Meeting Title: GTM Retro + Analysis Date: 2026-01-09 Meeting participants: Hannah Wang, Ryan Brosas, Rico Rejoso, Robert Tseng, Luke Scorziell, Luke’s Notetaker
WEBVTT
1 00:01:33.810 ⇒ 00:01:36.110 Robert Tseng: Hello, everyone.
2 00:01:39.590 ⇒ 00:01:40.479 Rico Rejoso: Hey, guys.
3 00:01:43.540 ⇒ 00:01:44.280 Ryan Brosas: A.
4 00:01:58.210 ⇒ 00:02:02.110 Robert Tseng: call, wait, like, maybe one more minute.
5 00:02:22.160 ⇒ 00:02:34.179 Robert Tseng: But I guess, thanks, Rico, for, sending me that list of the emails that you had sent. I’m curious, if we get replies, do they come to my main inbox, or, like, how would I… how would I know?
6 00:02:34.730 ⇒ 00:02:42.080 Rico Rejoso: your Tribe Inforge email is CC’d on it, so maybe it’s gone through your… that email instead.
7 00:02:42.230 ⇒ 00:02:42.840 Rico Rejoso: Were you using.
8 00:02:42.840 ⇒ 00:02:45.639 Robert Tseng: So I have to log into that one in order to check.
9 00:02:46.130 ⇒ 00:02:48.660 Rico Rejoso: Yeah, we can length it, I guess.
10 00:02:49.190 ⇒ 00:02:52.619 Rico Rejoso: Okay. Let me open the data instead. I’ll work on it after this.
11 00:02:53.070 ⇒ 00:02:57.099 Ryan Brosas: Okay, thanks. What we can do also is, like.
12 00:02:57.470 ⇒ 00:03:12.070 Ryan Brosas: include it also on our HubSpot inbox, as I already did that to, Autom, the email one, so we can also do that with you also.
13 00:03:12.790 ⇒ 00:03:20.919 Robert Tseng: Okay, yeah, could you do that? Because I don’t think I’m gonna open another email, to be honest. I just took any. Yeah. Okay, thanks.
14 00:03:21.930 ⇒ 00:03:24.370 Luke Scorziell: Hey, sorry, I was a minute late.
15 00:03:24.750 ⇒ 00:03:26.000 Robert Tseng: Oh, good.
16 00:03:26.530 ⇒ 00:03:31.680 Robert Tseng: Alright, that is… Enough, we’ll go with this.
17 00:03:32.150 ⇒ 00:03:39.820 Robert Tseng: So, I guess, like, we’re still… this is week one of rolling out this new framework, so…
18 00:03:39.990 ⇒ 00:03:57.289 Robert Tseng: this is not going through an LEW VR, and, like, yeah, in the spirit of, like, trying to… I think we need… I need to cut meetings. I think I had, like, 18 hours of meetings this week, so, like, I… I may not… but for this one, I want to just do, like, a weekly recap, so I will…
19 00:03:57.490 ⇒ 00:04:04.570 Robert Tseng: I mean, our activity is not… it’s not that much to measure right now, so, I think this is gonna go by a lot faster.
20 00:04:04.750 ⇒ 00:04:09.159 Robert Tseng: So I think what would be more helpful would be to share
21 00:04:09.340 ⇒ 00:04:25.400 Robert Tseng: I think I’m gonna basically do, like, a forecast… forecast target actuals review on Friday, on these Fridays, so I’ll pick one of these three. Like, I haven’t put the owner… actually, I’ll just build it while I’m talking, because otherwise, I’m just not gonna do it.
22 00:04:25.800 ⇒ 00:04:37.199 Robert Tseng: And… Insert… No, just want to insert cells… Shift right…
23 00:04:40.730 ⇒ 00:04:41.660 Robert Tseng: Okay.
24 00:04:42.680 ⇒ 00:04:46.109 Robert Tseng: Whoa, that is really strange.
25 00:04:56.020 ⇒ 00:05:05.219 Robert Tseng: Okay, whatever. I’ll dress this up later. This’ll probably be something like this… Let me…
26 00:05:09.590 ⇒ 00:05:11.150 Robert Tseng: Yeah, so…
27 00:05:11.280 ⇒ 00:05:26.329 Robert Tseng: I’ve been… I’ve been running these by Vixel and trying to, like, actually build out what these will look like, but anyway, I think I will probably do… I’ll do, like, some readout of, like, one of these, like, more routine analyses that we have here. I think, like, forecast review is just…
28 00:05:26.440 ⇒ 00:05:37.419 Robert Tseng: we have… we have our… previously, I was only showing forecasts versus actuals, but Nixle recommended that we just have a target, and the target should just stay the same.
29 00:05:37.530 ⇒ 00:05:57.439 Robert Tseng: Throughout the quarter, and so I’ve been, like, kind of trickling that in, so you’ll see that I’ve changed, some things here. And so yeah, I think I’m just gonna do an analysis on this and kind of, like, share some of the insights from that. Brand probably won’t have something to share, like, every week. I think,
30 00:05:57.640 ⇒ 00:06:05.109 Robert Tseng: Even right now, we don’t really have, like, a coherent brand narrative published yet, so once that kind of gets done.
31 00:06:05.200 ⇒ 00:06:11.539 Robert Tseng: Luke… Luke and I will probably share on that more clearly. And then…
32 00:06:11.550 ⇒ 00:06:20.689 Robert Tseng: I’ll probably do this more irregularly, where, if certain things… I mean, we’re not really at a breaking point right now, so,
33 00:06:20.690 ⇒ 00:06:34.759 Robert Tseng: yeah, I guess this is not really something to talk about right now, but let’s say we actually are doing too much volume, everyone’s getting squeezed, and we need to, like, kind of build a better system, then I’ll probably go back and do some more thinking around that.
34 00:06:36.810 ⇒ 00:06:56.240 Robert Tseng: But yeah, for now, I’ll just kind of talk through quickly the changes that I’ve made to this, so that you guys know what to keep in mind when you update this next Monday. So yeah, I think I’ve set targets here. This is still the same tabs, I just kind of… you’re just going to fill out the actual tab for this week. There are a couple changes in definitions.
35 00:06:56.240 ⇒ 00:07:10.399 Robert Tseng: So rather than calling it just active leads, we’re just going to use more standard definitions, sales qualified leads and marketing qualified leads. That was Vixel’s recommendation that we should just stick by industry standard definitions. So,
36 00:07:10.400 ⇒ 00:07:16.629 Robert Tseng: wait, I mean, we had the right idea, I just didn’t really call it that. So yeah, I guess the only difference is that…
37 00:07:18.490 ⇒ 00:07:35.740 Robert Tseng: or not all leads end up getting into HubSpot, right? Like, it’s not like every message that we send out on LinkedIn ends up becoming, like, a HubSpot lead, but once there’s, like, a one-on-one interaction, a response from both sides, some… some mutuality, then they… then we ask to, kind of
38 00:07:36.280 ⇒ 00:07:44.190 Robert Tseng: bring them into HubSpot, or if it’s like a, you know, referral, or just… there just has to be some level of intention before it becomes a sales-qualified lead.
39 00:07:44.420 ⇒ 00:07:48.999 Robert Tseng: Whereas, like, a marketing qualified lead, is more just, like.
40 00:07:49.100 ⇒ 00:07:59.640 Robert Tseng: Yeah, if they like, engage, view, you know, something that’s very low effort, just like a button press, that’s kind of what would be considered a marketing qualified lead.
41 00:07:59.890 ⇒ 00:08:12.549 Robert Tseng: So, I’m gonna stop using that phrase, because it’s a mouthful. I’m just gonna use MQL and SQL. And so Vixel’s target for MQLs to SQLs is for us to be about a third, so…
42 00:08:12.550 ⇒ 00:08:24.440 Robert Tseng: I thought that was pretty high. I guess we don’t really know, because we’ve never really measured MQL to SQL conversion, but that was an additional metric that they had asked for us to… to measure.
43 00:08:24.550 ⇒ 00:08:32.389 Robert Tseng: I haven’t set, like, a number for MQLs, actually, yet, because I don’t really know, until…
44 00:08:32.890 ⇒ 00:08:44.780 Robert Tseng: like, I have some sense, but, I mean, I may fill this in over the weekend. So, yeah, there’s a few blanks here that I’ll fill in those targets later, but mostly everything else is kinda…
45 00:08:44.890 ⇒ 00:08:46.400 Robert Tseng: Pretty much stayed the same.
46 00:08:47.230 ⇒ 00:08:53.650 Robert Tseng: Okay, any questions on the changes to this sheet?
47 00:08:59.350 ⇒ 00:09:03.899 Luke Scorziell: With the target to actual… You just…
48 00:09:04.880 ⇒ 00:09:06.339 Luke Scorziell: What did you change on that again?
49 00:09:07.110 ⇒ 00:09:15.960 Robert Tseng: I just added a target. There was no target before. I just did forecasts and actuals. But because I’m adjusting this forecast as I update.
50 00:09:16.130 ⇒ 00:09:18.730 Robert Tseng: as I’m… as I learn from…
51 00:09:19.390 ⇒ 00:09:27.550 Robert Tseng: what we’re doing, like, a target should not change over the course of a quarter. So, I think they should just ask to have
52 00:09:27.950 ⇒ 00:09:32.559 Robert Tseng: Some… yeah, they asked… they asked to have a target that wasn’t going to change week to week.
53 00:09:33.490 ⇒ 00:09:34.060 Luke Scorziell: Okay.
54 00:09:34.230 ⇒ 00:09:34.889 Luke Scorziell: Makes sense.
55 00:09:40.340 ⇒ 00:09:51.900 Robert Tseng: Okay, I think that’s all I want. Oh, I guess I also added lead breakdown. This was something that came from this group, kind of giving me feedback on the Monday call.
56 00:09:52.510 ⇒ 00:09:58.940 Robert Tseng: like, are we clearly seeing where leads are coming from? And so, I tried to, like, bucket it into pretty much…
57 00:10:00.810 ⇒ 00:10:03.710 Robert Tseng: Maybe this is better.
58 00:10:04.430 ⇒ 00:10:06.859 Robert Tseng: Describe the other way around.
59 00:10:08.660 ⇒ 00:10:10.670 Robert Tseng: Yeah, so…
60 00:10:14.390 ⇒ 00:10:21.249 Robert Tseng: instantly… Yeah, marketing, inbound, partner, referral, etc. So, yeah, I guess…
61 00:10:22.060 ⇒ 00:10:27.870 Robert Tseng: If I were to simulate, kind of, this, filling this out next week,
62 00:10:28.040 ⇒ 00:10:32.980 Robert Tseng: Yeah, the meetings booked is gonna just come from looking at me and Utam’s calendar.
63 00:10:33.390 ⇒ 00:10:37.980 Robert Tseng: You’ll see which meetings were booked that were external people. You’ll throw that number in there.
64 00:10:38.070 ⇒ 00:10:48.890 Robert Tseng: The lead breakdowns is more kind of like a breakdown of this, so assuming that the lead sources are updated, according to what Ryan has done.
65 00:10:48.890 ⇒ 00:10:58.879 Robert Tseng: you should be able to triangulate them into these four categories. We have way too many in HubSpot, but they should all kind of fit into something like this.
66 00:10:58.960 ⇒ 00:11:08.389 Robert Tseng: And… yeah, so these will be pretty much MQLs that became SQLs. These are partners, partner leads, so…
67 00:11:08.410 ⇒ 00:11:25.050 Robert Tseng: things, like, from Jody, I think we got one from Jody today. Referrals are more, kind of, just sourced from people within the team, or, like, people who are not formally partners of… of Brainforge. I could… I know this is a little bit different, but…
68 00:11:25.050 ⇒ 00:11:32.500 Robert Tseng: just the way that we incentivize partners and referrals is different, so I want, I want that to be separate. And then sales outbound.
69 00:11:32.500 ⇒ 00:11:41.140 Robert Tseng: That I would consider that to be circlebacks, so if we bring, like, a lost lead that ends up coming back to an active lead, that should count.
70 00:11:41.140 ⇒ 00:11:57.070 Robert Tseng: And also anything around, kind of, the direct event-based activations that we’re doing for the, for the conference that’s starting on Monday. So, those are all potential, like, sources for where you would be able to get these numbers from.
71 00:11:57.270 ⇒ 00:11:59.840 Robert Tseng: So yeah, just gonna…
72 00:11:59.940 ⇒ 00:12:19.020 Robert Tseng: Mentioned that. The ICP conversations, I know this is kind of gonna be a bit of a wash until things get more clearly crystallized, so… I mean, we’re just gonna do our best with what we have built this week, which is… there’s a… there are a few ICP docs out there. They’re not really categorized as enterprise and mid-market yet.
73 00:12:19.260 ⇒ 00:12:22.969 Robert Tseng: So we’ll kind of have to just do some…
74 00:12:23.110 ⇒ 00:12:30.440 Robert Tseng: triangulation here, and, like, I guess there are clear definitions Somewhere.
75 00:12:30.730 ⇒ 00:12:36.790 Robert Tseng: These are Holly’s recommended definitions for what mid-market and enterprise is, so it’s not going to be…
76 00:12:37.250 ⇒ 00:12:47.920 Robert Tseng: what we’ve described in Notion, it’s going to be what they are based off of these industry standards. So, that’s more relevant to Luke when he’s kind of
77 00:12:48.400 ⇒ 00:12:58.079 Robert Tseng: Plugging that in. Huh. Something… went off that frame?
78 00:12:58.400 ⇒ 00:12:59.260 Robert Tseng: Okay.
79 00:13:02.410 ⇒ 00:13:06.719 Robert Tseng: Yeah, and then qualified discovery calls,
80 00:13:08.980 ⇒ 00:13:15.490 Robert Tseng: I could meet… I could see that tripping people up on, like, oh, that’s different from meetings booked.
81 00:13:15.790 ⇒ 00:13:18.430 Robert Tseng: I think that’s more of, like.
82 00:13:19.200 ⇒ 00:13:31.879 Robert Tseng: yeah, the meetings that are booked are just, like, all external… all external meetings. Qualified discovery calls, they have to be associated with a HubSpot lead, so I think that’s probably the best way to think about it.
83 00:13:32.120 ⇒ 00:13:39.940 Robert Tseng: Target deals advanced, this is gonna be just, yeah, HubSpot. There should be some ways to pull
84 00:13:40.130 ⇒ 00:13:42.180 Robert Tseng: the…
85 00:13:42.680 ⇒ 00:13:57.309 Robert Tseng: like, stage changes. I don’t think we’ve necessarily built out a dashboard around this, but I’m sure HubSpot has this feature in there. So you would just look at the number of stage changes.
86 00:13:59.510 ⇒ 00:14:12.449 Robert Tseng: I don’t think we have to go through the guardrails of, like, what is considered a stage change. I think that should be pretty straightforward, but if you have questions, you can ask, I guess, and I’ll try to answer them.
87 00:14:12.500 ⇒ 00:14:23.369 Robert Tseng: I just think that our stage changes are… our stages are not really that complicated compared to other organizations, so it should be pretty straightforward.
88 00:14:23.790 ⇒ 00:14:38.529 Robert Tseng: Yeah, and then I think the rest is pretty self-explanatory. Proposals, is no longer… the number has shrunk, because we’re not considering, platform proposals anymore. So that was another change that Vixel recommended.
89 00:14:40.930 ⇒ 00:14:52.319 Robert Tseng: Meaning, Upwork and Catalanz don’t… or will not count for this. I know we haven’t really sent any out this week anyway, but the reason is that it’s not like a…
90 00:14:52.560 ⇒ 00:15:02.160 Robert Tseng: every proposal that gets sent on Upwork needs to be reworked anyway, so it’s less… it’s not really a true proposal, it’s more like an outbound message.
91 00:15:02.280 ⇒ 00:15:04.399 Robert Tseng: That’s just, like.
92 00:15:04.710 ⇒ 00:15:14.640 Robert Tseng: part of whatever they ask for. But anyway, it’s closer to, like, a top-of-funnel outbound message than it is, like, a true proposal.
93 00:15:14.750 ⇒ 00:15:31.590 Robert Tseng: Because pricing is not set, scope of work is usually not determined, even if they have some requirements. The point of the Upwork proposal is just to get the response. And so, yeah, I mean, I’ve seen a few come in, like, I can… I can demonstrate, like, what I mean quickly.
94 00:15:31.750 ⇒ 00:15:49.489 Robert Tseng: So, there were a couple that came in this week. I mean, yeah, like, we bid on them or whatever, but they’re asking for quotes, but there’s some back and forth that needs to take place. Like, I need to qualify them by budget and whether or not it’s a good fit. And so, unless that actually goes through, they’re not… this is not a true proposal.
95 00:15:49.490 ⇒ 00:15:54.239 Robert Tseng: So, I actually agreed with that feedback, and so I took that in already.
96 00:15:54.370 ⇒ 00:16:02.949 Robert Tseng: Yeah. Okay. Any other questions about how this is going to be filled out next Monday?
97 00:16:09.430 ⇒ 00:16:13.859 Luke Scorziell: You… so we had gone over, like, who is responsible for filling out what.
98 00:16:14.200 ⇒ 00:16:18.750 Luke Scorziell: Yep. Maybe on… on Monday, but maybe that would be helpful to just…
99 00:16:19.020 ⇒ 00:16:20.830 Luke Scorziell: So everyone’s kind of on the same page.
100 00:16:21.680 ⇒ 00:16:28.079 Robert Tseng: Yeah, so… I mean, I would say everything should be filled out. Okay, fine, we can just go through it, so…
101 00:16:33.830 ⇒ 00:16:47.620 Robert Tseng: I think it’s really tied to your OKRs, to be honest, so, like, you should… but, I guess, like, and I don’t want to contradict myself, it’s not like I have, like, written, like, everyone’s name on every line. If that’s helpful, I can do that, but, like…
102 00:16:48.180 ⇒ 00:16:51.040 Robert Tseng: I’m kind of expecting that
103 00:16:51.180 ⇒ 00:17:03.099 Robert Tseng: you’ll see your OKRs, and then you’ll want to, like, actually… I mean, okay, maybe that’s not a good thing. Whenever we’ve given that… something too open-ended, it never really goes well. So, okay, we can just do those assignments now.
104 00:17:03.320 ⇒ 00:17:08.320 Robert Tseng: So, meetings booked, I think this would be Rico,
105 00:17:15.609 ⇒ 00:17:21.279 Robert Tseng: And, like, if I… if you’re in the bolded, you’re just gonna go and you’re gonna take everything else. So,
106 00:17:21.619 ⇒ 00:17:26.139 Robert Tseng: Yeah, and then lead breakdown, this is gonna be…
107 00:17:26.660 ⇒ 00:17:31.970 Robert Tseng: I’m gonna say this is Ryan, because he knows the HubSpot for now. So,
108 00:17:32.810 ⇒ 00:17:42.740 Robert Tseng: And then actual leads, I think this should also be Ryan… Sorry.
109 00:17:47.860 ⇒ 00:17:56.529 Robert Tseng: Oh, I also added a sales… SQL’s lost, so, that people… they were… yeah, people were like, well, if you’re gonna…
110 00:17:57.080 ⇒ 00:18:04.629 Robert Tseng: have new ones, and you should also be looking at what has been lost. Anything that’s basically moved out of an active lead stage.
111 00:18:06.390 ⇒ 00:18:09.180 Robert Tseng: Talk about ICP conversations, this would be Luke.
112 00:18:10.280 ⇒ 00:18:11.210 Robert Tseng: Oops.
113 00:18:11.670 ⇒ 00:18:15.530 Robert Tseng: This one would also be Luke.
114 00:18:17.300 ⇒ 00:18:32.490 Robert Tseng: And… Yes, advance would be Ryan… This one can be… I guess it would be…
115 00:18:33.500 ⇒ 00:18:36.370 Robert Tseng: Rico, he’s kind of involved in the proposals that are sent.
116 00:18:36.660 ⇒ 00:18:38.980 Robert Tseng: And Rico should know this as well.
117 00:18:43.420 ⇒ 00:18:56.060 Robert Tseng: This would be Ryan… This would…
118 00:18:56.760 ⇒ 00:19:02.090 Robert Tseng: also be Ryan, although I’m sure the number is gonna be, like, zero for now.
119 00:19:02.390 ⇒ 00:19:06.760 Robert Tseng: This should… also be Ryan.
120 00:19:08.300 ⇒ 00:19:11.210 Robert Tseng: And…
121 00:19:15.120 ⇒ 00:19:17.239 Robert Tseng: This would be Hannah.
122 00:19:17.480 ⇒ 00:19:18.250 Robert Tseng: Yeah.
123 00:19:20.980 ⇒ 00:19:26.910 Robert Tseng: And… this is… No one right now, but would be Luke.
124 00:19:36.680 ⇒ 00:19:45.210 Robert Tseng: Yeah, so… to go from visitor engagement, MQLs,
125 00:19:55.150 ⇒ 00:19:57.620 Robert Tseng: I would say… this should be.
126 00:19:58.020 ⇒ 00:19:58.930 Robert Tseng: Brian.
127 00:19:59.400 ⇒ 00:20:11.590 Robert Tseng: And this is going to just be… I think total visitors… lost… Actions?
128 00:20:11.770 ⇒ 00:20:18.530 Robert Tseng: It doesn’t feel right. This should already be an SQL at this point, if you’ve already taken a high intent action.
129 00:20:21.660 ⇒ 00:20:29.550 Robert Tseng: The views also feels too… distant. Yeah, I’m not… I’m not sure exactly. I feel like this number is just gonna be the same as this one for now.
130 00:20:29.920 ⇒ 00:20:32.159 Robert Tseng: Until I can think of a better…
131 00:20:32.810 ⇒ 00:20:35.819 Robert Tseng: Way to bundle that down more.
132 00:20:39.620 ⇒ 00:20:47.560 Robert Tseng: But yeah, this will… this is just gonna be any MQL that ends up becoming part of HubSpot, so that should be a Ryan thing.
133 00:20:48.010 ⇒ 00:20:59.320 Robert Tseng: And, yeah, I mean, pipeline… This is really…
134 00:21:00.740 ⇒ 00:21:07.570 Robert Tseng: MQL to SQL pipeline added, so this should also end up being a Ryan number.
135 00:21:08.560 ⇒ 00:21:10.139 Robert Tseng: This’ll be me.
136 00:21:10.570 ⇒ 00:21:12.670 Robert Tseng: I’ll do everything here. Whoa.
137 00:21:18.940 ⇒ 00:21:29.320 Robert Tseng: Okay, cool. So, obviously, this is gonna take, some of you longer than others to do your part. I don’t actually know how long it’ll take you to pull this. I think I kind of want to just see…
138 00:21:29.410 ⇒ 00:21:45.509 Robert Tseng: how long it will take, and… yeah, you should just try to keep a record of that. You should create a ticket for yourself when you’re updating this, as you’re doing it, because we need to have some sort of baseline, so I know how long something is taking. If it’s taking a really long time, then…
139 00:21:45.690 ⇒ 00:21:54.679 Robert Tseng: Obviously, we’ll try to find a way to optimize it. But yeah, I guess we’re just gonna… it’s just gonna be a manual process, probably, for the first couple weeks.
140 00:21:59.410 ⇒ 00:22:03.549 Robert Tseng: Yeah. Okay. Is that… is that clear, or…
141 00:22:05.390 ⇒ 00:22:06.749 Luke Scorziell: Yeah. Magnets are horrible.
142 00:22:06.750 ⇒ 00:22:07.380 Robert Tseng: Okay.
143 00:22:07.830 ⇒ 00:22:08.530 Robert Tseng: Great.
144 00:22:10.250 ⇒ 00:22:28.919 Robert Tseng: Yeah. Okay, I… now that I went to the OKR page, I did… this probably looks a little different. So, Vixel’s feedback was, like, there should be some BAU OKRs, so business as usual OKRs, things that, like, need to happen, because that’s just, like, that’s not, and, like.
145 00:22:29.130 ⇒ 00:22:39.029 Robert Tseng: We should, we should, we should compensate, like, incentive… we should do… tie incentives to these,
146 00:22:40.150 ⇒ 00:22:43.039 Robert Tseng: Because they’re doable, they…
147 00:22:43.420 ⇒ 00:22:54.090 Robert Tseng: if we’re doing our jobs well and we have healthy pipeline, these things should just happen. So, I think they agreed with these ones. But then there were other OKRs that are more like…
148 00:22:54.300 ⇒ 00:22:59.100 Robert Tseng: We don’t actually know if we’re gonna hit this, at least not where we are now, and it wouldn’t be…
149 00:22:59.890 ⇒ 00:23:16.900 Robert Tseng: Or yeah, they just didn’t recommend us tying performance incentives to these things, because we may not have so much influence over it right now. So, for example, Luke trying to make sure that marketing, basically MQLs make…
150 00:23:18.310 ⇒ 00:23:28.790 Robert Tseng: meeting, like, ICP profile. Well, we haven’t really turned on that many… we haven’t really turned on the MQL… we have zero MQLs right now, and…
151 00:23:29.210 ⇒ 00:23:38.009 Robert Tseng: RSCP profiles are still continuing to change. So, like, I think that’s, like, an aspirational OKR. It’s not really something that I… that…
152 00:23:38.640 ⇒ 00:23:43.159 Robert Tseng: that Luke can realistically even do right now.
153 00:23:43.570 ⇒ 00:23:56.190 Robert Tseng: Yeah, so anyway, like, I tried to, like, separate those things out. So, these will not be part of performance, like, you, like, they won’t, it won’t qualify for this performance-based incentive.
154 00:23:59.020 ⇒ 00:24:08.050 Robert Tseng: At least for now. I guess it’s… this is just kind of a change. I know that some people’s names got moved around, or whatever. Like, Luke is no longer on any of these, which…
155 00:24:08.210 ⇒ 00:24:15.340 Robert Tseng: It’s fine to me, because he has… A different set of,
156 00:24:15.970 ⇒ 00:24:35.870 Robert Tseng: things that he’s owning, and we’re, you know, that are written to his JD that we are trying to tie to his… his performance. But anyway, so, like, I think that’s… I just wanted to share that this is something that I’m… I’m adjusting. Hopefully that also answers, like, Ryan’s concern previously of, like.
157 00:24:36.160 ⇒ 00:24:42.689 Robert Tseng: oh no, like, what if I don’t hit these? Well, hopefully you won’t have that concern with these ones, because this is, like.
158 00:24:43.110 ⇒ 00:24:51.389 Robert Tseng: like, I want… yeah, like, I still want people… like, I still will try to have the team hit these, but, it’s…
159 00:24:51.820 ⇒ 00:24:58.219 Robert Tseng: it just… yeah, I don’t know, it just feels a little weird that it’s, like, not, a requirement, I guess, or…
160 00:24:58.320 ⇒ 00:25:13.509 Robert Tseng: Yeah, I mean, but Vixel’s feedback was just that you can’t really… it’s just… it’s just not really possible for people to hit these, with… with confidence. So, you might as well not, like, worry people by, like, tying their, like, performance incentives to that, so…
161 00:25:13.510 ⇒ 00:25:19.950 Robert Tseng: Anyway, feel free to disagree, but I… that’s… that was their feedback when they… when we were reviewing this.
162 00:25:26.630 ⇒ 00:25:30.740 Luke Scorziell: And would part of my…
163 00:25:31.190 ⇒ 00:25:36.439 Luke Scorziell: Maybe just, like, the business as usual, be, like, helping make sure everyone else hits.
164 00:25:37.290 ⇒ 00:25:39.109 Luke Scorziell: better targets, or do I have…
165 00:25:39.560 ⇒ 00:25:45.540 Robert Tseng: Yeah, so because you are kind of, like, the lead, I would say that, like.
166 00:25:45.820 ⇒ 00:25:57.059 Robert Tseng: Luke, we can talk about this, like, I mean, I want to look at the JD stuff that we’ve written with you, and then also these OKRs, and see, like, how do we… I still want you to have an individual component, but, like.
167 00:25:57.400 ⇒ 00:26:16.359 Robert Tseng: And it feels like… well, if it’s, like, if the team does well, then obviously… then, like, maybe that’s just… maybe that just means that you’re doing a good job, or… or, or it is something that’s separate from these that’s in… that’s in the doc that we wrote together. So, that’s… that’s the part I’m not sure about, but I think for the others, it’s clear.
168 00:26:16.650 ⇒ 00:26:17.780 Robert Tseng: or clearer.
169 00:26:17.870 ⇒ 00:26:30.649 Robert Tseng: And that way, since Rico is doing sales-related work, I do want his… his comp to change. Like, I want him to be able to… to… to get… to get more as well, as we had discussed, so…
170 00:26:30.650 ⇒ 00:26:39.849 Robert Tseng: Yeah, hopefully this is a way to introduce, like, another layer of, performance comp to his, to, you know, for him.
171 00:26:42.220 ⇒ 00:26:43.000 Luke Scorziell: Sweet.
172 00:26:43.950 ⇒ 00:26:44.630 Robert Tseng: Okay.
173 00:26:44.750 ⇒ 00:26:58.939 Robert Tseng: Yeah, I know we’re… this is, like, I mean, this is our first week kind of rolling this out, so, it may go through another iteration, but, like, I’m really trying to firm this up as soon as possible. Yeah, I’m gonna talk to one more
174 00:26:59.070 ⇒ 00:27:16.020 Robert Tseng: advisor next week, and if you guys have any other feedback, I know that some of you left comments, so you can keep doing that. Hopefully, you see that I actually took your feedback seriously, and I tried to work it into the model. So yeah, I guess that’s…
175 00:27:17.920 ⇒ 00:27:19.069 Robert Tseng: the update.
176 00:27:19.450 ⇒ 00:27:21.090 Robert Tseng: on this.
177 00:27:23.540 ⇒ 00:27:32.420 Robert Tseng: Cool. Alright, that’s… that’s all I got. I think good first week back, everybody. Hope…
178 00:27:32.480 ⇒ 00:27:52.040 Robert Tseng: I know a lot changed, even in the first week. The team changed in the middle of the week. Yeah, I think… and we were just, like, kind of turning… turning things on that have been dormant since, like, the end of Q3, pretty much. So, I’m excited for the content we’re putting out, and…
179 00:27:52.510 ⇒ 00:27:54.599 Robert Tseng: Yeah, I think we’ll just…
180 00:27:55.160 ⇒ 00:27:59.860 Robert Tseng: Hopefully, we’ll get… we’ll get some momentum heading… heading to the rest of the… rest of the quarter.
181 00:28:00.330 ⇒ 00:28:02.050 Ryan Brosas: Yeah, definitely.
182 00:28:02.500 ⇒ 00:28:03.320 Ryan Brosas: Yep.
183 00:28:04.470 ⇒ 00:28:05.030 Luke Scorziell: Yeah.
184 00:28:05.170 ⇒ 00:28:07.080 Robert Tseng: Any other questions? .
185 00:28:08.610 ⇒ 00:28:14.479 Luke Scorziell: I mean, we could talk about this one-on-one, too, but, this is more just related to…
186 00:28:14.970 ⇒ 00:28:18.430 Luke Scorziell: my own scope, but yeah, maybe, like, an OKR for myself could be…
187 00:28:18.630 ⇒ 00:28:27.129 Luke Scorziell: just going back to that, like, insights generated per week or something like that, because I think that’s been one area that’s been hard to prioritize time for, is, like.
188 00:28:27.900 ⇒ 00:28:36.190 Luke Scorziell: doing the ICP, like… Outreach to people, and doing conversations, and then.
189 00:28:36.190 ⇒ 00:28:36.540 Robert Tseng: Yeah.
190 00:28:36.540 ⇒ 00:28:39.250 Luke Scorziell: Doing, like, Doing more, like,
191 00:28:40.350 ⇒ 00:28:43.670 Luke Scorziell: Like, looking at calls and doing customer research,
192 00:28:44.150 ⇒ 00:28:47.639 Luke Scorziell: The… with stuff that we’re already doing, or even hopping on with, like, engineering.
193 00:28:47.770 ⇒ 00:28:50.060 Luke Scorziell: So, just, I don’t know what the…
194 00:28:50.190 ⇒ 00:28:54.630 Luke Scorziell: I think the output would be insights, because my gut is that then that can turn into content.
195 00:28:54.850 ⇒ 00:28:56.639 Luke Scorziell: That we make, too.
196 00:28:57.610 ⇒ 00:29:09.750 Robert Tseng: Yeah, I mean, definitely want you to… I mean, if you want to write something up and send it to me, I know we’re… I already kind of… I’m looping you into calls more now, like, I’m already thinking about that, but yeah, I haven’t really verbalized it here, so…
197 00:29:09.750 ⇒ 00:29:14.039 Luke Scorziell: Yeah, okay, I mean, yeah, I feel like it’s, we’ve been,
198 00:29:14.410 ⇒ 00:29:18.480 Luke Scorziell: Jump… jumped in on the defense, so it’s been a fun week. Yeah.
199 00:29:19.430 ⇒ 00:29:22.639 Robert Tseng: Rico, sorry, you rose your hand. What was… do you want to say something?
200 00:29:23.450 ⇒ 00:29:30.889 Rico Rejoso: Yeah, I just wanna, just wanna ask, for the MRR added, that includes any renewals that we have for the past week, right?
201 00:29:30.890 ⇒ 00:29:42.820 Robert Tseng: Yes, that includes all renewals. So, like, Lilo, Lilo would be considered that as well, and I would say README is… I mean, anything that’s close one, even if it’s not signed, I would just add it in at this point, yeah.
202 00:29:43.180 ⇒ 00:29:49.850 Rico Rejoso: Got you. I haven’t got any updates or any contracts, renewal contracts. I haven’t drafted.
203 00:29:49.850 ⇒ 00:30:03.340 Robert Tseng: Okay, that’s true, you haven’t drafted the contract, so maybe, yeah, we’ll just do it when the contract is drafted, we’ll push it out. But yeah, they did renew, 10K, 10K a month for 2 months, but, we will… they’re not gonna start for 2 weeks, so I’m not in a rush to add them in.
204 00:30:03.930 ⇒ 00:30:04.600 Robert Tseng: Yeah.
205 00:30:04.780 ⇒ 00:30:09.370 Rico Rejoso: Gotcha. I’ll add them once I draft the contract, okay? Yeah. So, for format, gotcha.
206 00:30:12.910 ⇒ 00:30:14.079 Rico Rejoso: Yep, that’s all for me.
207 00:30:14.940 ⇒ 00:30:15.530 Robert Tseng: Okay.
208 00:30:16.970 ⇒ 00:30:19.479 Robert Tseng: Alright, well, thanks, everyone.
209 00:30:19.660 ⇒ 00:30:20.610 Robert Tseng: Talk to you later.
210 00:30:22.150 ⇒ 00:30:22.650 Luke Scorziell: what?