒ 00:12:48.910 Robert Tseng: will have a variable component to their… to their compensation beyond their base, that’s… that’s, you know, tied to team performance, and then also individual, key results, which we will kind of go over a little bit more if… at the end, if you guys have questions.
112 00:12:49.350 ⇒ 00:12:57.809 Robert Tseng: So, kind of returning to the current state of affairs, yeah, this is kind of where we’re at. So my top priority this week is putting more leads into the pipeline.
113 00:12:58.050 ⇒ 00:13:06.569 Robert Tseng: And then beyond that, yeah, I think just making sure that we have a clear line of sight on,
114 00:13:06.760 ⇒ 00:13:16.689 Robert Tseng: well, I guess the impact of the churn from December is hitting us this month. We’re in the process of negotiating a lot of renewals, and, you know, some clients will drop off, and so…
115 00:13:16.720 ⇒ 00:13:26.659 Robert Tseng: you know, it might be somewhere between 15-20% of the revenue that we’ve already pretty much lost at this point that we’re not gonna keep for January onwards, so…
116 00:13:26.660 ⇒ 00:13:37.269 Robert Tseng: I would say it’s pretty safe to assume we’ve already kind of dipped in our MRR at this point, and so it is kind of imperative that we are… that we do whatever we can to bring in
117 00:13:37.270 ⇒ 00:13:39.390 Robert Tseng: Revenue in the short term.
118 00:13:39.390 ⇒ 00:13:46.609 Robert Tseng: So, that’s kind of the state of affairs, on the current situation.
119 00:13:46.780 ⇒ 00:13:57.269 Robert Tseng: As far as wins, yeah, I guess, you know, we’ve gone off the past couple weeks, so I guess that’s… that’s the win, that everybody had some time off, and we’re ready to hit the ground running again.
120 00:13:57.460 ⇒ 00:13:59.780 Robert Tseng: Okay, cool.
121 00:14:01.620 ⇒ 00:14:13.720 Robert Tseng: Let’s… any… any kind of questions on, kind of, the current assessment? Did everyone watch the video? Is this… is this pretty, kind of, just straight… yeah, do you understand it? Any… yeah, just questions on… on this?
122 00:14:16.310 ⇒ 00:14:23.060 Holly Condos: Yeah, so Robert, just to confirm, everything in column D is actuals from Q4, right?
123 00:14:23.060 ⇒ 00:14:38.450 Robert Tseng: Yeah, it’s, like, as close to actual as… I mean, I… I… there’s some things, like, these numbers won’t come in until Rico and Eliza finish doing some of this recon work that we’re doing, and then this is more of an estimate. I didn’t actually, like, kind of.
124 00:14:38.700 ⇒ 00:14:42.849 Robert Tseng: look at every… every deal closed. So, like, I think there’s still some assumptions here, but…
125 00:14:42.850 ⇒ 00:14:44.970 Holly Condos: For sure, but close enough. Yeah.
126 00:14:44.970 ⇒ 00:14:45.700 Robert Tseng: Yeah, yeah.
127 00:14:45.700 ⇒ 00:14:51.390 Holly Condos: Okay, and then your projections for, going forward.
128 00:14:51.620 ⇒ 00:14:53.760 Holly Condos: How did you arrive at those?
129 00:14:54.360 ⇒ 00:15:11.399 Robert Tseng: Great, yeah. So, yeah, you can see… I mean, we just kind of set some targets here, so I was trying to think about what is truly a base case. To me, like, the go-to-market team’s efficiency has to be 100%. That means that, like, you know, this is the cost of the team to keep all of you.
130 00:15:11.400 ⇒ 00:15:18.870 Robert Tseng: And then, like, kind of our expected revenue from the pipeline that we have, so I would expect that to be at 100%, but…
131 00:15:18.920 ⇒ 00:15:31.090 Robert Tseng: Yeah, I guess, like, I just, like, adjusted some of the inputs, thinking, like, well, we could still even tweak this. Actually, I don’t think lead number matters, it’s more about pipeline size, so… so…
132 00:15:31.280 ⇒ 00:15:44.880 Robert Tseng: Yeah, I could, like, say maybe it’s, like, 500K new pipeline instead of 600K, but the reason… there’s just some calibrations. There’s an assumption here that’s, like, the average deal size will continue to go up this quarter, which.
133 00:15:44.880 ⇒ 00:15:45.260 Holly Condos: I think…
134 00:15:45.260 ⇒ 00:15:50.069 Robert Tseng: it should. And then number of leads per week, I think 20 was…
135 00:15:50.400 ⇒ 00:16:06.229 Robert Tseng: is… seems pretty reasonable. Like, I, yeah, used to add, you know, 15 to 20 myself, like, when I was doing all… all of this, stuff on my own. So, I think, you know, these seem to be just, like, yeah, these are just targets that I had set.
136 00:16:06.230 ⇒ 00:16:13.880 Robert Tseng: I mean, we can negotiate them, but, like, you know, I basically tried to work through something that ended up getting close to 100%. Yeah.
137 00:16:13.880 ⇒ 00:16:17.709 Robert Tseng: That makes sense. Yeah, that was, like, felt reasonable.
138 00:16:18.130 ⇒ 00:16:18.470 Holly Condos: Okay.
139 00:16:18.470 ⇒ 00:16:19.010 Robert Tseng: Yeah.
140 00:16:21.280 ⇒ 00:16:22.070 Robert Tseng: Yeah.
141 00:16:22.460 ⇒ 00:16:24.480 Robert Tseng: But yeah, I guess, you know.
142 00:16:24.480 ⇒ 00:16:25.110 Holly Condos: None.
143 00:16:25.300 ⇒ 00:16:30.200 Robert Tseng: If we wanted to be closer, would this get us? Okay, yeah, sure, like, this kind of gets us there.
144 00:16:30.420 ⇒ 00:16:47.200 Robert Tseng: I mean, I think it’s more of a… I don’t know how numerically substantial this is, but, you know, if we wanted to lower the target a bit to 100%, to get closer to 100%, like, maybe this ends up being, like, 15 leads per week, slightly smaller pipeline, whatever.
145 00:16:47.540 ⇒ 00:17:05.809 Robert Tseng: But yeah, to me, this is minimum performance for the team. I’m still aiming at this, so, everything that I’m doing to try to, like, when I’m talking to people, like, I will… I’ll be caring more about, like, our stretch target more than this. I kind of just expect us to hit this.
146 00:17:06.400 ⇒ 00:17:07.089 Holly Condos: Okay.
147 00:17:07.390 ⇒ 00:17:12.089 Robert Tseng: Yeah, and then this is, like, pretty much just a continuation of…
148 00:17:12.310 ⇒ 00:17:22.789 Robert Tseng: The… of the current state, basically, if we barely improve or don’t improve at all in any scenario, then the business shrinks, in which case, like, you know, things… things, you know, we would have to just make adjustments from there.
149 00:17:25.589 ⇒ 00:17:26.239 Holly Condos: Okay.
150 00:17:28.690 ⇒ 00:17:29.969 Robert Tseng: Okay, cool.
151 00:17:30.330 ⇒ 00:17:32.659 Robert Tseng: Any other questions before I move on?
152 00:17:37.700 ⇒ 00:17:42.320 Robert Tseng: Okay, hearing none, let’s talk through the WBR. All right.
153 00:17:43.330 ⇒ 00:17:53.110 Robert Tseng: These don’t look like they have been edited at all. So… yeah, I guess, Ryan and Jen, what’s the… what’s the deal here?
154 00:17:54.120 ⇒ 00:17:55.569 Joules Asuncion: Yeah.
155 00:17:55.920 ⇒ 00:18:02.380 Joules Asuncion: I… I am a commentator, I actually requested an access for that to edit.
156 00:18:07.530 ⇒ 00:18:10.230 Robert Tseng: Okay, well, you had, like,
157 00:18:10.770 ⇒ 00:18:13.700 Robert Tseng: Probably 3 hours to kind of figure that out.
158 00:18:16.760 ⇒ 00:18:19.310 Joules Asuncion: Yeah, I was trying to, like, edit it out then.
159 00:18:20.220 ⇒ 00:18:23.300 Joules Asuncion: see that it’s… it’s… I’m just a comment.
160 00:18:23.420 ⇒ 00:18:25.950 Joules Asuncion: You can only comment on… on the sheet.
161 00:18:27.090 ⇒ 00:18:32.249 Robert Tseng: And what did you do? Did you just request it? Did you call anybody? Did you Slack anybody?
162 00:18:32.620 ⇒ 00:18:35.460 Joules Asuncion: Oh, I just requested by… by the email.
163 00:18:35.860 ⇒ 00:18:43.419 Robert Tseng: Okay, well, you know, if you’re expected to have this filled in by this meeting, like, that’s the expectation. Just…
164 00:18:44.100 ⇒ 00:19:02.160 Robert Tseng: you just have to find a way to get it done. Like, there are multiple editors that could approve it. Obviously, I’m in back-to-back calls until this call, like, I… I mean, I can see that you’re an editor, somebody approved you, I’m not entirely sure who. Maybe it was Luke or someone, but yeah, like, I don’t know. That, to me, is not an excuse.
165 00:19:02.800 ⇒ 00:19:04.609 Joules Asuncion: Got it. Apologies.
166 00:19:07.390 ⇒ 00:19:17.080 Robert Tseng: Okay, and I guess, Brian, I mean, obviously most of your stuff is Xero, but I also don’t see you as an editor in here, so kind of what’s… what was.
167 00:19:17.230 ⇒ 00:19:18.759 Ryan Brosas: What’s your… what’s your…
168 00:19:18.790 ⇒ 00:19:19.580 Robert Tseng: Explanation.
169 00:19:20.330 ⇒ 00:19:30.290 Ryan Brosas: Yeah, I’ve been, doing the content system, sorry, I forgot, but yeah, I can update it later, or put, by right now.
170 00:19:31.550 ⇒ 00:19:44.649 Robert Tseng: Okay, well, that’s fine. I mean, for both of you guys, just update it by the end of the day. Moving forward, yeah, this is not acceptable. Needs to be updated before, like, the meeting. This should be, like, the first thing you do on a Monday, in the future.
171 00:19:45.010 ⇒ 00:19:46.999 Ryan Brosas: Absolutely. Sorry about that.
172 00:19:47.520 ⇒ 00:19:48.060 Robert Tseng: Great.
173 00:19:48.400 ⇒ 00:20:04.570 Robert Tseng: Yeah, otherwise, what you’re looking at is just my assumptions, which is fine. I think for the first week, it’s not like there’s that much activity, like, I don’t want to be a huge stickler on this, but, yeah, so you guys are editing the actual column. I will maintain the forecast,
174 00:20:04.860 ⇒ 00:20:10.850 Robert Tseng: Yeah, and that way… You know, we can continue to look at… I mean, I’ll basically look at
175 00:20:11.310 ⇒ 00:20:18.040 Robert Tseng: The actuals versus forecasts, on some regular cadence, and, you know, where we…
176 00:20:18.600 ⇒ 00:20:27.130 Robert Tseng: And that helps me to better update my assumptions to know, like, do I have a good grasp of the inputs and outputs of the business?
177 00:20:27.300 ⇒ 00:20:35.009 Robert Tseng: But yeah, I think… I’m not gonna walk through these too much in depth right now, then, because it seems like we haven’t actually, done anything here.
178 00:20:36.840 ⇒ 00:20:50.110 Robert Tseng: So, yeah, I guess my call-out here would just be on definitions, so everyone’s kind of clear. I’ll just emphasize a few of the ones that I left comments on. So, active leads are any leads that are,
179 00:20:53.710 ⇒ 00:21:08.210 Robert Tseng: yeah, if you just look at deal stages, as soon as they enter a… as soon as they become a lead, right? A lead is somebody, we have an inbound message, or we’ve given them an outbound message. Like, I think the criteria is just that. There’s been…
180 00:21:08.690 ⇒ 00:21:20.569 Robert Tseng: it’s not a lead list, which is kind of unintuitive. Like, the stuff that Ryan builds, we have not necessarily engaged with those lists yet, and so I wouldn’t consider those leads, but once they’re inputted into HubSpot.
181 00:21:20.940 ⇒ 00:21:27.620 Robert Tseng: It’s because there was some initial activity from… from… from one… from one side or the other.
182 00:21:27.720 ⇒ 00:21:32.830 Robert Tseng: And then, you know, obviously we’ve been looking at HubSpot, various lists that kind of…
183 00:21:32.900 ⇒ 00:21:49.950 Robert Tseng: have, like, the current list of active leads. You know, this is really for… I guess Rico is on this call, so I think moving forward, like, you know, I’ll be kind of leaning on you a bit more to kind of help keep this, keep this moving, so if you have any questions, we can connect on that later.
184 00:21:50.390 ⇒ 00:21:57.680 Robert Tseng: I guess, like, what I mean specifically would be, yeah, for these in-progress leads right now,
185 00:21:58.460 ⇒ 00:22:11.500 Robert Tseng: Yeah, we’ll pick a single view that you’ll up… that you’d be able to update, Rico, that’s based off of, like, a current active deal stage. So, it’s gonna be somewhere between to-do.
186 00:22:12.510 ⇒ 00:22:23.140 Robert Tseng: To complete, obviously. And then, yeah, we just want to make sure that this is always a snapshot of all the active deals that we’re currently working through.
187 00:22:24.690 ⇒ 00:22:33.179 Robert Tseng: Yeah, and I’m… I’m not talking about partnerships. This will be purely off of sales deals, so… I think even this view is a little bit…
188 00:22:33.350 ⇒ 00:22:36.010 Robert Tseng: not what I wanted to see.
189 00:22:36.830 ⇒ 00:22:51.279 Robert Tseng: Okay, there we go. That’s… I think this is the one. Yeah, we have all of the in-progress to, yeah, the deals… deals checked. So, I’m not saying that all of these are actually active. If I don’t see a lapsed activity date, these should actually…
190 00:22:51.280 ⇒ 00:23:00.369 Robert Tseng: They’re either not real deals, or we just didn’t update them correctly, so there’s a little bit of, like, cleaning that needs to be done. But whatever this number ends up being.
191 00:23:00.530 ⇒ 00:23:05.390 Robert Tseng: like, that’s what should go into this… into this field.
192 00:23:06.210 ⇒ 00:23:12.250 Robert Tseng: New leads are just new leads that have been added in this past week. So, from the week of…
193 00:23:12.450 ⇒ 00:23:20.049 Robert Tseng: December 29th to January 5th. I would expect that number to be zero or close to zero, because obviously we’re off.
194 00:23:20.160 ⇒ 00:23:22.049 Robert Tseng: And then…
195 00:23:22.440 ⇒ 00:23:30.099 Robert Tseng: lead revenue is off of the deal size, which every deal in HubSpot should have average contract value. So…
196 00:23:30.290 ⇒ 00:23:45.530 Robert Tseng: These values, our total contract value, I don’t think we’ll ever have a 1K deal, generally speaking, so everything should start at least at 5, but in general, this is the average that we’re trying to go for, and I think, we are…
197 00:23:45.560 ⇒ 00:23:54.100 Robert Tseng: quoting at higher… higher rates, so I don’t really expect to see anything under… under 10, frankly. Even if it’s just, like, the first deal.
198 00:23:55.880 ⇒ 00:24:03.790 Robert Tseng: So yeah, I think there’s definitely some work that needs to be done here on the cleanup side, so we’re gonna have to go in and do that.
199 00:24:04.470 ⇒ 00:24:06.219 Robert Tseng: So maybe, like.
200 00:24:06.770 ⇒ 00:24:19.730 Robert Tseng: yeah, I guess I… I may grab some time afterwards with you guys, with probably Rico, and yeah, Rico and Jen, we can go through that later.
201 00:24:19.840 ⇒ 00:24:24.739 Robert Tseng: On the ICP conversations, this is just off of the ICP docs, that’s…
202 00:24:24.920 ⇒ 00:24:27.950 Robert Tseng: Not fully ready to go yet.
203 00:24:28.470 ⇒ 00:24:33.699 Robert Tseng: But as I saw that,
204 00:24:36.720 ⇒ 00:24:54.219 Robert Tseng: Luke was kind of going on here. I’ve been starting to kind of build out this doc. It’s a consolidation of where we’ve talked about ICP across the business. I still need a little bit more time to kind of build out three things. One is, like, the different types of ICPs. We have, like.
205 00:24:54.740 ⇒ 00:25:08.200 Robert Tseng: kind of evergreen or core, campaign-specific, strategic, etc. And so, yeah, I just want that to be, like, clearly written out. And then, there’s a database that I want to build. I might have Ricoh help me with this, where
206 00:25:08.300 ⇒ 00:25:20.890 Robert Tseng: I’ve been thinking through, like, what the different properties should be when we’re building an ICP library. Since we do, iterate on different ICP types, I think last quarter we experimented with 3 of them.
207 00:25:21.110 ⇒ 00:25:37.780 Robert Tseng: And I feel like that’s just something that we will continue to do, since we’re always trying to go after different types of clients. But so yeah, we just need to log, like, what our… what those clients are, and be able to score… score leads in the future on whether or not they’re fitting into that, profile. So…
208 00:25:37.910 ⇒ 00:25:45.669 Robert Tseng: From the WBR perspective, though, there’s only going to be two types of ICPs reflected here. One is enterprise, and one is mid-market.
209 00:25:45.820 ⇒ 00:26:04.100 Robert Tseng: So I think Holly kind of referenced these definitions in the past, where, like, enterprise is anything above a thousand person headcount, and so we’ll just use standard definitions that all… that general… that the industry generally uses. So I guess, Holly, if you could kind of just, you know, maybe slack us on, like, what you think these should be, like.
210 00:26:04.100 ⇒ 00:26:08.090 Robert Tseng: I want this to be, like, like, I want to be able to share this with
211 00:26:08.090 ⇒ 00:26:24.089 Robert Tseng: external advisors, investors, or whatever in the future, on, like, where, you know, that’s on something that’s not, like, a changing definition. Internally, we can have a bunch of ICP types, but, you know, we’re all gonna be able to categorize them by either enterprise or mid-market. Okay. Yeah.
212 00:26:24.090 ⇒ 00:26:24.710 Holly Condos: Got it.
213 00:26:25.390 ⇒ 00:26:25.960 Robert Tseng: Yeah.
214 00:26:26.160 ⇒ 00:26:37.300 Robert Tseng: And then multi-thread is, kind of a… is another metric that I was thinking, you know, I think we just need to have more stakeholders kind of involved in… on deals,
215 00:26:37.520 ⇒ 00:26:50.629 Robert Tseng: Yeah, I would say for the size… the deal size we’re going for now, very unlikely that we get… we get it done with just one… one stakeholder. So, I wanted to start to be monitoring, like, are we talking to enough people and the right people within each account?
216 00:26:50.760 ⇒ 00:26:52.300 Robert Tseng: So that’s why that’s there.
217 00:26:52.880 ⇒ 00:27:04.509 Robert Tseng: Everything else should be pretty straightforward, so I’m not gonna cover that for now. But yeah, I guess, any questions on, kind of, how this is gonna go moving forward?
218 00:27:06.470 ⇒ 00:27:08.890 Holly Condos: So, Robert, I have a question.
219 00:27:08.890 ⇒ 00:27:09.410 Robert Tseng: Yeah.
220 00:27:09.830 ⇒ 00:27:22.499 Holly Condos: So I know you referenced that the active lead number does not include partnership leads. Are we going to track those separately on this sheet, or a different tab? Have you thought about that? Is it…
221 00:27:22.500 ⇒ 00:27:23.020 Robert Tseng: Yeah…
222 00:27:23.020 ⇒ 00:27:23.560 Holly Condos: Yes.
223 00:27:23.900 ⇒ 00:27:27.699 Robert Tseng: I think that’s… that’s something,
224 00:27:29.000 ⇒ 00:27:40.629 Robert Tseng: yeah, it’s not reflected in this… in this view right now. We might have to create a separate tab for that, or I was also thinking… I mean, I also didn’t think, like, it needed to be. Like, to me, like, a partner… I mean.
225 00:27:41.510 ⇒ 00:27:50.050 Robert Tseng: I know we, like, moved the partnerships database from a Google Sheet into HubSpot. I don’t know if you and Hannah actually use HubSpot, or… Yeah. I mean, I…
226 00:27:50.070 ⇒ 00:28:02.830 Robert Tseng: I still prefer to use Google Sheets, to be honest, especially since the volume of partnerships is lower. It’s not like I expect us to be talking to 50 partners at once, like, if anything, like, I want to be able to focus UTAM more on, like.
227 00:28:02.930 ⇒ 00:28:09.900 Robert Tseng: UTAM should only be focused on, like, Snowflake, on the…
228 00:28:10.440 ⇒ 00:28:21.719 Robert Tseng: Maybe, like, two other ones this quarter, and I just want him to be waking up and… oh, yeah, he likes contextual. He, like, that’s, like, a… Yeah, contextual. Yeah, so, like, those are the three that he talks about all the time.
229 00:28:21.720 ⇒ 00:28:25.470 Holly Condos: Like, I want him to just be waking up and thinking about those partners, like, only.
230 00:28:25.470 ⇒ 00:28:29.049 Robert Tseng: And pretty much anyone that doesn’t fit that, like.
231 00:28:29.590 ⇒ 00:28:42.279 Robert Tseng: they’re not… they’re not as qualified as… as these partners are, because they don’t have the right network, they don’t have… they’re not giving us leads. You know, I’m thinking even, like, Polytomic, like, I don’t really want Utom talking to Polytomic anymore, like, we should be…
232 00:28:42.590 ⇒ 00:28:58.930 Robert Tseng: I mean, we’ve been passing Polytomic a lot of business, but it’s the partnerships team to… like, it’s our… it’s our job to go figure out, like, well, like, how do we get Polytomic to pass us more leads? Like, I don’t really think we need to bring UTAM into those.
233 00:28:58.930 ⇒ 00:29:13.300 Holly Condos: No, I agree. I agree, and I am picking that up, so I’m actually meeting with them this week, but… Yeah. But I guess just for this specific piece of the discussion, so, for instance, we do have…
234 00:29:13.580 ⇒ 00:29:19.699 Holly Condos: an intro from Telisma, which is a potential lead, right?
235 00:29:20.150 ⇒ 00:29:20.470 Robert Tseng: Yeah.
236 00:29:20.470 ⇒ 00:29:21.000 Holly Condos: Have we.
237 00:29:21.000 ⇒ 00:29:34.720 Robert Tseng: Yeah, like, so that would be reflected here, right? Yeah. Like, that would be a partner source lead. Like, I would consider that, you know, whether it’s from partners or not, like, it should just be, like, added as a new lead. Like, whatever logo that was being introduced, yeah.
238 00:29:34.720 ⇒ 00:29:37.740 Holly Condos: Okay, and then logistically, and sorry for the…
239 00:29:38.400 ⇒ 00:29:41.249 Robert Tseng: elementariness of the question, but… No, no, I’m good.
240 00:29:41.250 ⇒ 00:29:51.259 Holly Condos: Should I be entering those partnership leads that I’m aware of and driving directly into the HubSpot partnership section?
241 00:29:52.240 ⇒ 00:30:00.209 Robert Tseng: Well, so, like, like a Teleisma-sourced lead, like, I would just… it’s just, like, a straight lead, so, like, we would just create a deal here.
242 00:30:00.640 ⇒ 00:30:07.500 Robert Tseng: And, like, I think we have… I’ll probably need a…
243 00:30:07.500 ⇒ 00:30:10.190 Holly Condos: Okay, so let me interrupt you there, though, so then what’s…
244 00:30:10.580 ⇒ 00:30:16.439 Holly Condos: If it’s… if it’s a straight lead, then what would be a partnership lead?
245 00:30:16.850 ⇒ 00:30:23.369 Robert Tseng: Well, yeah, so, like, there should be a field here that qualifies it as a partnership lead. I thought we had, like, a source field or something here.
246 00:30:23.370 ⇒ 00:30:24.420 Hannah Wang: There’s… I don’t know.
247 00:30:24.420 ⇒ 00:30:26.799 Holly Condos: Not we did when.
248 00:30:28.460 ⇒ 00:30:29.650 Hannah Wang: There is, I just don’t…
249 00:30:29.650 ⇒ 00:30:31.880 Holly Condos: Yeah, when I first came on… oh, sorry, Hannah.
250 00:30:31.880 ⇒ 00:30:38.290 Hannah Wang: Sorry, I’m probably speaking too quietly. There, there is, I just… I don’t know where it is, but it’s… it should be there.
251 00:30:38.850 ⇒ 00:30:50.770 Robert Tseng: Okay, yeah, so… yeah, I mean, there should be… yeah, a lead gets added in, and it should be a… there should be a source. I think it’s because I’m looking at deals, and we’re not looking at leads
252 00:30:51.100 ⇒ 00:30:53.210 Robert Tseng: Maybe it’s, like, on leads or whatever, so…
253 00:30:53.210 ⇒ 00:30:59.489 Holly Condos: Yeah, I’ll figure it out. I just wanted to confirm, because then it will pull in from HubSpot to this sheet, right?
254 00:30:59.760 ⇒ 00:31:12.420 Robert Tseng: Yeah, yeah. Okay. And so, I mean, Holly, I wouldn’t even… I don’t… you don’t even need to be in HubSpot. I think you should just Slack, like, hey, lead came in, just tag, tag, like, the sales coordinator at the time would either be.
255 00:31:12.420 ⇒ 00:31:16.230 Holly Condos: Okay, great. Yeah, logistically, that’s what I’m driving at.
256 00:31:16.700 ⇒ 00:31:24.810 Robert Tseng: Yeah, yeah, yeah. So they would add it in. Yeah, that… yeah, that way we have a log that it is a partner source lead. And I do understand that, like, in our current snapshot.
257 00:31:24.900 ⇒ 00:31:40.199 Robert Tseng: well, in Q4, like, over 50% of our leads were driven by partners, and so that’s kind of part of an OKR that’s here, that’s maybe more, like, we’ll talk about that specifically, but… so I do expect that still to be a big part of our pipeline. I just didn’t want to…
258 00:31:40.370 ⇒ 00:31:56.020 Robert Tseng: like, I think I just wanted a single, like, lead kind of source, like, I just didn’t feel, like, right to have partners be… like, partner activity, I understand, is, like, different, but this, from, like, a deal flow perspective, like, a partner… No, I get it.
259 00:31:56.020 ⇒ 00:32:03.409 Holly Condos: I think that’s fine. I’m with you on it, I just wanted to make sure I understood. Okay, and then one other question, so…
260 00:32:03.750 ⇒ 00:32:11.420 Holly Condos: I think we… you and me and Utam have kind of talked about this, but I’m ready to deploy on it this year, now.
261 00:32:12.080 ⇒ 00:32:17.029 Holly Condos: This month. So, I’m gonna be tapping my own network.
262 00:32:17.150 ⇒ 00:32:22.290 Holly Condos: But it… it will be a direct lead, it wouldn’t be a partnership lead, so…
263 00:32:22.290 ⇒ 00:32:22.620 Robert Tseng: Yeah.
264 00:32:22.620 ⇒ 00:32:27.140 Holly Condos: thing, right? Like, just have one of the sales coordinators enter
265 00:32:27.290 ⇒ 00:32:30.130 Holly Condos: the data in HubSpot, and then it’ll flow over.
266 00:32:30.450 ⇒ 00:32:43.409 Robert Tseng: Yeah, you know, and that deal source would be a referral, right? And, like, obviously, if it’s a referral from you, you know, we offer 10% of the first 6 months to everybody, so, like, you would get a cut of that. So, like, that’s all part of it as well.
267 00:32:43.670 ⇒ 00:32:44.750 Holly Condos: Okay, thanks.
268 00:32:44.750 ⇒ 00:32:45.290 Robert Tseng: Yeah.
269 00:32:45.380 ⇒ 00:32:52.699 Luke Scorziell: But then, I guess, with that then, is there a way for us to then… Differentiate, just…
270 00:32:53.480 ⇒ 00:33:05.740 Luke Scorziell: with this sheet, I guess, through the leads that are coming in just through marketing versus the leads that are coming in through partnerships, too, because then it’s like, if everything’s coming in through partnerships and, like, the content team and sales coordinator.
271 00:33:06.590 ⇒ 00:33:10.130 Luke Scorziell: Maybe just able to see that at a glance and be accountable, too.
272 00:33:11.310 ⇒ 00:33:14.150 Luke Scorziell: To those leads? Does that make sense?
273 00:33:14.530 ⇒ 00:33:31.950 Robert Tseng: Yeah, so I guess what would happen would be, like, okay, let’s say there’s 20. So my question, my first question would be, like, great, so, like, what’s… what’s the split here? So whoever entered this in should know that, like, 50% of these are partners, and then, like, they should know what the other deal sources are. Like, I don’t think it needs to be reflected in this sheet, because, like, I care just more about, like, the…
274 00:33:31.950 ⇒ 00:33:37.109 Luke Scorziell: the top line, but, like, yeah, you should… you should come into the meeting with that context, so that if I’m asking, like.
275 00:33:37.110 ⇒ 00:33:48.580 Robert Tseng: where are they coming from? Like, that we know. And if we’re labeling every lead or deal correctly, then we should be able to pull that report quickly within… like, it’s already built out as, like, a stationary.
276 00:33:48.580 ⇒ 00:33:48.930 Holly Condos: Yeah.
277 00:33:48.930 ⇒ 00:33:49.640 Robert Tseng: report.
278 00:33:49.800 ⇒ 00:33:56.859 Robert Tseng: On the marketing side, like, the marketing leads generated, like, obviously, I don’t think these numbers actually tie out, like, 20…
279 00:33:57.180 ⇒ 00:34:05.519 Robert Tseng: 20 marketing leads doesn’t actually add up to this, so, like, something here is a little bit off, like, I might adjust that, but it’s, like.
280 00:34:05.660 ⇒ 00:34:09.770 Robert Tseng: Okay, so… maybe this is more like…
281 00:34:10.420 ⇒ 00:34:21.739 Robert Tseng: Okay, I don’t want to do the… I don’t want to do the math right now, but I think we’ll see it show up in the actual numbers. Yeah, like, a marketing-generated lead, like, yeah, I think the definition is if it came from content, if it came from, like.
282 00:34:22.389 ⇒ 00:34:31.589 Robert Tseng: any of the actions, the marketing actions that we’ve talked about, these are all marketing source leads, right? Newsletter, lead magnet, events, content.
283 00:34:31.949 ⇒ 00:34:33.620 Robert Tseng: Yeah, so, like.
284 00:34:33.830 ⇒ 00:34:39.709 Robert Tseng: that should… that should be in the deal… that should be in the lead source as well. So, it does… this does…
285 00:34:39.719 ⇒ 00:34:55.600 Robert Tseng: you know, rely on our lead source to… lead source tagging to be accurate and up-to-date, so I’m kind of expecting, like, you guys to make sure that’s… that’s the case. But yeah, I think outside of this, everything else is pretty much going to be
286 00:34:55.670 ⇒ 00:35:03.809 Robert Tseng: well, yeah, this is what signals a marketing lead. Everything else is not a marketing lead.
287 00:35:04.190 ⇒ 00:35:04.830 Luke Scorziell: Okay.
288 00:35:05.040 ⇒ 00:35:05.570 Robert Tseng: Yeah.
289 00:35:08.190 ⇒ 00:35:23.770 Robert Tseng: Right, because we’re still going to have the go-to-market outbound campaigns, like, that to me is not a marketing lead. That’s just, like, a direct outreach. Circlebacks are also not marketing leads, and… but, yeah, these tags should all show up in the lead source.
290 00:35:29.600 ⇒ 00:35:38.489 Robert Tseng: Okay, cool. So yeah, I think, that’s something that should kind of come into full force next…
291 00:35:38.790 ⇒ 00:35:49.969 Robert Tseng: week. I mean, I’m still gonna be pushing for it throughout the week, but I would want these numbers to be updated. Hopefully, we’re at least tracking onto what I forecasted by next week.
292 00:35:51.740 ⇒ 00:35:58.919 Robert Tseng: Alright, so that’s that. On the marketing side, I do want to kind of give some time to kind of talk about
293 00:36:01.680 ⇒ 00:36:17.309 Robert Tseng: the… normally, we’d be talking about the leads and the inputs, current campaigns and programs that we’re running that we expect to be getting inputs from. I know that we’re in the process of just turning a lot of this stuff back on, so maybe I’ll let, kind of, Luke and…
294 00:36:17.310 ⇒ 00:36:28.889 Robert Tseng: Yeah, just kind of talk about what you guys are gonna have coming up in terms of upcoming campaign prioritization and stuff for… yeah, on the marketing side.
295 00:36:29.320 ⇒ 00:36:36.099 Luke Scorziell: Yeah, so, with the… Pull that back up.
296 00:36:37.340 ⇒ 00:36:38.430 Robert Tseng: Thomas, I’m…
297 00:36:38.560 ⇒ 00:36:41.479 Luke Scorziell: I guess, win for me is that I’m…
298 00:36:41.770 ⇒ 00:36:46.910 Luke Scorziell: dedicating… or starting full-time, I guess, with Brainforge, so it’ll be… 48.
299 00:36:48.710 ⇒ 00:36:52.189 Luke Scorziell: Yeah, 40 hours, so just if anyone didn’t know that already.
300 00:36:52.540 ⇒ 00:37:00.789 Luke Scorziell: you guys will have my… my full attention. And yeah, I guess for, like, with…
301 00:37:01.490 ⇒ 00:37:09.220 Luke Scorziell: the marketing and the campaigns and whatnot is where Ryan is literally working right now on getting a couple posts ready and up to,
302 00:37:09.430 ⇒ 00:37:15.550 Luke Scorziell: go this week, and then I think right now the goal is to just get everything turned back on, and then…
303 00:37:16.650 ⇒ 00:37:24.890 Luke Scorziell: as, like, I’m listening more to client calls and doing more research and understanding the product and services better, then I think that’s where we’ll kind of refine and start iterating
304 00:37:25.010 ⇒ 00:37:26.969 Luke Scorziell: To get higher quality.
305 00:37:27.390 ⇒ 00:37:34.190 Luke Scorziell: content going out, but yeah, I think right now, focus is gonna be on hitting those metrics that are in the…
306 00:37:34.510 ⇒ 00:37:41.979 Luke Scorziell: WBR, under the, like, content published, they’re looking to do 6 posts a week.
307 00:37:42.550 ⇒ 00:37:48.320 Luke Scorziell: From both the… Uouton and Robert’s accounts,
308 00:37:48.450 ⇒ 00:37:51.420 Luke Scorziell: And then, hopefully building that out into…
309 00:37:51.600 ⇒ 00:37:59.960 Luke Scorziell: a newsletter and some other, kind of lead magnets that will attract leads that we can start, working with. So that’s pretty much where we’re at.
310 00:38:00.260 ⇒ 00:38:03.950 Luke Scorziell: Well, Aaron, that’s kind of the main…
311 00:38:04.640 ⇒ 00:38:14.519 Luke Scorziell: Yeah, focus there, and then I guess what the, and you can tell me what stage that scorecard is in, but I thought that was really helpful for identifying some of the pain points.
312 00:38:14.770 ⇒ 00:38:18.239 Luke Scorziell: That we can start speaking to on the marketing,
313 00:38:18.960 ⇒ 00:38:24.340 Luke Scorziell: Campaigns themselves of just wanting to speak to the people that are More in the,
314 00:38:24.580 ⇒ 00:38:34.280 Luke Scorziell: Yeah, like, have decision-making over the budget, and then the pressure… have more pressure on them to make decisions, rather than just, like, a casual…
315 00:38:34.440 ⇒ 00:38:38.039 Luke Scorziell: like, oh, we could want this, could not. So I think as we start, like, framing.
316 00:38:38.040 ⇒ 00:38:38.530 Robert Tseng: Yeah.
317 00:38:38.530 ⇒ 00:38:43.929 Luke Scorziell: the hooks and the leads and the content, that’s kind of what I’d like to focus on, so…
318 00:38:44.480 ⇒ 00:38:58.529 Robert Tseng: Yeah, I might need another hour or two to kind of work through that, and I want to test it on, like, a couple calls that I have scheduled this week already. So, yeah, the goal is that that framework, you know, obviously it just keeps me and Utam accountable when we’re
319 00:38:58.530 ⇒ 00:39:06.279 Robert Tseng: hopping on discovery calls, and we’re actually going through that list. But I also, I think there’s too much in there right now. I want to, like, trim it down a little bit so that
320 00:39:06.410 ⇒ 00:39:15.579 Robert Tseng: Eventually, you know, if Luke, you jump on calls, or, like, anybody who’s talking to anybody that wants to refer, and you’re trying to refer someone to us, like.
321 00:39:15.840 ⇒ 00:39:27.030 Robert Tseng: like, if Holly’s starting to tap her network, like, she can kind of consider these questions as well. So, like, I want this to kind of be ready, but hopefully by tomorrow. I just… I’m not… I’m not ready with it yet.
322 00:39:28.130 ⇒ 00:39:30.789 Luke Scorziell: And I guess, like, too, something that I’m…
323 00:39:30.980 ⇒ 00:39:39.360 Luke Scorziell: I don’t know, we could talk about this too, just maybe an experiment that we could try, is that we’ve talked about how, like, revenue-facing departments, so marketing and,
324 00:39:39.570 ⇒ 00:39:41.800 Luke Scorziell: and sales… Probably a…
325 00:39:42.530 ⇒ 00:39:56.529 Luke Scorziell: better… easier… are easier to start working with, and then we can expand within the enterprise to, like, operations and customer experience and other departments within. So I’m almost wanting to maybe starting to gear the content strategy toward
326 00:39:56.660 ⇒ 00:40:01.940 Luke Scorziell: Some of the solutions that we offer on the marketing and sales side, and telling… Yeah.
327 00:40:01.940 ⇒ 00:40:17.019 Robert Tseng: Totally. I do think that’s… that’s the easiest place to play. Just the demographic of people on LinkedIn, it’s mostly marketing and sales folks as well, so, yeah, like, the eyeballs that we’re gonna get there are really those folks, and we should…
328 00:40:17.340 ⇒ 00:40:25.139 Robert Tseng: you know, I already tagged you in a message, so here’s… I’ll just give one example quickly from,
329 00:40:27.120 ⇒ 00:40:36.490 Robert Tseng: Yeah, like, this guy, I mean, he’s small, small client, but he’s basically asking for exactly what Zoran has been trying to build with us on the pitch.
330 00:40:36.600 ⇒ 00:40:46.240 Robert Tseng: So… I mean, Zoran is not thinking about ICP, he’s just… he’s an engineer, he’s just thinking about, well, this is… this is my cool solution, this is what we do, so, like.
331 00:40:46.510 ⇒ 00:40:57.999 Robert Tseng: yeah, like, I… I’ve tagged you, but I will probably be pretty involved in, like, trying to pitch this to someone. Like, I know the benefits, and, like, you could see from my chat with this guy that I’m, like.
332 00:40:58.220 ⇒ 00:41:16.500 Robert Tseng: I’m, like, dropping some things that he’s like, how is it possible to get this level of accuracy? Like, how does it work? And, like, I’m… he may not be our actual buyer, but I want Zora to get on a call with the… with the resources ready to kind of just do, like, pitch… pitch this guy. Like, I… and, yeah, so I think there’s…
333 00:41:16.500 ⇒ 00:41:26.009 Robert Tseng: you know, we’re just… we’re gonna put this to the test right away. So I’m gonna try to book him towards the end of the week. I’ll probably add you on that call as well, and give…
334 00:41:26.700 ⇒ 00:41:34.889 Robert Tseng: give Zoran a chance to pitch it. So, my goal is to get him ready from, like, an ICP perspective. Who is he selling to? What is he actually…
335 00:41:34.890 ⇒ 00:41:49.149 Robert Tseng: how does he actually need to present his solution? Because this is just, like, a really nerdy document right now that, like, this guy is not going to understand. So, yeah, like, we have to go from… from this to… to, like, something that’s truly ICP-facing.
336 00:41:49.300 ⇒ 00:42:04.649 Robert Tseng: And yeah, like, we have a few more of these in our arsenal from the delivery team, where they have, like, cool technical solutions that they have no idea how to sell, and we’re gonna, like, we could pull those into, like, some of our ICP, kind of work that we’re doing.
337 00:42:05.820 ⇒ 00:42:09.339 Luke Scorziell: Yeah, okay. I mean, it’s interesting because it all just flows together, right? So it’s like…
338 00:42:09.340 ⇒ 00:42:09.750 Robert Tseng: Yeah.
339 00:42:09.750 ⇒ 00:42:17.079 Luke Scorziell: Knowing the solutions that we have to sell are then going to speak to the ICPs that we can sell to. Knowing the ICP that we want to sell to is going to start
340 00:42:17.210 ⇒ 00:42:23.059 Luke Scorziell: Like, defining what kind of solutions we want to position as, like, our first and foremost, so,
341 00:42:23.470 ⇒ 00:42:32.170 Luke Scorziell: Yeah, no, that sounds good. And then I actually have a call with Zoran scheduled tomorrow. I can add you that invite, if that’s helpful.
342 00:42:32.550 ⇒ 00:42:39.920 Robert Tseng: Yeah, you can add me as optional, I may or may not join. Yeah, I’ll try if I can, but, you know, things sometimes come up.
343 00:42:40.360 ⇒ 00:42:41.150 Robert Tseng: Yeah.
344 00:42:42.160 ⇒ 00:42:44.709 Luke Scorziell: Sweet. I think that’s… Cool. That’s what I got.
345 00:42:45.710 ⇒ 00:42:58.760 Robert Tseng: Okay, thank you. Yeah, so pretty much at this point, I’d probably go through something about delivery, which I guess this was kind of delivery. So more formally, I’ll do more of an update here on, like.
346 00:42:58.760 ⇒ 00:43:13.720 Robert Tseng: what are upcoming renewals and expansions to Live resource leads? So, I can just riff, kind of go off the top of my head. There’s a bunch up for renewal. Insomnia’s up for renewal, Honey Stinger, like, README,
347 00:43:14.290 ⇒ 00:43:24.490 Robert Tseng: and Pedra, so, like, there’s 4 clients up for renewal in the next week that they… we’ve already stopped working with them, because we’re negotiating new contracts, or we’re wrapping up with them.
348 00:43:24.680 ⇒ 00:43:27.749 Robert Tseng: Yeah, Holly, on your question around insomnia.
349 00:43:28.100 ⇒ 00:43:32.989 Robert Tseng: Yeah, there’s this… this is kind of a mess there, like, we’ve had a moving…
350 00:43:33.480 ⇒ 00:43:39.720 Robert Tseng: the sequence has been… my original sponsor was the CMO, she got let go, we moved under
351 00:43:39.940 ⇒ 00:43:57.620 Robert Tseng: a VP of Marketing, who also quit, and then we’ve just been rotating around and haven’t found the right champion. So for a while, like, I was just talking directly to the CEO, but he’s kind of slammed now because, his… actually, I found out today that his chief strategy officer just left, so…
352 00:43:58.170 ⇒ 00:44:03.419 Robert Tseng: It’s like, his whole C-suite is, like, leaving, and it’s… I think it’s… it’s not…
353 00:44:03.420 ⇒ 00:44:04.680 Holly Condos: Did you do the snowflake event.
354 00:44:04.680 ⇒ 00:44:08.100 Robert Tseng: Yeah, I just don’t think Snowflake is top of mind for him, and yeah. Okay.
355 00:44:08.100 ⇒ 00:44:08.610 Holly Condos: understood.
356 00:44:08.610 ⇒ 00:44:13.750 Robert Tseng: Yeah, I’m… I’m trying to… yeah, well, I do… I do think it would be good to do.
357 00:44:13.750 ⇒ 00:44:14.740 Holly Condos: Damn, yeah.
358 00:44:14.740 ⇒ 00:44:19.409 Robert Tseng: I just… yeah, I’m not trying to just, like, blow it off, like, I… I’m trying to.
359 00:44:19.410 ⇒ 00:44:20.479 Holly Condos: Make sure that we get them.
360 00:44:20.480 ⇒ 00:44:24.979 Robert Tseng: Yeah, but also, that’s what’s going on on Insomnia.
361 00:44:24.980 ⇒ 00:44:33.900 Holly Condos: That’s fine, and I won’t give all that detail to the Snowflake rep, I’ll just tell her that they’re… they probably aren’t going to be ready for an event until February or March.
362 00:44:33.900 ⇒ 00:44:36.160 Robert Tseng: Yeah, yeah, I think that’d be… that’d be better.
363 00:44:36.160 ⇒ 00:44:37.210 Holly Condos: Okay, thanks.
364 00:44:37.210 ⇒ 00:44:40.899 Robert Tseng: Yeah, I know his top priority is hiring another CMO backfill, so…
365 00:44:40.900 ⇒ 00:44:41.390 Holly Condos: That’s…
366 00:44:41.390 ⇒ 00:44:44.049 Robert Tseng: Yeah, that’s… that’s kind of his situation.
367 00:44:44.370 ⇒ 00:44:45.040 Holly Condos: Okay.
368 00:44:46.040 ⇒ 00:44:52.519 Robert Tseng: Okay, cool. And then, like, capacity risks, that influence sales pressure. So, yeah, actually…
369 00:44:52.670 ⇒ 00:44:57.410 Robert Tseng: For us, we… yeah, we,
370 00:44:57.540 ⇒ 00:45:09.110 Robert Tseng: We were supposed to start a new analyst, didn’t end up coming through. He has, like, some visa issues that we’re still working through. Don’t really think we can get him in, before.
371 00:45:09.250 ⇒ 00:45:23.619 Robert Tseng: yeah, in the next month, really. So, and then, Sezim on our team has also wrapped up her time, so… yeah, we’re a little bit squeezed on there, so… but there are… yeah, so…
372 00:45:24.480 ⇒ 00:45:33.949 Robert Tseng: yeah, we were basically, like, rebalancing some of our people, but there are people with more capacity. So, Greg and Zoran have more capacity.
373 00:45:33.950 ⇒ 00:45:44.530 Robert Tseng: So we are trying to sell more product analytics work right now, and more, like, marketing analytics work. So that’s kind of where I’ll probably bias towards,
374 00:45:44.530 ⇒ 00:45:57.849 Robert Tseng: In terms of, like, our outbound motion. Obviously, on the partner side, like, Holly and Hannah are a little bit more dialed in there. I think Breezy is coming back around, so there are, like, some pure data engineering clients that are still being referred to us.
375 00:45:57.850 ⇒ 00:46:17.329 Robert Tseng: Eventually, we want to be able to start saying no to these, because, like, these are nice clients to have, because we have the staff to do it, but these are actually not really, like, long-term projects that we prefer to take on. These usually wrap up after a month or two months. So, that’s kind of the trade-off that we’re making right now by being so partner-heavy.
376 00:46:17.330 ⇒ 00:46:34.849 Robert Tseng: we don’t really get to qualify as easily, we’re just kind of saying yes to what people refer us, versus, like, the types of clients that we know we want to get. So, that’s kind of, you know, a couple thoughts on the delivery side of, like, the pressures that are, impacting us on the sales side.
377 00:46:39.870 ⇒ 00:46:41.609 Robert Tseng: Okay,
378 00:46:41.610 ⇒ 00:46:52.150 Robert Tseng: I’m not gonna talk about bets, I’ll just spend a little bit more time on the OKRs. I want people to make sure that they feel… you don’t have to answer me now, but in terms of, like, clearly understanding, like, what these mean. So…
379 00:46:52.150 ⇒ 00:47:01.820 Robert Tseng: Ryan, I know you had some questions around, like, is this really, like, possible? Like, the expectation is not that you have to do this. I think the way I view this key result is, like.
380 00:47:01.820 ⇒ 00:47:09.380 Robert Tseng: If we do hit this, I do think that this actually gets us to the team goal, of, like, hitting the base.
381 00:47:09.430 ⇒ 00:47:23.920 Robert Tseng: And it’s… it’s just a little bit more, like, clear than… you know, when you’re looking at the WBR, these are just, like, random numbers that you’re putting in, but the key results are more, like, kind of, like, what’s the story behind it? It’s not just, like.
382 00:47:24.020 ⇒ 00:47:31.869 Robert Tseng: okay, what is the marketing sourced, leads generated week to week? But it’s like, we actually want, you know.
383 00:47:32.150 ⇒ 00:47:42.619 Robert Tseng: 30% of our… of total leads generated to be coming for marketing at some point. I don’t expect this to happen in the next week, obviously, as you’re turning these things… things on.
384 00:47:42.620 ⇒ 00:47:53.640 Robert Tseng: But, like, the idea is, hopefully by the end of the quarter, we will get to a place where maybe the last 4 weeks of the quarter, we’ve wrapped up to the point where now 30% of new pipeline is there.
385 00:47:53.640 ⇒ 00:48:02.770 Robert Tseng: you hit that 4 weeks in a row, and you get a… you get a bonus, which is the number we will have to set soon, this week. I’m just, like, getting some approval from
386 00:48:03.050 ⇒ 00:48:04.730 Robert Tseng: From… from,
387 00:48:04.990 ⇒ 00:48:12.050 Robert Tseng: finance to make sure that we can actually promise what we’re delivering on the individual bonus. And then, like.
388 00:48:12.050 ⇒ 00:48:27.090 Robert Tseng: But let’s say you speed it up and you do it… we hit this way faster, in, like, the last two months of the quarter, we are consistently hitting this in a row. Then you get a higher bonus than the first one. So, this is kind of just to incentivize, like, okay, rather than me
389 00:48:27.090 ⇒ 00:48:42.230 Robert Tseng: kind of, like, dragging answers out of people week to week. Whoever’s assigned to as an owner on these results, you want to hit this, because this is an individual bonus that you get if you are able to hit it. So, yeah, I think we can kind of…
390 00:48:42.230 ⇒ 00:48:55.459 Robert Tseng: take one-on-one time or group questions on, like, whether or not these are reasonable or fair, kind of, like, targets for you. These links are all blank documents, a little bit of notes on, kind of, how… what thought went into it, but…
391 00:48:55.460 ⇒ 00:49:06.380 Robert Tseng: You know, I would hope that you would just take it, and you can kind of document how you’re going to get to this result. Like, I’m not gonna hand-hold you to get to this result.
392 00:49:06.460 ⇒ 00:49:18.249 Robert Tseng: Obviously, if we’re underperforming, then, like, I will… or, like, we’re way off target, then I’ll jump in and try to help. But my goal is to try to get everybody to hit these consistently, because
393 00:49:18.580 ⇒ 00:49:23.259 Robert Tseng: If you do this well, then I think the team wins. If the team wins, then everybody gets a bump.
394 00:49:23.610 ⇒ 00:49:33.670 Robert Tseng: I think the math is all pretty clear here. So, like, yeah, I think that’s… that’s kind of the way I… I thought about, OKRs differently this quarter.
395 00:49:36.080 ⇒ 00:49:37.219 Ryan Brosas: And that makes sense.
396 00:49:38.790 ⇒ 00:49:48.419 Robert Tseng: Okay, cool. So, I’ll let you guys kinda… if you have any… if you’ve already looked through it, have any questions, I’ll take a few questions on this now, over the next few minutes,
397 00:49:48.990 ⇒ 00:49:49.890 Robert Tseng: Yeah.
398 00:49:53.340 ⇒ 00:49:57.479 Holly Condos: Okay, I’ll ask a question. So, on… for mine, the…
399 00:49:57.480 ⇒ 00:49:58.100 Robert Tseng: Yes.
400 00:49:58.240 ⇒ 00:50:04.410 Holly Condos: Second one, 70% of the partner-sourced ops meet the target ICP profile.
401 00:50:04.590 ⇒ 00:50:05.220 Robert Tseng: Yeah.
402 00:50:06.380 ⇒ 00:50:09.420 Holly Condos: I mean… I think that’s doable.
403 00:50:10.500 ⇒ 00:50:16.090 Robert Tseng: Yeah, I think so, but it is kind of also, like.
404 00:50:18.240 ⇒ 00:50:28.569 Holly Condos: I mean, I’m just thinking about our current list, right? And of… so say, I think we have about 10 partners as of my status from right after Christmas.
405 00:50:28.810 ⇒ 00:50:29.220 Robert Tseng: Sure.
406 00:50:29.220 ⇒ 00:50:40.449 Holly Condos: And are 7 of those ICP meeting the ICP? Probably not. It’s probably more like half.
407 00:50:40.780 ⇒ 00:50:53.170 Holly Condos: But, you know, I think once we land on what the ICP profile is, how we want it, then, you know, I’m gonna be more aggressive about finding those types of partners anyway, so…
408 00:50:53.880 ⇒ 00:50:54.520 Robert Tseng: Yeah.
409 00:50:54.550 ⇒ 00:50:57.859 Holly Condos: Is there something… And then you can also tell… That’s my understanding.
410 00:50:58.010 ⇒ 00:51:03.400 Robert Tseng: Yeah, so I guess this is less about the partner itself, it’s more about the leads that they’re bringing in, so…
411 00:51:03.400 ⇒ 00:51:03.720 Holly Condos: Okay.
412 00:51:03.720 ⇒ 00:51:06.170 Robert Tseng: leads. So this is like… but yeah, you’re right.
413 00:51:06.170 ⇒ 00:51:06.820 Holly Condos: That makes sense.
414 00:51:07.010 ⇒ 00:51:13.390 Robert Tseng: Maybe 5 out of the 10 are bringing us, like, which at this, you know,
415 00:51:14.080 ⇒ 00:51:23.989 Robert Tseng: I’m just trying to think of… yeah, actually, Polytomic, for a while, was sending us leads. None of them were really closing, and they weren’t, like, good fits for us. So, like…
416 00:51:24.010 ⇒ 00:51:38.880 Robert Tseng: Yeah. You know, if we knew what we knew now, like, they’ll be like, look, this is the type of person we want you refer, so just, like, send us whoever. Whereas, like, Omni kind of, like, got pretty close, or, like, was hitting it, but that was kind of just lucky, I think, and
417 00:51:39.380 ⇒ 00:51:47.319 Robert Tseng: Yeah, so I think there’s something around, you know, like you said, once we define this more clearly, you’ll have more leverage to go back to partners and tell them, like, who you.
418 00:51:47.320 ⇒ 00:51:48.940 Holly Condos: And I’ll just be talking it up.
419 00:51:49.520 ⇒ 00:51:50.080 Robert Tseng: Yeah.
420 00:51:50.270 ⇒ 00:51:50.880 Holly Condos: Okay.
421 00:51:51.150 ⇒ 00:51:52.140 Holly Condos: Thank you. Yeah.
422 00:51:52.320 ⇒ 00:52:09.890 Robert Tseng: And then also, like, you know, I know you’re talking to Amplitude and MixedPanel, like, if we’re gonna throw an event with them, I’m not gonna do… we’re not gonna do an event that’s, like, Mixpanel 101 for, like, anybody. Like, we would be doing more, like, regional, like, industry-specific, like,
423 00:52:10.130 ⇒ 00:52:19.919 Robert Tseng: you know, we would basically do an event that’s targeting the ICP with them, like, maybe. I think that would give us a little bit more focus on that type of event, right?
424 00:52:20.100 ⇒ 00:52:21.860 Holly Condos: Okay, yeah, that’s helpful.
425 00:52:22.240 ⇒ 00:52:41.019 Robert Tseng: Yeah, so we can discuss more, like, what levers we have to kind of push partners in sending us the types of leads that we want, but I think that’s… that’s kind of… yeah, that’s basically what we’re getting at here. Whether 70% is, like, an arbitrary number, we can decide if you want to move it up or down, but to me, it’s more like, well, we want
426 00:52:41.230 ⇒ 00:52:44.770 Robert Tseng: most of our leads from partners to be meeting.
427 00:52:44.770 ⇒ 00:52:47.879 Holly Condos: Sure, no, and that’s… I mean, that just makes sense, yeah.
428 00:52:47.880 ⇒ 00:52:49.490 Robert Tseng: Yeah. Yeah.
429 00:52:51.700 ⇒ 00:52:54.419 Robert Tseng: Okay, ICP profile’s also redundant.
430 00:52:54.540 ⇒ 00:52:55.990 Robert Tseng: Yeah.
431 00:52:56.190 ⇒ 00:53:00.350 Robert Tseng: Any other questions on any of these results that you guys see?
432 00:53:10.240 ⇒ 00:53:13.719 Luke Scorziell: It’s… Well, I guess we’ve already talked about it pretty in-depth.
433 00:53:13.720 ⇒ 00:53:14.270 Robert Tseng: Yep.
434 00:53:14.410 ⇒ 00:53:14.970 Luke Scorziell: But…
435 00:53:20.910 ⇒ 00:53:25.379 Robert Tseng: Well, I guess, do you have a follow-on? I mean, I know we didn’t really get through everything on our call before, so…
436 00:53:25.860 ⇒ 00:53:34.109 Luke Scorziell: Yeah, well, I guess, like, maybe just for the rest of the team, too, it’s like, as we hit these, and I guess you said this too, like, it ties into all the other metrics that we’re…
437 00:53:34.350 ⇒ 00:53:36.440 Luke Scorziell: Looking to be hitting, and so…
438 00:53:36.810 ⇒ 00:53:40.190 Robert Tseng: Like, I think that was helpful, like, just to know that the…
439 00:53:40.190 ⇒ 00:53:42.850 Luke Scorziell: the individual, like, OKRs that we have.
440 00:53:43.230 ⇒ 00:53:46.919 Luke Scorziell: translate directly into all of the, like, WBR and.
441 00:53:47.130 ⇒ 00:53:47.550 Robert Tseng: Yeah.
442 00:53:47.550 ⇒ 00:53:48.060 Luke Scorziell: MRI.
443 00:53:48.060 ⇒ 00:54:02.419 Robert Tseng: Yeah, that’s a good point. I’ll, I’ll clarify that. So, like, I didn’t just come up with these, like, randomly. So, renewal rates, like, 85% renewal rate on the delivery side, that to me is directly, like, a… that’s our… that’s our churn assumption here. So.
444 00:54:02.420 ⇒ 00:54:18.930 Robert Tseng: we’re already at doing 50% churn right now, so I’m like, I want to have less churn, so if we do better than what it is, then I think, like, I mean, I don’t get a bump, like, I don’t really give myself these types of bonuses, but that’s kind of, like, one key result on the delivery side. Like, I’m gonna be…
445 00:54:18.940 ⇒ 00:54:38.839 Robert Tseng: yeah, continue to focus on helping us do better renewals, and some of you are already involved in, like, our renewal process. Like, I definitely know Rico has been, he’s been drafting a lot of contracts, he knows, like, how we negotiate rates and stuff, which is why he’s on this call, and why I wanted to bring delivery
446 00:54:38.840 ⇒ 00:54:45.330 Robert Tseng: partially into this as well, because delivery is a big part of our source revenue. But that’s, like, one example.
447 00:54:45.390 ⇒ 00:54:53.549 Robert Tseng: Whereas, like, let’s say deals advancing one stage each week, this doesn’t exactly, you know, mean that, like.
448 00:54:53.790 ⇒ 00:54:58.210 Robert Tseng: Like… the…
449 00:54:58.460 ⇒ 00:55:10.389 Robert Tseng: like, that will impact median days and current deal stage, like, I think that will go down. The number of deals stall will grow down. It may not impact the growth of the advanced square, so, like.
450 00:55:10.390 ⇒ 00:55:20.509 Robert Tseng: it’s… it’s more of a triangulation of, like, these metrics, so it’s not like a get from 10 to 20. It’s more of like a, okay, well, we know that we’re currently
451 00:55:20.560 ⇒ 00:55:24.000 Robert Tseng: Stuck at, like, it takes us 30 days to close a deal.
452 00:55:24.400 ⇒ 00:55:41.800 Robert Tseng: how do we get to 20 days? Well, we have to move deals through stages faster, and from a WBR perspective, we can see, kind of, like, how long deals are getting stuck, how many deals are getting stuck, but, like, can we actually just, like, have a, you know.
453 00:55:42.130 ⇒ 00:55:57.850 Robert Tseng: can we just make sure that, like, every week, everything is advancing? Like, we either advance or kill the deal. So that way we know, and I might even think this is a little bit too low, I might miss that… set it higher, but, like, every deal that’s… that’s there.
454 00:55:57.850 ⇒ 00:56:03.299 Robert Tseng: or, like, that’s in… that’s an active deal in HubSpot, should look like
455 00:56:03.590 ⇒ 00:56:14.489 Robert Tseng: you know, we should be able to trust that this is a live deal that is moving. Like, I don’t think every deal will move every week, which is why I don’t think it should be 100%.
456 00:56:14.620 ⇒ 00:56:23.410 Robert Tseng: 50% feels low, but it’s also better than what we currently have, so I’m… that’s kind of how I set that number. But yeah, I kind of just…
457 00:56:23.610 ⇒ 00:56:29.259 Robert Tseng: was… that’s… that’s kind of how I… how I thought about some of these, these key results.
458 00:56:30.330 ⇒ 00:56:30.910 Luke Scorziell: Got it.
459 00:56:31.030 ⇒ 00:56:36.520 Luke Scorziell: And it’s, like, I guess another observation, too, and Ryan, like, for what we’re working on with the content, is…
460 00:56:37.150 ⇒ 00:56:41.020 Luke Scorziell: Like, as we start defining some of those actions,
461 00:56:41.630 ⇒ 00:56:46.280 Luke Scorziell: I mean, I know it was a draft, Robert, and you said maybe another hour or two will be helpful, but, like.
462 00:56:46.280 ⇒ 00:56:46.700 Robert Tseng: Yeah.
463 00:56:46.700 ⇒ 00:56:54.370 Luke Scorziell: Just even knowing, like, those are the types of emotions and feelings that, like, our key buyers are experiencing, where it’s, like, pressure from the board, pressure from a private equity firm, like.
464 00:56:54.370 ⇒ 00:56:54.920 Robert Tseng: Yeah.
465 00:56:54.920 ⇒ 00:57:09.689 Luke Scorziell: you know, then as we get more leads, and they’re, like, more qualified in the ICP that we’re looking for, then they’ll probably be more likely themselves to move through the deal phase quicker. And I guess, Jed, that would apply to you too, is like…
466 00:57:10.270 ⇒ 00:57:19.499 Luke Scorziell: People who have more urgency and a desire to want to close quickly and get results are gonna move through quicker than just if we’re, like, nagging someone that’s not…
467 00:57:19.980 ⇒ 00:57:25.660 Luke Scorziell: not that interested. So, I don’t… I guess just, like, yeah, it’s interesting, because all the strategy and stuff, too, that we’re doing.
468 00:57:26.240 ⇒ 00:57:26.590 Robert Tseng: Yeah.
469 00:57:26.590 ⇒ 00:57:28.769 Luke Scorziell: Very much bleeds into these results.
470 00:57:29.280 ⇒ 00:57:48.269 Robert Tseng: Great observation. I think, like, table stakes is to send the nudge messages, but if we’re nudging and getting no response, like, it’s probably an issue of timing, maybe we’re not talking to the right person, they can’t actually make the budget decision. There must be other ways that we need to go in and figure out if something is being stalled, like, how do we accelerate that?
471 00:57:48.380 ⇒ 00:57:51.600 Robert Tseng: I’ll give one example to Luke’s point from…
472 00:57:51.620 ⇒ 00:58:10.959 Robert Tseng: Like, with Eden, we… we already worked with them, we already had many workshops with them, but we closed another 100K… 100K deal with them in December because they were getting pressure from the board. They were like… the board was like, you’ve been doing… you’ve been trying to rebuild your app for 6 months, and you haven’t been able to do it. Like.
473 00:58:10.960 ⇒ 00:58:16.270 Robert Tseng: you need to get it done ASAP, and, you know, we’re not a software engineering firm, but, like.
474 00:58:16.480 ⇒ 00:58:28.309 Robert Tseng: I saw the opportunity, we brought in Surf, and we just, like, we just closed the deal. So, Surf is building out their… building out their app. We’re making 50% margin on that… on that deal.
475 00:58:28.490 ⇒ 00:58:43.879 Robert Tseng: great. Easy. Like, I mean, it’s a $100K deal over, like, less than 2 months. So, like, that’s… those are the type of, like, situations that I want us to be in more in 2026, where we’re, like, able to find, like.
476 00:58:44.220 ⇒ 00:59:01.390 Robert Tseng: Yeah, we’re… I think we’ve been good at delivering complicated technical projects, like, on a fast timeline, faster than… that’s better than what a lot of our clients are able to find on their own internally, which is why, you know, when the urgency is there, the pain is there.
477 00:59:01.390 ⇒ 00:59:19.700 Robert Tseng: Like, they’re gonna… like, that deal took 2 weeks to close. Like, it didn’t take 30 days to close 100k. Like, we could have… yeah, so, like, yeah, I… I just… I kind of use that as, like, an example of… of situation that we… I want to see us, more… I want to see more situations like that this… this year.
478 00:59:21.560 ⇒ 00:59:22.200 Luke Scorziell: Brilliant.
479 00:59:22.890 ⇒ 00:59:23.420 Robert Tseng: Yeah.
480 00:59:24.750 ⇒ 00:59:33.410 Robert Tseng: Okay, cool. Well, we’re coming up at time, so I’ll just kind of leave that. This is a lot of information. Yeah, I guess…
481 00:59:33.410 ⇒ 00:59:47.239 Robert Tseng: you know, once again, moving forward, I’d like to spend more time saying, hey, if the growth rate is down by 20%, why is it down? And I’m gonna ask the why questions, and I’m gonna kind of leave more room for the team to answer
482 00:59:47.240 ⇒ 00:59:58.980 Robert Tseng: like, the why questions, which is why growth rate is on every single section. Yeah, pretty much anything that’s in the green, I won’t really ask about unless we do really well, and I’ll ask, like.
483 00:59:59.080 ⇒ 01:00:13.060 Robert Tseng: what happened? Did a partner just, like, add 10 leads or something? Or did Holly just bring in, like, a bunch of leads or something? But yeah, hopefully this will just give us more continuity on the metrics rather than kind of what we were doing before.
484 01:00:15.060 ⇒ 01:00:16.040 Holly Condos: Sounds good.
485 01:00:16.370 ⇒ 01:00:16.910 Robert Tseng: Cool.
486 01:00:17.360 ⇒ 01:00:26.360 Robert Tseng: Yeah, I mean, I’ll… I’ll stay on, and the spirit of having more… Small talk, and…
487 01:00:26.360 ⇒ 01:00:30.319 Holly Condos: Well, I already talked, so the rest of you fucking have a cold.
488 01:00:30.750 ⇒ 01:00:33.079 Holly Condos: So most of you have the floor.
489 01:00:33.410 ⇒ 01:00:34.020 Robert Tseng: Yeah.
490 01:00:34.020 ⇒ 01:00:38.229 Luke Scorziell: I guess, like, one thing I’ll add, too, just, like a…
491 01:00:38.480 ⇒ 01:00:47.340 Luke Scorziell: as I’m, like, onboarding into the go-to-market lead, like, feel free to ping me with questions, and, like, I want to be here to support however I can with,
492 01:00:48.180 ⇒ 01:00:49.080 Luke Scorziell: Yeah, just…
493 01:00:49.080 ⇒ 01:00:52.849 Robert Tseng: I might deflect questions to Luke and just let him try to answer them.
494 01:00:52.850 ⇒ 01:00:55.920 Holly Condos: Yeah. We’ll see. I mean, I don’t wanna… yeah.
495 01:00:56.180 ⇒ 01:01:00.429 Luke Scorziell: But the goal is, I guess, for you, Robert, to be able to
496 01:01:00.780 ⇒ 01:01:06.450 Luke Scorziell: ultimately take a step back, and focus on… on what you need to, so… Oh.
497 01:01:06.450 ⇒ 01:01:07.200 Holly Condos: Oh, it’s crazy.
498 01:01:07.200 ⇒ 01:01:07.690 Robert Tseng: Yeah.
499 01:01:08.210 ⇒ 01:01:09.060 Robert Tseng: But yeah. Yeah.
500 01:01:09.930 ⇒ 01:01:13.240 Luke Scorziell: Small talk-wise, I don’t know, let me think.
501 01:01:16.220 ⇒ 01:01:20.240 Holly Condos: Did anyone see the movie Begonia with Emma Stone?
502 01:01:21.140 ⇒ 01:01:25.209 Robert Tseng: No, I did hear about that, but I haven’t seen it.
503 01:01:25.210 ⇒ 01:01:26.659 Holly Condos: It’s pretty wild.
504 01:01:27.120 ⇒ 01:01:31.929 Luke Scorziell: Is that good? All the Oscar nominations and stuff are… Coming out.
505 01:01:31.930 ⇒ 01:01:36.599 Holly Condos: Oh, we saw, the one with Timothee Chalamet, the ping pong one.
506 01:01:36.760 ⇒ 01:01:37.569 Robert Tseng: Oh, right.
507 01:01:37.570 ⇒ 01:01:38.709 Luke Scorziell: Do you like it?
508 01:01:38.710 ⇒ 01:01:40.539 Holly Condos: Yeah, I thought it was really good.
509 01:01:40.910 ⇒ 01:01:41.710 Luke Scorziell: Alright.
510 01:01:42.080 ⇒ 01:01:42.750 Luke Scorziell: Yeah.
511 01:01:42.750 ⇒ 01:01:46.080 Holly Condos: It’s not just about ping pong, it’s, you know, life.
512 01:01:46.230 ⇒ 01:01:47.259 Holly Condos: That was good.
513 01:01:47.520 ⇒ 01:02:00.279 Luke Scorziell: Their ad campaign really got me, because I, it had no information on what the movie was about. It was just, like, cool, emotional shots, and I was like, oh, wow, this seems like an interesting movie. And then I heard it was about ping pong, and I was like, oh, it’s…
514 01:02:00.790 ⇒ 01:02:02.270 Holly Condos: Yeah, it’s… Not what I get.
515 01:02:02.590 ⇒ 01:02:03.460 Holly Condos: It’s good.
516 01:02:05.720 ⇒ 01:02:11.729 Holly Condos: Yeah, but I’m curious who watches Begonia, because my husband loved it, and I was like, hmm…
517 01:02:12.150 ⇒ 01:02:13.629 Holly Condos: I think it’s okay.
518 01:02:14.860 ⇒ 01:02:15.539 Luke Scorziell: What’s it about?
519 01:02:15.540 ⇒ 01:02:19.700 Holly Condos: Me and I don’t typically agree on movies anyway, so that’s not unusual.
520 01:02:22.330 ⇒ 01:02:24.750 Luke Scorziell: Oh, it just came.
521 01:02:25.530 ⇒ 01:02:26.130 Holly Condos: I think…
522 01:02:26.130 ⇒ 01:02:28.959 Robert Tseng: Wow. That synopsis is very…
523 01:02:28.960 ⇒ 01:02:29.340 Holly Condos: Yeah.
524 01:02:29.340 ⇒ 01:02:31.370 Robert Tseng: Jarring.
525 01:02:33.560 ⇒ 01:02:34.920 Luke Scorziell: Where is the synopsis?
526 01:02:34.920 ⇒ 01:02:43.500 Robert Tseng: It says, it follows two young men who kidnap a powerful CEO, suspecting that she is secretly an alien who wants to destroy Earth.
527 01:02:43.500 ⇒ 01:02:44.110 Holly Condos: Huh.
528 01:02:44.110 ⇒ 01:02:49.130 Luke Scorziell: Oh, you know what? I did see… or I haven’t seen the movie, but I saw that description. I don’t know, it was…
529 01:02:49.130 ⇒ 01:02:53.939 Holly Condos: It’s quite… it’s a quite different movie than we’re used to.
530 01:02:54.350 ⇒ 01:02:55.040 Robert Tseng: Yeah.
531 01:02:56.170 ⇒ 01:02:59.160 Luke Scorziell: thing. Well, we’ll have to see it, Robert and you, Tom.
532 01:02:59.660 ⇒ 01:03:07.539 Robert Tseng: That seems like… like a Korean dr… like a K-drama movie, like, I don’t know, like, that just… like, I don’t know, like…
533 01:03:08.510 ⇒ 01:03:09.350 Robert Tseng: Is it?
534 01:03:09.810 ⇒ 01:03:14.670 Holly Condos: No, it’s Emma Stone, and I forget the main guy’s name.
535 01:03:14.670 ⇒ 01:03:16.280 Luke Scorziell: No, it is a… it’s a remake.
536 01:03:16.280 ⇒ 01:03:18.860 Robert Tseng: Oh, it is a… yeah, it’s a remake of a South Korean movie.
537 01:03:18.860 ⇒ 01:03:20.970 Holly Condos: It is? Okay. Yeah.
538 01:03:20.970 ⇒ 01:03:28.779 Robert Tseng: Yeah, I’m like, it’s just, like, so weird and out there, like, I don’t know, like, not saying all South Korean movies are like that, but, like, it’s… it’s not possible.
539 01:03:28.780 ⇒ 01:03:34.300 Holly Condos: Pretty wild. It was pretty wild. Now, I did, like, train to Busan. Is that South Korean?
540 01:03:34.530 ⇒ 01:03:36.760 Robert Tseng: Yeah, it is. Yeah, that one is…
541 01:03:36.760 ⇒ 01:03:37.240 Holly Condos: That was good.
542 01:03:37.240 ⇒ 01:03:39.460 Robert Tseng: Yeah, that’s… Yeah.
543 01:03:39.730 ⇒ 01:03:44.209 Luke Scorziell: Actually, an interesting movie that I saw over the break was, Tetris.
544 01:03:44.470 ⇒ 01:03:47.160 Luke Scorziell: I don’t know if any… if you guys have seen that.
545 01:03:47.160 ⇒ 01:03:48.440 Holly Condos: Oh, who’s that?
546 01:03:48.870 ⇒ 01:03:50.990 Luke Scorziell: Honestly, knowing that I was, like.
547 01:03:51.350 ⇒ 01:03:54.939 Luke Scorziell: Like, huge actors off the top of my head,
548 01:03:55.870 ⇒ 01:04:02.019 Luke Scorziell: But it’s about the game of Tetris, and it originated in the… yeah, which I was like.
549 01:04:02.380 ⇒ 01:04:06.080 Luke Scorziell: It’s, like, the least exciting game, I feel like, to me. Yeah.
550 01:04:06.340 ⇒ 01:04:10.329 Luke Scorziell: But, it originated in the USSR, and…
551 01:04:10.730 ⇒ 01:04:13.489 Luke Scorziell: Like, was invented by a guy there, but the whole…
552 01:04:13.760 ⇒ 01:04:18.340 Luke Scorziell: Movie is kind of about, like, the fight to get the rights to sell the game.
553 01:04:18.580 ⇒ 01:04:21.270 Holly Condos: Outside of the USSR, but, like, different…
554 01:04:21.570 ⇒ 01:04:28.290 Luke Scorziell: U.S. and English and whatnot companies, it was like… again, like.
555 01:04:28.500 ⇒ 01:04:33.120 Luke Scorziell: A movie that you would not expect to be super exciting, but it was kind of like…
556 01:04:33.670 ⇒ 01:04:40.580 Luke Scorziell: Very thought-provoking, and, like, dealt a lot with international business, so…
557 01:04:40.770 ⇒ 01:04:45.740 Luke Scorziell: And apparently, Actress was, like, a hit when it came out. Like, all over the world, people were just…
558 01:04:46.090 ⇒ 01:04:47.809 Luke Scorziell: Super hyped on Tetris.
559 01:04:48.420 ⇒ 01:04:51.469 Robert Tseng: Oh, yeah, I mean, I used to play all the time,
560 01:04:52.600 ⇒ 01:04:58.599 Robert Tseng: Yeah, I think… huh. I didn’t realize… I saw… if it’s on Apple TV, I’ll take a look sometime.
561 01:04:59.150 ⇒ 01:05:03.250 Luke Scorziell: Yeah, no, I hadn’t… and it came out, like, 2 years ago, which I’m normally.
562 01:05:03.250 ⇒ 01:05:03.740 Robert Tseng: Yeah.
563 01:05:03.740 ⇒ 01:05:07.789 Luke Scorziell: paying attention to what’s on Apple TV, but… it was good. I liked it. Yeah.
564 01:05:08.630 ⇒ 01:05:09.250 Robert Tseng: Okay.
565 01:05:10.390 ⇒ 01:05:11.480 Luke Scorziell: Alright.
566 01:05:11.690 ⇒ 01:05:19.169 Robert Tseng: Well, yeah, I mean, I’ll… I’ll probably drop off, but I’ll leave this room open if anyone wants to stay on.
567 01:05:20.130 ⇒ 01:05:36.450 Robert Tseng: Yeah, I guess, we’ll… any other updates will kind of go in Slack. Otherwise, I will schedule a kind of retro meeting that’ll be shorter, probably, like, over 30 minutes. So, I know this team only meets once a week before, probably do a second one towards the end of the week.
568 01:05:36.950 ⇒ 01:05:39.389 Robert Tseng: Yeah, so just look out for that.
569 01:05:40.350 ⇒ 01:05:41.439 Holly Condos: Sounds good. Alright.
570 01:05:41.440 ⇒ 01:05:41.860 Robert Tseng: Thanks, everyone.
571 01:05:42.580 ⇒ 01:05:43.889 Ryan Brosas: Bye. Thank you.