Meeting Title: GTM Planning + Kickoff Date: 2026-01-12 Meeting participants: Robert Tseng, Luke Scorziell, Luke’s Notetaker, Rico Rejoso, Hannah Wang, Holly Condos, Ryan Brosas
WEBVTT
1 00:05:36.280 ⇒ 00:05:37.250 Robert Tseng: Hey, everyone.
2 00:05:38.410 ⇒ 00:05:39.230 Luke Scorziell: Hey…
3 00:06:03.680 ⇒ 00:06:06.560 Robert Tseng: Okay, let’s kick this off.
4 00:06:09.080 ⇒ 00:06:13.480 Luke Scorziell: Exciting, our first… first, real weak.
5 00:06:14.330 ⇒ 00:06:16.000 Robert Tseng: Yeah.
6 00:06:16.530 ⇒ 00:06:26.039 Robert Tseng: Okay, so, yeah, I mean, I’ll kind of… we’ll just… we’ll kind of go through this agenda. I mean, it’ll take probably a couple times for us to kind of get used to the sequence.
7 00:06:28.370 ⇒ 00:06:34.780 Robert Tseng: Luke, I know I didn’t prep you on, like, what to… what to share here, which is fine, so I can take on the first… the first one.
8 00:06:34.890 ⇒ 00:06:36.260 Luke Scorziell: Okay.
9 00:06:36.900 ⇒ 00:06:46.540 Robert Tseng: Yeah, so I would say, like, as far as, like, overall momentum, yeah, I think we… we turned on… turned on content again this past week.
10 00:06:46.540 ⇒ 00:06:47.920 Holly Condos: We sent a bunch of.
11 00:06:48.630 ⇒ 00:06:52.900 Robert Tseng: Circleback messages. We’re getting back in people’s emails as well.
12 00:06:52.930 ⇒ 00:07:00.589 Robert Tseng: And then I can see that we, you know, even just basic things, like updating our booking links so that people can actually book directly from
13 00:07:00.620 ⇒ 00:07:14.489 Robert Tseng: From our sides to links that are actually updated. So, yeah, I think, like, as far as top of funnel, we did a lot of that, those kinds of things. And then, yeah, I think partnership side, like, a lot of things have been…
14 00:07:14.490 ⇒ 00:07:29.989 Robert Tseng: kind of coming around, so I think the Amplitude partnership is probably the biggest win I can think of. Just… yeah, legally, I’m not exactly sure what those words mean, like, whatever. From a marketing perspective, we’re gonna post on social, we’re gonna try to, you know, just kind of…
15 00:07:30.310 ⇒ 00:07:35.899 Robert Tseng: Blast that out to our, to our network, and yeah, we’ll run with that.
16 00:07:35.980 ⇒ 00:07:54.459 Robert Tseng: And then it seems like, yeah, Teleisma and Contextual both have, you know, just new, new leads, for our… that we’re… I think Luke jumped on a call today with Utam and someone from Contextual, and then, I think Holly has something, kind of, for Teleisma. I still need to get, kind of, caught up on that.
17 00:07:54.640 ⇒ 00:07:57.730 Robert Tseng: So yeah, I think overall, you know.
18 00:07:57.830 ⇒ 00:08:01.180 Robert Tseng: where it was our first week back last week, so I think…
19 00:08:01.270 ⇒ 00:08:17.909 Robert Tseng: good… good start to the year. We’re gonna go through the WBR, and I think it’ll be painful, because I’m pretty sure… I mean, I already looked through it. We’re… we’re not on track with where we want to be, so I think this… this is still gonna be, like, making sure we know tactically, like, what…
20 00:08:18.050 ⇒ 00:08:24.180 Robert Tseng: What else do we need to push on so that we can start to, kind of hit, like, our…
21 00:08:24.300 ⇒ 00:08:31.699 Robert Tseng: our, the velocity we want to be… we’d be at. And then, I think just want to… want people to be…
22 00:08:31.920 ⇒ 00:08:41.739 Robert Tseng: sharing more. I’m going to be asking questions in this format, so it’s not just going to be me reading things out. I will have assumed that everyone has already looked through the WVR,
23 00:08:41.740 ⇒ 00:08:52.210 Robert Tseng: I will call out that I think there were still some changes being made, like, right up to this call, so probably in the future, please just kind of update it earlier in the day.
24 00:08:52.770 ⇒ 00:09:02.779 Robert Tseng: that way, when people come on to this call, they can have a little context, and I’m not gonna do so much, like, reading through all the numbers.
25 00:09:03.410 ⇒ 00:09:05.960 Robert Tseng: Yeah, and then, like, I think…
26 00:09:06.740 ⇒ 00:09:11.580 Robert Tseng: for what we’ve learned and, how it came about, so…
27 00:09:12.160 ⇒ 00:09:19.150 Robert Tseng: Yeah, what we learned, I think, with some of the strategic work, with our ICP exercise, I think we’re…
28 00:09:19.590 ⇒ 00:09:26.770 Robert Tseng: For those of you that haven’t kind of looked over some of this. We’ve… Kind of…
29 00:09:27.560 ⇒ 00:09:30.080 Robert Tseng: Tried to build, like, a one…
30 00:09:30.510 ⇒ 00:09:39.800 Robert Tseng: like, a single source for everything we talk about ICP. So, I understand that, you know, programmatically,
31 00:09:40.630 ⇒ 00:09:52.669 Robert Tseng: we have ICP qualification criteria floating around in different places, but I consider this kind of the source of truth that we’re kind of working through, for, like, where we want to focus our attention on.
32 00:09:53.290 ⇒ 00:09:57.279 Robert Tseng: And, as I might have shared with some of you last week.
33 00:09:57.390 ⇒ 00:10:02.870 Robert Tseng: Yeah, we want to get to… we want to be testing some more specialization this quarter.
34 00:10:03.580 ⇒ 00:10:09.570 Robert Tseng: We’re gonna be moving… we’re gonna be testing industry specialization, and also,
35 00:10:10.230 ⇒ 00:10:21.299 Robert Tseng: and also ecosystem as well. So, industry, meaning that of the ICPs that we’ve selected, yeah, I think a lot of the content we’re going to be pushing more towards is…
36 00:10:21.300 ⇒ 00:10:45.389 Robert Tseng: gonna be focused around something like home services, or… I mean, EdTech is something that we’ve thought about for some time, legal as well, but we’ve never really kind of, like, jumped into it. So, those are the type of experiments we want to run this quarter. I would say I’d probably give it, like, two… two to, like, two weeks per. So I think the first one we’re going to run after is home services, and I have some things that I’m going to be kicking off this week to
37 00:10:45.390 ⇒ 00:10:47.930 Robert Tseng: Kind of push the team to… to be,
38 00:10:49.000 ⇒ 00:10:58.730 Robert Tseng: kind of orienting our, our content and our, and our, and our go-to-market, strategy for, for, for that. But from, like,
39 00:10:59.860 ⇒ 00:11:03.299 Robert Tseng: Stepping out of the industry, if we just think about, like.
40 00:11:03.890 ⇒ 00:11:14.769 Robert Tseng: we, as Brain Forward, when we work with organizations, we still have, like, a random sampling across all of these, across these different stages. I thought this graphic was helpful to kind of see
41 00:11:14.770 ⇒ 00:11:26.249 Robert Tseng: for each stage of organization, who they are, why we’re able to work with them, and I think I just want people on this call to really just understand that
42 00:11:27.520 ⇒ 00:11:37.669 Robert Tseng: Yeah, the data issues that we work with clients on, there’s different stages of maturity to it, and, yeah, I think, like.
43 00:11:37.680 ⇒ 00:11:51.030 Robert Tseng: you know, at this point in time last year, a lot of the companies we were working with were really just in the startups category. They just… we were… we were selling based off of, like, our ability to deliver a clean
44 00:11:51.230 ⇒ 00:12:00.330 Robert Tseng: scalable data foundation very quickly. So we were doing sprints in 2 to 4 weeks, but now we’ve kind of shifted, you know, upmarket, and
45 00:12:00.330 ⇒ 00:12:14.660 Robert Tseng: at this certain size, once there is already product market fit, there’s already some sort of maturity, we’re working with brands that are bringing in $100 million a year plus. Speed is not the most important thing. It’s actually,
46 00:12:15.270 ⇒ 00:12:19.110 Robert Tseng: That they need clarity on their business, as
47 00:12:19.660 ⇒ 00:12:37.630 Robert Tseng: They need to understand what’s worked for them coming up to this point, and they need some information on, like, how to expand into new channels or new verticals that they haven’t tackled before. And so, that’s a lot more of a careful work of creating the single source of truth.
48 00:12:37.630 ⇒ 00:12:49.280 Robert Tseng: Really building standardized definitions, and sitting in, frankly, on a lot of meetings and guiding those conversations on how brands should be, kind of navigating,
49 00:12:49.590 ⇒ 00:12:58.069 Robert Tseng: like, the performance of their team. For example, with Elements, which is, you know, $600 million plus brand,
50 00:12:58.110 ⇒ 00:13:02.479 Robert Tseng: pretty lean team, like, less than 50 people. That’s… to me, that’s kind of crazy. I just…
51 00:13:02.480 ⇒ 00:13:26.379 Robert Tseng: Having worked at a brand previously that was doing around $500 million in revenue and had, like, a team of 200. Like, this is, like, a quarter of a team. And so, the way that they’re doing it is quite innovative. I think, like, there’s the, you know, there’s… operationally, they’ve… they’ve done… they’ve been doing some really interesting work that I’d love to kind of share more about later, but I think one unique data challenge they have,
52 00:13:26.490 ⇒ 00:13:38.940 Robert Tseng: Is, you know, they’re going from a, okay, we’ve been having two people run, their, network of, 1,000 plus wholesale partners,
53 00:13:39.150 ⇒ 00:13:51.999 Robert Tseng: Wholesale is just, like, if you’re selling Element through, like, a specialty gym or something, it’s not, like, an official retail store, but it’s, like, a B2B sale, where you’re not interacting directly with the end consumer.
54 00:13:52.390 ⇒ 00:14:08.700 Robert Tseng: like, they’ve only had 2 people on that, and they’ve gone from around 150 partners to over 1,000, 1,200 partners in the past year. And so, that team needs to know, how are they going to hire their next… like, how do they staff this team? Like, how many people do they really even need?
55 00:14:08.700 ⇒ 00:14:19.230 Robert Tseng: And, like, what does the next 5 years look like for the wholesale, growth strategy? Are they fully saturated already? Like, is there much room? They kind of feel like they’re…
56 00:14:19.230 ⇒ 00:14:23.320 Robert Tseng: Their hypothesis is they’ve hit an inflection point where
57 00:14:23.320 ⇒ 00:14:45.399 Robert Tseng: they’ve already… they’re in all the gyms that they want to be in. If they go to any more, and they continue to branch out into fitness centers, they start to cannibalize on their existing sales in other channels, and is it… does it become counterproductive? So it’s these interesting, kind of, like, questions of cross-channels, like, if sales increase in one channel, how does it increase, or how does it impact sales in another channel that I can’t normally see?
58 00:14:45.400 ⇒ 00:14:54.789 Robert Tseng: And that’s where, like, the Brainforge offering of being able to bring all that data into one place and be able to do that type of triangulation becomes very valuable to them.
59 00:14:54.880 ⇒ 00:15:14.629 Robert Tseng: And so much so that they were willing to invest in a two-month long kind of investigation with us, so that we could meet with everybody that we want, set up kind of the systems that we… or kind of the strategy, I would say, as well as the systems as we kind of land all the data into a data warehouse, to give them the infrastructure so they can go and answer that question.
60 00:15:14.630 ⇒ 00:15:38.210 Robert Tseng: And so, that’s, like, a big shift in terms of what we’re learning is helpful for teams at this stage, and we want to continue to push into higher organizations, or, upmarket. And so, this isn’t exactly Holly’s definitions. Holly’s definitions kind of live somewhere in here. So, like, this is more internally when we talk about, we’re describing, maybe from a brand perspective, like.
61 00:15:38.220 ⇒ 00:15:46.130 Robert Tseng: who they are, what the problem is, why they hire us, it’s there. But, like, there are very clear definitions that I have included from Holly.
62 00:15:46.240 ⇒ 00:16:02.280 Robert Tseng: In here of, like, what a mid-market versus an enterprise client really is. So, yeah, I mean, I’m not gonna share all the learnings, otherwise this would take up most of the meeting, but, I just wanted to kind of paint that picture for, kind of, from an ICP perspective, what…
63 00:16:02.280 ⇒ 00:16:08.239 Robert Tseng: What, from zooming out, like, where… where… the shift that we’re seeing.
64 00:16:08.430 ⇒ 00:16:09.310 Robert Tseng: Okay?
65 00:16:10.750 ⇒ 00:16:16.970 Robert Tseng: Yeah, I’ll just pause there. Any questions on that, on any of the things that I kind of shared thus far?
66 00:16:19.870 ⇒ 00:16:23.699 Holly Condos: So, sorry, this… this current…
67 00:16:24.050 ⇒ 00:16:26.740 Holly Condos: Doc that you’re showing is,
68 00:16:27.510 ⇒ 00:16:32.019 Holly Condos: is the current version, right? Because I know there’s a couple versions floating around.
69 00:16:32.490 ⇒ 00:16:36.709 Robert Tseng: Possibly? I don’t know what version you’re referring to. I don’t think we actually…
70 00:16:36.710 ⇒ 00:16:41.760 Holly Condos: I don’t know, I looked at one last week, but maybe this is it. I’ll take another look.
71 00:16:42.610 ⇒ 00:16:47.179 Robert Tseng: Sure. Yeah, I mean, there’s, like… I mean, this will continue to be added onto, but we’ve…
72 00:16:47.510 ⇒ 00:17:05.979 Robert Tseng: a few that Luke is actively thinking about, we’re talking about all the time, so these are the three right now. Okay. I mean, actually, it’s not really three, we’ve only really talked through one. So, but yeah, I think, these are… don’t have… it’s not the industry-specialized one, I think, you know, but I’m starting to just want to put all of them in one place, which…
73 00:17:05.980 ⇒ 00:17:07.980 Holly Condos: Well, that makes sense. That’s helpful. Thank you.
74 00:17:08.540 ⇒ 00:17:10.390 Robert Tseng: Yeah, okay, cool.
75 00:17:11.170 ⇒ 00:17:11.730 Luke Scorziell: Yeah.
76 00:17:11.950 ⇒ 00:17:14.790 Luke Scorziell: And I guess, too, like, yeah, just as,
77 00:17:16.630 ⇒ 00:17:21.479 Luke Scorziell: like, I’ve just been kind of thinking mostly about the scale-up CMO, VP of Growth, and
78 00:17:21.670 ⇒ 00:17:32.520 Luke Scorziell: just, I think, for me, it’s been helpful to have, like, a… a target of, like, this is kind of who we’re aiming at, and who we can start thinking about in terms of, like, what kind of messaging and outreach do we want to do.
79 00:17:32.700 ⇒ 00:17:38.440 Luke Scorziell: To them, where will we find them, and that kind of… what kind of content do we want to create for them?
80 00:17:38.550 ⇒ 00:17:41.500 Luke Scorziell: So… Yeah, I think that’s super helpful.
81 00:17:42.130 ⇒ 00:17:42.750 Robert Tseng: Okay.
82 00:17:44.240 ⇒ 00:17:59.980 Robert Tseng: Cool. Yeah, so I’ll keep sharing stuff like this as I’m working through it. I have a few other kind of strategy items that I want. On the ecosystem side that I alluded to, that’s in the Snowflake, and so I feel like it’s just been probably 6 months since I’ve really kind of come back to Snowflake and really thought about, like.
83 00:17:59.980 ⇒ 00:18:10.030 Robert Tseng: what do we actually want to do with them? And, like, how do we want to position ourselves with them? So, I think that’s, that’s a question that I’m thinking about actively.
84 00:18:10.030 ⇒ 00:18:19.340 Robert Tseng: And then, obviously, on the industry side, it’s the home services stuff, so I think some campaigns… some content campaigns that we’ll be testing will… I’ll be pushing that out to the… to the team soon.
85 00:18:19.640 ⇒ 00:18:31.699 Robert Tseng: Okay, with that in mind, let’s kind of just transition to the actual WBR. I could see that some equations are broken here, so I don’t know what you guys did here, but please try to, like, just fix that.
86 00:18:31.950 ⇒ 00:18:43.530 Robert Tseng: yeah, not on this call, but you can do it later. We are looking at week two today. So, we’ll just kind of go through section by section. So, some meetings booked, sure. I think,
87 00:18:44.140 ⇒ 00:19:03.180 Robert Tseng: we’re not at our target meetings booked right now. I do think the next week looks better. I have a few more on the calendar this week, and so does… so does Utop, but yeah, I mean, as far as, like, the past week, we only kind of took two meetings. Lead percentage breakdown, I think I need to be a little bit clearer on this, because this looks like it’s the same number as…
88 00:19:03.270 ⇒ 00:19:17.499 Robert Tseng: SQL. So, yeah, I think that’s something I can… I take that note, and I’ll edit it later. Otherwise, what I’m seeing right now is basically the leads that we’ve added this week.
89 00:19:17.920 ⇒ 00:19:23.609 Robert Tseng: or the active leads are all from partner. I find that not…
90 00:19:23.920 ⇒ 00:19:26.629 Robert Tseng: I find that hard to believe. I don’t believe these are all partners.
91 00:19:26.630 ⇒ 00:19:27.840 Ryan Brosas: -
92 00:19:27.840 ⇒ 00:19:30.129 Holly Condos: So, Archway is, Bay Path is.
93 00:19:30.130 ⇒ 00:19:30.840 Ryan Brosas: free.
94 00:19:32.370 ⇒ 00:19:38.170 Holly Condos: Joseph Nguyen, I don’t know.
95 00:19:38.520 ⇒ 00:19:40.919 Holly Condos: Opexa, I don’t know.
96 00:19:41.860 ⇒ 00:19:43.250 Robert Tseng: Yeah, they’re not, it’s just…
97 00:19:43.250 ⇒ 00:19:43.650 Holly Condos: sority.
98 00:19:43.650 ⇒ 00:19:43.990 Robert Tseng: Oh, yes.
99 00:19:43.990 ⇒ 00:19:44.430 Holly Condos: It’s…
100 00:19:44.430 ⇒ 00:19:45.550 Robert Tseng: It’s just these three.
101 00:19:45.730 ⇒ 00:19:48.789 Holly Condos: Yeah, okay, so the first two are, Robert.
102 00:19:48.930 ⇒ 00:19:49.480 Ryan Brosas: PayPal.
103 00:19:49.480 ⇒ 00:19:56.230 Robert Tseng: Yeah, but it shouldn’t be 100%, so I think we’re just, like, reading this incorrectly. Yeah.
104 00:19:56.690 ⇒ 00:19:57.380 Ryan Brosas: Okay.
105 00:19:59.190 ⇒ 00:20:04.959 Robert Tseng: Yeah, so… I don’t know if that’s a function of these sources are not tagged correctly, or…
106 00:20:05.330 ⇒ 00:20:18.890 Robert Tseng: what was the confusion here? But I just… we don’t have to dwell too much on it, there’s not big volume, but, can we just, like… yeah, like, are there any… like, what’s… I guess, Ryan, do you have any questions on this? Like, kind of, what were you thinking when you put this in?
107 00:20:18.890 ⇒ 00:20:29.700 Ryan Brosas: Yes, so I thought that, for the… this is for, like, a view of, like, weekly or weekly view only, so I didn’t really add other,
108 00:20:29.700 ⇒ 00:20:40.519 Ryan Brosas: like, tag on it, or I didn’t really add, like, the sales outbound, or it is referred by, you know, our marketing inbound or something, or referral.
109 00:20:40.620 ⇒ 00:20:49.040 Ryan Brosas: So, that’s why I added 100% on the, on the, partner referral.
110 00:20:49.630 ⇒ 00:20:55.199 Robert Tseng: Okay, I think what I should do is call this Active SQL Percentage Breakdown. I don’t really…
111 00:20:55.550 ⇒ 00:21:03.039 Robert Tseng: need to only see new ones. I think I care more about, like, kind of overall. Like, it’s… it’ll be obvious to see, like, what new ones brought in, so…
112 00:21:03.400 ⇒ 00:21:17.269 Robert Tseng: This should just be of the list of the active SQLs, which I would assume would be this list, what percentage of them go into each of these categories? So we can kind of fix that and do that for… just kind of get that for next time.
113 00:21:18.870 ⇒ 00:21:24.110 Holly Condos: Okay, and I have a question. So, Ryan, on Element, that’s not showing up yet?
114 00:21:24.470 ⇒ 00:21:25.720 Holly Condos: Sam Melody.
115 00:21:25.890 ⇒ 00:21:33.099 Ryan Brosas: Element… is that, like, a renewal? Because if it’s a renewal, this is…
116 00:21:33.260 ⇒ 00:21:41.849 Ryan Brosas: Can, it should be, like, included on this one, because I think our renewal isn’t really, like, a new lead.
117 00:21:43.350 ⇒ 00:21:46.439 Ryan Brosas: Or should we include that, as a new lead?
118 00:21:46.440 ⇒ 00:21:52.870 Robert Tseng: If there is a new deal coming up, there can be multiple deals on a client, so it should be considered a new deal, yeah.
119 00:21:52.870 ⇒ 00:21:53.569 Ryan Brosas: Okay.
120 00:21:53.700 ⇒ 00:21:54.570 Ryan Brosas: Noted.
121 00:21:54.690 ⇒ 00:21:57.779 Robert Tseng: Yeah, that’s why we have deal 1, deal 2, or whatever, right? So…
122 00:21:58.600 ⇒ 00:22:09.860 Robert Tseng: But yeah, I think we’re also missing the structure that we had before, so it would be the month that we added, month, year, the name, and then, like, I guess, deal one, or whatever, it would be fine.
123 00:22:11.710 ⇒ 00:22:15.399 Holly Condos: Yeah, Ryan, it’s the one from, Awash this morning.
124 00:22:16.340 ⇒ 00:22:21.180 Ryan Brosas: Yeah, yeah, I’ll definitely, I’m going to add that in here.
125 00:22:21.180 ⇒ 00:22:21.850 Holly Condos: Okay.
126 00:22:22.070 ⇒ 00:22:26.609 Holly Condos: Okay, and then I’ll give you the details for the one source IT Savvy.
127 00:22:28.760 ⇒ 00:22:30.180 Holly Condos: Sorry, Robert, go ahead.
128 00:22:30.570 ⇒ 00:22:44.839 Robert Tseng: Okay, all good. Alright, so, I mean, sounds like, yeah, we’re kind of… we’re looking at this, and we’re like, oh, this was not in there, this is not in there. I mean, yeah, we should have just ordered all this before the call, so please, please do this in advance next week, so we’re not having to do this on the call.
129 00:22:45.050 ⇒ 00:22:45.390 Holly Condos: Yes.
130 00:22:45.390 ⇒ 00:22:49.229 Robert Tseng: Okay, all good. We’ll just kind of keep going through here.
131 00:22:49.420 ⇒ 00:23:02.200 Robert Tseng: Yeah, I would say, yeah, we lost leads. I think it’s actually more than 2, but 3… 7, 8. So, I mean, I will let Ryan touch the number, I’m not gonna go in and key it in, like, I’m not gonna step on your toes, but…
132 00:23:02.250 ⇒ 00:23:10.360 Robert Tseng: So yeah, so we had more than two that lost, and one lost. So, like, pipeline… overall… overall active SQLs has dropped.
133 00:23:10.470 ⇒ 00:23:26.160 Robert Tseng: And so I think I find that hard to believe that overall revenue has increased in terms of expected revenue from SQLs. Like, I think I would… I don’t really believe these numbers, so I would ask that you check these as well.
134 00:23:26.360 ⇒ 00:23:27.930 Ryan Brosas: Yep, definitely.
135 00:23:29.100 ⇒ 00:23:29.640 Robert Tseng: Yeah.
136 00:23:29.920 ⇒ 00:23:32.509 Robert Tseng: Okay, so,
137 00:23:34.740 ⇒ 00:23:46.590 Robert Tseng: Yeah, I guess just to… before I move on from the section, so, yeah, Rico Ryan, just want to make sure, I want to check it by the end of the day, like, I don’t want this to drag out until next week, like, just… can we just make sure we backfill these, accurately?
138 00:23:51.520 ⇒ 00:24:08.950 Robert Tseng: Okay, so I’m gonna assume, yeah, this will be done by end of day. And then, ICP conversations? Sure. I think, I… I can… I… thank you, this note is helpful, it helps me to understand, kind of, what… what’s coming. Yeah, we can kind of click into these specifically.
139 00:24:09.080 ⇒ 00:24:16.570 Robert Tseng: I mean, I’d like to kind of understand more from, like, Tim McMinn, like, I actually don’t know who these people are, so…
140 00:24:16.740 ⇒ 00:24:17.900 Robert Tseng: Let’s see…
141 00:24:24.120 ⇒ 00:24:30.740 Luke Scorziell: This is, an image. I think Utan sent in, fail sell?
142 00:24:33.450 ⇒ 00:24:34.680 Robert Tseng: Okay…
143 00:24:35.210 ⇒ 00:24:43.889 Holly Condos: So, Robert, this is something, just functionally, I asked, Eliza and Rico about earlier this morning, is…
144 00:24:44.900 ⇒ 00:24:50.189 Holly Condos: If we have a process, and if not, If we can create one.
145 00:24:50.570 ⇒ 00:24:58.640 Holly Condos: to… To create a workflow for how we capture leads, right?
146 00:24:58.780 ⇒ 00:25:06.009 Holly Condos: and… and make sure that they’re in HubSpot, and if it’s a partner thing, that I’m aware of it, right? So…
147 00:25:06.170 ⇒ 00:25:12.160 Holly Condos: I think this is just another example of that, and maybe I missed it. Maybe there is a process?
148 00:25:15.010 ⇒ 00:25:18.989 Robert Tseng: Yeah, so for partner lead capture, I mean, I’ve asked…
149 00:25:18.990 ⇒ 00:25:21.430 Holly Condos: In general, right? In general for the company.
150 00:25:24.490 ⇒ 00:25:30.549 Robert Tseng: Yeah, I mean, there is a process, just added to HubSpot. So, I think that’s…
151 00:25:30.680 ⇒ 00:25:38.859 Robert Tseng: But, yeah, I guess if you… if you need help doing that, then I would, you know, I guess Brian… Brian Rico…
152 00:25:39.230 ⇒ 00:25:40.420 Holly Condos: Yeah, no, no, sorry.
153 00:25:40.420 ⇒ 00:25:41.399 Robert Tseng: scattered with you.
154 00:25:41.400 ⇒ 00:25:45.640 Holly Condos: Yeah, that’s not what I mean. So, we’ll take it to the partner piece, then.
155 00:25:46.170 ⇒ 00:25:58.640 Holly Condos: So, from my perspective, in my lane, important for me to know, like, like the conversation that Luke and Utam had this morning with contextual, right? So, it was really more of a…
156 00:26:00.390 ⇒ 00:26:07.140 Holly Condos: Luke, engineering technical, rather than in the confines of our typical sync, our partnership sync.
157 00:26:07.310 ⇒ 00:26:14.679 Holly Condos: So, Luke mentioned it to me, and that’s awesome, and then I also picked up some information from Slack, from Utam.
158 00:26:15.310 ⇒ 00:26:31.189 Holly Condos: I want to… I want to make sure that I’m always aware of those, so if there’s deal reg in the partner portal to be done, or when we do have syncs, right, that I’m aware of it. And I think maybe it’s just… I should just keep doing what I’m doing. I think that’s the answer.
159 00:26:34.040 ⇒ 00:26:35.040 Robert Tseng: Yeah, I mean, I think.
160 00:26:35.040 ⇒ 00:26:35.620 Holly Condos: Okay.
161 00:26:35.620 ⇒ 00:26:39.869 Robert Tseng: HubSpot’s not clean unless it’s straight through email, but a lot of these are just…
162 00:26:40.730 ⇒ 00:26:49.420 Robert Tseng: random things that get… that we get pinged on in Slack or text or whatever, and so that’s why we always surface it in Slack.
163 00:26:49.900 ⇒ 00:26:50.730 Holly Condos: Okay, yeah.
164 00:26:50.730 ⇒ 00:26:53.230 Robert Tseng: My outstanding project is to…
165 00:26:53.550 ⇒ 00:27:04.940 Robert Tseng: like, do, like, better Slack to HubSpot integration. We have that queued up for a guy who’s gonna start, probably next week, but I don’t think Rico and Eliza have gotten to that yet.
166 00:27:06.440 ⇒ 00:27:07.489 Holly Condos: Okay, sounds great.
167 00:27:10.540 ⇒ 00:27:17.499 Robert Tseng: Okay, cool. So, I guess, Luke, you were updating this, you added to ICP, so kind of, like, walk me through, I mean, maybe, like.
168 00:27:18.000 ⇒ 00:27:22.580 Robert Tseng: why is it ICP? Like, kind of, what, like, what gave you, yeah,
169 00:27:23.050 ⇒ 00:27:31.230 Luke Scorziell: I just DM’d you the… the Mc… whatever guy, mcMahon, that message.
170 00:27:33.580 ⇒ 00:27:41.689 Luke Scorziell: Yeah, I think, honestly, I was a little skeptical, and maybe that means I just shouldn’t have put it in, but on each of these, it’s just,
171 00:27:42.180 ⇒ 00:27:46.839 Luke Scorziell: Well, with Tim McMahon, It seems like he wants… like, if we’re gonna meet…
172 00:27:47.630 ⇒ 00:27:52.640 Luke Scorziell: next week, just, like, a very logistical question I had is, like, is that something that we should be doing?
173 00:27:53.130 ⇒ 00:27:56.160 Luke Scorziell: Include in this week or next week? Like, are we looking at…
174 00:27:56.290 ⇒ 00:28:03.880 Luke Scorziell: Sunday through last Monday, or are we looking Monday through… or Tuesday through today, I guess? Or Monday through today?
175 00:28:05.440 ⇒ 00:28:10.129 Robert Tseng: For this, yeah, I mean, I would just say Monday to… Monday to Monday, or, like.
176 00:28:10.530 ⇒ 00:28:15.540 Robert Tseng: So, okay, if I were keying this in, like, yeah, if we wanted to just set a deadline for it, like.
177 00:28:16.440 ⇒ 00:28:22.010 Robert Tseng: I would just go Tuesday to… I mean, Tuesday to Monday.
178 00:28:23.230 ⇒ 00:28:24.230 Luke Scorziell: But, like…
179 00:28:24.520 ⇒ 00:28:35.079 Robert Tseng: it’s not, like, super clean, because it’s not like we’re… this is… this is not programmatically updated at, like, midnight on the day, like, everyone’s keying it in at separate day, like…
180 00:28:35.080 ⇒ 00:28:39.260 Robert Tseng: if anything kind of falls through the cracks, you can give yourself a little bit of a wider window, I don’t…
181 00:28:39.260 ⇒ 00:28:56.549 Robert Tseng: particularly think that matters, but I think Monday to Monday is probably the cleanest answer, that way there is a little bit of redundancy when you look over on Monday. Like, Monday of last week, when we reported out on this number, it might have been zero, but since then, at the end of the day, maybe, like, one came in. Like, that’s possible.
182 00:28:57.630 ⇒ 00:28:58.630 Luke Scorziell: Yeah, okay.
183 00:28:58.630 ⇒ 00:28:58.950 Robert Tseng: Yeah.
184 00:28:59.130 ⇒ 00:29:06.280 Luke Scorziell: And then the other two that I had in there were two replies from… the event…
185 00:29:06.530 ⇒ 00:29:10.670 Luke Scorziell: outreach that Ryan did on LinkedIn.
186 00:29:12.930 ⇒ 00:29:18.940 Luke Scorziell: And… I mean, if we’re, like, strictly talking about, are they…
187 00:29:19.050 ⇒ 00:29:23.419 Luke Scorziell: a CMO, VP of growth, then honestly, maybe it’s zero.
188 00:29:25.730 ⇒ 00:29:31.750 Luke Scorziell: But as far as, like, Like, this Janelle… Some guy…
189 00:29:36.260 ⇒ 00:29:38.799 Luke Scorziell: I don’t know, he’s the founder of a D2C brand.
190 00:29:39.630 ⇒ 00:29:43.270 Luke Scorziell: 8-9 figure… So…
191 00:29:43.270 ⇒ 00:29:59.889 Robert Tseng: Yeah, I would… I mean, I’m talking to him tomorrow. I would say he’s not an ICP, but I think he’s, like, could be a good conversation. Like, I know I have a bunch of mutuals with him, I know the world he comes from. He used to be co-workers with one of my former bosses, so, like, I think there’s some interesting conversations I expect to have with him tomorrow, but…
192 00:29:59.890 ⇒ 00:30:03.950 Robert Tseng: he would not be an ICP to me, because he’s not one that we’ve defined. So…
193 00:30:03.950 ⇒ 00:30:09.840 Robert Tseng: I do think it… yeah, I mean, going by this, like, I don’t know who Tim is, I don’t know his industry, I don’t know anything like that, so…
194 00:30:09.900 ⇒ 00:30:28.110 Robert Tseng: I wouldn’t… you know, if we’re going to define him as an ICP, he has to meet one of our criteria. If the criteria is not built out yet, then I kind of need you to kind of be like, great, we don’t have enough of, like, in here, like, so this is kind of, like, something that we’re going to have to go back and forth on. Like, are we capturing
195 00:30:28.110 ⇒ 00:30:44.140 Robert Tseng: like, are these the targets? I mean, like I said, I only had time to build out one, like, whereas these are a couple other ideas, we have more that we’re kind of throwing out here. So, I expect us to have multiple ICP profiles in our ICP library that are status active.
196 00:30:44.140 ⇒ 00:30:58.769 Robert Tseng: And those will all qualify whether or not someone fits into an ICP. But as of today, at this point in time, like, yeah, I don’t… I do not think that this guy is an ICP, and I don’t actually… I didn’t look into her… her, her background either.
197 00:30:58.770 ⇒ 00:31:00.000 Luke Scorziell: I don’t think she is either, actually.
198 00:31:00.890 ⇒ 00:31:05.490 Robert Tseng: Okay, so in that case, like, and I don’t know who Tim is, so I would say this is probably one.
199 00:31:06.480 ⇒ 00:31:06.900 Luke Scorziell: Okay.
200 00:31:06.900 ⇒ 00:31:08.520 Holly Condos: I have a question here.
201 00:31:08.850 ⇒ 00:31:12.629 Holly Condos: Yeah. On the ICP profiles, so…
202 00:31:12.960 ⇒ 00:31:17.520 Holly Condos: Do you want that to include…
203 00:31:17.670 ⇒ 00:31:26.130 Holly Condos: you know, lanes that we’re trying to develop on the partner side. In other words, legal, insurance, higher ed.
204 00:31:26.930 ⇒ 00:31:38.169 Robert Tseng: Yeah, so, vertical? No. I mean, like, yeah, I mean, like, it… the short answer is no. Like, I think, like, that’s… that’s a separate kind of, like, motion, where…
205 00:31:39.970 ⇒ 00:31:54.519 Robert Tseng: because we’re not only, like, kind of broadcasting to that sector, like, I don’t… I just… if you look on our website, nothing about us is industry-targeted towards that. Right, I’m concerned. Like, we’re completely dependent on our partner to kind of, like, get our foot in that door right now, so I would not consider that
206 00:31:54.700 ⇒ 00:31:59.880 Robert Tseng: Something that we can actually call our ICP profiles, for now.
207 00:31:59.880 ⇒ 00:32:01.509 Holly Condos: I understand, just want to make sure.
208 00:32:01.730 ⇒ 00:32:03.079 Robert Tseng: Yeah, yeah, no, it’s a good question.
209 00:32:03.320 ⇒ 00:32:04.210 Robert Tseng: Okay.
210 00:32:04.570 ⇒ 00:32:11.629 Luke Scorziell: I think probably then, like, Like, we haven’t launched any specific outbound based around the…
211 00:32:12.190 ⇒ 00:32:19.120 Luke Scorziell: Like, specific scorecard that we defined, so then maybe an easy way of getting that up for next week, then, is, like.
212 00:32:19.630 ⇒ 00:32:21.859 Luke Scorziell: I could just put together a leads list and have…
213 00:32:22.310 ⇒ 00:32:24.129 Luke Scorziell: I must reach out to,
214 00:32:24.680 ⇒ 00:32:31.110 Luke Scorziell: people who are in that ICP, because then, you know, we’ll more likely get responses from that, as opposed to
215 00:32:31.700 ⇒ 00:32:33.490 Luke Scorziell: This week was a little haphazard, I guess.
216 00:32:34.470 ⇒ 00:32:51.079 Robert Tseng: Yeah, yeah, so I mean, that’s… that’s the… that’s, like, the discussion I would want to have with you on this type of call. If it… if this number is 1, I’m gonna be like, why is it 1? Like, we… is it because we haven’t defined this well? Is it because we just haven’t been pushing out any content or campaign that’s targeting them?
217 00:32:51.080 ⇒ 00:32:58.440 Robert Tseng: We’re always gonna be doing, like, other stuff alongside it. The partnership play will always be a piece of it. We’re gonna have, like, random…
218 00:32:58.440 ⇒ 00:33:16.250 Robert Tseng: pieces of content coming in, like, yeah, I mean, you guys, you guys have a little bit of things, a few things on… on the, on the schedule now, but, like, Luke, your guardrail is, like, we have to not lose focus and make sure that we’re going after the people that we want to go after. And, like, Utah and Rai will keep, kind of.
219 00:33:16.320 ⇒ 00:33:17.670 Robert Tseng: By kind of hitting
220 00:33:17.670 ⇒ 00:33:39.920 Robert Tseng: hitting this on the head, but, like, yeah, I think when we jump on calls with people, like, this is all stuff that we’re thinking about, like, who… who can we serve and, you know, whatever, like, it’s… I just… we don’t… we don’t have, like, we just haven’t sat down and spent, like, two whole days, like, writing everything down. So, this… this is… if there’s urgency for it, then you kind of need to push us to… to go and continue to flush us out. So, I think that’s…
221 00:33:39.920 ⇒ 00:33:51.589 Robert Tseng: that’s where, like, not hitting our target will help lead to a more productive conversation. Like, nothing I’m doing here is trying to be defensive or accusatory to people. Like, I want to just problem-solve on this call. Yeah.
222 00:33:51.590 ⇒ 00:33:54.500 Luke Scorziell: Okay. Yeah, I mean, I think,
223 00:33:55.590 ⇒ 00:34:08.030 Luke Scorziell: like, I just started looking… doing the kind of influencer, list that we talked about over Slack, or that you mentioned, kind of having, like, the top 10 that we can start commenting on. So I think having… launching that, and then
224 00:34:08.210 ⇒ 00:34:11.300 Luke Scorziell: In the midst of doing that, I’m making a leads list of…
225 00:34:11.429 ⇒ 00:34:14.090 Luke Scorziell: the CMOs and VPs of growth.
226 00:34:14.250 ⇒ 00:34:19.350 Luke Scorziell: And then I’m thinking that we can do an outreach campaign, probably just to, like, connection messages to them.
227 00:34:19.540 ⇒ 00:34:30.050 Luke Scorziell: And then from there, too, then once, you know, once I get a gist of kind of who they are, too, I can start making content that’s a little more specifically geared toward that demographic.
228 00:34:30.650 ⇒ 00:34:40.190 Robert Tseng: Sure. Like I said, you… we also have a bunch of these people in our network already. This is the first time I’ve gone after them. So you can look at our first-degree connections, like, I’m probably connected to at least
229 00:34:40.370 ⇒ 00:34:58.450 Robert Tseng: 100 CMOs, VP of Growths, and, like, those are people… if you need to message them to jump on a call to do, like, you know, like, you just want to interview them, or, like, whatever it is you want to do with them, at least you have a warm connection that’s easier to reach than, like, going after, like, net new as well, because
230 00:34:58.620 ⇒ 00:35:12.740 Robert Tseng: Right, I think… if I were in your shoes, I’d be thinking, like, okay, look, if I need to go and get these numbers up to 8, and yeah, I can do an outbound campaign to reach more CMOs, but given how that sequencing goes, it probably takes
231 00:35:12.870 ⇒ 00:35:25.819 Robert Tseng: you know, 3 to 5 days to get connected to somebody there. So I’d also want to go and… and probably get a faster reply from somebody that’s already in my network, to kind of aid me on, like, the thing that I’m thinking about building, right?
232 00:35:25.820 ⇒ 00:35:26.210 Luke Scorziell: Yeah.
233 00:35:26.210 ⇒ 00:35:31.699 Robert Tseng: I think, like, that’s, you know, those are maybe some sequencing ideas that I could kind of just throw out there.
234 00:35:32.500 ⇒ 00:35:41.190 Holly Condos: And I have an idea. So, I know we’ve kind of talked about my network before, so I’m, again, looking for the best way to leverage that.
235 00:35:41.300 ⇒ 00:35:47.230 Holly Condos: So, Luke, in this context, for CMOs and VPs of growth that I know.
236 00:35:47.850 ⇒ 00:35:52.919 Holly Condos: what’s best for you? Should I give you a list? Do you want me to make intros? What’s helpful?
237 00:35:53.350 ⇒ 00:35:56.170 Luke Scorziell: Yeah, I mean, if you’d be open to making intros,
238 00:35:56.170 ⇒ 00:35:56.710 Holly Condos: Sure.
239 00:35:57.400 ⇒ 00:36:02.970 Luke Scorziell: Yeah, over email, even. That would work great, and then I can just start setting up calls,
240 00:36:03.590 ⇒ 00:36:04.369 Luke Scorziell: To do with that.
241 00:36:04.370 ⇒ 00:36:15.650 Robert Tseng: And if you want to help with that, we do have a whole playbook called the Mutual Intro Playbook that is something that you can share with Holly and walk her through, like.
242 00:36:15.650 ⇒ 00:36:16.340 Holly Condos: I’ve been asking…
243 00:36:16.340 ⇒ 00:36:27.429 Robert Tseng: Yeah, you can give her the blurb of, like, how we talk about, like, so you just make it easy for her to just shoot off the message, like, so we’ve, we’ve… yeah, these, these are, these are good.
244 00:36:27.430 ⇒ 00:36:28.880 Holly Condos: super helpful.
245 00:36:29.250 ⇒ 00:36:31.650 Luke Scorziell: Kahn, yeah, I can get that over.
246 00:36:32.830 ⇒ 00:36:33.430 Robert Tseng: Okay.
247 00:36:34.440 ⇒ 00:36:35.430 Robert Tseng: rate.
248 00:36:35.690 ⇒ 00:36:40.169 Holly Condos: Because I want to get you the names, but I also don’t want to do too much work doing it, so this is perfect.
249 00:36:40.480 ⇒ 00:36:43.959 Luke Scorziell: Yeah, yeah, totally. Okay, let me share this talk with you.
250 00:36:45.230 ⇒ 00:36:47.359 Luke Scorziell: Oh, I think you have it, but I’ll send you the link.
251 00:36:47.740 ⇒ 00:36:48.370 Holly Condos: Thanks.
252 00:36:48.640 ⇒ 00:36:49.220 Luke Scorziell: Yep.
253 00:36:51.520 ⇒ 00:36:59.220 Robert Tseng: Okay, great. Yeah, as far as disco calls, yeah, 4 feels right, I don’t know if that’s true, I don’t know where you pulled this from.
254 00:36:59.670 ⇒ 00:37:01.629 Luke Scorziell: It was from HubSpot. It was.
255 00:37:01.630 ⇒ 00:37:02.250 Robert Tseng: HubSpot.
256 00:37:02.750 ⇒ 00:37:04.539 Luke Scorziell: Just a report of the non…
257 00:37:09.830 ⇒ 00:37:15.569 Luke Scorziell: Non… weekly non-renewal deals from… Last week, so it was…
258 00:37:15.570 ⇒ 00:37:16.120 Robert Tseng: Okay.
259 00:37:16.420 ⇒ 00:37:23.730 Luke Scorziell: Lilo… Lilo, Bay Path, Archway, and Josephson Lynn.
260 00:37:24.980 ⇒ 00:37:25.620 Robert Tseng: Yeah.
261 00:37:25.620 ⇒ 00:37:26.160 Luke Scorziell: God.
262 00:37:26.160 ⇒ 00:37:34.839 Robert Tseng: I would go off of, like, our calendars, because, like, the calls haven’t happened yet. Okay. So…
263 00:37:34.840 ⇒ 00:37:36.220 Holly Condos: Babe passed away.
264 00:37:36.410 ⇒ 00:37:40.130 Robert Tseng: I would probably just… I mean, I’ll just manually do this.
265 00:37:41.600 ⇒ 00:37:43.090 Robert Tseng: I’ll look at…
266 00:37:43.900 ⇒ 00:37:49.580 Robert Tseng: I mean, I would just look at me and Utam’s calls, and just kind of look through, like, What?
267 00:37:50.000 ⇒ 00:37:54.609 Robert Tseng: which ones were or were not, like, and then I would put the number in there. So…
268 00:37:54.870 ⇒ 00:37:58.620 Robert Tseng: I mean, just very quickly through this, like…
269 00:37:59.380 ⇒ 00:38:04.620 Robert Tseng: I mean, not ideal, but it’s fine. Like, I’d rather us just kind of do this, right?
270 00:38:04.900 ⇒ 00:38:06.720 Holly Condos: Yeah, Bay Path is tomorrow, Luke.
271 00:38:07.730 ⇒ 00:38:09.470 Luke Scorziell: Okay Boom.
272 00:38:12.880 ⇒ 00:38:25.410 Robert Tseng: Yeah, I mean, I don’t necessarily know who U-HAM’s people are, who I’m talking to, I can only talk about who I’m talking about, so I would consider, yeah, like, that’s one, there’s two… okay, there’s two at least on my side, so…
273 00:38:27.730 ⇒ 00:38:33.899 Robert Tseng: But, yeah, there’s… there may be more from… from UTOPS. But, okay, I’ll let you kind of go and… just kind of go back and…
274 00:38:34.210 ⇒ 00:38:35.630 Robert Tseng: Figuring that out.
275 00:38:36.120 ⇒ 00:38:42.369 Robert Tseng: Yeah, and then as far as, like, deals advanced, two, deals advanced.
276 00:38:42.610 ⇒ 00:38:55.240 Robert Tseng: is, not… right, so, yeah, maybe tell me, like, of our HubSpot pipeline, Only too advanced,
277 00:38:55.640 ⇒ 00:39:03.050 Robert Tseng: I guess that feels okay for the number that are in here, that’s, like, 20%, but… Yeah, I guess…
278 00:39:04.220 ⇒ 00:39:14.509 Robert Tseng: I mean, we’ve nudged pretty much everyone else on here, and they just haven’t moved. They’re just kind of stalling. So, I guess there’s not a big story there. Where did you get these… where did you get this number from?
279 00:39:15.530 ⇒ 00:39:33.960 Ryan Brosas: The 15, I just base it on the automation we did on the platform for… like, we are, like, whenever there’s, like, a new activity, there’s, like, a automation of, like, adding, like, a 15 days.
280 00:39:34.000 ⇒ 00:39:43.099 Ryan Brosas: But if you direct me to the right direction of how we can calculate the median days for this, I can definitely add that.
281 00:39:43.630 ⇒ 00:39:58.959 Robert Tseng: Yeah, I think HubSpot reporting has something that helps you calculate this out of the box, so I don’t know exactly how to build it out, but I’m sure that’s something you could probably figure out. You just kind of prompt HubSpot to… they should be tracking already, like, how long deals move around.
282 00:39:59.370 ⇒ 00:40:00.110 Ryan Brosas: Okay.
283 00:40:00.800 ⇒ 00:40:04.330 Holly Condos: I’ll update the, Port Authority. I see that’s…
284 00:40:05.220 ⇒ 00:40:10.619 Holly Condos: That looks like it doesn’t… hasn’t had an update since October, but I just talked to them last week.
285 00:40:10.620 ⇒ 00:40:11.650 Robert Tseng: Yeah, I mean, this one.
286 00:40:11.650 ⇒ 00:40:12.539 Holly Condos: I’ll talk about the podcast.
287 00:40:12.540 ⇒ 00:40:18.289 Robert Tseng: but it didn’t go up. So, yeah, I think there’s still some things that are not synced properly.
288 00:40:18.550 ⇒ 00:40:27.359 Robert Tseng: I feel like Holly’s messages are not being kind of brought into HubSpot, so maybe we need to sync her to the deal as well. I think that seems like something that we need to do.
289 00:40:27.750 ⇒ 00:40:34.850 Robert Tseng: I’m not really sure why my UVersion messages didn’t get synced in, so, I’ll… we can investigate that later.
290 00:40:34.850 ⇒ 00:40:36.050 Holly Condos: Okay, thank you.
291 00:40:36.460 ⇒ 00:40:45.660 Robert Tseng: Okay, so, all that being said, proposal sent, sent one, yeah, that feels right, great, yeah, mid-contract expansion, 10K MRR, so…
292 00:40:45.840 ⇒ 00:41:01.250 Robert Tseng: You know, though we, stumbled through all this, we did hit the target for this week, so hopefully you guys can see, this is quite a very forgiving model, like, it’s not like everything has to line up perfectly. It’s like, we’re getting through it.
293 00:41:01.250 ⇒ 00:41:11.439 Robert Tseng: Yeah, I mean, but this is really a delivery source lead, so I went and I added that down here. Content-wise, there’s not that much noise, so I’m not going to spend much time here. I want to give some time to
294 00:41:11.560 ⇒ 00:41:24.189 Robert Tseng: kind of the other sections. Hopefully we’ll get through this faster next time. I expect this should be, like, 10 to 15 minutes max to just blow through all of this. But okay, that was fine for our first pass.
295 00:41:24.560 ⇒ 00:41:39.959 Robert Tseng: Alright, let’s switch over to marketing, let me just talk about, kind of, campaigns that are… that we have coming up, and then any… I mean, I have staffing decisions, but it’s really just, like, yeah, like, I’m just thinking, like,
296 00:41:40.520 ⇒ 00:41:45.400 Robert Tseng: how much time do we have to execute these things? So, I just want to get a sense of, like.
297 00:41:45.530 ⇒ 00:41:50.499 Robert Tseng: Are all the things that we’re expecting to execute on, are we resourced properly to do so?
298 00:41:56.070 ⇒ 00:41:58.659 Robert Tseng: Okay, so, who’s taking over here?
299 00:41:59.310 ⇒ 00:42:02.670 Luke Scorziell: Just, this is on the marketing campaigns that we have coming up.
300 00:42:02.930 ⇒ 00:42:03.810 Robert Tseng: Yes.
301 00:42:04.740 ⇒ 00:42:05.410 Luke Scorziell: Okay.
302 00:42:06.910 ⇒ 00:42:11.980 Robert Tseng: Usually it’s Hannah, but if it’s been transferred to Luke, then sure, Luke is fine, but, yeah.
303 00:42:14.180 ⇒ 00:42:19.540 Luke Scorziell: I don’t think we’ve had an official conversation about switching it yet, but we can…
304 00:42:21.090 ⇒ 00:42:26.009 Hannah Wang: Sorry, give me a moment. Not feeling that great right now, but…
305 00:42:26.010 ⇒ 00:42:29.230 Robert Tseng: Okay, I mean, we can skip it if you’re not ready, it’s fine.
306 00:42:30.340 ⇒ 00:42:37.289 Hannah Wang: Luke, we can… we should find a time to sync. I have some other things I want to talk with you about, so we can talk about it then.
307 00:42:37.290 ⇒ 00:42:41.920 Luke Scorziell: Okay. Yeah, no, that sounds good. And.
308 00:42:44.550 ⇒ 00:42:59.029 Robert Tseng: Okay, cool. I feel like we kind of did this already with what we just exercised, so I’m not gonna kind of run through that. I think, yeah, probably the next time we’ll need with marketing first, because that seems like it’s, before we jump to the
309 00:42:59.330 ⇒ 00:43:07.539 Robert Tseng: actual WVR, so it seems like we’ll probably end up spending more time kind of deliberating on the, like, sales things that are moving on around there.
310 00:43:07.920 ⇒ 00:43:26.929 Robert Tseng: Yeah, on the delivery side, I can share a couple things. So, yeah, Luke, like, you’re tapped into… we have some case study… we want to, like, build some workflow where you’re able to sit in with the CSOs, get weekly digests from them on, like, the work that we’ve delivered, be able to kind of turn those into case studies.
311 00:43:26.930 ⇒ 00:43:36.139 Robert Tseng: So, we do have case study tooling already, so don’t need you to be doing this manually, like, you know, Hannah helped kind of push out, like, an interview.
312 00:43:36.390 ⇒ 00:43:40.019 Robert Tseng: agents that we run through Brainforward, or through Platform.
313 00:43:40.490 ⇒ 00:43:48.150 Robert Tseng: And I’m sure there’s a couple other things that, we’ve done in the past. I’m not exactly sure how they have,
314 00:43:49.440 ⇒ 00:43:55.600 Robert Tseng: how else Anna’s been getting context for the case studies that she usually builds out, but hopefully you guys can talk about that.
315 00:43:55.630 ⇒ 00:44:07.050 Robert Tseng: And then, as far as renewals and expansions, I guess I’m expecting us to hit our weekly goal as well for this week, because, the…
316 00:44:07.050 ⇒ 00:44:20.249 Robert Tseng: README, conversation went well. They verbally agreed to extending for 10K a month for another 3 months, so I’m expecting that to kind of get signed or go through this week, but we’re following up daily.
317 00:44:20.320 ⇒ 00:44:35.739 Robert Tseng: So, that’s a delivery source lead, or, like, a renewal that we… that we have. Right after this call, I have the Honeystringer renewal, so hoping that goes well. Also, same deal, 10K a month for 3 months, so we’ll see how they react to that.
318 00:44:35.790 ⇒ 00:44:50.869 Robert Tseng: And then there are more expansions going on. So, ABC, Discovery is kind of wrapping up, so we are going to push them into a bigger contract after that. And so that’s going to be another lead that comes to this team.
319 00:44:51.000 ⇒ 00:45:01.649 Robert Tseng: As well as Hydra and, Default have two new scopes of works that we’re doing expansions for. I’m reviewing those, at the end of the day today. So…
320 00:45:01.670 ⇒ 00:45:15.290 Robert Tseng: just from that, that’s like 5, you know, that’s 5 deals coming from the delivery side. So we are doing everything we can to kind of push momentum from the delivery side as well, then hopefully that will
321 00:45:15.300 ⇒ 00:45:21.850 Robert Tseng: Kind of help us kind of buy some time on the sales side to kind of catch up so that
322 00:45:21.910 ⇒ 00:45:32.650 Robert Tseng: you know, these delivery opportunities are gonna run out. Like, we’re not gonna be able to be getting this type of momentum every week, but this just happened to be a good, like, kind of first two weeks for us to go and push on a lot of that stuff.
323 00:45:35.150 ⇒ 00:45:41.369 Robert Tseng: Yeah. Okay, so yeah, I think that’s pretty much the update from the delivery side. Let’s kind of, like.
324 00:45:41.940 ⇒ 00:45:45.250 Robert Tseng: close out with some, kind of, actions, so…
325 00:45:45.490 ⇒ 00:45:52.159 Robert Tseng: I still think that this may not be the best way to present our action plans, but I’d like every person to kind of go through
326 00:45:52.290 ⇒ 00:46:04.109 Robert Tseng: Kind of, like, the top 3 things that they’re working on for this week, and then maybe… maybe it’s not 3 risks, but, like, and then what are the risks that may, like, kind of hinder you, or that you foresee coming that…
327 00:46:04.140 ⇒ 00:46:09.669 Robert Tseng: Sometimes it’s just hard, hard to, like, put all that into a Slack message or a ticket.
328 00:46:09.680 ⇒ 00:46:14.090 Robert Tseng: Because we’re so, like, action-oriented.
329 00:46:14.090 ⇒ 00:46:32.139 Robert Tseng: It’s kind of like the, but wait, blah blah blah blah blah, like, this is… you know, those… that type of, like, detail is important to discuss, but oftentimes doesn’t find itself into a message, so just want people to have the space to kind of talk through those things, and we can see how we can mitigate that.
330 00:46:32.150 ⇒ 00:46:42.530 Robert Tseng: Either on this call, or I’ll push it off, and I’ll meet with you separately. So, I’ll stop sharing my screen, and I’ll kind of go around and let each person kind of share a bit.
331 00:46:43.270 ⇒ 00:46:44.030 Robert Tseng: Yeah.
332 00:46:46.430 ⇒ 00:46:57.080 Robert Tseng: I know I didn’t give anyone a heads up for this, maybe you need… need a minute, but yeah, maybe we’ll just take… take a minute, just think about it, whoever’s ready, just kind of jump in, just share, share, feel free to share.
333 00:46:59.060 ⇒ 00:47:00.670 Holly Condos: Well, I can go, I feel like I.
334 00:47:00.670 ⇒ 00:47:01.130 Robert Tseng: Okay.
335 00:47:01.130 ⇒ 00:47:03.890 Holly Condos: Not, but… Nobody else.
336 00:47:03.890 ⇒ 00:47:04.289 Robert Tseng: No, you’re good.
337 00:47:04.290 ⇒ 00:47:07.129 Holly Condos: to go. I don’t want to steal the time.
338 00:47:07.130 ⇒ 00:47:09.479 Robert Tseng: No, please, this is your time too, yeah.
339 00:47:10.890 ⇒ 00:47:16.929 Holly Condos: Okay, yeah, so, as you mentioned, Robert, we’re working on Snowflake.
340 00:47:17.150 ⇒ 00:47:20.629 Holly Condos: gaining some traction with TLISMA, planning an event.
341 00:47:20.880 ⇒ 00:47:27.140 Holly Condos: Mixed panel, we’ve got their attention again, so, looks like we’re going to do an event with them.
342 00:47:27.560 ⇒ 00:47:28.240 Robert Tseng: Yes.
343 00:47:28.480 ⇒ 00:47:37.899 Holly Condos: Amplitude, we’ve discussed. I, drafted a blurb. Ryan, Gregory’s looking at it, so we should have that back to you today.
344 00:47:38.520 ⇒ 00:47:42.450 Holly Condos: Let me see.
345 00:47:43.730 ⇒ 00:47:52.950 Robert Tseng: I did give you the copy for that amplitude post already, Ryan, so whatever, like, Holly and Greg write, like, you could just… I mean, I don’t… you can see how you fit it in, but I think I already gave you most of it
346 00:47:53.220 ⇒ 00:47:57.640 Robert Tseng: No, no, it’s okay, I mean, maybe you have a different thing that he can also look at, but I…
347 00:47:57.640 ⇒ 00:47:58.140 Holly Condos: It’s very…
348 00:47:58.140 ⇒ 00:47:58.939 Robert Tseng: It already gave it.
349 00:47:58.940 ⇒ 00:48:02.809 Holly Condos: Hey, hey, look what happened, look how cool we are, and what we can do.
350 00:48:02.810 ⇒ 00:48:05.600 Robert Tseng: Okay, well, yeah, then I already kind of did something like that.
351 00:48:05.600 ⇒ 00:48:06.959 Holly Condos: Or we can, you know…
352 00:48:07.190 ⇒ 00:48:16.599 Holly Condos: bring more fidelity to the services that we provide based on working with Amplitude. We’re probably on the same page with it.
353 00:48:16.930 ⇒ 00:48:17.490 Robert Tseng: Okay.
354 00:48:17.840 ⇒ 00:48:25.780 Holly Condos: Right, and then I think we covered that Utam and I are meeting with that first TELISMA lead.
355 00:48:26.440 ⇒ 00:48:36.380 Holly Condos: Oh, and Robert, so I’m also putting together a notion of my higher ed contacts, and I’m meeting with Gregory, because he was a professor, apparently, at one point in his career.
356 00:48:36.380 ⇒ 00:48:37.640 Robert Tseng: Yeah, yeah, yeah.
357 00:48:37.640 ⇒ 00:48:45.109 Holly Condos: So, I’m gonna share that with him, and we’ll collab there. Again, you know, I probably…
358 00:48:46.080 ⇒ 00:48:56.579 Holly Condos: I need some guidance on how much we share with Telezma. Oh, and a question for you. Did you want to, be on our weekly this week, or do you want me to just intro the
359 00:48:56.700 ⇒ 00:48:59.249 Holly Condos: Do you want me to intro you to them?
360 00:48:59.880 ⇒ 00:49:15.639 Robert Tseng: To Talisma, I… I mean, I guess I’d like to be caught up on, like, kind of what it is, because I… I do think that I have other ed tech, or, like, in higher ed contacts as well that I’d like to kind of loop in. I just didn’t really know if it was stalled or not on Talisma’s side, so I didn’t really ask before.
361 00:49:16.690 ⇒ 00:49:22.609 Holly Condos: Oh, no, we’re not stalled, so, so they gave us the one lead, right?
362 00:49:22.750 ⇒ 00:49:28.279 Holly Condos: And they are prepared to do more, but I think they also just want to see a little bit of…
363 00:49:28.670 ⇒ 00:49:30.530 Holly Condos: Traction on our side.
364 00:49:30.760 ⇒ 00:49:33.940 Robert Tseng: Yeah. Not that it’s a tit-for-tat, I mean.
365 00:49:33.940 ⇒ 00:49:41.209 Holly Condos: their VP made that clear, and I don’t see it that way, but I think we also just want to show a little bit of movement.
366 00:49:41.660 ⇒ 00:49:42.100 Robert Tseng: Yeah.
367 00:49:42.100 ⇒ 00:49:48.320 Holly Condos: Even if it’s just an email intro and nothing happens with it, at least, you know, we’ve pushed a couple
368 00:49:49.040 ⇒ 00:49:51.109 Holly Condos: A couple names forward.
369 00:49:51.110 ⇒ 00:49:51.710 Robert Tseng: Yeah.
370 00:49:52.380 ⇒ 00:50:08.129 Holly Condos: And yeah, oh, Luke, Hannah, I need your… your inputs on the joint collaboration deck, if… unless you’ve already done them. I haven’t looked yet at the spreadsheet, but that’s… I need those end of day.
371 00:50:08.770 ⇒ 00:50:09.979 Luke Scorziell: I already did it.
372 00:50:10.150 ⇒ 00:50:11.829 Hannah Wang: And Joe did it too, so…
373 00:50:11.830 ⇒ 00:50:21.209 Holly Condos: Great. Okay, great. And I think we… oh, I guess, sorry, Robert, I talked to Utam and the team about this, but polytomic…
374 00:50:21.420 ⇒ 00:50:23.170 Holly Condos: I met with Galib.
375 00:50:23.490 ⇒ 00:50:31.619 Holly Condos: And he’s a nice guy, but there’s no formal partnership program, so I think it’s just gonna kind of continue to go the way it has, where
376 00:50:32.180 ⇒ 00:50:37.079 Holly Condos: they think of us, and they refer us something. I think something came in again this morning from them, so…
377 00:50:37.080 ⇒ 00:50:42.580 Robert Tseng: Yeah, well, I just think of it like, you talked to him, he was like, oh, we should send them something, and then he sent them something.
378 00:50:42.580 ⇒ 00:50:44.970 Holly Condos: I kind of just threw it a little bit, kicked him a.
379 00:50:44.970 ⇒ 00:50:45.470 Robert Tseng: Yeah.
380 00:50:45.470 ⇒ 00:50:52.869 Holly Condos: I did push on, if there’s something that we could perhaps help with on the NFL contract.
381 00:50:53.240 ⇒ 00:50:53.830 Robert Tseng: Hmm.
382 00:50:53.830 ⇒ 00:50:57.410 Holly Condos: And he was just, like, real quick and flat now.
383 00:50:57.750 ⇒ 00:50:59.130 Holly Condos: I said, well.
384 00:50:59.600 ⇒ 00:51:06.219 Holly Condos: if that changes, you’ll let us know, right? And he said, oh, of course. He said, but, you know, it’s a pretty…
385 00:51:06.530 ⇒ 00:51:14.160 Holly Condos: pretty specific scope that doesn’t involve what we’re doing, that at least his… Tail.
386 00:51:14.850 ⇒ 00:51:15.480 Robert Tseng: Okay.
387 00:51:16.600 ⇒ 00:51:31.119 Robert Tseng: Yeah, it’s… he… they don’t have a partnerships person right now. Like, when we first started with them, they did, but he left. But he was Austin-based as well, so that was even how we even got in, but… Yeah, I… I doubt Ghilib will be very… he’s not very, like.
388 00:51:31.550 ⇒ 00:51:35.899 Robert Tseng: he’s not really a people person, in my opinion, so I don’t really think he would…
389 00:51:35.900 ⇒ 00:51:41.970 Holly Condos: It’s actually pretty nice, but we’ll see how it evolves, right? It could have just been because that was the first time we met.
390 00:51:42.250 ⇒ 00:51:42.820 Robert Tseng: Yeah.
391 00:51:43.000 ⇒ 00:51:54.870 Holly Condos: And then just one more thing, so I think you’re aware, but on one source, I just pinged them again this morning, so we’re still waiting on the New Jersey Port Authority RFP decision.
392 00:51:55.410 ⇒ 00:52:02.050 Holly Condos: Yeah. Appears to be somewhat late now, because they were expecting it end of December, first week of Jan, so…
393 00:52:02.640 ⇒ 00:52:04.800 Holly Condos: But that’s not unusual for the government.
394 00:52:05.040 ⇒ 00:52:15.429 Holly Condos: Yeah. And then they had given us this, potential staffog work for IT Savvy, which they’re also still waiting to hear about, so…
395 00:52:15.630 ⇒ 00:52:22.460 Holly Condos: Yeah. I think there’s some good potential there, but… but it’s more Fed-sled, right? It’s… it’s not really in our…
396 00:52:23.440 ⇒ 00:52:24.700 Robert Tseng: commercial zone.
397 00:52:25.230 ⇒ 00:52:25.870 Robert Tseng: Yeah.
398 00:52:28.570 ⇒ 00:52:30.090 Holly Condos: I think that’s it.
399 00:52:30.690 ⇒ 00:52:31.880 Holly Condos: Okay.
400 00:52:36.330 ⇒ 00:52:38.990 Luke Scorziell: I guess I can go. The…
401 00:52:38.990 ⇒ 00:52:39.590 Robert Tseng: Yeah.
402 00:52:40.280 ⇒ 00:52:41.280 Luke Scorziell: Yeah, so 3…
403 00:52:41.280 ⇒ 00:52:47.899 Robert Tseng: Sorry, sorry, Luke, I was just, just want to just be mindful just because of time. Let’s keep it to 2 minutes, yeah, per person. Yeah.
404 00:52:47.900 ⇒ 00:52:54.310 Luke Scorziell: So, 3 things, really is, like, getting content up and running with Ryan.
405 00:52:54.510 ⇒ 00:52:59.550 Luke Scorziell: And so, yeah, whatever I can do, Ryan, to help you with that, just let me know.
406 00:53:01.380 ⇒ 00:53:10.720 Luke Scorziell: And then working on the service decks with Hannah, and then the delivery team. So I’m meeting with Awash, and
407 00:53:10.860 ⇒ 00:53:17.700 Luke Scorziell: Sam tomorrow morning to talk about, or tomorrow morning my time, just so they can give me kind of an overview of the active services.
408 00:53:17.720 ⇒ 00:53:18.960 Robert Tseng: Yeah.
409 00:53:19.120 ⇒ 00:53:23.910 Luke Scorziell: And then we can kind of come up with a deck process there to,
410 00:53:24.860 ⇒ 00:53:32.600 Luke Scorziell: Or just, just basically the same thing that we did with the edge to activation service, start repeating that with the other services that we have.
411 00:53:32.760 ⇒ 00:53:38.329 Luke Scorziell: And then lastly, I guess maybe based on this conversation is,
412 00:53:39.110 ⇒ 00:53:44.640 Luke Scorziell: yeah, starting to build up more ICP conversations, for… for next week.
413 00:53:45.200 ⇒ 00:53:46.110 Luke Scorziell: Okay.
414 00:53:46.970 ⇒ 00:53:47.510 Robert Tseng: Great.
415 00:53:50.530 ⇒ 00:53:56.179 Robert Tseng: Yeah, I mean, for you, the risk would be on the ICP stuff, like, I mean, yeah, just keep testing things with us, like…
416 00:53:56.470 ⇒ 00:54:07.779 Robert Tseng: Yeah, I mean, obviously, like, I’m just… whatever bits and pieces I can, like, carve out to go and help there, like, I will do it, you just gotta point me out what would be most helpful for you.
417 00:54:08.240 ⇒ 00:54:26.570 Luke Scorziell: Okay. Yeah, I think that, like, the sub… underlying thing to all of that is I’m doing all this while also trying to digest and learn still, like, all that we’re doing, so… Yeah. There’s probably a piece of me that’s like, oh, I get on a call with, like, someone who starts asking me about, like, data engineering and all this stuff, and, like, I’m like.
418 00:54:26.840 ⇒ 00:54:30.880 Luke Scorziell: side, like, that’s maybe, like, underlying priority.
419 00:54:31.030 ⇒ 00:54:34.289 Luke Scorziell: Still figuring out where to put that, in the mix of, like.
420 00:54:34.290 ⇒ 00:54:45.929 Robert Tseng: Yeah, don’t let your technical, kind of depth be, like, kind of block you from talking to people. I think you can just ask questions, but if you need someone to just be there on the call, you can just… you can just bring me into a call. Like, that’s…
421 00:54:46.030 ⇒ 00:54:47.940 Robert Tseng: I will, I will, yeah, I will be able to do that.
422 00:54:47.940 ⇒ 00:54:54.470 Luke Scorziell: I always feel fairly confident with my ability to just, like, have conversations with people, yeah. So, but,
423 00:54:54.760 ⇒ 00:54:59.730 Luke Scorziell: Yeah, I think as far as, like, knowing some of the more specific questions and stuff that I might have to ask.
424 00:55:00.010 ⇒ 00:55:01.139 Luke Scorziell: That might be helpful.
425 00:55:01.400 ⇒ 00:55:03.250 Robert Tseng: Okay, cool. All good.
426 00:55:04.370 ⇒ 00:55:09.260 Robert Tseng: All right, next. Seems like Ryan unmuted, so, you know, Ryan, you wanna go?
427 00:55:09.260 ⇒ 00:55:20.569 Ryan Brosas: Yeah, sure. Well, for me, it’s pretty straightforward. I will be doing all of the content requests that I have, so I’ll be just waiting for, Greg…
428 00:55:20.570 ⇒ 00:55:33.819 Ryan Brosas: for his blurb, and then I can, do that. Then also, like, I already did the, like, a simple, event post that, is similar to ShopTalk. I will be sending that,
429 00:55:33.830 ⇒ 00:55:42.590 Ryan Brosas: Yeah, later on. I will be talking to, Luke first for approval, then send that over for approval for you.
430 00:55:42.590 ⇒ 00:55:46.159 Robert Tseng: I’m heading over there in 30 minutes, so I will give you a picture, so…
431 00:55:46.160 ⇒ 00:55:51.510 Ryan Brosas: Yeah, that’s awesome. So, for the other… other than,
432 00:55:51.790 ⇒ 00:56:00.040 Ryan Brosas: content, wise, I think, like, the delivery team is requesting for, like,
433 00:56:00.280 ⇒ 00:56:09.979 Ryan Brosas: like, an SEO something for AEO, something? So, I will be, like, doing that also for this week, and then I’ll be…
434 00:56:09.980 ⇒ 00:56:12.440 Robert Tseng: Wait, what? Who’s asking for that?
435 00:56:12.940 ⇒ 00:56:21.700 Ryan Brosas: Amber, he asked me… she asked me for, like, a… for an AEO, something specific?
436 00:56:21.700 ⇒ 00:56:23.289 Robert Tseng: Oh, okay, I remember that, yeah.
437 00:56:23.290 ⇒ 00:56:32.090 Ryan Brosas: Already, signed some, like, sample of, like, tools of, what can we use on, like, getting those
438 00:56:32.280 ⇒ 00:56:45.359 Ryan Brosas: stuff out, because we’re currently, like, getting it for, like, a limited, interaction, so we are using, like, PulseHug to, to get all the referred
439 00:56:45.530 ⇒ 00:56:46.230 Ryan Brosas: But…
440 00:56:46.230 ⇒ 00:56:50.099 Robert Tseng: She’s asking about it for a client, so not for Brainforge.
441 00:56:50.100 ⇒ 00:56:50.680 Ryan Brosas: FBM.
442 00:56:51.060 ⇒ 00:57:02.969 Robert Tseng: Yeah, and so I don’t think you should do the work for her, just tell her what… just point her in the right direction and have her do it, because she… you know, we pay her to be staffed on that project, we don’t… we don’t need… we don’t need you to do her work for her, yeah.
443 00:57:02.970 ⇒ 00:57:04.320 Ryan Brosas: Oh, okay. Yeah.
444 00:57:05.420 ⇒ 00:57:16.429 Ryan Brosas: And then, I think that’s pretty much it. I think that’s pretty much it. I’ll just go with the HubSpot and, like, correct all the stuff that needed to be,
445 00:57:16.700 ⇒ 00:57:22.429 Ryan Brosas: Like, the mid-gen days and, other stuff that needs for partnership.
446 00:57:23.060 ⇒ 00:57:29.469 Robert Tseng: Okay, great. Yeah, hopefully this, like, yeah, I mean, I didn’t see you guys create tickets for yourselves, but I expect this kind of,
447 00:57:29.740 ⇒ 00:57:32.149 Robert Tseng: Data updates to be smoother, like, kind of…
448 00:57:32.270 ⇒ 00:57:43.829 Robert Tseng: it’ll keep getting better. But yes, I would say just back… fix it while you remember it, while it’s top of mind. Otherwise, like, I don’t want to come to Monday next week, and the past 3 weeks are all kind of wonky, so…
449 00:57:45.050 ⇒ 00:57:47.890 Ryan Brosas: Yeah, definitely. Okay. Noted with that.
450 00:57:48.130 ⇒ 00:57:48.770 Robert Tseng: Cool.
451 00:57:49.320 ⇒ 00:57:53.699 Robert Tseng: Alright, sorry, Rico, I think you were… you were unmuted, yeah.
452 00:57:54.180 ⇒ 00:58:18.469 Rico Rejoso: Yeah, I think for me this week, it’s just, finalizing the Circleback campaigns, making sure I get those emails, especially since I got access to your email now. That’s… I’ve been working on it earlier as well. Another would be documentation, further documentation of all things that I’ve… or, tasks that has been handed off to me, so we can probably use it, in the future for the same role or position, and another would
453 00:58:18.470 ⇒ 00:58:30.020 Rico Rejoso: Another would be familiarizing with HubSpot. So, I just… I talked with Ryan, and he also mentioned guiding me through it, so probably we’ll be jumping on a Slack later.
454 00:58:30.020 ⇒ 00:58:32.720 Rico Rejoso: To further discuss some points that I need clarifications with.
455 00:58:33.820 ⇒ 00:58:51.639 Robert Tseng: Okay, sounds good. Yeah, I mean, there are some more… yeah, I’m not gonna, like, be quick to push out the… push new campaigns onto you to do other than the circle back right now. Yeah, so I think that… I think that should be fine. You won’t… you won’t really get… have to… to send necessarily that many more messages from… from our side.
456 00:58:53.460 ⇒ 00:58:54.110 Rico Rejoso: Gotcha.
457 00:58:54.400 ⇒ 00:58:54.970 Robert Tseng: Okay.
458 00:58:56.080 ⇒ 00:59:02.709 Robert Tseng: Yeah. And then, Hannah, sorry, I know you’re not feeling well, and you’ll be off, I think, next week? I forget, but yeah, I guess…
459 00:59:03.230 ⇒ 00:59:04.489 Robert Tseng: If you want to give your update.
460 00:59:04.490 ⇒ 00:59:12.119 Hannah Wang: Sure. Oh yeah, so I guess next week I’ll be, off Monday to Wednesday.
461 00:59:12.270 ⇒ 00:59:16.760 Hannah Wang: Whoa.
462 00:59:16.930 ⇒ 00:59:20.680 Hannah Wang: Actually, can we stop recording? And I just… can I say something real quick?
463 00:59:20.680 ⇒ 00:59:21.440 Robert Tseng: Oh, yeah, sure.