Meeting Title: GTM Planning + Kickoff Date: 2026-01-19 Meeting participants: Ryan Brosas, Luke Scorziell, Holly Condos, Rico Rejoso, Robert Tseng, Sheshu Chandrasekar, Uttam Kumaran
WEBVTT
1 00:00:48.890 ⇒ 00:00:50.339 Luke Scorziell: Hey, Ryan, hey, Holly.
2 00:00:51.620 ⇒ 00:00:52.390 Holly Condos: Yay.
3 00:00:52.680 ⇒ 00:00:53.150 Ryan Brosas: Yay.
4 00:00:54.790 ⇒ 00:00:56.520 Luke Scorziell: Good, how was your cousin’s weekend?
5 00:00:57.660 ⇒ 00:01:00.209 Holly Condos: Pretty busy. How was yours?
6 00:01:01.820 ⇒ 00:01:06.250 Luke Scorziell: That’s good. Not too crazy. Were you working over the weekend, Holly?
7 00:01:07.560 ⇒ 00:01:08.280 Holly Condos: Yep.
8 00:01:09.470 ⇒ 00:01:10.840 Luke Scorziell: Oof.
9 00:01:11.360 ⇒ 00:01:18.520 Holly Condos: Not the whole thing. I watched football yesterday, the bears…
10 00:01:19.040 ⇒ 00:01:22.549 Holly Condos: Came so close to winning. Do you watch, pro football?
11 00:01:22.550 ⇒ 00:01:28.039 Luke Scorziell: Oh, I didn’t get to see the end of that game. Did the… did, the Rams win?
12 00:01:28.440 ⇒ 00:01:29.340 Holly Condos: You did.
13 00:01:29.890 ⇒ 00:01:30.610 Holly Condos: Nice.
14 00:01:31.420 ⇒ 00:01:31.920 Luke Scorziell: Wow.
15 00:01:31.920 ⇒ 00:01:39.790 Holly Condos: breaking… went into overtime, right? Because Chicago scored, like, with, I think it was 11 seconds left, so it went into overtime.
16 00:01:39.790 ⇒ 00:01:40.380 Luke Scorziell: Oh, really?
17 00:01:40.380 ⇒ 00:01:50.060 Holly Condos: And then, the Rams had the first possession, didn’t convert, and then Chicago, on the very first snap of their possession, it was intercepted.
18 00:01:50.550 ⇒ 00:01:51.300 Luke Scorziell: Oh, no.
19 00:01:51.300 ⇒ 00:01:54.300 Holly Condos: Graham scored a field goal, so that was kind of a bummer.
20 00:01:54.950 ⇒ 00:01:57.390 Luke Scorziell: Yeah, are you a Ram… or a Chicago fan?
21 00:01:57.900 ⇒ 00:02:03.840 Holly Condos: Well, originally, and first, a Broncos fan, right? Because I’m from Colorado.
22 00:02:04.310 ⇒ 00:02:05.040 Luke Scorziell: Yeah.
23 00:02:05.440 ⇒ 00:02:14.159 Holly Condos: But, yeah, kind of split loyalty to Rams in Chicago, because I have a sun in each location?
24 00:02:14.880 ⇒ 00:02:23.570 Luke Scorziell: Oh, yeah, that’s fair. That’s funny, I went to USC, and Caleb Williams is the quarterback on the Bears.
25 00:02:23.710 ⇒ 00:02:24.940 Luke Scorziell: So, I was…
26 00:02:24.940 ⇒ 00:02:25.979 Holly Condos: Oh, wow.
27 00:02:26.880 ⇒ 00:02:33.289 Luke Scorziell: Kind of like… just… I mean, I don’t know. I’m not a huge football fan either way, but
28 00:02:33.520 ⇒ 00:02:34.770 Luke Scorziell: But…
29 00:02:35.350 ⇒ 00:02:39.949 Luke Scorziell: It’d be very fun to have the Rams win, but then I was like, oh, it’d be fun if Caleb Williams got to, like.
30 00:02:40.230 ⇒ 00:02:41.370 Luke Scorziell: Have a good playoff run.
31 00:02:41.370 ⇒ 00:02:47.080 Holly Condos: It was very close, but now the Rams will go forward, so hopefully they can beat Seattle.
32 00:02:48.360 ⇒ 00:02:51.050 Luke Scorziell: Yeah, it’ll be fun in LA if they do win.
33 00:02:51.410 ⇒ 00:02:52.379 Holly Condos: Yeah, for sure.
34 00:02:52.380 ⇒ 00:02:54.200 Luke Scorziell: That’s what I’m going for.
35 00:02:54.800 ⇒ 00:02:55.510 Holly Condos: Robert?
36 00:02:55.860 ⇒ 00:02:56.500 Robert Tseng: Hey, everyone.
37 00:02:59.240 ⇒ 00:03:00.230 Luke Scorziell: How was your weekend?
38 00:03:02.100 ⇒ 00:03:08.549 Robert Tseng: Good. Busy. I feel like I worked a lot, and
39 00:03:09.080 ⇒ 00:03:12.789 Robert Tseng: Yeah, I mean, it was very cold here, so I just stayed indoors.
40 00:03:15.330 ⇒ 00:03:16.460 Holly Condos: Yeah.
41 00:03:17.170 ⇒ 00:03:18.899 Luke Scorziell: I won’t brag about the SoCal weather.
42 00:03:20.890 ⇒ 00:03:22.469 Luke Scorziell: I guess you’ll see it later this week.
43 00:03:23.130 ⇒ 00:03:25.080 Robert Tseng: Yeah, yeah, I’m trying to…
44 00:03:25.540 ⇒ 00:03:31.759 Robert Tseng: just front-load as much of the things I can get done, because I don’t expect to be doing as much while I’m in transit.
45 00:03:35.190 ⇒ 00:03:36.870 Holly Condos: Are you coming to LA?
46 00:03:37.420 ⇒ 00:03:38.180 Robert Tseng: I am.
47 00:03:39.460 ⇒ 00:03:40.040 Holly Condos: When?
48 00:03:40.040 ⇒ 00:03:41.600 Robert Tseng: On Thursday.
49 00:03:45.020 ⇒ 00:03:45.790 Holly Condos: For work?
50 00:03:46.530 ⇒ 00:03:47.500 Holly Condos: For fun.
51 00:03:48.000 ⇒ 00:03:51.820 Robert Tseng: No, no. Well, I mean, I will have some fun, but it’s mostly for work.
52 00:03:57.210 ⇒ 00:04:01.169 Robert Tseng: I thought you were in San Diego, Holly. That’s why I didn’t loop you into my plans.
53 00:04:01.870 ⇒ 00:04:04.530 Holly Condos: I am, but it’s easy to come up.
54 00:04:05.030 ⇒ 00:04:05.760 Robert Tseng: Oh.
55 00:04:06.610 ⇒ 00:04:09.299 Robert Tseng: Yeah, well, we are doing,
56 00:04:12.320 ⇒ 00:04:21.879 Robert Tseng: if you want to make the drive up, we’re doing a dinner on Friday, with the LA people that are in LA, so maybe we could… we could move you into those things.
57 00:04:23.310 ⇒ 00:04:27.590 Holly Condos: Well, it sounds like it might be a little late now, so maybe we do the next time? I don’t know.
58 00:04:27.590 ⇒ 00:04:28.310 Robert Tseng: Yeah.
59 00:04:28.560 ⇒ 00:04:39.679 Robert Tseng: Yeah, yeah, we’re doing a happy hour on Thursday, and then a dinner on Friday. So that’s kind of what we have lined up, team-wise. And then,
60 00:04:40.320 ⇒ 00:04:47.839 Robert Tseng: Yeah, I have, like, some other meetings that I’ve lined up and stuff, so I’m just there Thursday afternoon through Monday afternoon.
61 00:04:49.000 ⇒ 00:04:49.790 Holly Condos: Okay.
62 00:04:50.360 ⇒ 00:04:50.970 Robert Tseng: Yeah.
63 00:04:51.320 ⇒ 00:04:59.500 Robert Tseng: Okay, well, I mean, I… we will… yeah, I mean, let’s… let’s see. I think Luke is kind of coordinating a lot of this stuff, so I… we can… we can talk later to see how we can…
64 00:04:59.630 ⇒ 00:05:03.109 Robert Tseng: what would make sense? Like, I mean, I don’t really want to have you drive up on a…
65 00:05:03.900 ⇒ 00:05:06.329 Robert Tseng: on a Friday evening as well, so I…
66 00:05:06.330 ⇒ 00:05:06.670 Holly Condos: Yeah.
67 00:05:06.670 ⇒ 00:05:07.899 Robert Tseng: Like, we’ll see.
68 00:05:08.300 ⇒ 00:05:09.329 Holly Condos: Okay, sounds good.
69 00:05:09.330 ⇒ 00:05:10.010 Robert Tseng: Okay.
70 00:05:10.140 ⇒ 00:05:10.880 Robert Tseng: Cool.
71 00:05:11.450 ⇒ 00:05:14.770 Robert Tseng: Alright, let’s get into it.
72 00:05:26.000 ⇒ 00:05:39.499 Robert Tseng: Okay, so as usual, we’ll kind of just do, like, an overall summary of things, and then we’ll take a look. I mean, I haven’t actually clicked into the numbers for this week, so I think we’ll just kind of spend some time looking at it together.
73 00:05:39.660 ⇒ 00:05:45.840 Robert Tseng: Yeah, I mean, overall, like, I… I feel like…
74 00:05:46.320 ⇒ 00:05:53.889 Robert Tseng: I mean, there were some wins from the week, a couple contracts renewed, slash expanded, so I think from a delivery source
75 00:05:54.020 ⇒ 00:05:56.620 Robert Tseng: I don’t…
76 00:05:57.470 ⇒ 00:06:03.280 Robert Tseng: delivery source revenue perspective, like, I think we had a really good week. I think probably… yeah, and so…
77 00:06:03.440 ⇒ 00:06:05.590 Robert Tseng: Yeah, I think…
78 00:06:06.150 ⇒ 00:06:11.089 Robert Tseng: There are a couple other renewals that are coming up this… these next couple weeks as well, so…
79 00:06:11.290 ⇒ 00:06:16.099 Robert Tseng: Element is up for renewal soon, and then…
80 00:06:16.220 ⇒ 00:06:21.450 Robert Tseng: We are also, I mean, there’s a CTA, kind of.
81 00:06:21.670 ⇒ 00:06:33.199 Robert Tseng: expansion that’s… that… we’re expecting to get over the line this week, so I expect probably two more deals to come through from the delivery side, over… through the rest of the month.
82 00:06:35.390 ⇒ 00:06:48.360 Robert Tseng: Yeah, I think we’re… the new delivery structure has been going well, like, more people from the CSOs on our team, are definitely actively contributing to
83 00:06:50.370 ⇒ 00:06:59.989 Robert Tseng: new opportunities on our existing clients, so I think we’ve been pretty happy with the new structure that we’ve rolled out on that side.
84 00:07:00.440 ⇒ 00:07:04.409 Robert Tseng: And then, I think from, like, a…
85 00:07:05.500 ⇒ 00:07:13.679 Robert Tseng: sales, marketing perspective, I think we pushed out quite a few pieces of content last week, promoting partners.
86 00:07:14.350 ⇒ 00:07:19.869 Robert Tseng: Like, partner status on Amplitude, and also just kind of, like, partner opportunities that came around.
87 00:07:20.230 ⇒ 00:07:30.360 Robert Tseng: And then just getting, like, we were talking about my account warm again has generated some inbound, interest, so I think we’ve… we’ve both been lining up more meetings, which is…
88 00:07:30.710 ⇒ 00:07:34.030 Robert Tseng: kind of the whole goal of the content side. So,
89 00:07:34.450 ⇒ 00:07:37.549 Robert Tseng: Link overall trending in the right direction.
90 00:07:38.790 ⇒ 00:07:49.110 Robert Tseng: I made some updates that I’ve kind of finally locked in, on the weekly business review and the monthly business review formats, so…
91 00:07:49.980 ⇒ 00:07:54.450 Robert Tseng: Yeah, this was just kind of after a couple more iterations.
92 00:07:55.040 ⇒ 00:08:14.879 Robert Tseng: I mean, I say it’s locked in now, but it may go through one more, like, set of minor changes by the end of the month, but I really wanted to get this done before tomorrow, when we start meeting with our go-to-market advisor on a weekly basis moving forward now. So, I just wanted to give him a good look at, like, where our business is trending, and…
93 00:08:14.880 ⇒ 00:08:28.939 Robert Tseng: Yeah, just kind of how we… how we think about, the systems that are kind of driving… driving our sales, so that he can kind of advise on, like, what resourcing we need, and, yeah, just be able to do… do his… do his part when… when we bring him on.
94 00:08:29.980 ⇒ 00:08:34.369 Robert Tseng: So yeah, I think those are all kind of the high-level wins.
95 00:08:34.600 ⇒ 00:08:44.490 Robert Tseng: So, let’s kind of spend some time looking through this. Hopefully my Loom video was helpful. I already realized that not everything translated over.
96 00:08:44.860 ⇒ 00:09:04.370 Robert Tseng: Yeah, so I’ll probably, like, move some things, or a couple more, couple more… I’m just gonna delete a few more rows here, that’s pretty much all it is, and then I’m gonna update the targets. I basically kind of came into the forecast, and then, like, I made everything formulaic, so it’s no longer just me, like, randomly keying in numbers, like, everything kind of…
97 00:09:04.620 ⇒ 00:09:23.109 Robert Tseng: is calculated out of, like, a few, like, blue inputs. Blue signals kind of, like, when it’s just, like, a manual input, and then everything else kind of gets… gets filled in. So, there’s a whole list of assumptions here that, like, I’m not gonna go into with this group, but, yeah, I just… yeah, this was, like, kind of what I had in mind when
98 00:09:23.110 ⇒ 00:09:26.530 Robert Tseng: I was thinking about what the final version of the forecast would be.
99 00:09:26.780 ⇒ 00:09:37.850 Robert Tseng: And then on the monthly business review side, I’ve moved things like, MRR added, like, some of the revenue numbers, I’ve moved them out of the weekly business review, because I don’t want
100 00:09:38.170 ⇒ 00:09:56.729 Robert Tseng: like, realistically, we can’t forecast when people sign deals. I think it’s better to look at it at a monthly basis. So I think there are just some… I’ve rearranged, like, kind of the revenue outputs here, you know, and then, like, there’s, kind of a view on, like, pipeline.
101 00:09:56.920 ⇒ 00:10:00.930 Robert Tseng: health that I’m trying to capture,
102 00:10:01.640 ⇒ 00:10:14.679 Robert Tseng: Yeah, I mean, we haven’t talked about unfactored versus vacuum pipeline yet, so I don’t really want to spend much time talking on this, but this is something I’m going to run through with our advisor tomorrow, in terms of how I’m thinking about,
103 00:10:14.970 ⇒ 00:10:16.290 Robert Tseng: basically, like.
104 00:10:18.080 ⇒ 00:10:33.230 Robert Tseng: base… when a lead is in a certain stage, like early, mid, or late, their likelihood to close, like, changes. Right now, we’re kind of treating it all the same, which…
105 00:10:33.430 ⇒ 00:10:39.920 Robert Tseng: at higher volumes will not… that will not, like… that’ll basically break the bottle, because I don’t really think that’s true.
106 00:10:40.410 ⇒ 00:10:55.590 Robert Tseng: Obviously, when our numbers are so low, it doesn’t really matter, so I’m not, like, in a rush to kind of flush this out and present it to the team, but at least I wanted that, like, that… that to be… to be there. Hopefully, it’s something we’ll… we’ll,
107 00:10:55.750 ⇒ 00:10:56.470 Robert Tseng: Okay.
108 00:10:56.780 ⇒ 00:11:02.399 Robert Tseng: you know, I’m assuming, like, by end of the quarter, it’ll be more useful to report on that.
109 00:11:02.880 ⇒ 00:11:09.300 Robert Tseng: Okay, so let’s kind of just go through this outputs-wise. Yeah, I think thanks for this.
110 00:11:09.900 ⇒ 00:11:22.910 Robert Tseng: Yeah, I mean, these are… these numbers, are there. Let’s just take a look at this. So yeah, I mean, overall, I think my… I think this aligns with the kind of, like, my… my hunch, which is that, like, we’re not booking, like.
111 00:11:23.390 ⇒ 00:11:28.450 Robert Tseng: discovery calls, like, I think these… we had, like, some interesting…
112 00:11:28.550 ⇒ 00:11:45.929 Robert Tseng: leads come through the event promotion, but nothing’s coming in from the content yet. Meetings that we’re booking are still coming pretty much just through partners and through, delivery source deals. So, as of… yeah, from… as of now, like, content, like, strategy’s not… is not really… it’s not really doing what…
113 00:11:45.930 ⇒ 00:11:50.849 Robert Tseng: it’s intended to do. So… yeah, I mean, I think there’s…
114 00:11:51.210 ⇒ 00:12:03.259 Robert Tseng: I kind of expect it to stay flat for the first month, but I expect kind of more of an increase, like, in the second month, so this doesn’t really alarm me. But yeah, I think this… the outputs so far make sense to me.
115 00:12:04.980 ⇒ 00:12:17.320 Robert Tseng: Yeah, and then from, like, a SQL perspective, I think what would be… you know, I’m just gonna put it side-by-side with my forecast, so I can kind of chat through, like, how I made my assumptions anyway.
116 00:12:17.850 ⇒ 00:12:29.169 Robert Tseng: So, forecast… Great, not the best view, but…
117 00:12:30.440 ⇒ 00:12:34.110 Robert Tseng: How can I make this a bit cleaner?
118 00:12:35.590 ⇒ 00:12:36.650 Robert Tseng: Yeah.
119 00:12:37.100 ⇒ 00:12:56.559 Robert Tseng: Okay, so this is the forecast on the right and the actionals on the left. So, just going from the top down about SQLs. So, yeah, I mean, I don’t actually believe this is true. I don’t believe it’s actually a 14. I still believe we’re probably less at this. I feel like we’re under 10. So I kind of, like, assumed that from here.
120 00:12:58.720 ⇒ 00:13:17.839 Robert Tseng: Yeah, days in current deal stage, being 4.9, I guess… I’m assuming Ryan pulled this from HubSpot, so great. I mean, I think that’s better than what I… I mean, I was very, like, conservative with this estimate, so I do think 14 days in a single stage was probably really long, but, that all checks out, so…
121 00:13:17.840 ⇒ 00:13:24.049 Robert Tseng: I’d like to understand… yeah, they’re saying 50% of these are from FART partners.
122 00:13:24.120 ⇒ 00:13:39.179 Robert Tseng: 30% from delivery, 20% from outbound. I don’t believe this. So, I… it feels to me like it’s probably 50… 50-40 or something, and this is, like, 10% or under, but it’s fine, like, I don’t… I guess…
123 00:13:39.410 ⇒ 00:13:41.519 Robert Tseng: Can I just… can I just get a quick…
124 00:13:41.680 ⇒ 00:13:47.509 Robert Tseng: confirmation on, like, why, like, where… what… what are the… what’s the 20% here? What are the leads?
125 00:13:47.510 ⇒ 00:13:58.470 Ryan Brosas: Yeah, for that, we have Apexa U version, and then we have one for, Upwork, which is 27 million.
126 00:13:58.680 ⇒ 00:14:01.429 Ryan Brosas: And then… what?
127 00:14:01.430 ⇒ 00:14:09.929 Robert Tseng: Yeah, okay, so let’s take out Apexa. Apexa’s more of a partner, Joseph Moon is not a lead, so anymore, like, we can, we can get, we can, we can,
128 00:14:10.260 ⇒ 00:14:20.210 Robert Tseng: we can take them out. So, yeah, I mean, you don’t have to do it right now, but I’m just… I’m just, like, kind of helping you sanity check your list there. So, thanks.
129 00:14:20.450 ⇒ 00:14:26.469 Robert Tseng: Okay, so yeah, that probably brings the number down, and then that ends up lowering this, so that makes sense to me.
130 00:14:26.660 ⇒ 00:14:29.780 Robert Tseng: Icp-wise, we’re saying 5.
131 00:14:29.940 ⇒ 00:14:32.870 Robert Tseng: We had a few people,
132 00:14:33.320 ⇒ 00:14:37.689 Robert Tseng: these conversations… yeah, I mean, these are leading conversations, like, I…
133 00:14:38.050 ⇒ 00:14:52.290 Robert Tseng: I know Luke asked me some questions about ICP, like, I kind of, like, gave, like, one response, but really, like, what I’m building is, more of, like, an ICP agent for you to go and chat with on, like, things that I’ve talked about ICP.
134 00:14:52.290 ⇒ 00:14:53.740 Luke Scorziell: It’s like…
135 00:14:53.840 ⇒ 00:15:09.219 Robert Tseng: I spent the weekend basically getting the Brainforge fault, like, execGPT kind of partially built out, so, it kind of ran its first analysis. I was, like, kind of testing it out before, like, I got on this call, but,
136 00:15:09.260 ⇒ 00:15:29.019 Robert Tseng: yeah, I kind of ran your question through it on this example, and then basically was checking the model to see, like, how it would have answered your question to me on, like, who would be a good fit, who’s not. I would say it’s pretty good. I still think it’s kind of wordy, so I’m trying to, like, trim it down and then make it so that you can ask it directly in Slack.
137 00:15:29.180 ⇒ 00:15:35.829 Robert Tseng: I know we have a Brainforge GPT, assistance that I don’t really think is live, like, I was…
138 00:15:35.830 ⇒ 00:15:50.640 Robert Tseng: kind of trying to prompt it earlier, and it doesn’t do anything, so I might just, like, kind of push this myself. So, you know, I think this will hopefully give you more clarity on, like, future campaigns that you’re running, or if you have questions about specific leads.
139 00:15:50.990 ⇒ 00:15:55.929 Robert Tseng: That you’re, like, talking to or thinking about, so I don’t have to ask… answer those questions.
140 00:15:55.950 ⇒ 00:16:14.019 Robert Tseng: because I know that you want a quick response, and, like, I don’t always have the time to, like, kind of give you… remind you of the whole, like, reasoning framework for, like, how I even, like, think about them. So, yeah, I just felt that, like, this was a common request I was getting from you, and then also from Ryan, and I was just trying to…
141 00:16:14.020 ⇒ 00:16:19.030 Robert Tseng: get it into a place where it was just easier for you to answer your own question.
142 00:16:19.030 ⇒ 00:16:20.229 Luke Scorziell: Okay. That’s great.
143 00:16:20.230 ⇒ 00:16:21.750 Robert Tseng: So, that’s,
144 00:16:21.870 ⇒ 00:16:33.679 Robert Tseng: FYI. So, yeah, maybe these numbers will change, kind of, after you get the feedback from that, but overall, like, I think that’s at least two, like, I would say just quick look at these, like, CMO, good fit,
145 00:16:33.680 ⇒ 00:16:44.480 Robert Tseng: this Eric Chu guy I’m talking to, I’m in LA, so, I don’t really think I talked to him yet. But yeah, the others are probably not good fits for us. Like, sales director.
146 00:16:45.260 ⇒ 00:16:54.989 Robert Tseng: sales manager, too low of a level, sales advisor, not really a true decision maker, and then, like, I don’t really think that this is an organization we would work with.
147 00:16:55.450 ⇒ 00:17:01.330 Luke Scorziell: She, the one… the sales advisor was interesting, because that was her LinkedIn title, but,
148 00:17:01.950 ⇒ 00:17:06.679 Luke Scorziell: From the description, it looked like she was a little more involved than just realizing.
149 00:17:06.810 ⇒ 00:17:08.360 Luke Scorziell: Yeah, so…
150 00:17:08.369 ⇒ 00:17:09.019 Robert Tseng: Okay.
151 00:17:09.359 ⇒ 00:17:11.279 Luke Scorziell: I thought she was interesting.
152 00:17:11.739 ⇒ 00:17:14.289 Luke Scorziell: But I can, you know, I can double back and look.
153 00:17:14.910 ⇒ 00:17:16.109 Robert Tseng: Okay, yeah.
154 00:17:17.170 ⇒ 00:17:20.659 Luke Scorziell: And then I haven’t gotten the ICP, or the…
155 00:17:20.660 ⇒ 00:17:25.719 Robert Tseng: Yeah, no worries. I think this is still kind of a work in progress for us, anyway. It’s purely just…
156 00:17:26.640 ⇒ 00:17:35.570 Robert Tseng: Of the conversations we had, like, are they coming from, like, organizations larger than 1,000 people, or, you know, something between 500 to 1,000?
157 00:17:37.250 ⇒ 00:17:50.779 Robert Tseng: Yeah, okay, so we’ll go through. Yeah, I know, Holly, I didn’t really cover this with the group last time, but because of the momentum on the partner side, I want to basically split out the pipeline specifically for partners, and so,
158 00:17:51.640 ⇒ 00:17:56.299 Robert Tseng: Is Sheshu on this call, by the way? Did I not add him? I thought I added him.
159 00:17:57.380 ⇒ 00:18:02.499 Robert Tseng: Shashu… Is on this… supposed to be on this call?
160 00:18:05.030 ⇒ 00:18:05.919 Holly Condos: Who is Shashu.
161 00:18:07.330 ⇒ 00:18:15.109 Robert Tseng: He’s the new ops guy, and I’m having him specifically help on partner ops, so, yeah.
162 00:18:16.470 ⇒ 00:18:18.220 Holly Condos: And what does that mean, Robert?
163 00:18:19.710 ⇒ 00:18:25.479 Robert Tseng: Yeah, so, yeah, I think, like, what we saw… I mean, just things like…
164 00:18:26.290 ⇒ 00:18:35.530 Robert Tseng: whether the sheet that I built on the partners, like, I want him to keep building… taking… I want him to take… I want him to run with the partner tracker, and then also, like, be able to…
165 00:18:35.940 ⇒ 00:18:37.060 Robert Tseng: Kind of help…
166 00:18:37.860 ⇒ 00:18:56.419 Robert Tseng: like, I mean, I think, Frank, you… Holly, you’re not really on our stand-ups, and, like, I don’t really have that much visibility into, like, what you do. Other… I think, like, obviously you’re scheduling calls and things, but, yeah, I want him to be on the hook for, like, making sure that these things get updated as well, so…
167 00:18:56.420 ⇒ 00:18:56.950 Holly Condos: Okay.
168 00:18:56.950 ⇒ 00:18:58.770 Robert Tseng: Yeah, he’s, he’s gonna… yeah.
169 00:18:59.200 ⇒ 00:19:03.549 Holly Condos: Okay, but I did update this tracker and sent it to you guys last week.
170 00:19:04.860 ⇒ 00:19:10.770 Robert Tseng: Yeah, I’m not covering the tracker. I’m covering, this, like, the weekly business.
171 00:19:10.770 ⇒ 00:19:12.769 Holly Condos: Oh, okay, I see. Yeah. Okay.
172 00:19:12.770 ⇒ 00:19:29.970 Robert Tseng: yeah, there’s just, like, a lot of moving parts, and, like, I feel like as the level of organization is, like… I mean, I’m tracking a lot more things, obviously, this quarter than I did before, so, like, I kind of need somebody who’s, like, running, like, alongside… alongside me, and kind of doing… doing that, so,
173 00:19:29.970 ⇒ 00:19:41.179 Robert Tseng: yeah, I think he is… I mean, he just started last week, but he’s been shadowing me a lot more closely, and I want him to own a lot of this stuff.
174 00:19:47.960 ⇒ 00:19:51.310 Robert Tseng: Yeah, so, there…
175 00:19:51.550 ⇒ 00:20:07.919 Robert Tseng: Yeah, anyway, so eventually these will need to get backfilled. I’m basically gonna have him backfill it, get a sense of, like, where he can find all this information, and then backfill for the past 3 weeks, and then he’ll have a plan for how this should be updated moving forward.
176 00:20:10.410 ⇒ 00:20:18.169 Robert Tseng: Yeah, so I guess we won’t cover this partner stuff much on this call, since there’s nothing to talk about here.
177 00:20:18.420 ⇒ 00:20:23.830 Robert Tseng: Okay, and then marketing-wise, let’s see…
178 00:20:24.120 ⇒ 00:20:27.919 Robert Tseng: Yeah, no MQLs, yeah, I think that’s… makes sense.
179 00:20:28.180 ⇒ 00:20:33.370 Robert Tseng: We’ve… we’re ramp… we’re ramping up our… our, things that we’re publishing.
180 00:20:33.660 ⇒ 00:20:44.310 Robert Tseng: Yeah, I think I just saw Luke’s campaign, he has something specifically targeted for edge… edge activation, which is great. I think that’ll diversify our content, so it’s not just, like.
181 00:20:45.070 ⇒ 00:20:57.709 Robert Tseng: stuff from Utah and Mai’s personal account. I will say that, like, the partner… I mean, this may not be the four categories that are the best, so this is just based off of, like, kind of what we’ve mapped out previously, so…
182 00:20:57.710 ⇒ 00:21:05.579 Robert Tseng: I’m open to, like, kind of changing these categories, but I would say that, like, the two partner posts don’t really fall under personal thought leadership.
183 00:21:05.770 ⇒ 00:21:17.790 Robert Tseng: whether they’re speaking to the client’s problem, like, that’s probably not problem. Like, it feels like it should sit either in solution or service, but, like, I’m not gonna be that much of a stickler on that. I just wanna…
184 00:21:17.940 ⇒ 00:21:20.159 Robert Tseng: Like, if I were to kind of just…
185 00:21:21.420 ⇒ 00:21:25.699 Robert Tseng: like, I would say, like, partner stuff is more solution-oriented, it’s, like.
186 00:21:25.950 ⇒ 00:21:28.859 Robert Tseng: Partners don’t tell the story for us, like, we are…
187 00:21:28.940 ⇒ 00:21:35.239 Robert Tseng: We’re promoting partner, partners based on the solution that we can provide with them, so…
188 00:21:35.270 ⇒ 00:21:44.899 Robert Tseng: And it’s not really, like, something that we’re… but anyway, like, I… I guess, Ryan, I just… maybe we could spend a little bit more time talking about, like.
189 00:21:44.900 ⇒ 00:21:56.709 Robert Tseng: how do you actually kind of categorize these different contents? Like, the idea is that we’re speaking to people at different stages of their, like, awareness journey with… with Brainforge, right? So, like.
190 00:21:57.230 ⇒ 00:22:16.929 Robert Tseng: Like, I do want to just, like, have an understanding of the… of the distribution of our content. Like, personal or thought leadership is, like, the stuff that went out this, like, today, from my account. I think I would consider that personal or thought leadership. It’s Brainforge adjacent. We’re not specifically talking about any sort of service that we’re offering.
191 00:22:17.240 ⇒ 00:22:18.339 Robert Tseng: We’re not, like…
192 00:22:18.470 ⇒ 00:22:35.270 Robert Tseng: you know, doing a demo or a knowledge share on, like, how we solve the problem, and we’re not really speaking to a specific, like, ICP on their problem either. We’re just kind of just sharing something, into… into LinkedIn. So, like, I would… that’s kind of how I think about the differences in the content. Does that make sense?
193 00:22:35.270 ⇒ 00:22:36.600 Ryan Brosas: Yeah, that makes sense.
194 00:22:36.830 ⇒ 00:22:45.009 Robert Tseng: Okay, yeah. So, yeah, I mean, anyway, like, it’s… once again, at low volumes doesn’t really matter, but, like, you know, we could… I just want to try to be as…
195 00:22:46.680 ⇒ 00:22:56.390 Robert Tseng: you know, if these categories don’t make sense, then we should just change them. So, like, you know, this is meant to be, if, like, if you’re not able to understand it, then, like, we have to close that gap somehow.
196 00:22:56.840 ⇒ 00:23:08.060 Robert Tseng: Okay, and then for this, yeah, as far as engagement-wise, I feel like this feels really low. Did we actually do 74? Like, I mean, actually, this doesn’t make sense, so…
197 00:23:08.510 ⇒ 00:23:21.019 Robert Tseng: 18… okay, so… We’re saying… okay, we’re saying it’s, like, around zero. I feel like that’s not true.
198 00:23:21.440 ⇒ 00:23:40.540 Robert Tseng: But, that’s okay. We don’t really have, like… Utah and I have commented on people and stuff, so, like, I imagine this is at least why. I mean, we should go back and check these numbers, but, like, I would… I’m just trying to show you, like, how I would have filled it in. As far as influencers, like, we’ve talked about, we do have this…
199 00:23:40.950 ⇒ 00:23:49.470 Robert Tseng: yeah, I mean, I just started the kind of… Get this for,
200 00:23:50.210 ⇒ 00:23:53.569 Robert Tseng: Luke, because he was showing me, kind of, how he was…
201 00:23:53.850 ⇒ 00:23:57.309 Robert Tseng: starting to use Sales Nav, and I think that
202 00:23:57.710 ⇒ 00:24:03.299 Robert Tseng: yeah, we already have a bunch of lists, I kind of, like, went and, like, reorganized around, like.
203 00:24:03.580 ⇒ 00:24:12.710 Robert Tseng: I know there’s a lot of lists in Sales Nav, so I want to condense it to, like, 5 to 10 max that, like, ideally you would be, like, be able to monitor, like.
204 00:24:12.760 ⇒ 00:24:30.710 Robert Tseng: AI Services Leaders is a list where they’re all the… they’re all the, kind of, what I would consider to be thought leaders in AI services on… on LinkedIn, where we should engage with their content. Like, I think you would learn a lot from them, hearing how they talk about their business. I reference them all the time when I’m, like, kind of sharing stuff.
205 00:24:30.710 ⇒ 00:24:49.260 Robert Tseng: In Slack with the team. So, I think there’s a little bit… probably a little bit more onboarding, for you to kind of, like, know, like, what we’re… how I’m thinking about external engagement. So, I guess this is just signaling to me that I probably need to do a session with just Ryan and… and Luke on how we can,
206 00:24:49.400 ⇒ 00:24:55.470 Robert Tseng: might be more, you know, just use this more effectively.
207 00:24:56.050 ⇒ 00:25:02.459 Robert Tseng: Visitor engagement? Great. I mean, I think this is pretty straightforward, so we’ve been… these numbers are easy to pull. I think that looks good.
208 00:25:03.800 ⇒ 00:25:19.320 Robert Tseng: Yeah, for this, obviously we haven’t made much progress. We have no CTAs, no additional assets that have really been put out. Hannah’s also out this week, so I still expect these numbers to basically be zero throughout this week. So, yeah, this is something that I’m…
209 00:25:19.810 ⇒ 00:25:39.580 Robert Tseng: I… you know, once we are act… you know, we have a couple events coming up, so, like, you know, there will be some opportunity to do this, but, yeah, I think we started off slower than I was expecting in the quarter, in, like, getting… getting up to speed here. Like, it feels like we didn’t actually make any progress, on this run.
210 00:25:39.850 ⇒ 00:25:50.909 Holly Condos: Do we not have signups for the… sorry to interrupt, but we… I thought we had a corral data thing, webinar for 129, or is that still in draft?
211 00:25:51.770 ⇒ 00:25:54.379 Robert Tseng: I don’t know. I haven’t… I haven’t really been…
212 00:25:54.380 ⇒ 00:25:54.699 Holly Condos: you know.
213 00:25:54.700 ⇒ 00:25:57.100 Robert Tseng: hearing anything about it from the team.
214 00:25:59.010 ⇒ 00:26:01.829 Holly Condos: Yeah, because we, again, it must still…
215 00:26:03.210 ⇒ 00:26:09.060 Holly Condos: Must not have been deployed, let me see, oh, sorry, it was superposition.
216 00:26:09.650 ⇒ 00:26:18.150 Holly Condos: And I guess… webinar tentative. So, alright, so that’s still in work, I guess.
217 00:26:21.820 ⇒ 00:26:27.020 Luke Scorziell: And should we be… should, like, relaunching a newsletter be a priority right now?
218 00:26:27.250 ⇒ 00:26:27.750 Luke Scorziell: for…
219 00:26:27.750 ⇒ 00:26:36.330 Robert Tseng: No, I don’t necessarily think so. I think it… like, we can’t just, like, put out a newsletter, like, it has to… I mean, we…
220 00:26:36.490 ⇒ 00:26:45.919 Robert Tseng: I don’t think we’ve put out any content series that directs people into a newsletter. Like, we’ve… I don’t think we’ve learned… we’ve put out enough content to, like… and I don’t think you’ve really…
221 00:26:46.150 ⇒ 00:26:57.220 Robert Tseng: spent enough time thinking about what would people actually want to see in a newsletter from us? Like, I haven’t seen that in any of the, kind of, strategy that you’ve given me. So, like, I wouldn’t just launch it just to launch it, but, like.
222 00:26:57.300 ⇒ 00:27:16.430 Robert Tseng: as far as, like, our… turning our assets into downloadables with landing pages and CTAs, we haven’t done that. And with our events, with Mixpanel, and we have a couple other things, well, there’s no, like, sign-up form that’s been put out yet, so obviously the number is still zero. Yeah, so, like, I… yeah, I think it’s… this is just, like,
223 00:27:16.530 ⇒ 00:27:23.459 Robert Tseng: we’ve been, you know, I feel like we just… we just haven’t really, like, adopted, like, this… this,
224 00:27:23.650 ⇒ 00:27:25.719 Robert Tseng: This part of the…
225 00:27:25.720 ⇒ 00:27:27.759 Luke Scorziell: Of the marketing staff yet.
226 00:27:28.790 ⇒ 00:27:29.390 Luke Scorziell: Figure out.
227 00:27:29.670 ⇒ 00:27:31.760 Luke Scorziell: Because I guess, yeah, what I have…
228 00:27:32.180 ⇒ 00:27:35.080 Luke Scorziell: I think as the, like.
229 00:27:35.540 ⇒ 00:27:43.669 Luke Scorziell: service go-to-market with, like, a specific service motion, like, launches more. I… I’m expecting that we’ll have more,
230 00:27:44.200 ⇒ 00:27:47.379 Luke Scorziell: Or we’ll do, like, a landing page for each service, and…
231 00:27:47.630 ⇒ 00:27:53.269 Luke Scorziell: Maybe we could do, like, a lead magnet, at least. Or we’ll… I mean, we’ll definitely have, like, the case study.
232 00:27:53.530 ⇒ 00:28:01.140 Luke Scorziell: In one pager, but… So I… I think that that will start increasing.
233 00:28:01.140 ⇒ 00:28:01.750 Robert Tseng: Okay.
234 00:28:03.150 ⇒ 00:28:18.289 Robert Tseng: Yeah, so, like, the way I thought about it, like, as you can see in the forecast, which would probably make more sense, just, like, really quickly, so, this isn’t arranged exactly the same way, but marketing qualified leads are leads that are coming out of our content, right? So.
235 00:28:18.370 ⇒ 00:28:25.229 Robert Tseng: Expected, like, our… us to be slow to ramp up in publishing content. I actually thought our engagement would be much higher. Whoa.
236 00:28:27.890 ⇒ 00:28:28.320 Luke Scorziell: So…
237 00:28:28.320 ⇒ 00:28:30.000 Robert Tseng: That number just changed, which…
238 00:28:30.940 ⇒ 00:28:32.989 Luke Scorziell: I… you’re on the forecast, I don’t think.
239 00:28:34.160 ⇒ 00:28:34.770 Robert Tseng: Yeah.
240 00:28:34.930 ⇒ 00:28:42.710 Robert Tseng: That’s weird. I feel like a number just changed without me doing anything, but
241 00:28:42.820 ⇒ 00:28:45.920 Robert Tseng: Okay, well anyway, I can check that later.
242 00:28:46.860 ⇒ 00:28:50.190 Robert Tseng: I pressed undo, and it didn’ it’s weird.
243 00:28:50.350 ⇒ 00:28:52.380 Robert Tseng: Okay, anyway, but…
244 00:28:52.500 ⇒ 00:29:00.580 Robert Tseng: the… what was I saying? Yeah, so content published, like, I was expecting a slow ramp up, I think we’re kind of tracking to what I expected.
245 00:29:00.620 ⇒ 00:29:14.299 Robert Tseng: I expect our engagement to be higher, so I expected us to be kind of engaging with people that were coming, landing on our profile, working with commentaries, so it feels like this is, like, this is the next, like, automation thing that I’m gonna be working on, other than
246 00:29:14.300 ⇒ 00:29:21.350 Robert Tseng: like, building the execGPT so that people can answer questions about ICP. The next thing I’m gonna do is basically to,
247 00:29:21.360 ⇒ 00:29:27.250 Robert Tseng: Well, we couldn’t get, like, the other three coordinators to do, around, like, just…
248 00:29:27.410 ⇒ 00:29:40.849 Robert Tseng: following lead… following the list that I built out in Sales Navigator, making sure that every person that comes to our website or profile, whatever, gets a follow-up. Like, those kind of table stakes, like, are just… our engagement numbers are really low, so, like.
249 00:29:41.450 ⇒ 00:29:47.709 Robert Tseng: yeah, I just expected that to be higher. Of those that we engage with, I think there’s…
250 00:29:48.020 ⇒ 00:29:52.000 Robert Tseng: Yeah, this is just, like, a calculation based off of,
251 00:29:53.090 ⇒ 00:30:01.409 Robert Tseng: kind of, yeah, like, it’s a funnel. Like, external engagement, then people actually kind of engage with us, like, some sort of visitor level of engagement.
252 00:30:01.480 ⇒ 00:30:10.809 Robert Tseng: This kind of helps, like, amplify this section as well, which we are doing well on the visitor engagement-wise. But once they come and actually look at our profile.
253 00:30:10.820 ⇒ 00:30:29.190 Robert Tseng: Like, are they actually finding things to, like, to show higher intent? And that’s where we’re missing… we don’t have anything for them to sign up for, there’s nothing for them to download, so it feels like we’re getting, like, all this visibility, about 300 people a week, and there’s nothing for them to, like, actually express higher intent with us.
254 00:30:29.190 ⇒ 00:30:41.799 Robert Tseng: Unless they, like, route to our website, and then, like, pick from there, which, it’s just a little bit too clunky. So, if I just think from a funnel perspective, bottom of funnel, we’re not converting well, like, we’re not capturing people, and, like,
255 00:30:42.080 ⇒ 00:30:43.380 Robert Tseng: Being able to…
256 00:30:43.420 ⇒ 00:30:59.479 Robert Tseng: this traffic that you guys are driving with the content, we don’t have any for them… anything for them to actually engage with us, and then we’re missing the amplification piece. So, hopefully this helps you to see, like, kind of how I’m thinking… how I see, like, whether or not we’re on track with, all the different
257 00:30:59.480 ⇒ 00:31:03.640 Robert Tseng: Levers that we need to kind of have working together on the marketing side.
258 00:31:05.060 ⇒ 00:31:19.250 Robert Tseng: But, yeah, assuming that works, then those who that do express high intents, this is a function of, yeah, I expect those to basically become marketing-qualified leads. Then there’s, like, some, you know, function of
259 00:31:19.460 ⇒ 00:31:38.449 Robert Tseng: you know, these other kind of buckets that, like, a small percentage of them will also become marketing qualified leads. And, you know, the assumption is that, which Vixel gave us was, like, about a third of these should actually turn into sales-qualified leads. So, you know, obviously, like.
260 00:31:38.600 ⇒ 00:31:51.110 Robert Tseng: well, that’s the vision for, like, how marketing ends up generating leads, that end up becoming SQLs, that end up becoming meetings that we get to book from them. So,
261 00:31:51.740 ⇒ 00:32:01.499 Robert Tseng: Yeah, clearly, we’re not there yet, but hopefully, like, you can kind of see, like, how, I think those different parts should kind of fit together.
262 00:32:02.780 ⇒ 00:32:03.440 Luke Scorziell: Adam.
263 00:32:04.340 ⇒ 00:32:04.900 Robert Tseng: Yeah.
264 00:32:05.650 ⇒ 00:32:12.730 Robert Tseng: Okay, I mean, this is good. It’s good, like, we need to kind of see, like, the real numbers and, like, be honest with kind of where we’re at.
265 00:32:12.970 ⇒ 00:32:24.339 Robert Tseng: I think, and then, obviously, like, kind of by benchmarking it against what I had, like, these assumptions that I’ve made about how things should work, like, we can see, like, what’s breaking, are my assumptions wrong?
266 00:32:24.340 ⇒ 00:32:35.450 Robert Tseng: you know, that’s how we can help drive more focus on, like, what are the other things we need to do. So, kind of… I know we’re maybe going a little bit out of order, but since we’re kind of on this track.
267 00:32:35.630 ⇒ 00:32:37.699 Robert Tseng: On marketing specifically.
268 00:32:37.720 ⇒ 00:32:49.780 Robert Tseng: Yeah, I don’t think the goal for this week is to push out more content, like, we don’t need to, like, get the volume from 5 to 10 immediately. I think we should be focusing on, like, the other parts that are a bit lagging behind. Like.
269 00:32:49.790 ⇒ 00:33:02.290 Robert Tseng: how do we really, like, capture this traffic and drive it more towards things? So, whether it’s, like, making sure that our event sign-up is ready, maybe the content that we’re doing is more, like, targeted, like, anything that we can do to, like.
270 00:33:03.410 ⇒ 00:33:22.199 Robert Tseng: like, to… to add some of these pieces, like, I’m not expecting all of them to turn on this week, but, like, hopefully, you know, you see that I think we’re actually doing alright, like, here. Like, this is better than expected in terms of engagement, which probably means that my assumptions here are way too aggressive. Like, we’re not…
271 00:33:22.370 ⇒ 00:33:35.279 Robert Tseng: like, this… this ratio probably needs to be a lot, more drastic. Like, there’s a lot of… there’s a lot more passive people than I expect. Even, what, what is this, 15 out of… like, 10% or 10% of
272 00:33:35.280 ⇒ 00:33:46.469 Robert Tseng: visitors actually expressing high intents, that seems probably way too high, like, so I, you know, this signals to me that I need to adjust my assumptions as well, of the people
273 00:33:46.490 ⇒ 00:33:53.259 Robert Tseng: But then I also am like, I don’t know if that’s true. Maybe it’s just they haven’t had the opportunity. Like, we don’t have these different…
274 00:33:54.530 ⇒ 00:34:13.900 Robert Tseng: opportunities for them to engage, so even now, I’m like, I’m a little bit stuck. Like, I don’t know, is it because that, like, 10% is too aggressive an assumption, or is it just because we don’t have any of these options for them? And, like, if we actually had these, we would actually get to 10%, at least. I can’t answer that question right now, so…
275 00:34:13.900 ⇒ 00:34:22.519 Robert Tseng: I think that’s… that’s kind of maybe something we can discuss, later on, and… and kind of plan for, like, in our… in our… in our stand-ups.
276 00:34:23.489 ⇒ 00:34:24.929 Luke Scorziell: Yeah, yeah.
277 00:34:25.219 ⇒ 00:34:29.069 Luke Scorziell: What do you think would be, like, a good, maybe first easy win?
278 00:34:29.879 ⇒ 00:34:31.599 Luke Scorziell: On the, like.
279 00:34:32.349 ⇒ 00:34:38.129 Luke Scorziell: just getting something on the profile, like, like, I mean, if we’re launching the Edge Activation Service, maybe I can make, like, a… Yeah.
280 00:34:38.239 ⇒ 00:34:40.059 Luke Scorziell: PDF around that or something?
281 00:34:40.060 ⇒ 00:34:51.029 Robert Tseng: Yep, yep, I think that’s… that’s a good one. Like, that one’s easy, that’s a… that’s a content, you know, campaign that you can test around a service line, so that’ll hit both solution and service.
282 00:34:51.050 ⇒ 00:35:06.179 Robert Tseng: Yeah, with that, you should be able to get at least a lead magnet download, some PDF out of it, or, like, you know, a link to a land… maybe… and or, like, a custom landing page link, for them to sign up.
283 00:35:06.180 ⇒ 00:35:11.120 Robert Tseng: to book a meeting if they want to talk to us more, right? So, like, I kind of view that as, like.
284 00:35:11.270 ⇒ 00:35:19.460 Robert Tseng: from that one campaign that you’re deploying, we should at least have two of these things, right? And then obviously, like, the mixed panel side, I think.
285 00:35:19.720 ⇒ 00:35:30.599 Robert Tseng: I don’t know if we’re launching the… I don’t think we probably push out the sign-up link today, or this week. It probably will come the next week, but then, you know, once that comes, that’ll be another one, right?
286 00:35:30.600 ⇒ 00:35:38.710 Luke Scorziell: And the mixed panel is, like, I mean, we’re kind of aiming for a small event, right? Like, 30, 20, 30 people? And is it… is it invite only, or is it…
287 00:35:39.170 ⇒ 00:35:57.719 Robert Tseng: Yeah, that’s invite-only, but what I think we would… what we could do is, we keep it invite-only, but we should promote that we are doing that, event, and we should maybe host, like, a more open webinar, like, a couple weeks before that’s just us. So, like, I think… I can show you an example, Luke, of, like.
288 00:35:58.210 ⇒ 00:36:13.149 Robert Tseng: basically, it’s just a way to, like, use, like, a small exclusive event where you’re like, oh, I’m looking forward to, like, doing this, like, really exclusive thing with this group of people, but, like, hey, like, to the rest of my broader network, like, here’s, like.
289 00:36:13.160 ⇒ 00:36:24.850 Robert Tseng: We’ll do a webinar and talk about, like, some of the things that we’re interested in discussing. That’s a way to kind of source ideas from the network in terms of, like, what people are thinking about.
290 00:36:24.850 ⇒ 00:36:33.379 Robert Tseng: And then also just to see, like, who else would have been interested in this, but they’re just, like, not in Austin. And, like, maybe it’ll give us signal that, like.
291 00:36:33.380 ⇒ 00:36:50.249 Robert Tseng: hey, we’re getting people out of New York, LA, and, like, maybe we can use that to go back to Mixpanel and be like, look, you know, we did this webinar thing on our own, and, you know, here’s another event. Yeah, and, like, we have, like… I think that’s just the momentum we need to create with partners, like, it has to…
292 00:36:50.280 ⇒ 00:36:56.250 Robert Tseng: As we’re planning for the thing that we have, like, we need to, like, start also nudging them on the next one as well.
293 00:36:56.600 ⇒ 00:36:57.240 Holly Condos: Right.
294 00:36:57.620 ⇒ 00:36:58.190 Robert Tseng: Yeah.
295 00:36:58.610 ⇒ 00:36:59.100 Luke Scorziell: And…
296 00:36:59.100 ⇒ 00:37:05.909 Holly Condos: This particular MixPanel one, though, is… is both companies… Putting together the invite list.
297 00:37:06.210 ⇒ 00:37:07.710 Holly Condos: This particular one.
298 00:37:07.990 ⇒ 00:37:08.560 Robert Tseng: Yeah.
299 00:37:09.810 ⇒ 00:37:15.690 Luke Scorziell: Okay. Would it… I mean, just, I guess, while we’re here ideating a little bit, but.
300 00:37:15.690 ⇒ 00:37:16.320 Robert Tseng: Yeah.
301 00:37:16.320 ⇒ 00:37:24.609 Luke Scorziell: Like, if we did, like, a content series, like, I don’t know, once a week, how to post about Mixpanel for the next few weeks leading up to that event, would that make sense?
302 00:37:24.960 ⇒ 00:37:26.839 Robert Tseng: Yeah, I think that’d be great, yeah.
303 00:37:27.220 ⇒ 00:37:27.790 Luke Scorziell: Kinda.
304 00:37:31.900 ⇒ 00:37:41.490 Luke Scorziell: Because then, like, I’m kind of think… my gut instinct is that on that content pipeline thing, like, a category that I might like to see is literally just, like, how much are we posting about our partners?
305 00:37:42.650 ⇒ 00:37:44.629 Robert Tseng: Yeah, they want to do something that’s just partner.
306 00:37:45.040 ⇒ 00:37:47.099 Luke Scorziell: You think so. Like this? Okay.
307 00:37:47.610 ⇒ 00:37:50.810 Luke Scorziell: Yeah, like, I… because it’d just be interesting of, like, if…
308 00:37:51.480 ⇒ 00:37:58.159 Luke Scorziell: I don’t know how the partners feel about us posting, about, like, does it feel like you’re cheating on the partners if you’re always posting about other partners, or is it…
309 00:37:58.160 ⇒ 00:38:07.120 Holly Condos: No, I think that is… that’s in our top 5 as far as, you know, discussion topics go, is promoting them.
310 00:38:07.420 ⇒ 00:38:08.280 Holly Condos: Right?
311 00:38:08.460 ⇒ 00:38:09.040 Holly Condos: And…
312 00:38:09.040 ⇒ 00:38:09.440 Luke Scorziell: Yeah.
313 00:38:09.440 ⇒ 00:38:13.070 Holly Condos: At least of the group that we’re working with now, they’re receptive to it.
314 00:38:13.860 ⇒ 00:38:14.590 Luke Scorziell: Okay.
315 00:38:14.890 ⇒ 00:38:18.530 Luke Scorziell: Yeah, I mean, and holly, this is something I…
316 00:38:18.680 ⇒ 00:38:21.460 Luke Scorziell: just an idea I threw at a good time, but just…
317 00:38:21.650 ⇒ 00:38:32.050 Luke Scorziell: Even, like, if we did a video, like, a customer testimonial video at some point that was kind of, like, Brainforge… Yes. …in combination with, whatever partner, and maybe we could get the partner to pay for it.
318 00:38:32.780 ⇒ 00:38:34.320 Holly Condos: Yes, absolutely.
319 00:38:34.710 ⇒ 00:38:38.000 Luke Scorziell: Okay. Yeah, I would love to talk to both you about that, because I’ve got ideas.
320 00:38:38.000 ⇒ 00:38:38.480 Holly Condos: Bye.
321 00:38:38.480 ⇒ 00:38:41.100 Luke Scorziell: Team that could do that, and then be super dope.
322 00:38:41.640 ⇒ 00:38:50.219 Holly Condos: Yeah, I think that is a good follow-on to, again, some of the initial discussions that we’ve had with partners recently, is
323 00:38:50.560 ⇒ 00:38:55.930 Holly Condos: You know, doing that sort of promotion, but… With a case study.
324 00:38:56.660 ⇒ 00:38:57.010 Luke Scorziell: Yeah.
325 00:38:57.010 ⇒ 00:39:02.499 Holly Condos: And then, you know, them saying… or them being… Able to pay for it.
326 00:39:03.070 ⇒ 00:39:08.810 Holly Condos: That has been part of the discussions that we’ve initially had, so it… this would be a great follow-on to that.
327 00:39:09.570 ⇒ 00:39:13.590 Holly Condos: Oh, yeah. Well, maybe you and I can meet on that, because I would love to pick your brain more on that.
328 00:39:13.840 ⇒ 00:39:14.990 Holly Condos: Absolutely. Yeah.
329 00:39:14.990 ⇒ 00:39:17.370 Robert Tseng: Can you bring Cheshu into that call, too?
330 00:39:17.910 ⇒ 00:39:18.470 Luke Scorziell: Yeah.
331 00:39:18.780 ⇒ 00:39:36.510 Robert Tseng: Yeah, I think he just joined the call a few minutes ago, so, yeah, I know you just jumped into the thick of it, but yeah, basically, yeah, the team’s just brainstorming some things around, like, more partner activation we can do. Yeah, I just kind of want you to get some context from them as they’re discussing it.
332 00:39:36.900 ⇒ 00:39:39.019 Sheshu Chandrasekar: Yeah, no, thank you for including me in there.
333 00:39:39.710 ⇒ 00:39:40.430 Robert Tseng: Okay.
334 00:39:40.620 ⇒ 00:39:41.430 Robert Tseng: Cool.
335 00:39:42.960 ⇒ 00:39:47.539 Robert Tseng: Yeah, I guess, Shishi, when you jumped in, like, where… where did you jump in at? Like, it… I don’t know if you.
336 00:39:47.540 ⇒ 00:39:52.809 Sheshu Chandrasekar: I heard… I heard newsletter, and that’s exactly, yeah.
337 00:39:52.810 ⇒ 00:39:53.180 Robert Tseng: Okay.
338 00:39:53.180 ⇒ 00:39:59.960 Sheshu Chandrasekar: I also do have some experience building out newsletter content, but I know that it’s a… a bit of a high…
339 00:40:00.180 ⇒ 00:40:05.150 Sheshu Chandrasekar: high ask in that sense, like, it’s a lot more time intensive, so… Definitely.
340 00:40:06.170 ⇒ 00:40:07.710 Robert Tseng: Okay, great.
341 00:40:08.000 ⇒ 00:40:12.950 Robert Tseng: Alright, so I will…
342 00:40:13.730 ⇒ 00:40:25.899 Robert Tseng: try to get back on agenda. I think we kind of talked about campaign prioritization a bit. Staffing stuff, like, I already kind of introduced, like, Shishu’s already going to come help… help on some things,
343 00:40:26.180 ⇒ 00:40:38.940 Robert Tseng: Yeah, especially, like, the partner motion, as we’re, like, describing, like, it’s a lot more broad than this GTM stuff. Like, my goal is to, like, be able to basically automate as much of the,
344 00:40:39.250 ⇒ 00:40:48.320 Robert Tseng: like, the go-to-market BDR, like, AE stuff that, like, we’ve been trying to, like, get a coordinator to do, but, like, I’m just kinda…
345 00:40:48.750 ⇒ 00:40:57.090 Robert Tseng: you know, we’re just gonna get that… get that through. I feel like I know the… I know the channels pretty well, like, I could… I feel like I could… I can build a lot of that.
346 00:40:57.200 ⇒ 00:41:11.480 Robert Tseng: And then, like, on the partner side, I feel like there’s just more discovery. There’s, like, there’s a lot more ground to cover, so having Sheshu, who’s kind of… he’s kind of come in, and he’s running ops for us now, but, like, also kind of spend some time, like.
347 00:41:11.490 ⇒ 00:41:20.079 Robert Tseng: learning all the different partner levers as well, so that we can… we can be pushing on all the fronts that we need to. I just feel like we gotta be…
348 00:41:20.340 ⇒ 00:41:27.960 Robert Tseng: we gotta have our hands in many places on the partner side to drive momentum. So that’s kind of why he’s… he’s gonna be, supporting there.
349 00:41:28.720 ⇒ 00:41:32.260 Robert Tseng: Great.
350 00:41:33.630 ⇒ 00:41:37.710 Robert Tseng: Okay, as far as, like, yeah, we should spend some time on, like.
351 00:41:38.540 ⇒ 00:41:44.309 Robert Tseng: Lost deals, I don’t know if we really covered that this time. I don’t really know if there’s that much to say.
352 00:41:44.470 ⇒ 00:41:52.939 Robert Tseng: But, let’s see… Yeah, this lost deal, deal stalled, added,
353 00:41:54.820 ⇒ 00:42:09.989 Robert Tseng: Yeah, I guess there’s more than one. Utam kind of chimed in a bit on Slack. I actually don’t feel like we need to cover this every week, like, I, you know, at least not right now. Like, it’s not like, that many deals are falling out of the pipeline. So, maybe we skip that again for this week. But,
354 00:42:10.340 ⇒ 00:42:15.110 Robert Tseng: By next week, it’ll be the end of the month, so we could do a recap on a monthly… on the month.
355 00:42:16.100 ⇒ 00:42:21.660 Robert Tseng: Okay, great. And then, yeah, I…
356 00:42:23.440 ⇒ 00:42:31.960 Robert Tseng: Yes, on the delivery side, yeah, that’s… this is my bad. I didn’t update my… my numbers. Like I said, I think we have, like, 2.
357 00:42:32.760 ⇒ 00:42:38.620 Robert Tseng: Yeah, and, like, I think this’ll continue to hold at, like, at least one or two every week.
358 00:42:38.800 ⇒ 00:42:39.990 Robert Tseng: We’ve just…
359 00:42:40.530 ⇒ 00:42:50.870 Robert Tseng: Yeah, I think the delivery side is great. Like, we’re getting… it’s moving a lot faster than we thought in terms of adding new opportunities. So I’m not too concerned about that.
360 00:42:51.160 ⇒ 00:42:59.929 Robert Tseng: All right, now let’s just kind of spend the rest of the time discussing, kind of, just, like, action plans for, like, every… every person go around, kind of share
361 00:43:00.600 ⇒ 00:43:10.430 Robert Tseng: up to 3 bets that you’re making for this week. Yeah, what’s top of mind for you? Like, it’s not, like, a time to, like, go back on tickets and stuff, but, like.
362 00:43:10.570 ⇒ 00:43:26.129 Robert Tseng: yeah, like, you know, assuming that you’re… nobody is, you know, like, you don’t get derailed by some ad hoc requests or something else that comes up, like, what… what are you looking to achieve, this week? And then we’ll do a recap at the end of the week, like we did last week.
363 00:43:32.940 ⇒ 00:43:36.140 Luke Scorziell: I can start, if that makes sense to. Yeah. Okay.
364 00:43:38.120 ⇒ 00:43:43.680 Luke Scorziell: Yeah, I mean, I think the biggest bet that I’m going on right now is, just getting the edge activation.
365 00:43:43.810 ⇒ 00:43:48.189 Luke Scorziell: service deck out, or not, not the deck, but getting the campaign out with Ricoh.
366 00:43:48.580 ⇒ 00:43:54.180 Luke Scorziell: And then the content campaign kind of playing in parallel play with that?
367 00:43:54.370 ⇒ 00:43:56.320 Luke Scorziell: So that’s…
368 00:43:57.310 ⇒ 00:44:08.029 Luke Scorziell: I think gonna be really interesting to me, because then I’m… I’m just scheduled a meeting with, Dave Milade to talk tomorrow about then doing a dbt service deck, so I think just, like, seeing how that goes.
369 00:44:08.260 ⇒ 00:44:14.289 Luke Scorziell: On the edge detectivation side will be really interesting, to see how we can, like, maybe keep doing that motion.
370 00:44:14.630 ⇒ 00:44:19.190 Luke Scorziell: And then, yeah, I think just based on this conversation.
371 00:44:19.540 ⇒ 00:44:25.610 Luke Scorziell: Getting some of the, like, bottom of funnel, landing page lead magnets,
372 00:44:25.980 ⇒ 00:44:28.529 Luke Scorziell: Out is gonna be important, and then,
373 00:44:28.710 ⇒ 00:44:31.230 Luke Scorziell: I’m still, like, putting together the content.
374 00:44:31.360 ⇒ 00:44:33.490 Luke Scorziell: Like, ideally, I’d like to have a content
375 00:44:33.730 ⇒ 00:44:36.640 Luke Scorziell: Outline for a couple of weeks, so that we can just…
376 00:44:36.950 ⇒ 00:44:48.999 Luke Scorziell: Like, we don’t have to think about it, every week and try to figure out what to post day of, or day before, or whatever, but we just kind of have, like, we’re gonna post about this partner this day, this partner this day, and… so…
377 00:44:49.980 ⇒ 00:44:55.420 Luke Scorziell: Yeah, the service decks, launching that campaign, will kind of be my first experiment there.
378 00:44:55.940 ⇒ 00:45:01.850 Luke Scorziell: And then the landing pages, and, deliver.
379 00:45:01.990 ⇒ 00:45:05.160 Luke Scorziell: But… Yeah.
380 00:45:05.400 ⇒ 00:45:09.939 Luke Scorziell: So… Yeah, on the content… content series.
381 00:45:10.300 ⇒ 00:45:25.579 Robert Tseng: Great. We didn’t talk about this last time, but, like, risks as well. I think a risk is something… it can be related to the bet that you’re making, something that would stop you from getting… achieving it this week, or, like, yeah, maybe you’re just, like, paying attention to something else that’s just, like.
382 00:45:25.580 ⇒ 00:45:26.100 Luke Scorziell: Yeah.
383 00:45:26.100 ⇒ 00:45:31.999 Robert Tseng: Because, yeah, some things just need some time to breathe, and so, like, what… like, what else are you… are you… are you looking at?
384 00:45:32.860 ⇒ 00:45:34.180 Luke Scorziell: Yeah, I think risk…
385 00:45:34.880 ⇒ 00:45:49.119 Luke Scorziell: I mean, I still just have in the back of my mind with the edge activation thing, like, what is… what are people… what’s the response gonna be when we kind of go out with that, and is that something that is gonna, like, look bad for us?
386 00:45:49.390 ⇒ 00:45:56.240 Luke Scorziell: Or can we kind of, like, frame it in a way that, works? So I think that’s… that’s a risk that’s definitely on the back of my head.
387 00:45:57.900 ⇒ 00:45:58.510 Robert Tseng: Yeah.
388 00:45:58.720 ⇒ 00:46:01.180 Luke Scorziell: I think, like, the Vixel…
389 00:46:01.390 ⇒ 00:46:07.369 Luke Scorziell: presentation, I think there’s a risk of, like, okay, like, I think I just need to, like, get it done.
390 00:46:07.600 ⇒ 00:46:12.389 Luke Scorziell: not really think about it too much. Or, like, it’s important, I think, but I don’t know that it’s, like, a…
391 00:46:13.340 ⇒ 00:46:20.060 Luke Scorziell: you know, massive needs to be a priority, but I… obviously, I know that the relationship with them is important, so I don’t want to do anything that would, like.
392 00:46:20.520 ⇒ 00:46:23.270 Luke Scorziell: So, yeah, I think the risk there is,
393 00:46:24.280 ⇒ 00:46:27.390 Luke Scorziell: Like, kind of, if that becomes a sinkhole of, like, too much time.
394 00:46:28.460 ⇒ 00:46:29.090 Robert Tseng: Yeah.
395 00:46:29.290 ⇒ 00:46:30.570 Luke Scorziell: And then…
396 00:46:35.280 ⇒ 00:46:37.960 Luke Scorziell: Yeah, I think other risk is,
397 00:46:38.670 ⇒ 00:46:41.730 Luke Scorziell: Just, like we talked about last week, getting too caught up in the…
398 00:46:41.910 ⇒ 00:46:51.749 Luke Scorziell: like, needing to learn everything, and not just, like, actioning, and kind of, like… like, even at the call with Derek last week, it was, like, jumping on the call with him, I learned a lot more, I think, than if I just…
399 00:46:51.750 ⇒ 00:46:52.390 Robert Tseng: Yeah.
400 00:46:52.610 ⇒ 00:46:55.020 Luke Scorziell: Kind of stayed stuck in my bubble.
401 00:46:55.150 ⇒ 00:47:01.820 Luke Scorziell: trying to, like, learn everything about whatever random services come to mind, so I think, like, a priority, too, for me is I’d love to get
402 00:47:02.400 ⇒ 00:47:08.250 Luke Scorziell: like, obviously trying to get on more of those calls by launching campaigns, but just as many of those calls as they can get on, I think the better.
403 00:47:08.250 ⇒ 00:47:18.550 Robert Tseng: Yeah, I’m like, after that call, I’m trying to bring you in, like, when I come to LA on Friday, we’ll probably try to go meet someone together, and yeah, like, I’ll try to bring you on to more calls, yeah.
404 00:47:19.090 ⇒ 00:47:19.730 Luke Scorziell: Sweet.
405 00:47:19.910 ⇒ 00:47:23.729 Luke Scorziell: Yeah, it’s like… Put me in, coach. That was fun.
406 00:47:24.130 ⇒ 00:47:26.230 Robert Tseng: Okay, cool.
407 00:47:27.070 ⇒ 00:47:28.600 Robert Tseng: Alright, next.
408 00:47:28.900 ⇒ 00:47:30.050 Robert Tseng: Maybe Ryan?
409 00:47:31.510 ⇒ 00:47:34.120 Ryan Brosas: Yep, sure. So, yeah.
410 00:47:34.250 ⇒ 00:47:45.539 Ryan Brosas: So, as you tagged us, last Friday for our, like, analysis, I think, this deconstruct thing would affect content.
411 00:47:46.010 ⇒ 00:48:04.839 Ryan Brosas: how do we reflect, that, content that works well to our content that we want to push? I think that is my, whole week, or the, applying all those, those variables to our content.
412 00:48:05.050 ⇒ 00:48:22.669 Ryan Brosas: I think that’s my focus this week, and also, like, HubSpot, adding automation, like, stack form, data stuff that also need migrating from… for the dashboard that we have, and to the new properties that we set.
413 00:48:22.800 ⇒ 00:48:33.839 Ryan Brosas: And then, the partnership event template that Utam requested, I think that’s pretty much the tree, bets that I’m going… I’m going to focus on.
414 00:48:33.960 ⇒ 00:48:43.369 Ryan Brosas: And there is, I think, ad hoc that sparked my interest more. So, yeah, that would be my, risk.
415 00:48:47.480 ⇒ 00:48:50.170 Robert Tseng: Wait, sorry, what was the risk? It was, like.
416 00:48:50.170 ⇒ 00:49:01.399 Ryan Brosas: Yeah, I think ad hocs that, sparked my interest, because something, for example, like, it’s a automation, I would be much more focusing that more than, than.
417 00:49:01.400 ⇒ 00:49:02.279 Robert Tseng: Oh, I see, I see.
418 00:49:02.280 ⇒ 00:49:02.870 Ryan Brosas: that.
419 00:49:02.990 ⇒ 00:49:10.570 Ryan Brosas: that, it… well, I enjoy, like, connecting, like, the flow and the action.
420 00:49:10.710 ⇒ 00:49:18.459 Ryan Brosas: That’s why I love, automation more. That’s why, the risk is… High on that.
421 00:49:18.870 ⇒ 00:49:24.929 Robert Tseng: Okay, got it. Sorry, what was the migration piece that you described? What is that?
422 00:49:24.930 ⇒ 00:49:25.510 Ryan Brosas: Yeah, I…
423 00:49:25.510 ⇒ 00:49:28.669 Robert Tseng: You’re updating the default links, or what… what was that?
424 00:49:28.670 ⇒ 00:49:38.689 Ryan Brosas: Yeah, the… the… well, we did some, consolidation before, well, last week, that we want to consolidate, like, re… getting the…
425 00:49:38.690 ⇒ 00:49:52.239 Ryan Brosas: the properties of, like, the deal sources to a much more consolidated choices. So, I need to migrate all of those, all the previous, dependent
426 00:49:52.370 ⇒ 00:50:01.229 Ryan Brosas: Dashboard… dashboard, stuff that is dependent on those, previous properties to the new, source.
427 00:50:01.340 ⇒ 00:50:05.369 Ryan Brosas: the new properties for, for HubSpot.
428 00:50:06.770 ⇒ 00:50:11.480 Robert Tseng: Got it. Honestly, I wouldn’t worry too much about doing that,
429 00:50:11.610 ⇒ 00:50:19.350 Robert Tseng: I mean, if it’s helpful for you as you’re pulling data for this meeting, but, like, I’m not really looking at HubSpot dashboards anymore. I’m, like, only really looking at this, so…
430 00:50:19.350 ⇒ 00:50:19.790 Ryan Brosas: Oh, okay.
431 00:50:20.750 ⇒ 00:50:24.999 Robert Tseng: So yeah, like, I… I would put that on the back burner, if you, like, don’t need to do that, yeah.
432 00:50:25.000 ⇒ 00:50:25.610 Ryan Brosas: Okay, definitely.
433 00:50:25.610 ⇒ 00:50:33.549 Robert Tseng: Like, that was kind of like, you can… you can… there’s no rush to do it this week, you can… it’s a low priority thing, like, you could do bits and pieces of it over time. Yeah.
434 00:50:35.590 ⇒ 00:50:37.400 Ryan Brosas: Yeah, that’s, that is noted.
435 00:50:37.980 ⇒ 00:50:39.020 Robert Tseng: Okay, great.
436 00:50:39.270 ⇒ 00:50:41.579 Robert Tseng: Cool, alright, let’s go to Rico?
437 00:50:47.020 ⇒ 00:50:53.280 Rico Rejoso: Alright, yes, for me… Sorry, this week.
438 00:50:53.820 ⇒ 00:51:06.800 Rico Rejoso: So the test line up for me, first would be the Edge 2 activation campaign, work with Luke, first was the adding leads on Sales Nav, and, the outreach campaign, and probably creating an SOP around it.
439 00:51:07.160 ⇒ 00:51:12.950 Rico Rejoso: Yeah, those were the… Tasks I have, and I guess for the risk, it’s just dependency whether
440 00:51:13.250 ⇒ 00:51:24.260 Rico Rejoso: Some details, for the campaign will be reviewed and approved, because, it could be delayed depending on when would it be approved for.
441 00:51:24.980 ⇒ 00:51:27.819 Robert Tseng: Yeah, yeah, that’s right. Okay. Yeah, I…
442 00:51:27.950 ⇒ 00:51:43.780 Robert Tseng: And you guys send me reviews. I kind of bucket… I batch my reviews, I review all the client stuff that I get from the delivery team in the mornings, and then I review all the sales stuff, if I get to it in the evening. So, that’s kind of typically what you would expect from me, so…
443 00:51:44.580 ⇒ 00:51:53.219 Robert Tseng: Yeah, if you send me something, like, early in the morning, I usually won’t get to it until towards the end of the day, unless it’s, like, super urgent, then you can just ping me.
444 00:51:54.080 ⇒ 00:51:55.009 Rico Rejoso: Got a disc.
445 00:51:55.250 ⇒ 00:52:00.549 Rico Rejoso: We’ll definitely, direct those questions to Luke, maybe Luke can follow up with that, since there’s a.
446 00:52:00.550 ⇒ 00:52:00.920 Robert Tseng: Okay.
447 00:52:00.920 ⇒ 00:52:02.009 Rico Rejoso: Handled by Luca.
448 00:52:03.070 ⇒ 00:52:06.970 Luke Scorziell: Yup, as much as I can… can answer, so…
449 00:52:07.960 ⇒ 00:52:09.080 Robert Tseng: Okay, great.
450 00:52:09.570 ⇒ 00:52:14.859 Robert Tseng: And then, great, last, last but not least, but, Holly, do you have… do you want to give a… give your piece?
451 00:52:14.860 ⇒ 00:52:21.340 Holly Condos: Sure. Yeah, big push for this week are, Snowflake,
452 00:52:21.530 ⇒ 00:52:34.469 Holly Condos: MixedPanel, Contextual, and Telezma. So, Snowflake, I’m trying to get us, a spot to speak at Summit. I started that push on Friday, they’re out today.
453 00:52:34.840 ⇒ 00:52:45.139 Holly Condos: We’re looking to finish the certs and accreditation requirements that we need for the AI Data Cloud designation by the end of the month.
454 00:52:45.610 ⇒ 00:52:50.490 Holly Condos: I’ll be working with UTAM on creating some account lists
455 00:52:50.640 ⇒ 00:52:56.700 Holly Condos: for, the sales reps, we met with one of Utam’s friends, who’s a Microsoft
456 00:52:57.160 ⇒ 00:53:06.419 Holly Condos: partner exec last week, and so we have some action items that were ideas for us to kind of push forward with, Snowflake.
457 00:53:06.860 ⇒ 00:53:17.860 Holly Condos: Also included in that list is a one-pager explaining Brainforge’s three whys, you know, why a customer should use us. Luke, I’ll probably come to you to work on that.
458 00:53:18.180 ⇒ 00:53:19.080 Holly Condos: Yeah, that’s.
459 00:53:19.080 ⇒ 00:53:19.720 Luke Scorziell: Great.
460 00:53:20.550 ⇒ 00:53:21.840 Holly Condos: And…
461 00:53:22.580 ⇒ 00:53:40.889 Holly Condos: well, we have some other stuff, but it’s going to take longer. So, yeah, that’s for Snowflake. Mixed panel, I think we’ve kind of touched on. We’ll be pushing forward on, getting and gathering the things that we need to put together for the event in February.
462 00:53:41.170 ⇒ 00:53:44.680 Holly Condos: Teleisma…
463 00:53:45.440 ⇒ 00:53:51.359 Holly Condos: Tends to go a little bit slow, but we do have the joint capability stack in hand,
464 00:53:51.490 ⇒ 00:54:01.799 Holly Condos: The team has made some comments on that, and they needed to cancel their sink last week because of a holiday in India, so we’ll be picking that back up this week.
465 00:54:02.460 ⇒ 00:54:12.380 Holly Condos: Also looking to push more on some of our internal higher ed leads. I have a Notion doc working, which I’ve now shared with Gregory.
466 00:54:12.500 ⇒ 00:54:21.330 Holly Condos: And he’s going to add to that, and Robert, I want to pull in the couple that you still think you have, so that we have the one working Notion doc.
467 00:54:23.860 ⇒ 00:54:33.050 Holly Condos: on contextual, we got a little bit behind on the demo, the insurance demo. I think Gabe had backburnered it, but…
468 00:54:33.470 ⇒ 00:54:40.679 Holly Condos: That’s back on track, and then we do have the legal framework that we’re gonna need Gabe to also create a demo for.
469 00:54:40.940 ⇒ 00:54:48.600 Holly Condos: those are the three major, or 4 major, partners I’ll be pushing on for this week. I think risk-wise.
470 00:54:49.000 ⇒ 00:55:01.430 Holly Condos: Certainly with, with, Snowflake, it’s just, you know, it’s the typical hitting the hyperscaler wall, right? Who are you? How can we help you? What have you brought for us? What are you doing for us?
471 00:55:01.620 ⇒ 00:55:05.570 Holly Condos: I do think we have some traction with the partner leads, so…
472 00:55:05.740 ⇒ 00:55:11.640 Holly Condos: We’re just gonna keep nurturing that, and then work with some other sales reps with,
473 00:55:11.850 ⇒ 00:55:23.000 Holly Condos: with what I talked about earlier. The risk for, I think, contextual is just, again, that, you know, it takes Gabe longer to put the video together than
474 00:55:24.130 ⇒ 00:55:37.819 Holly Condos: he might think it does, but at least he’s got the insurance one under his belt, so we want to roll that out with contextual. To Lisma, I think I mentioned, we just… I don’t think there’s a lot of risk there, we just need to keep moving forward.
475 00:55:38.870 ⇒ 00:55:40.130 Robert Tseng: Okay, got it.
476 00:55:41.970 ⇒ 00:55:58.610 Robert Tseng: Great, yeah, I think, I think more and more we will, like, narrow our focus on the partner side, and, like, I understand we have this tracker. This is just, like, I just need to see everything that is active. Then the next step is really, Shishi’s gonna come and he’s gonna clean this up. A lot of this stuff is, like, not necessary for
477 00:55:58.840 ⇒ 00:56:10.039 Robert Tseng: this is, like, really more adapted for, like, a strategic accounts list, so it needs to be kind of updated to partners. So, I mean, I think, yeah, Shishi, if you can grab time with Holly and just, like.
478 00:56:10.310 ⇒ 00:56:17.879 Robert Tseng: But I mean, yeah, I’ll let you kind of think about how you want to, like, basically streamline this.
479 00:56:18.210 ⇒ 00:56:35.759 Robert Tseng: But yeah, this pipeline stages and everything, which I just kind of built this for, like, bigger accounts that we were… this was pre-HubSpot, before we were trying to track them. But as you can see, like, there’s a lot of different touchpoints with a partner, even after they’ve agreed to be a partner to us, like.
480 00:56:35.810 ⇒ 00:56:54.840 Robert Tseng: yeah, to really get to a place where it’s a productive partnership, and they’re passing us leads, we’re throwing event, whatever, but I think, yeah, I just want you to kind of get a sense of, like, all the different things that Holly pushes on, so that you can kind of work, or you can kind of organize it, and whether or not you stay in this Google Sheet system.
481 00:56:54.840 ⇒ 00:57:13.960 Robert Tseng: or, or something else, like, yeah, I think that’s kind of what I would like to get from you. So, you’re really just doing, like, a discovery with Holly, so we can see, like, what tools and systems that we need to kind of build to support… support on the partnership side.
482 00:57:14.710 ⇒ 00:57:18.699 Sheshu Chandrasekar: Gotcha, yeah, not a problem. Holly, I will grab some time tomorrow on your calendar.
483 00:57:18.700 ⇒ 00:57:19.200 Holly Condos: Sounds great.
484 00:57:19.200 ⇒ 00:57:25.340 Sheshu Chandrasekar: just to confirm here, so you’re no longer using HubSpot, and if not, is all the data from HubSp.
485 00:57:25.340 ⇒ 00:57:27.580 Holly Condos: No, I’m doing both. I’m updating both.
486 00:57:27.580 ⇒ 00:57:28.240 Sheshu Chandrasekar: Oh, you’re doing both?
487 00:57:28.240 ⇒ 00:57:29.740 Holly Condos: and HubSpot.
488 00:57:29.740 ⇒ 00:57:30.260 Sheshu Chandrasekar: Okay.
489 00:57:30.560 ⇒ 00:57:32.140 Holly Condos: Yeah, I’ve made a number of…
490 00:57:32.450 ⇒ 00:57:37.590 Holly Condos: updates today, but, as I… as I mentioned to Ryan.
491 00:57:38.150 ⇒ 00:57:45.819 Holly Condos: Some of the entry… or some of the accounts for the partnerships are not bringing in
492 00:57:46.180 ⇒ 00:58:00.690 Holly Condos: updates from either Slack or email, so I just made some notes, but, you know, I think that’s something we need to… if we’re going to use HubSpot, we need to make sure that we’re integrated across all the tools, because I just made manual notes today.
493 00:58:01.600 ⇒ 00:58:06.420 Sheshu Chandrasekar: Gotcha, and all the manual notes are, I’m assuming, in the spreadsheet right here, or in HubSpot?
494 00:58:06.730 ⇒ 00:58:07.640 Holly Condos: Both.
495 00:58:08.090 ⇒ 00:58:09.569 Sheshu Chandrasekar: Both, okay, got it.
496 00:58:10.100 ⇒ 00:58:13.970 Holly Condos: I made manual notes in a HubSpot, sorry, I wasn’t clear, today.
497 00:58:14.110 ⇒ 00:58:22.210 Holly Condos: For those partnerships that are not pulling either, email or Slack updates.
498 00:58:23.340 ⇒ 00:58:24.630 Holly Condos: Does that make sense?
499 00:58:24.870 ⇒ 00:58:26.149 Sheshu Chandrasekar: Yeah, that makes sense now.
500 00:58:26.280 ⇒ 00:58:28.270 Holly Condos: Okay, I can walk you through it, I can show you what I mean.
501 00:58:28.270 ⇒ 00:58:34.770 Sheshu Chandrasekar: Yeah. No, and can I also get a link to this by any chance? I don’t know if I’m shared to the spreadsheet.
502 00:58:34.770 ⇒ 00:58:42.259 Robert Tseng: Did just share this to you, but, yeah, I guess… Oh, perfect. Yeah, maybe via email you’ll get a notification.
503 00:58:43.330 ⇒ 00:58:45.009 Sheshu Chandrasekar: Okay, sounds good.
504 00:58:45.840 ⇒ 00:58:49.330 Luke Scorziell: Holly, I guess we could talk about this,
505 00:58:49.740 ⇒ 00:58:52.949 Luke Scorziell: Offline, too, but let me know if there’s, like, a…
506 00:58:53.630 ⇒ 00:59:03.089 Luke Scorziell: partner or two that would be, you know, obviously with a mixed panel and the event coming up, maybe that’d be a good partner to start highlighting in content, but if, you know, strategically, we want to kind of, like.
507 00:59:04.190 ⇒ 00:59:07.239 Luke Scorziell: butter up, Snowflake, even, or have, like.
508 00:59:07.350 ⇒ 00:59:12.140 Luke Scorziell: Like, it doesn’t have to be, like, directly them, but it could talk about, like, implementations we’ve done, or,
509 00:59:12.620 ⇒ 00:59:14.050 Luke Scorziell: Absolutely, yeah.
510 00:59:14.440 ⇒ 00:59:19.680 Holly Condos: Yeah, let’s maybe, find some time tomorrow also to… to John.
511 00:59:20.190 ⇒ 00:59:21.570 Luke Scorziell: Okay. Yeah.
512 00:59:24.350 ⇒ 00:59:34.350 Robert Tseng: Great. Okay, I know I didn’t share mine, but, I kind of briefly dropped here or there, like, things that I’m doing. Obviously, since, you know, Luke and Holly are basically
513 00:59:34.810 ⇒ 00:59:52.019 Robert Tseng: kind of running things on the partner side and on the sales side. I feel like I can step back a bit, do some more of the system building things, and then, yeah, like, basically try to find where, like, the optimizations are, so I can go and either build some solution myself, or, like.
514 00:59:52.230 ⇒ 01:00:07.910 Robert Tseng: yeah, go find someone else to pull in to support. So, I think, that’s kind of where I’m at right now. Obviously, I’m kind of jumping in, I’m trying to boost our numbers as well. I’m, like, sending manual messages every day, so, but yeah, like, I think…
515 01:00:08.260 ⇒ 01:00:16.270 Robert Tseng: Goal is to really start getting marketing, pipeline into… into, yeah, into our numbers.
516 01:00:16.810 ⇒ 01:00:19.859 Robert Tseng: And yeah, I think, you know, we’ve…
517 01:00:20.290 ⇒ 01:00:32.709 Robert Tseng: we’ve… we’ve… yeah, and then… and then just, like, the… the booking… booking calls, like, we just… we just need to… we need… we need to get to this number as soon as we can. So, that’s what I’m thinking about all the time.
518 01:00:33.410 ⇒ 01:00:39.739 Robert Tseng: Alright, well, other than that, I will chat with y’all later.
519 01:00:42.480 ⇒ 01:00:42.820 Sheshu Chandrasekar: Sweet.
520 01:00:43.010 ⇒ 01:00:44.240 Luke Scorziell: Alright, bye, thanks.
521 01:00:44.240 ⇒ 01:00:44.860 Sheshu Chandrasekar: everyone.