Meeting Title: GTM Planning + Kickoff Date: 2026-01-26 Meeting participants: Robert Tseng, Holly Condos, Rico Rejoso, Hannah Wang, Ryan Brosas, Sheshu Chandrasekar, Uttam Kumaran, Luke’s Notetaker, Luke Scorziell
WEBVTT
1 00:02:11.060 ⇒ 00:02:11.950 Ryan Brosas: Hey guys.
2 00:02:14.180 ⇒ 00:02:14.820 Holly Condos: Yay.
3 00:02:16.060 ⇒ 00:02:16.930 Robert Tseng: Hey, everyone.
4 00:02:23.090 ⇒ 00:02:41.400 Robert Tseng: Okay, we’re gonna spend the first few minutes just filling in last week’s data. So, I feel like we’re still not at, like, 80%. It’s still, like, basically the same as last week. So, whatever is empty that I already called out in Slack, I want us to go and fill it in.
5 00:02:51.740 ⇒ 00:02:58.939 Robert Tseng: So, like… I guess I could… Be very specific here.
6 00:03:00.550 ⇒ 00:03:04.250 Robert Tseng: I don’t believe that we’re at… 20K.
7 00:03:04.370 ⇒ 00:03:08.599 Robert Tseng: active pipeline. That doesn’t make sense if…
8 00:03:24.190 ⇒ 00:03:27.670 Robert Tseng: go to deals, and go to In Progress…
9 00:03:28.670 ⇒ 00:03:36.530 Robert Tseng: Yeah, like, this is active deal pipeline, so that can’t be 20K. That doesn’t make sense.
10 00:03:36.860 ⇒ 00:03:41.900 Robert Tseng: If everything was at least 5, which everything should be moving away from 5,
11 00:03:42.020 ⇒ 00:03:46.020 Robert Tseng: you know, there’s probably, like… I mean…
12 00:03:46.350 ⇒ 00:03:51.789 Robert Tseng: looks like 20, so this is at least 100K, so, like, this number is wrong.
13 00:03:55.370 ⇒ 00:04:02.530 Robert Tseng: And then… yeah, like, there’s nothing in partners, so it’s like, without this, I can’t talk about partners on this call.
14 00:04:03.540 ⇒ 00:04:04.910 Robert Tseng: And then…
15 00:04:05.180 ⇒ 00:04:13.029 Robert Tseng: I mean, I guess the other stuff on the marketing side all looks fine, but yeah, can we just… can we just spend, like.
16 00:04:13.200 ⇒ 00:04:15.739 Robert Tseng: A couple minutes and just fill this in.
17 00:04:16.940 ⇒ 00:04:17.670 Ryan Brosas: Yeah, sure, sure.
18 00:04:45.220 ⇒ 00:04:58.649 Robert Tseng: So, Shashu’s telling me that we didn’t talk about partner stuff last week. I mean, obviously the numbers are not going to be as high, but this is just the same thing as this, but it’s just filtered by partners, so…
19 00:05:18.760 ⇒ 00:05:22.440 Holly Condos: Ryan, weren’t you running that in the prior weeks?
20 00:05:22.670 ⇒ 00:05:28.870 Holly Condos: Because I wasn’t… I haven’t been doing this… HubSpot detail.
21 00:05:29.070 ⇒ 00:05:37.499 Holly Condos: I thought that was… I was not supposed to do that, so… did the prior data come from something that you ran?
22 00:05:38.380 ⇒ 00:05:49.420 Ryan Brosas: I’m currently, like, doing a report, based on our active deal, so I, so what I did is, break it down to the create.
23 00:05:49.640 ⇒ 00:05:55.740 Ryan Brosas: Date, instead of, like, the active, active deals, which is on, like,
24 00:05:55.890 ⇒ 00:06:00.390 Ryan Brosas: Well, based on the sales pipeline, which is in progress and such.
25 00:06:00.490 ⇒ 00:06:12.350 Ryan Brosas: And that’s why it is providing, like, 20K. But yeah, I’m currently working on it, and, so we can have, like, an active or, like, accurate data on HubSpot as well.
26 00:06:14.090 ⇒ 00:06:24.550 Robert Tseng: I don’t really care if it’s on HubSpot or not. I mean, just whatever it is, it just needs to end up here. I don’t need it to be a report. Clearly, nobody’s on this call is looking at the reports, so,
27 00:06:24.660 ⇒ 00:06:33.649 Robert Tseng: Yeah, and then… Holly, your name has been here for the past 4 weeks, so, like.
28 00:06:33.770 ⇒ 00:06:43.209 Robert Tseng: understandably, like, some of these fields have changed, but… yeah, if you’re going to have Ryan fill it in, then I think you should probably have…
29 00:06:44.320 ⇒ 00:06:47.129 Robert Tseng: Asked him to do that before this call, so…
30 00:06:47.130 ⇒ 00:06:56.409 Holly Condos: Okay, but I thought that Shishow was taking over, so apologies, I’m confused on who’s doing what. I did update the tracker the past 2 weeks.
31 00:06:56.560 ⇒ 00:06:58.170 Holly Condos: The partner tracker?
32 00:06:58.310 ⇒ 00:07:01.080 Holly Condos: That is the tab in the WBR?
33 00:07:01.430 ⇒ 00:07:02.110 Holly Condos: It’s…
34 00:07:02.580 ⇒ 00:07:09.929 Robert Tseng: Like, this? This has been updated, yeah, you guys met on the update last week, I mean, it’s not updated, but yes.
35 00:07:11.420 ⇒ 00:07:18.140 Holly Condos: So, if I should take that data and translate it into the SQL, I’m happy to do that.
36 00:07:18.580 ⇒ 00:07:21.619 Holly Condos: My apologies, I wasn’t clear that I was to do that.
37 00:07:25.580 ⇒ 00:07:37.750 Sheshu Chandrasekar: I think there’s a bit of a miscommunication. I think I was looking at the wrong spreadsheet. I wasn’t looking at this, but I think last week we… me and Holly met, we were looking at the spreadsheet that… or the sheet that you were looking at earlier right now.
38 00:07:37.910 ⇒ 00:07:48.170 Sheshu Chandrasekar: But happy to just kind of take over, and Ryan, I’ll follow up with you later today to kind of understand how to pull that data from HubSpot and put it into here, so we’re all… we’re all good next week.
39 00:07:50.210 ⇒ 00:07:58.410 Robert Tseng: Okay, well, yeah, I mean, coming out of this call, this should be all backfilled up until this week. Like, that… I say this every week, like.
40 00:07:58.920 ⇒ 00:08:11.459 Robert Tseng: we… we call it out, what needs… what needs to be adjusted, and then people are supposed to backfill it. So, yeah, I guess, like, that’s… I would want… I would want this to be filled in by tomorrow.
41 00:08:12.690 ⇒ 00:08:13.420 Sheshu Chandrasekar: Okay.
42 00:08:13.670 ⇒ 00:08:18.349 Sheshu Chandrasekar: I’ll follow up with Ryan. Ryan, I’ll set some time with you today, and we can discover it.
43 00:08:19.080 ⇒ 00:08:20.690 Robert Tseng: Okay. That’s cool.
44 00:08:20.690 ⇒ 00:08:21.210 Ryan Brosas: Yep.
45 00:08:21.990 ⇒ 00:08:38.000 Robert Tseng: So, yeah, I mean, this number’s still wrong. Okay, you know, it’s kind of hard to run this when every week… we’ve had a month… we’ve had a month… we’ve had 4 weeks to figure this out now, and we’re still, like, 60% there, so I’m, like, kind of frustrated that, like, we’re not… we’re not there yet, so…
46 00:08:38.210 ⇒ 00:08:41.480 Robert Tseng: But…
47 00:08:42.159 ⇒ 00:08:59.869 Robert Tseng: Yeah, I mean, I don’t want to spend 15 minutes at the start of every call, every one of these calls, asking people to fill in data. Like, I feel like I’m sending reminders the day after these calls, on Fridays, and also on Mondays leading up to this, and everybody in Slack is telling me it’s good, but it’s not good.
48 00:09:12.930 ⇒ 00:09:21.350 Holly Condos: Okay, well, again, I… I will… get with Shishu and… Ryan.
49 00:09:21.700 ⇒ 00:09:23.410 Holly Condos: And make sure it’s there.
50 00:09:25.300 ⇒ 00:09:26.489 Robert Tseng: Okay, thank you.
51 00:09:28.160 ⇒ 00:09:42.999 Luke Scorziell: I guess, are there, like, ways, maybe, that there’s… I mean, obviously, there’s maybe, Holly, the mix-up with a different spreadsheet, but are there… I don’t know, for you and Ryan, I guess, are there, like, things that are maybe blocking or confusing about, like, where to get those numbers from, or…
52 00:09:43.460 ⇒ 00:09:45.229 Luke Scorziell: Like, something that’s getting in the way?
53 00:09:45.740 ⇒ 00:09:49.580 Holly Condos: My understanding was that the numbers were being derived from HubSpot.
54 00:09:51.810 ⇒ 00:09:53.760 Holly Condos: Okay. I don’t know if that’s…
55 00:09:54.160 ⇒ 00:09:57.089 Holly Condos: The case or not, but that was my understanding.
56 00:09:57.900 ⇒ 00:10:06.239 Luke Scorziell: Well, maybe, yeah, if… after this, too, you guys can, follow up with… I mean, Robert too, but you could, follow up with me, and then we can kind of, like.
57 00:10:06.530 ⇒ 00:10:13.439 Luke Scorziell: Look at it if we need to. So… but… yeah. Makes sense.
58 00:10:14.010 ⇒ 00:10:15.220 Holly Condos: Okay, thanks.
59 00:10:17.190 ⇒ 00:10:35.529 Robert Tseng: Yeah, I mean, how partner stuff is actually tracked in HubSpot, I think I flagged this also, like, about a month ago, that, like, I don’t even know how to add a partner into HubSpot, like, it just doesn’t flow into any of these things, so… like, it’s very straightforward to me how I add a deal, like, I do that for my email sequences and everything now, so…
60 00:10:35.580 ⇒ 00:10:43.329 Robert Tseng: It just… just seems like it’s an open-ended item, and people are blaming the system, but, like, nobody owns… nobody owns Partner HubSpot right now.
61 00:10:43.830 ⇒ 00:10:44.590 Luke Scorziell: Yeah.
62 00:10:47.500 ⇒ 00:10:54.480 Holly Condos: So again, I think when we have been adding them. I’ve gone to Ryan.
63 00:10:55.260 ⇒ 00:11:02.520 Holly Condos: I haven’t done it myself. I’ve used sales enablement, administration… Personnel.
64 00:11:09.230 ⇒ 00:11:14.190 Holly Condos: Ryan, I think there’s… there is a partner Process, right?
65 00:11:14.430 ⇒ 00:11:21.860 Ryan Brosas: Oh, yeah, yeah. It’s different, it’s kind of, like, similar to what we do on the sales pipeline.
66 00:11:22.190 ⇒ 00:11:31.900 Ryan Brosas: So, yeah, I can definitely do a video on how to add stuff on our partner pipeline as well.
67 00:11:31.900 ⇒ 00:11:42.240 Robert Tseng: I have it pulled up here, can you just point me? Like, I mean, I know this is painful, but I want… I don’t want this to be, like, a put-off anymore, like, it’s… yeah, so…
68 00:11:43.290 ⇒ 00:11:49.740 Ryan Brosas: Yeah, basically, you can go to the partnership view, on… on…
69 00:11:54.200 ⇒ 00:11:55.400 Ryan Brosas: They’d love to check on…
70 00:12:09.740 ⇒ 00:12:10.470 Ryan Brosas: Okay.
71 00:12:13.300 ⇒ 00:12:15.729 Ryan Brosas: Can I share my screen? Sure.
72 00:12:24.230 ⇒ 00:12:25.500 Ryan Brosas: Whoa.
73 00:12:26.870 ⇒ 00:12:30.620 Ryan Brosas: Yeah, on the deal, you can see the BF partnership.
74 00:12:31.030 ⇒ 00:12:42.590 Ryan Brosas: On the BF partnership, you can, well, this is similar to what we did… we do on, on, Sales Pipeline. So, we can just create here,
75 00:12:42.790 ⇒ 00:12:45.540 Ryan Brosas: Name our partner, for example, Omni.
76 00:12:45.760 ⇒ 00:12:46.490 Ryan Brosas: One…
77 00:12:46.490 ⇒ 00:12:47.990 Robert Tseng: Lily, have you used this before?
78 00:12:48.400 ⇒ 00:12:51.220 Ryan Brosas: And then… You can.
79 00:12:51.220 ⇒ 00:12:54.149 Holly Condos: In creating a new partner? No, I have not.
80 00:12:54.930 ⇒ 00:12:55.600 Robert Tseng: Okay.
81 00:12:55.990 ⇒ 00:12:56.640 Holly Condos: Should I be?
82 00:12:57.260 ⇒ 00:12:59.539 Ryan Brosas: Fill out the stuff that needed me here.
83 00:13:00.470 ⇒ 00:13:12.770 Ryan Brosas: Then, after… That… Because, the partnership is only showing the active…
84 00:13:13.340 ⇒ 00:13:20.690 Ryan Brosas: current week, so if it’s yes, it will show up in here, but it’s no, you can definitely
85 00:13:21.290 ⇒ 00:13:25.719 Ryan Brosas: Close this up to fill in the stuff that you.
86 00:13:26.650 ⇒ 00:13:31.250 Robert Tseng: I think that view only exists in what you’re looking at. I don’t have a BF partnership view.
87 00:13:33.520 ⇒ 00:13:34.070 Ryan Brosas: Oh.
88 00:13:35.820 ⇒ 00:13:41.600 Ryan Brosas: Let me check on that, and show you… Thanks.
89 00:13:42.990 ⇒ 00:13:46.820 Robert Tseng: I see a Partnership Hannah. That’s all I see, partner-related.
90 00:13:47.920 ⇒ 00:13:49.980 Ryan Brosas: Hold on, that’s… Fine.
91 00:13:50.560 ⇒ 00:13:54.410 Sheshu Chandrasekar: Hey, and I see partners. I’m not sure if that’s the same thing.
92 00:13:55.240 ⇒ 00:13:56.460 Ryan Brosas: BF Partnership.
93 00:13:58.430 ⇒ 00:13:59.510 Sheshu Chandrasekar: Yeah, I just see a…
94 00:13:59.510 ⇒ 00:14:11.349 Robert Tseng: I think I’ve seen enough. So, yeah, I understand you created, like, some custom table. It clearly doesn’t… the view doesn’t been… like, everybody’s looking at a different view, so we need to make sure everyone’s looking at the same view.
95 00:14:11.500 ⇒ 00:14:22.050 Robert Tseng: Whether or not Ryan… whether Ryan is the one who keys in all partners, like, I don’t really care, like, there’s just not that many partners. It should be, like, we’re adding, like, one… zero to one a week.
96 00:14:22.280 ⇒ 00:14:23.050 Ryan Brosas: Right.
97 00:14:23.050 ⇒ 00:14:37.939 Robert Tseng: compared to the sales side. So, I mean, I frankly… I mean, I’ve been… I add my own sales deals as well, so I just feel like anybody who’s touching partnerships should at least know how to work this sheet, whatever the sheet ends up, wherever it lives.
98 00:14:37.940 ⇒ 00:14:38.370 Holly Condos: Okay.
99 00:14:38.450 ⇒ 00:14:51.009 Robert Tseng: And you can add the own deals, or you can ask Ryan, I don’t really want to micromanage that part, like, I just… it just… I don’t really feel like anything should drop through the cracks if it’s… if it’s such a low-volume thing.
100 00:14:53.140 ⇒ 00:14:54.140 Holly Condos: Understood.
101 00:14:54.140 ⇒ 00:14:57.500 Robert Tseng: Yeah. Okay, alright, we can move on from this. Thanks.
102 00:14:59.770 ⇒ 00:15:08.879 Robert Tseng: Alright, well, we’ll do what we can with the limited view that we still have. But yeah, I mean, just kind of running it from the top, just in terms of…
103 00:15:08.980 ⇒ 00:15:15.500 Robert Tseng: Overall, like, velocity over the past week, we can kind of just start from…
104 00:15:16.650 ⇒ 00:15:30.289 Robert Tseng: Yeah, I mean, my hunch, which I wish I could show you in the data, but it’s not accurate, is that our pipeline has increased. So, before, pipeline was at maybe around…
105 00:15:30.630 ⇒ 00:15:33.220 Robert Tseng: What was it last?
106 00:15:33.370 ⇒ 00:15:41.100 Robert Tseng: Week… Was around 14. Yeah, I mean, this feels like it’s more than 14.
107 00:15:41.370 ⇒ 00:15:44.950 Robert Tseng: I think that’s a… you know, that’s an effort of…
108 00:15:45.460 ⇒ 00:15:54.840 Robert Tseng: we have… we’ve done more direct outbound. Some of the circlebacks have come back… some circlebacks have come back, like Ellie.
109 00:15:54.840 ⇒ 00:16:12.379 Robert Tseng: And, you know, we’ve cycled out some deals that have pretty much stalled out, so… But overall, like, the pipeline is getting filled. It’s not where we need it to be. It still needs to be double, pretty much, like, assuming that the average deal size is… starts at, like, a 10K, like.
110 00:16:12.460 ⇒ 00:16:24.909 Robert Tseng: ACV, and, you know, based on the model that I keep sharing with this group, we need to at least be having, like, 250 in our pipeline, so it needs to be at least 25.
111 00:16:24.910 ⇒ 00:16:34.089 Robert Tseng: So I think we’re… we’re still… we’re still low. So I think the big push this week for me is to get us to 25. So I don’t… I don’t really…
112 00:16:34.220 ⇒ 00:16:58.989 Robert Tseng: I see Luke and I are manually sending out messages on LinkedIn, which is fine. Like, manual automatic doesn’t really matter to me, because it’s gonna take, you know, 4 to 6 weeks for, like, a high-intent lead to close. So, if we’re really… if we’re going to hit our goals by the end of the quarter, we’re gonna need to… yeah, we’re gonna need… we’re gonna just need to fill the pipeline.
113 00:16:59.340 ⇒ 00:17:04.250 Luke Scorziell: There’s also some… yeah, we can see some increase in delay, so…
114 00:17:04.250 ⇒ 00:17:19.500 Robert Tseng: That just means… I mean, it could mean either that the… there are some old deals we see here that are just slow to move, like, messages have been sent, but they’ve just been sitting here. So we kind of need to probably pull the plug on some of these,
115 00:17:19.500 ⇒ 00:17:29.829 Robert Tseng: Either, like, just delay them to later, if there’s no response this week, or, you know, try to… try to bring this, median days number down for next week.
116 00:17:30.480 ⇒ 00:17:44.590 Robert Tseng: And then, yeah, just in terms of, like, net new logos, we just need to be adding more. We can’t be adding 2 or 3 a week. That’s just really low volume. So, like, that’s the biggest… this is the biggest red flag to me.
117 00:17:47.500 ⇒ 00:17:56.839 Robert Tseng: Yeah, so I think that’s kind of the… that’s my kind of view on this section of the sales pipeline, or the sales report.
118 00:17:57.020 ⇒ 00:18:01.210 Luke Scorziell: And with the SQLs, are we thinking that’s, like,
119 00:18:02.170 ⇒ 00:18:11.949 Luke Scorziell: I mean, like, from my perspective, the last few weeks, just getting maybe content going and not having been doing, like, super active campaigns, like, I would maybe then expect that if we’re, like.
120 00:18:12.180 ⇒ 00:18:17.370 Luke Scorziell: messaging people and running some campaigns that that would… should start to pick up? Do you think that’s the…
121 00:18:17.840 ⇒ 00:18:21.329 Luke Scorziell: Reason why, or what… what other hunch would you have?
122 00:18:21.790 ⇒ 00:18:35.789 Robert Tseng: Yeah, I mean, that will increase the numbers. I think by quote-unquote turning on the content pipeline, we should be seeing some MQL pipeline, so we should be seeing some degree of leads that are engaging, but…
123 00:18:35.960 ⇒ 00:18:40.779 Robert Tseng: And what we see from here is that, yes, week over week.
124 00:18:40.850 ⇒ 00:18:48.580 Robert Tseng: we are increasing engagement, so it’s great. I think our level of engagement is higher than expected. Like, it’s… it’s good.
125 00:18:48.580 ⇒ 00:19:10.350 Robert Tseng: We are… but I think the… our actual engagement with those leads, those in these numbers look low. I think these are artificially low, this doesn’t really capture, you know, Luke responding to certain people, but I don’t think he started doing that until Friday. So, yeah, there is also kind of, like, as we interact with the visitors, people who engage with our content, like.
126 00:19:10.670 ⇒ 00:19:20.469 Robert Tseng: Yeah, for the… so, from the marketing pipeline, I could reorder this if it’s clear, the top of the funnel, of just, like, people engaging with us, visitors.
127 00:19:20.470 ⇒ 00:19:34.710 Robert Tseng: I think we’re, yeah, turning on content, you can see week over week, we’ve ramped up, and we’re in a good place. We just need to maintain. So, if we can just keep to our content calendar, do the two to three posts a week from me and Utam’s account, I think we’re set here.
128 00:19:34.720 ⇒ 00:19:38.990 Robert Tseng: Now we have to just really engage with them, so obviously these numbers need to go up.
129 00:19:38.990 ⇒ 00:19:57.980 Robert Tseng: I don’t actually… you know, obviously, 250 is not a derivative of 200. This comes from us responding to everybody that should be… that’s engaging with us, and then also doing our own kind of, kind of outbound engagement as well, commenting on people’s posts, and then I see the team kind of doing a few things here and there.
130 00:19:57.980 ⇒ 00:20:00.259 Robert Tseng: So, I think that’s fine.
131 00:20:00.310 ⇒ 00:20:12.649 Robert Tseng: I don’t really feel like we need to ramp the… we don’t need to get to 10 pieces a week yet. Like, I feel like that’s not the priority. It seems like we can keep… we can keep 5, and, you know, at the top… at the top of the funnel, we’re doing okay.
132 00:20:12.920 ⇒ 00:20:32.569 Robert Tseng: And then, yeah, we’re just… the lead… the lead magnet situation of, like, really, like, how do we convert intent into something that actually turns them into a marketing-qualified lead? So, we’re not catching… we’re not really… we don’t have this part of the funnel yet. So that’s why this number is still zero.
133 00:20:32.720 ⇒ 00:20:35.100 Robert Tseng: That’s… that’s what I… that’s… that’s my read on it.
134 00:20:35.510 ⇒ 00:20:36.160 Luke Scorziell: Okay.
135 00:20:36.400 ⇒ 00:20:36.960 Robert Tseng: Yeah.
136 00:20:39.020 ⇒ 00:20:42.820 Luke Scorziell: Sweet. Yeah, I know that was something we talked about last week, too, so, we can start.
137 00:20:42.820 ⇒ 00:21:00.620 Robert Tseng: So, I think, yeah, I think we’re good on content, in terms of, like, we’re at a good cadence now, so I think good job to the team there. So, now we have to turn that… we have to turn the engagement into pipeline. The estimate here is that 30% of this will actually turn into sales-qualified pipeline.
138 00:21:00.620 ⇒ 00:21:11.519 Robert Tseng: at least that’s the benchmark that, Vixel gave us. I don’t know if that’s actually true for us, but, I guess that’s… that was my assumption, you know, if you look in the forecast later. So, that’s kind of…
139 00:21:11.870 ⇒ 00:21:16.109 Robert Tseng: Yeah, but we’ve yet to see the return on that. So,
140 00:21:16.120 ⇒ 00:21:39.199 Robert Tseng: Yeah, I think there’s gonna be, like, some delayed pipeline generation from the… from the content side. We have to really turn the engagers into people who are able… yeah, we just… we need to convert them into at least pipe… into MQL pipeline. We should spend some time talking about that. And then we also need to be doing direct… doing more direct campaigns, or at least direct messaging to people.
141 00:21:39.200 ⇒ 00:21:45.259 Robert Tseng: So, I think that’s what’s gonna get our number from 16 to 25.
142 00:21:45.310 ⇒ 00:22:00.109 Robert Tseng: Roughly. I think I put 18 here, because I expected average contract value to be around $30K instead of 10K. So, whatever the number actually is, I think the… the fact is that we just… we just… the pipeline just needs to be more.
143 00:22:00.550 ⇒ 00:22:01.090 Luke Scorziell: Yeah.
144 00:22:01.580 ⇒ 00:22:02.100 Robert Tseng: Yeah.
145 00:22:03.570 ⇒ 00:22:18.339 Robert Tseng: Okay, so, yeah, I might, like, schedule some more time after this to really help Ryan, like, dial this in more clearly. Yeah, but okay, I think that’s… that’s the takeaway there.
146 00:22:18.550 ⇒ 00:22:33.769 Robert Tseng: Kind of going back to other… other learnings or observations, I mean, I’ll let kind of other people speak here. I mean, I know I kind of blended, like, the first three sections, but I didn’t really want to… I don’t always want to be the one reading out, like, my
147 00:22:33.770 ⇒ 00:22:41.629 Robert Tseng: inside of what’s going on here. So, can we… do we have any learnings and observations from both the marketing side and the sales side?
148 00:22:46.170 ⇒ 00:22:49.419 Luke Scorziell: Yeah, I mean, I think a big one,
149 00:22:50.120 ⇒ 00:22:54.990 Luke Scorziell: was just, like, I mean, on the content side, getting the system down,
150 00:22:55.150 ⇒ 00:22:59.149 Luke Scorziell: Knowing, I think just being able to use cursor, too.
151 00:22:59.520 ⇒ 00:23:06.790 Luke Scorziell: was, like, a big help, and kind of starting to fact-check some of the content that we’re getting out of there, but I think, like, that…
152 00:23:07.140 ⇒ 00:23:12.930 Luke Scorziell: like, it’s something that I would like to start, like, I know, Hannah, you asked if we could maybe set up a time to…
153 00:23:13.130 ⇒ 00:23:15.439 Luke Scorziell: To talk about it, and then,
154 00:23:15.810 ⇒ 00:23:21.690 Luke Scorziell: Yeah, Ryan, if you have any, like, questions too, because I know you’re kind of switching over from Claude.
155 00:23:21.860 ⇒ 00:23:27.069 Luke Scorziell: And I’m not, like… I’m definitely not anywhere near an expert, so…
156 00:23:27.230 ⇒ 00:23:33.369 Luke Scorziell: At all. But I’m happy to kind of show you guys what I’ve been doing, and we can kind of,
157 00:23:33.950 ⇒ 00:23:45.510 Luke Scorziell: play around with that, but I think that is great momentum because, obviously we can do content, but then also, like, we’ve already got a lot of the go-to-market playbooks in there, and so…
158 00:23:45.900 ⇒ 00:23:51.449 Luke Scorziell: I think, Rico, you might have done this a little bit, but you can just ask it to create
159 00:23:51.960 ⇒ 00:23:54.119 Luke Scorziell: Like, an outreach sequence for someone.
160 00:23:54.510 ⇒ 00:24:00.620 Luke Scorziell: So, I think just, like, momentum-wise, I would just say, like, playing around with that.
161 00:24:01.160 ⇒ 00:24:07.390 Luke Scorziell: Would be really good, just to kind of see, like, what it can do. And then…
162 00:24:08.530 ⇒ 00:24:15.069 Luke Scorziell: Yeah, I think that… learning on my end, specifically from this week, too, is, like, it’s just…
163 00:24:15.790 ⇒ 00:24:18.929 Luke Scorziell: a lot easier, I guess, like, than I thought to just…
164 00:24:19.370 ⇒ 00:24:29.589 Luke Scorziell: I mean, I just had some mental, like, roadblocks, I think, like, oh, we need to be, like, have all this stuff in order before we start reaching out to people, and, like, literally, Friday, I reached out to two people on Robert’s network, and, like.
165 00:24:29.890 ⇒ 00:24:34.450 Luke Scorziell: they both got back to us. I think, Robert, you said one of them gave us a lead.
166 00:24:34.450 ⇒ 00:24:35.010 Robert Tseng: Yep.
167 00:24:35.010 ⇒ 00:24:37.060 Luke Scorziell: So, yeah, I think just, like.
168 00:24:38.240 ⇒ 00:24:42.050 Luke Scorziell: Maybe just realizing, like, yeah, it doesn’t have to be, like, a…
169 00:24:42.250 ⇒ 00:24:46.089 Luke Scorziell: crazy complicated campaign that we… we drive. We can just,
170 00:24:47.000 ⇒ 00:24:52.180 Luke Scorziell: yeah, start… start reaching out. So… so that’s something I want to work with Rico on this week, and then…
171 00:24:52.650 ⇒ 00:24:55.439 Luke Scorziell: As we think about, like, the sales coordinator role.
172 00:24:55.580 ⇒ 00:25:00.550 Luke Scorziell: Like, hopefully having some structure that we can give them.
173 00:25:01.840 ⇒ 00:25:02.510 Robert Tseng: Yeah.
174 00:25:02.550 ⇒ 00:25:24.909 Robert Tseng: Okay, great. No, I mean, I think I want to just echo some… so, obviously, Rico kind of jumping in here has been helpful. He’s executed a couple campaigns already, and then he has also written some SOPs, but, you know, I think overall, yeah, we’ve been doing a lot of this, like, system building. We don’t need that many people building systems. We have the engineers, Utama and I are also controlling the codebase here, so, like.
175 00:25:25.040 ⇒ 00:25:32.369 Robert Tseng: it’s great that everybody can ex… kind of get… get, a version of Brainforge Vault on their local
176 00:25:32.510 ⇒ 00:25:33.840 Robert Tseng: computer, and…
177 00:25:34.110 ⇒ 00:25:47.419 Robert Tseng: use it. We have a lot of interesting kind of features here, and we should be… I mean, I can do a better job of kind of reminding the team what we can do, so, you know, I was just clicking around here, just trying to refresh myself on what agents that we’ve already built.
178 00:25:47.420 ⇒ 00:26:11.979 Robert Tseng: But, yeah, first touch outbound copy, like, you’re not writing that from scratch anymore. You know, you can easily… there’s enough references here. We have references of every SOW. I mean, none of you are really talking about pricing at this point, because nobody’s involved in the middle of funnel, except for me and Utam, but even that, I was, like, kind of tweaking something around there to help me send out a couple rate cards to people today from conversations I had last
179 00:26:11.980 ⇒ 00:26:36.489 Robert Tseng: week. So, yeah, I mean, I think we’ll just… we’ll continue to add more and more of these, but really, like, I’m leaning on this team, and what you have to do is you have to execute. So, I don’t think, like, these goals should be surprises anymore. Like, we just… the numbers have to… we have to hit the numbers. Like, that’s… that’s just what it is. So, like, I think, like, this week, we really want the team to, you know, we don’t need more…
180 00:26:36.900 ⇒ 00:26:51.889 Robert Tseng: HubSpot reporting, adding new fields, whatever, like, what we’ve got is what we’ve got. If anything, you should simplify and remove stuff that’s kind of holding you back from executing, but otherwise, like, you know, we kind of… we need to have this balance of…
181 00:26:51.990 ⇒ 00:27:07.219 Robert Tseng: we can make these adjustments, like, I’m not really adjusting this framework anymore, at least it’ll be fewer and farther between. And at least it, yeah, we just have to… we have to, we have to push on the execution side. So,
182 00:27:07.220 ⇒ 00:27:23.290 Robert Tseng: Yeah, that’s what I… that’s what I’ll be looking for when we get towards the end of this call. People are going to be sharing about, like, what are… what are… what… what are you specifically going to do to impact, you know, the… the numbers that are… that your name is next to, so…
183 00:27:25.160 ⇒ 00:27:33.410 Robert Tseng: Okay, any other observations from the sales side? Or we can also… or move into marketing?
184 00:27:41.060 ⇒ 00:27:41.719 Rico Rejoso: I’m good.
185 00:27:42.180 ⇒ 00:27:46.010 Robert Tseng: Okay. Yeah, marketing side, I mean…
186 00:27:48.410 ⇒ 00:28:04.190 Robert Tseng: don’t have to say anything, but, you know, I guess maybe the call-out would be for probably in the future, you know, as you guys are updating this, you know, I would encourage you to just also take a step back, just honestly spend 15 minutes before this call or something, and just, like.
187 00:28:04.190 ⇒ 00:28:10.599 Robert Tseng: study this, try to… try to have the context, like, in the future, I’m gonna ask more questions, like.
188 00:28:10.600 ⇒ 00:28:24.230 Robert Tseng: you know, why… especially when something drops, I’m gonna ask, like, why did… why did engagement drop? And then, Ryan, you’re gonna… you have to… you’re gonna probably just have more context than I will, and you can… you can share with the team what’s going on, right? So,
189 00:28:24.340 ⇒ 00:28:27.120 Robert Tseng: But, sorry, I think someone was about to say something.
190 00:28:27.780 ⇒ 00:28:40.480 Ryan Brosas: So, yeah, for the engagement, or external engagement one, I think we can definitely turn that on, as we already have some of your writings in the… what do you call this?
191 00:28:40.610 ⇒ 00:28:55.290 Ryan Brosas: reinforce both, and I think we can, add more visibility to our content, and me and Luke has been, like, brainstorming of how we can, do, engage
192 00:28:55.290 ⇒ 00:29:07.100 Ryan Brosas: more effectively, and I think that would be our next step for, you know, on our content. Our strategy is to turn the external engagement on.
193 00:29:08.240 ⇒ 00:29:15.880 Robert Tseng: Yeah. I noticed a couple things here. So, somebody used my account and commented… oh, wait, what?
194 00:29:16.490 ⇒ 00:29:19.000 Robert Tseng: Oh, no, this is somebody else, never mind.
195 00:29:19.510 ⇒ 00:29:22.480 Robert Tseng: Oh, never mind. Okay, we just are not commenting. Okay.
196 00:29:22.480 ⇒ 00:29:31.879 Luke Scorziell: We… well, I did… I did comment on Christian. Christian responded to you. Hopefully that was fine. I just figured it was, like… I wasn’t really saying much other than…
197 00:29:32.120 ⇒ 00:29:35.590 Robert Tseng: Great, no, I mean, this, yeah, this, this is, this counts as engagement.
198 00:29:35.590 ⇒ 00:29:40.920 Uttam Kumaran: Yeah, this is exactly, like… sorry, I’m gonna just say something. One is, like, I think there’s an, like…
199 00:29:41.220 ⇒ 00:29:56.359 Uttam Kumaran: I think we… you… basically, maybe one way to do this is to do, like, one week of brainstorming a week, a month, and then just, like, three weeks of execution. Like, I think we’re sort of… I kind of want us to stop building more, like, clawed systems and systems.
200 00:29:56.360 ⇒ 00:30:08.420 Uttam Kumaran: Like, you tell me what system you want, I’ll build it for you. Like, you guys really need to be, like, DMing people, commenting on things, sending emails out, creating assets, and drafting more campaigns.
201 00:30:08.440 ⇒ 00:30:09.360 Uttam Kumaran: like…
202 00:30:09.460 ⇒ 00:30:19.940 Uttam Kumaran: like, that’s the really, really the only metrics that are here. There’s not a metric for, plans made, systems built for a reason.
203 00:30:19.940 ⇒ 00:30:30.189 Uttam Kumaran: Because if it’s helpful for executing, sure, but we have all the systems we need. Like, avoid the trap of optimization for systems.
204 00:30:30.210 ⇒ 00:30:34.110 Uttam Kumaran: like… Just bang out messages and get the numbers up.
205 00:30:34.210 ⇒ 00:30:53.209 Uttam Kumaran: I think Ryan in particular, I want to give you that feedback, because I think you get trapped sometimes in, like, finding out this perfect system. As Robert said, nobody’s looking at HubSpot reports. This is the only spreadsheet that Robert and I are looking at to measure our sales. So if you’re spending any amount of time working on HubSpot reports.
206 00:30:53.460 ⇒ 00:30:55.310 Uttam Kumaran: It’s a waste of company time.
207 00:30:55.560 ⇒ 00:30:59.309 Uttam Kumaran: You know, so I really want to stress that, like, these…
208 00:30:59.430 ⇒ 00:31:09.179 Uttam Kumaran: like, execution activities really have to go up, especially next week. I think we have all the systems, we have spent a month sort of getting aware of all these pieces.
209 00:31:09.330 ⇒ 00:31:26.489 Uttam Kumaran: I really want to see some of this, like, get out to people. So, whether that’s, like, blocking time in your calendar, say, like, I’m gonna spend 2 hours going through LinkedIn, trolling through and commenting, through DMs, I’m gonna spend an hour a day on campaign creation, like, that’s how I would structure your day.
210 00:31:26.620 ⇒ 00:31:34.310 Uttam Kumaran: you’re gonna see stuff in the Slack channel on more cursor things and things like that, but again, avoid the trap of, like.
211 00:31:34.500 ⇒ 00:31:39.990 Uttam Kumaran: getting sucked in and finding the perfect thing. Like, sales is about volume at all one time, so… yeah.
212 00:31:40.420 ⇒ 00:31:58.850 Holly Condos: So I had a question here, for Ryan last week. So, Robert, I’m not sure you saw it, but I think, Utom did. So I reposted both of the Amplitude and Omni posts that you each had, respectively.
213 00:31:58.980 ⇒ 00:32:01.960 Holly Condos: With a comment, and I…
214 00:32:02.140 ⇒ 00:32:13.410 Holly Condos: did not specifically tag you individually, but I tagged Brainforge as a company, and I guess that may not be pulling through, so…
215 00:32:14.300 ⇒ 00:32:21.650 Holly Condos: going forward, I will… tag both of you individually, but just… just an FYI,
216 00:32:22.700 ⇒ 00:32:26.249 Holly Condos: As far as someone that might tag Brain Forge.
217 00:32:26.540 ⇒ 00:32:29.680 Holly Condos: You know, we might want to see if we can capture those.
218 00:32:29.680 ⇒ 00:32:36.979 Uttam Kumaran: The more of my ask here was, like, did we send that in Slack? And then I would say, Luke and Ryan, it’s on you to repost and engage.
219 00:32:37.170 ⇒ 00:32:43.120 Uttam Kumaran: Like, I get… I’m like… I’m, like, the backup, backup plan on, like, engagement.
220 00:32:43.250 ⇒ 00:32:53.300 Uttam Kumaran: So, if there’s… if there’s… if we do something socially, I would send it directly to the brand or the sales channel and say, at Luke, at Ryan, can someone engage, repost?
221 00:32:53.710 ⇒ 00:32:55.870 Uttam Kumaran: Repurpose this, whatever we need.
222 00:32:56.630 ⇒ 00:33:00.340 Holly Condos: Okay, so sorry, are you saying that I shouldn’t repost?
223 00:33:00.730 ⇒ 00:33:01.860 Uttam Kumaran: No, like…
224 00:33:02.300 ⇒ 00:33:03.000 Luke Scorziell: I think so.
225 00:33:03.000 ⇒ 00:33:06.049 Uttam Kumaran: You should send it to the brand channel if you want.
226 00:33:06.430 ⇒ 00:33:10.480 Uttam Kumaran: Robert or Mai’s profile to, like, engage with it and react and…
227 00:33:10.480 ⇒ 00:33:12.879 Holly Condos: Oh, I see what you’re saying. Okay, got it.
228 00:33:13.060 ⇒ 00:33:13.980 Holly Condos: Okay.
229 00:33:14.300 ⇒ 00:33:20.159 Uttam Kumaran: Because Luke and… Luke and Ryan are in control of that. Like, I’m… if I see it, I will, but I’m not on LinkedIn every day, and.
230 00:33:20.160 ⇒ 00:33:28.889 Holly Condos: Understood, yeah, no, I get it. I was only commenting that, you know, if… if someone outside of our… of us
231 00:33:29.040 ⇒ 00:33:36.739 Holly Condos: were to tag Brainforge, the company, will that show up as engagement for us? That’s what I was driving at.
232 00:33:36.740 ⇒ 00:33:50.620 Uttam Kumaran: Yeah, the other thing is, like, if… like, usually what I don’t… right now, what I do is I ask Ryan anytime I’m gonna post anything, to basically do it, to stuff it with the right keywords, the right tags. So, like, I’m sort of, like, hands-off, so anytime I post something.
233 00:33:50.820 ⇒ 00:33:53.310 Uttam Kumaran: He’s the one to make the decision on making it
234 00:33:53.420 ⇒ 00:33:55.230 Uttam Kumaran: have all the right tags, so I think if you have
235 00:33:55.470 ⇒ 00:34:01.550 Uttam Kumaran: If you’re… if you have a question on that, I would just send it into the channel, be like, hey, I’m about to post this, what… should I do, anything else?
236 00:34:01.910 ⇒ 00:34:02.450 Holly Condos: Got it.
237 00:34:02.450 ⇒ 00:34:03.280 Uttam Kumaran: A bit, yeah.
238 00:34:04.630 ⇒ 00:34:09.940 Luke Scorziell: And I think, like, an easy one, too, on the engagement side, which, I mean, this is just…
239 00:34:10.420 ⇒ 00:34:12.780 Luke Scorziell: for Ryan and I is,
240 00:34:12.960 ⇒ 00:34:16.159 Luke Scorziell: If someone comments on our post.
241 00:34:16.380 ⇒ 00:34:28.650 Luke Scorziell: like, we could… we could just respond with an emoji. Like, if they say, like, oh, wow, like, great thoughts, or whatever, like, we can… we can just say, like, thanks so much, like, appreciate you engaging, like, it doesn’t need to be a,
242 00:34:28.929 ⇒ 00:34:31.440 Luke Scorziell: Like, we don’t have to have, like, a whole thoughtful, like.
243 00:34:31.449 ⇒ 00:34:34.510 Uttam Kumaran: Yeah, totally, I mean, like, I totally agree.
244 00:34:34.770 ⇒ 00:34:35.350 Uttam Kumaran: That’s, that’s…
245 00:34:35.350 ⇒ 00:34:43.409 Luke Scorziell: like, people like to comment, and then they like to get commented back to, so it’s like when you get a text or an Instagram link. So, I think just, like.
246 00:34:43.860 ⇒ 00:34:52.999 Luke Scorziell: Yeah, maybe that can be kind of our… our go-to this week, Ryan, is just even, like, even if we went through all the posts that we’ve already posted and just replied, that’s, like.
247 00:34:53.530 ⇒ 00:34:55.130 Luke Scorziell: I think that’s fine.
248 00:34:55.130 ⇒ 00:35:00.869 Uttam Kumaran: What you’re gonna find is, like, hit the volume numbers first before figuring out the messaging.
249 00:35:01.580 ⇒ 00:35:02.320 Luke Scorziell: Yeah.
250 00:35:02.470 ⇒ 00:35:06.279 Uttam Kumaran: But you’re gonna find, if you post on a… if you go through my LinkedIn, and you just…
251 00:35:06.390 ⇒ 00:35:13.220 Uttam Kumaran: Spend an hour and just comment on, like, 30 posts, you’re gonna see a really linear increase of profile viewers.
252 00:35:13.320 ⇒ 00:35:15.450 Uttam Kumaran: and followers. Like…
253 00:35:15.760 ⇒ 00:35:23.240 Uttam Kumaran: I did… we did this, like, a few months ago, where I just spent a month doing that, and I got comments with, like, 50,000 views.
254 00:35:24.220 ⇒ 00:35:27.359 Uttam Kumaran: But again, the thing here is not, like.
255 00:35:28.210 ⇒ 00:35:33.359 Uttam Kumaran: debate on doing it, it’s like, you guys, I just have to go rip that every day. Yeah.
256 00:35:34.650 ⇒ 00:35:53.420 Robert Tseng: Yeah, so on the engagement piece, yeah, I think, obviously, I don’t… I mean, this is a quick comment, you know, it’s great, I mean, we just need to do more of these. This… this sheet is really for, I guess, it’s for you, Luke, to… and we can tweak it if you want, but I was just reminding you of the lead list that we already have.
257 00:35:53.420 ⇒ 00:36:12.190 Robert Tseng: if these are… this… this list is in Sales Nav, like, I mean, I think you know this already, so, like, anytime they post something, like, we should just be commenting on these… on these people. And I want to really… I want you guys to really be operating at full capacity before you kind of… before we be like.
258 00:36:12.190 ⇒ 00:36:22.060 Robert Tseng: all right, we need to bring in another coordinator, because if, like, we’re not pushing the execution muscle, then I’m not gonna bring in the coordinator. It’s just not really… doesn’t really make sense. So, yeah, like, I…
259 00:36:22.060 ⇒ 00:36:28.809 Uttam Kumaran: I also want to say on the systems building side, like, lean on me to tell you whether there is a system to be built.
260 00:36:29.220 ⇒ 00:36:42.509 Uttam Kumaran: Because I can tell you that, and I can help build it for you. But, like, what I can’t do is the execution piece, and so really try to nail that first, because I agree with Robert, like, it’s still not clear to me if we need that role.
261 00:36:42.760 ⇒ 00:36:48.259 Uttam Kumaran: Because, like, I’m still not… I think there’s just, like, spend an hour a day and comment and DM, and like…
262 00:36:48.380 ⇒ 00:36:53.359 Uttam Kumaran: let’s see what numbers we can hit until then. We might find we don’t need it, right? But, like, that’s…
263 00:36:54.060 ⇒ 00:36:55.840 Uttam Kumaran: That’s sort of the basics.
264 00:36:56.940 ⇒ 00:36:57.590 Luke Scorziell: Yeah.
265 00:36:57.590 ⇒ 00:36:58.120 Uttam Kumaran: Yeah.
266 00:36:58.680 ⇒ 00:37:00.989 Luke Scorziell: No, I agree, I think, yeah, I think we’re,
267 00:37:01.370 ⇒ 00:37:09.260 Luke Scorziell: Yeah, that makes sense. Yeah, so this will be my, like, top priority this week, is kind of moving away from the content and moving into,
268 00:37:09.750 ⇒ 00:37:11.299 Luke Scorziell: Like, how are we engaging?
269 00:37:11.300 ⇒ 00:37:20.060 Uttam Kumaran: gonna be perfect. So, like, I think you spend a ton of time on content. I think we made huge strides, and every month is gonna be like this. It’s just gonna be, like.
270 00:37:20.180 ⇒ 00:37:33.550 Uttam Kumaran: 50% planning and, like, structure building, and then execution. It’s never gonna feel perfect, but, like, in sales, the one thing we’ve learned is we just have to push stuff out, no matter what. And…
271 00:37:33.680 ⇒ 00:37:47.529 Uttam Kumaran: like, we have a tendency, I think, to just, like, over-optimize, which is great, because you can see the quality of all our stuff is amazing, because we spend time, but we are also… it really affects us if we don’t just push stuff out.
272 00:37:47.830 ⇒ 00:37:52.940 Uttam Kumaran: And so, I think your guys’ goal of having something go out every day on content is great.
273 00:37:53.190 ⇒ 00:38:02.900 Uttam Kumaran: like, just make sure that happens, then add stuff on there. Okay, maybe we do at least 10 comments a day. And, like, just keep layering on until you’re like, okay, we’re at the natural peak.
274 00:38:04.100 ⇒ 00:38:08.520 Uttam Kumaran: I think you’ll see. You’ll see all the numbers go up, like, I’m telling you.
275 00:38:09.500 ⇒ 00:38:12.109 Luke Scorziell: Yeah. No, I… yeah, I agree.
276 00:38:12.470 ⇒ 00:38:19.679 Robert Tseng: Okay, great. So yeah, I mean, let’s spend a little time talking about… yeah, I mean, I guess, I know, Hannah, you’re just kind of…
277 00:38:19.680 ⇒ 00:38:39.039 Robert Tseng: kind of back now. So, I mean, this isn’t only your responsibility. So, yeah, how are we gonna be turning, these engagers into MQLs, right? Like, this number has been at zero for the past 4 weeks, so… I mean, it’s because we don’t have these… we’re not prompting people to go and engage with
278 00:38:39.040 ⇒ 00:38:53.420 Robert Tseng: download sign-ups events. So, like, this is… this piece needs a little bit… it needs a little bit of thinking, because it’s not something we can just turn on today. So, like, what… like, what are we… what are we thinking here? Like, what… how are we gonna… how are we gonna get… how are we gonna get…
279 00:38:53.450 ⇒ 00:38:55.659 Uttam Kumaran: Like, what’s… what’s the…
280 00:38:57.340 ⇒ 00:39:01.710 Robert Tseng: Yeah, have we thought about which ones we’re gonna… what are we prioritizing here?
281 00:39:04.930 ⇒ 00:39:06.170 Hannah Wang: Yeah,
282 00:39:06.480 ⇒ 00:39:18.310 Hannah Wang: My idea, and Luke, sorry I keep pushing this off, talking to you about this, but I guess, like, directly tied to the campaign work that we’re doing, and all the service.
283 00:39:19.010 ⇒ 00:39:23.389 Hannah Wang: Collateral that… We’re making for…
284 00:39:23.790 ⇒ 00:39:32.419 Hannah Wang: the services, like, I’m thinking we can run a campaign for that, and I don’t know if we already did, sorry, I’ve been so in and out, but…
285 00:39:32.660 ⇒ 00:39:38.489 Hannah Wang: maybe that’s something we can do in terms of, like, I know we wanted to make a landing page for…
286 00:39:38.550 ⇒ 00:39:53.810 Hannah Wang: the edge to activation, I think, is the service. Yeah. That one, and I know I told Ann to work on that, and he has to see the progress on that. But even just, like, I know the DVT audit…
287 00:39:54.010 ⇒ 00:40:06.170 Hannah Wang: service thing that you mentioned last week. Like, I know I owe you a design for that, and we can also launch a campaign for that, too. As for the newsletters, like, I don’t…
288 00:40:06.320 ⇒ 00:40:08.749 Hannah Wang: Know if that’s, like, worth…
289 00:40:09.320 ⇒ 00:40:16.249 Hannah Wang: turning on, I haven’t given that one much thought yet, just because it’s dormant right now, and…
290 00:40:17.600 ⇒ 00:40:28.409 Hannah Wang: Yeah, I need to think about that one a little bit more, but that one would be an easy one to add to our posts. Like, oh, sign up, like, in the comments of…
291 00:40:29.190 ⇒ 00:40:38.849 Hannah Wang: our LinkedIn posts, like, oh, check out our newsletter here, or sign up here. So maybe we can talk about that as well. And then…
292 00:40:39.150 ⇒ 00:40:39.640 Luke Scorziell: Yeah.
293 00:40:39.640 ⇒ 00:40:45.529 Hannah Wang: for the events, I know we have a couple lined up for, our partners, so…
294 00:40:46.170 ⇒ 00:40:52.369 Hannah Wang: yeah, I’m thinking that we’ll… those numbers will start to increase as we,
295 00:40:53.040 ⇒ 00:41:05.180 Hannah Wang: do more events. Like, we have one next month with MixedPanel, and then, Robert, I know this is super delayed, but, I think we’re gonna push off the corral data webinar,
296 00:41:05.180 ⇒ 00:41:13.200 Hannah Wang: to maybe Feb or March, I need to get back to Lauren about that. Okay. And then we have, like, the Amplitude Q2 event, so we do have…
297 00:41:13.200 ⇒ 00:41:16.339 Holly Condos: Melissa wants to do one too, Hannah, that’s what I want to talk to you about.
298 00:41:16.340 ⇒ 00:41:28.149 Hannah Wang: Oh, sure. Yeah, so we have a Telisma, so those numbers should… should go up, once we have some events going on with our partners. And then, the last one,
299 00:41:28.960 ⇒ 00:41:31.189 Hannah Wang: I need to think about that a little more.
300 00:41:31.440 ⇒ 00:41:32.310 Hannah Wang: But yeah.
301 00:41:32.310 ⇒ 00:41:42.209 Robert Tseng: Yeah, I mean, I think Actions is very vague, too. Like, I think this was really, like, from anything that we’re posting content-wise, like…
302 00:41:42.530 ⇒ 00:41:54.320 Robert Tseng: Are people clicking on the call-to-action buttons on, like, our profiles? Maybe, are we dropping anything in the comments, things for people to book? I mean, I think the answer is no, we’re not really seeing that right now, but…
303 00:41:54.720 ⇒ 00:42:09.750 Robert Tseng: I think this is less of, like, a net new thing. It’s more of, like, you know, we have… we have a few things out there for people to book meetings with us directly, but it doesn’t… it doesn’t seem like anybody’s using those… those features to… to… to book meetings with us.
304 00:42:10.040 ⇒ 00:42:10.710 Luke Scorziell: Yeah.
305 00:42:10.890 ⇒ 00:42:12.829 Luke Scorziell: Yeah. I think, like, a…
306 00:42:13.000 ⇒ 00:42:23.179 Luke Scorziell: A couple easy ones, or I mean, one easy one that we have right now is just… I don’t know if we have, like, what the mechanism is for it, so Hannah or Ryan, I guess, if you guys know, but…
307 00:42:23.540 ⇒ 00:42:28.089 Luke Scorziell: If we just can put that… the case study or the one-pager from the…
308 00:42:28.560 ⇒ 00:42:33.760 Luke Scorziell: edge-to-activation stuff behind, like, an email thing, so that they have to…
309 00:42:33.940 ⇒ 00:42:38.449 Luke Scorziell: Give us their email to access it, like, that’s an easy lead magnet.
310 00:42:38.580 ⇒ 00:42:42.480 Luke Scorziell: And then…
311 00:42:42.830 ⇒ 00:42:49.040 Luke Scorziell: So that’s one, and then once we have the DBT thing… so, like, a landing page, obviously, is nice. I think, like.
312 00:42:49.860 ⇒ 00:42:55.550 Luke Scorziell: if we’re just trying to get a lead magnet out kind of ASAP, then I think we already have it, we just need to…
313 00:42:55.810 ⇒ 00:43:06.620 Luke Scorziell: Just put a gate around it, and then start linking to it. And then, the…
314 00:43:07.380 ⇒ 00:43:10.900 Luke Scorziell: U-Tam just did that whole thing for Vixel.
315 00:43:10.970 ⇒ 00:43:12.250 Hannah Wang: Yeah. And…
316 00:43:12.730 ⇒ 00:43:19.579 Luke Scorziell: I don’t know, part of me is kind of wondering, like… or I’d like to do some content around that, and so if, like.
317 00:43:19.800 ⇒ 00:43:24.309 Luke Scorziell: I think we can just easily plug in to, like, each of the different features that he talked about.
318 00:43:24.540 ⇒ 00:43:28.780 Luke Scorziell: Being, like, a different,
319 00:43:29.510 ⇒ 00:43:44.980 Luke Scorziell: PDF or something that we link to our posts, or we just have one that links to the, like, webinar that he did, and people can, like, rewatch it, if they, like, give us their email. So I think those are, like, two. Because once we start getting emails, then we can work on the newsletter, but until we get.
320 00:43:44.980 ⇒ 00:43:45.760 Hannah Wang: Hmm.
321 00:43:45.760 ⇒ 00:43:49.859 Luke Scorziell: Emails, we don’t really need to… Do that, so…
322 00:43:49.980 ⇒ 00:43:58.630 Hannah Wang: Yeah. Yeah, I was gonna ask you about the Vixel one, because I… I think we can… we can make not only content out of it, but also, yeah, just…
323 00:43:58.940 ⇒ 00:44:02.890 Hannah Wang: Get people, like, lead magnet… lead magnets and whatnot, so…
324 00:44:03.580 ⇒ 00:44:06.640 Hannah Wang: Yeah, we can… let’s talk about that,
325 00:44:06.930 ⇒ 00:44:10.920 Hannah Wang: And… I think the Vixel one and the…
326 00:44:11.390 ⇒ 00:44:22.089 Hannah Wang: edge to activation, not the whole landing page, but even just gating it behind, like, an email prompter. I think those are quick wins we can do this week. I don’t know if we have a mechanism.
327 00:44:22.510 ⇒ 00:44:31.049 Hannah Wang: For that, but let me… I can talk to the AI team and loop you in there, and then we can figure out a way to push that out.
328 00:44:31.290 ⇒ 00:44:34.389 Hannah Wang: And make it, like, a small campaign type of thing.
329 00:44:36.240 ⇒ 00:44:42.979 Luke Scorziell: Sweet. Yeah, I mean, I think just if we have a couple links that we can just rotate for the next month, that’s… that’d be great, so…
330 00:44:42.980 ⇒ 00:44:44.450 Hannah Wang: Yeah. Okay.
331 00:44:47.470 ⇒ 00:44:52.990 Robert Tseng: Okay, great. I am noticing another couple typos here, so I’m gonna fix this later, but
332 00:44:53.070 ⇒ 00:45:05.709 Robert Tseng: Okay, so, I mean, on the delivery side, yeah, no delivery source leads this past week. As far as renewals and expansions, like, yeah, we have some stuff coming up, I mean, around this…
333 00:45:05.750 ⇒ 00:45:13.239 Robert Tseng: February is really kind of when we’re… we’re pushing a lot of that, so, yeah, I mean, I don’t really…
334 00:45:13.260 ⇒ 00:45:36.410 Robert Tseng: think we have… I mean, this is probably in the future, now that Shakeshi’s joining these calls, you know, I think he’ll have a better sense. I mean, I’ll have him kind of read out on some of this in the future, where he can kind of shed light on what he’s seeing, on, like, from the delivery side, like, any capacity risks, you know, if we have to… if he has to signal to us, like, we are… we are, like.
335 00:45:37.050 ⇒ 00:45:53.490 Robert Tseng: at capacity. Anything that we close has to come in, like, a month later. Then, like, that’s… that’s kind of the type of, feedback that I’d like him to eventually be able to share with us. Or, you know, it’s maybe the opposite. We’re really underutilized. If we can expedite deals somehow, like.
336 00:45:53.490 ⇒ 00:45:59.560 Robert Tseng: then that’s… that’s the type of signal I would want from him as well. So, but yeah, that’s… that’s that.
337 00:46:00.040 ⇒ 00:46:24.600 Robert Tseng: Okay, let’s spend a couple minutes, let’s go around the room, let’s talk about up to 3 bets for the week. I think your bets and… and then they have bets and risks, so, once again, this is kind of what I reference when we do our retros, on Friday, so, yeah, kind of, let’s just spend… let’s spend a couple minutes every… like, nobody… like, kind of 2 minutes max per person, just kind of share… share your…
338 00:46:24.600 ⇒ 00:46:28.280 Robert Tseng: what you… what you see coming. That’s not, like, kind of an…
339 00:46:28.300 ⇒ 00:46:38.240 Robert Tseng: ad hoc thing on Ticket that you’ve already kind of been assigned. Or, I mean, it could be the same thing, but, like, just, you know, want you to at least have, like, a goal for the week of, like, what you’re… what you’re gonna accomplish.
340 00:46:49.240 ⇒ 00:46:58.750 Robert Tseng: Okay, then I’ll just pick, and we’ll go, so maybe we’ll start with Ryan, since your mic is off, or is it… your mic is on, I mean.
341 00:46:59.250 ⇒ 00:47:13.199 Ryan Brosas: Yeah, so basically, what you said, guys, I won’t be doing some, optimization stuff, so I will do, more on the execution stuff, so, more on, engagement or comment.
342 00:47:13.200 ⇒ 00:47:23.880 Ryan Brosas: then doing some, content, for both of, Robert’s and Tom’s account, so we are ready, so we are posting on the right
343 00:47:24.030 ⇒ 00:47:43.230 Ryan Brosas: time, and we are, commenting first before we are, posting the comment. And then, I think, as, this is, like, a pending stuff that I did, so the SEO stuff, so I will be sending that… I will be doing that, so I can send that over to Amber as well.
344 00:47:43.290 ⇒ 00:47:49.310 Ryan Brosas: So, other stuff is… yeah, I think, pretty much, like…
345 00:47:49.520 ⇒ 00:48:06.880 Ryan Brosas: collabing more with, Luke on what we could add on our stuff, on reaching out, or… or GTM, what campaign that we could start doing. So we are, like, running, like, 2 or 3 campaigns per week.
346 00:48:07.030 ⇒ 00:48:07.880 Ryan Brosas: Again.
347 00:48:08.910 ⇒ 00:48:16.830 Robert Tseng: Yeah, one thing was the SEO stuff, I don’t know what exactly that is, but if that… that doesn’t sound like that’s that important, but…
348 00:48:18.620 ⇒ 00:48:21.220 Luke Scorziell: No, we don’t need… we don’t need to do SEO right now.
349 00:48:21.220 ⇒ 00:48:26.210 Robert Tseng: Okay, alright, so whatever Amber asks you for SEO, you can delay it. I don’t really think that’s urgent.
350 00:48:26.210 ⇒ 00:48:30.420 Uttam Kumaran: Okay. Is that related to ABC?
351 00:48:30.800 ⇒ 00:48:31.580 Ryan Brosas: Y.
352 00:48:31.580 ⇒ 00:48:34.460 Uttam Kumaran: Okay, but that’s not related to this conversation at all.
353 00:48:34.780 ⇒ 00:48:35.550 Ryan Brosas: Oh.
354 00:48:35.980 ⇒ 00:48:41.189 Uttam Kumaran: Yeah, so… Yeah, that’s not a bet for sales, for our sales.
355 00:48:42.970 ⇒ 00:48:43.650 Uttam Kumaran: Okay.
356 00:48:44.260 ⇒ 00:48:47.350 Robert Tseng: Okay, thanks for clearing that up. Alright,
357 00:48:49.220 ⇒ 00:48:53.549 Robert Tseng: Yeah, I guess Holly’s the next person on my screen, so…
358 00:48:53.550 ⇒ 00:48:56.469 Holly Condos: Yeah, I’ll go. Yeah. Okay, so…
359 00:48:57.310 ⇒ 00:49:07.270 Holly Condos: tightening up the, the partner tracking metrics and working with Shishu, just on the conversations that we started in that regard.
360 00:49:07.610 ⇒ 00:49:09.880 Holly Condos: 2 Snowflake…
361 00:49:10.240 ⇒ 00:49:20.340 Holly Condos: continuing to press on the reps that we have. I’ve got a couple intros to make for Utam.
362 00:49:20.730 ⇒ 00:49:28.610 Holly Condos: on the Snowflake side, and I’m working with, Awash on our certs and accreditations.
363 00:49:28.820 ⇒ 00:49:34.879 Holly Condos: And then 3, I’m gonna lump them together, but, pushing on closing
364 00:49:35.120 ⇒ 00:49:42.920 Holly Condos: the logistics for the events with MixPanel, and then getting Amplitude, going, and to Lisma.
365 00:49:46.530 ⇒ 00:49:47.170 Robert Tseng: Great.
366 00:49:49.870 ⇒ 00:49:52.229 Robert Tseng: Rico, so next on my screen.
367 00:49:54.030 ⇒ 00:50:11.289 Rico Rejoso: Yeah, for me, bets for this week would be the E2A campaign. Luke mentioned that he’s auditing it and will update me in regards to what the next step would be for that campaign. Another would be the NRF. So, Ryan and I discussed and also helped me explore the…
368 00:50:12.970 ⇒ 00:50:15.829 Rico Rejoso: The one that you created,
369 00:50:16.150 ⇒ 00:50:24.060 Rico Rejoso: last week, and the one that I tested out, so I’m gonna discuss further with Ryan on what the next steps are for the NRF campaign.
370 00:50:24.800 ⇒ 00:50:27.960 Robert Tseng: Okay. Yeah, I mean, really, it’s just closing out, I mean…
371 00:50:28.170 ⇒ 00:50:34.299 Robert Tseng: we’ve already… yeah, making sure that everybody who engaged with us, like, has a follow-up message, right? So…
372 00:50:34.300 ⇒ 00:50:36.190 Rico Rejoso: Hopefully, like.
373 00:50:36.480 ⇒ 00:50:45.289 Robert Tseng: I mean, yeah, if you… I wouldn’t spend too much time on that, don’t have to think about it too much, just… just… everyone should just get the response, and then we can kind of close it out from there.
374 00:50:45.820 ⇒ 00:50:51.239 Rico Rejoso: Yeah, I got confirmation from you on what the details are, so I’ll probably work on the response and send it out.
375 00:50:51.240 ⇒ 00:50:52.350 Robert Tseng: Okay, great.
376 00:50:53.110 ⇒ 00:50:58.459 Robert Tseng: Right, and then I have Luke next on my screen.
377 00:50:58.460 ⇒ 00:51:03.489 Luke Scorziell: Yeah, I mean, I think, yeah, big bets this week are…
378 00:51:04.390 ⇒ 00:51:13.600 Luke Scorziell: Setting up the engagement system so that we’re driving, more engagement on our profile. I mean, that’s just what we talked about. And then,
379 00:51:13.850 ⇒ 00:51:14.230 Robert Tseng: Yeah.
380 00:51:14.230 ⇒ 00:51:22.470 Luke Scorziell: getting campaigns set up, so right now, I’m basically, like, I guess, quote-unquote, experimenting with,
381 00:51:22.590 ⇒ 00:51:30.550 Luke Scorziell: just doing, like, outreaches of, like, 5 to 10 people within our network with, like, I did that with the E2A service this morning, and then…
382 00:51:30.760 ⇒ 00:51:42.109 Luke Scorziell: I’m gonna work with that on the dbt service, this afternoon, too, just kind of messaging people to say, like, hey, would you, you know, we’re launching this, we’d love to…
383 00:51:42.250 ⇒ 00:51:44.889 Luke Scorziell: Talk with you about it, and then…
384 00:51:45.000 ⇒ 00:51:47.830 Robert Tseng: I think then I will record for Rico.
385 00:51:47.930 ⇒ 00:51:54.090 Luke Scorziell: like, brief recording of me just running through that, how I’m filtering for companies.
386 00:51:54.200 ⇒ 00:51:56.210 Luke Scorziell: And…
387 00:51:56.440 ⇒ 00:52:04.599 Luke Scorziell: like, what kind of outreach I’m doing, just… just so you can know, Rika, and then… and then I’d like to launch those experiments into, like, a little bit bigger of campaigns.
388 00:52:04.830 ⇒ 00:52:09.230 Luke Scorziell: Reaching out to, like, 10 to 20 people. And so…
389 00:52:09.530 ⇒ 00:52:14.410 Luke Scorziell: Yeah, those are the two… two big bets, and then I think just the…
390 00:52:14.900 ⇒ 00:52:26.309 Luke Scorziell: like, the lead magnet stuff, like, I would just like to get one. I think the risk is that we overcompen… or, like, try to over-engineer something, instead of, like, pushing out.
391 00:52:26.800 ⇒ 00:52:34.189 Luke Scorziell: what we have. And then, yeah, I think the other risk, just maybe that ran with the campaign last week, is just, like.
392 00:52:35.250 ⇒ 00:52:42.129 Luke Scorziell: Yeah, we just need to filter for the right leads. So we got a response, which was great, but she’s at a pretty small company.
393 00:52:42.260 ⇒ 00:52:48.660 Luke Scorziell: So… Yeah, that’s… that’s what I’ve got.
394 00:52:49.460 ⇒ 00:52:53.579 Robert Tseng: Okay, great. Well, I guess lastly would be Hannah.
395 00:52:54.010 ⇒ 00:52:57.410 Hannah Wang: Yes, number one…
396 00:52:58.300 ⇒ 00:53:09.359 Hannah Wang: is the lead magnet stuff, and assisting, or I guess, working with slash assisting the team on campaign execution and making sure that there’s a…
397 00:53:09.830 ⇒ 00:53:14.109 Hannah Wang: call to action for, I guess, all the messages that we send.
398 00:53:14.380 ⇒ 00:53:23.209 Hannah Wang: And then number two, I’ll work on, driving partnership events with Holly, and kind of planning out the logistics for that.
399 00:53:25.430 ⇒ 00:53:32.080 Robert Tseng: Okay, great. Yeah, I think for me, like, I will…
400 00:53:32.360 ⇒ 00:53:51.760 Robert Tseng: I think it’s clear to me from this side where we need to focus on. Definitely, it’s just adding pipelines, so I will just be sending messages. We’re gonna get this new SQLs added up to 10 by next week, for sure. I think that’s my biggest goal. And then…
401 00:53:51.990 ⇒ 00:53:55.720 Robert Tseng: Yeah, I think to unblock you guys on, like.
402 00:53:55.940 ⇒ 00:54:18.610 Robert Tseng: yeah, I would love to see some MQL come in, so… like, we do have the engagement, we have the visibility, the engagement’s gonna go up, and so I just want to make sure that we’re actually… yeah, the marketing team’s getting credit for, like, giving us… giving us leads through that, so I want to really make sure that we, you know, I wanna see this number go up above zero next week as well, so…
403 00:54:18.610 ⇒ 00:54:21.229 Robert Tseng: I think those are the two biggest things.
404 00:54:21.360 ⇒ 00:54:27.469 Robert Tseng: proposals-wise, like, I don’t… I guess, you know, we have some things that are coming up. Hopefully.
405 00:54:27.900 ⇒ 00:54:43.450 Robert Tseng: Yeah, I guess this is… this is where the middle funnel is. We haven’t talked too much about how do we really get, like, the leads that are stuck in the stage to the next stage. We are kind of involving, our, like, delivery team. They’re helping with some…
406 00:54:43.450 ⇒ 00:54:57.510 Robert Tseng: some of these, like, I… I think Planned Medicare, we have SAM kind of helping with… with SOWs there. You know, a couple of these other ones, I think we have other folks on the team contributing. So,
407 00:54:57.510 ⇒ 00:55:10.170 Robert Tseng: yeah, I think, like, this’ll really just be, you know, me and Utam making sure that, like, we have a way to kind of push, push, push these deals forward. So, I think that’s something that we should check in on middle of the week, Uten.
408 00:55:10.580 ⇒ 00:55:11.140 Uttam Kumaran: Okay.
409 00:55:11.440 ⇒ 00:55:11.990 Robert Tseng: Yeah.
410 00:55:13.270 ⇒ 00:55:21.289 Robert Tseng: And then I obviously… I sent you the list of, like, the circle back stuff, so I got your feedback on that. We can… that’s another easy campaign we can run again, so…
411 00:55:21.290 ⇒ 00:55:26.190 Uttam Kumaran: So, for some of these deals, like, port Authority.
412 00:55:26.640 ⇒ 00:55:29.130 Robert Tseng: Yeah, these ones I would want to close out, but yeah.
413 00:55:29.130 ⇒ 00:55:34.990 Uttam Kumaran: Yeah, I guess, like, what do we want to do? Like, I support Authority, Insomnia, like, these are things where…
414 00:55:35.260 ⇒ 00:55:37.070 Uttam Kumaran: Should we just move back to Leeds?
415 00:55:38.410 ⇒ 00:55:47.240 Robert Tseng: Yeah, I mean, these are only leads right now, but, like, I think they should just not be active leads. I mean, Port Authority hasn’t had any movement in, like, you know…
416 00:55:47.240 ⇒ 00:55:50.689 Holly Condos: Yeah, we’re still waiting to hear on the decision.
417 00:55:50.690 ⇒ 00:55:52.220 Robert Tseng: Yeah, we kinda gotta just, like.
418 00:55:52.220 ⇒ 00:56:02.440 Uttam Kumaran: Well, my vote is that, like, anything that’s on this list takes up a slot, like, when you see it, so if there’s not an immediate action, I don’t think it should be on the list.
419 00:56:02.600 ⇒ 00:56:02.920 Holly Condos: Okay.
420 00:56:02.920 ⇒ 00:56:10.479 Uttam Kumaran: like, I guess that’s my perspective, like, there’s nothing we can do, which means… and there’s no more follow-ups we can send, which means it’s, like.
421 00:56:11.100 ⇒ 00:56:13.840 Uttam Kumaran: Basically dead, until it’s not, right?
422 00:56:14.190 ⇒ 00:56:14.800 Holly Condos: Yeah.
423 00:56:15.080 ⇒ 00:56:16.510 Uttam Kumaran: That was my thought.
424 00:56:18.250 ⇒ 00:56:32.689 Uttam Kumaran: So, yeah, I guess that’s, you know… like, another example is, like, John Booze, they haven’t… they kind of ghosted me. I’m gonna send one more, but I’m probably just gonna put in to circle back again, because there’s, like, nothing else I can do on it, you know?
425 00:56:32.690 ⇒ 00:56:33.300 Robert Tseng: Yeah.
426 00:56:34.290 ⇒ 00:56:37.880 Uttam Kumaran: Okay, great. I just wanted to get a line there. So, like…
427 00:56:37.940 ⇒ 00:56:46.219 Robert Tseng: I think that would be helpful, is, like, for all of these, there should be something we can do. Yeah, I think nothing should sit here for more than two weeks, is my kind of opinion, at this point.
428 00:56:46.220 ⇒ 00:56:52.060 Uttam Kumaran: It’d also be great to separate, like, expansions versus net new.
429 00:56:52.920 ⇒ 00:56:53.469 Uttam Kumaran: Does it…
430 00:56:53.470 ⇒ 00:57:06.460 Robert Tseng: Yeah, we have deal number 1, deal number 2, whoever came up with this framework, like, I kind of followed that today. Okay. Like, Jan 26, name deal 1, that… so that tells me that’s net new, versus, like…
431 00:57:07.220 ⇒ 00:57:15.400 Uttam Kumaran: Yeah, because I… because, yeah, the deal twos, I feel good, like, we’re just… we’re pushing, but again, that’s gonna mostly shift to the delivery team.
432 00:57:16.330 ⇒ 00:57:17.580 Uttam Kumaran: But…
433 00:57:18.130 ⇒ 00:57:23.569 Uttam Kumaran: Deal ones, so I’ll probably create something that just shows me, like, what are the deal 1s that I can just keep pushing at.
434 00:57:23.830 ⇒ 00:57:30.549 Robert Tseng: Yeah, and yeah, we’ll have to go in and make sure that they all follow the same, like, kind of syntax, so, yeah.
435 00:57:30.910 ⇒ 00:57:34.140 Uttam Kumaran: Rico, can you handle that? Can you just see if you can rename some of those?
436 00:57:34.290 ⇒ 00:57:37.139 Uttam Kumaran: They’ll all have this deal 1 or Deal 2 syntax.
437 00:57:38.120 ⇒ 00:57:39.340 Uttam Kumaran: That would be swell.
438 00:57:39.340 ⇒ 00:57:45.089 Robert Tseng: Yeah, go… so the month that they were created, then the name, and then deal 1 or Deal 2, yeah.
439 00:57:45.590 ⇒ 00:57:51.130 Robert Tseng: I mean, Ellie would be deal 3, so that’s… that is right. It just needs to be January 26th, yeah.
440 00:57:51.960 ⇒ 00:57:52.880 Rico Rejoso: Got it, ya.
441 00:57:53.150 ⇒ 00:57:54.650 Robert Tseng: Yeah. Okay.
442 00:57:55.380 ⇒ 00:57:56.240 Robert Tseng: Cool.
443 00:57:56.460 ⇒ 00:58:09.679 Robert Tseng: Alright, thanks everyone. We can… clearly you can see things are moving, but, like, yeah, this… there’s a… there’s a whole system in place, so hopefully we’re… you see the visibility of, like, where the gaps are, and that’s kind of where we attack every week.
444 00:58:09.680 ⇒ 00:58:16.640 Robert Tseng: like I was telling Utam, it’s just like riding a bicycle. We’re never really, like, coasting, like, you kind of always have to be, like…
445 00:58:16.740 ⇒ 00:58:27.089 Robert Tseng: finding out where you’re wobbly, and then focus on the part where you’re wobbly, so you can kind of keep moving forward. So, that’s, you know, that’s… that’s kind of the… that’s kind of how we’re… how we’re operating right now.
446 00:58:29.820 ⇒ 00:58:30.220 Uttam Kumaran: Awesome.
447 00:58:30.580 ⇒ 00:58:35.500 Luke Scorziell: Feels like, yeah, feels like good momentum week over week, but yeah, obviously, some good… we didn’t…
448 00:58:35.500 ⇒ 00:58:47.329 Uttam Kumaran: Yeah, it’s good, and then I think, Lucas, as we push out, like… like, as you see what it’s like to push out a landing page, then it’s like, hey, you can come to me and be like, look, it took us 5 hours to get a landing page.
449 00:58:47.330 ⇒ 00:58:48.380 Luke Scorziell: Yeah.
450 00:58:48.560 ⇒ 00:58:57.600 Uttam Kumaran: get me… make sure that happens in 30 minutes, I can build that for you. I will build that for you, but, like, I don’t want you building that, is what I’m saying.
451 00:58:57.600 ⇒ 00:58:57.950 Luke Scorziell: Yeah.
452 00:58:57.950 ⇒ 00:59:07.880 Uttam Kumaran: not a good use of time. Instead, do the landing page for the conversion thing. Come back to this meeting or in Slack and be like, yo, that was so painful. Here’s all the steps, and here’s what it took.
453 00:59:08.150 ⇒ 00:59:10.989 Uttam Kumaran: I’m gonna see that, and I’m gonna solve that for you.
454 00:59:11.420 ⇒ 00:59:27.390 Uttam Kumaran: Right? But that’s sort of the things I want to hear, is like, hey, from… from an interview to a page that’s taking this longer, or hey, we got all the copy for the landing page, but now it’s taking 2 weeks to get there, or… those are the things where I can see that, and I can cut those by 90%.
455 00:59:27.930 ⇒ 00:59:35.720 Uttam Kumaran: And then that way you can start doing, okay, we can push, like, 3 landing pages a week out. Okay, how do we get that to 10? And then, like, that’s the conversation, I think.
456 00:59:35.930 ⇒ 00:59:36.979 Uttam Kumaran: we can have.
457 00:59:37.440 ⇒ 00:59:40.029 Luke Scorziell: Yeah, well, I mean, I mean, we can talk about this.
458 00:59:40.720 ⇒ 00:59:49.679 Luke Scorziell: off of this call, too, but I think, like, an easy thing… like, it’s easy for me to just interview, talk to the… I mean, we can also set up the AI system, but, like.
459 00:59:49.890 ⇒ 00:59:55.069 Luke Scorziell: It’s helpful for me to learn the services, but just, like, interview an engineer, and then it’s like.
460 00:59:55.180 ⇒ 00:59:58.199 Luke Scorziell: once I finish doing that, it’s kind of a…
461 00:59:58.630 ⇒ 01:00:07.390 Luke Scorziell: like, what’s next with its, like, generate the case study, generate the one page, or generate the landing page. So that’s… there is, like, a bottleneck a little bit around that.
462 01:00:08.170 ⇒ 01:00:16.720 Uttam Kumaran: Yeah, so what I would ask for is you tell me what bottleneck on what part, and then give me a short description of how it’s done currently.
463 01:00:17.020 ⇒ 01:00:17.520 Luke Scorziell: Okay.
464 01:00:17.520 ⇒ 01:00:19.320 Uttam Kumaran: That is all I need, like…
465 01:00:19.980 ⇒ 01:00:30.499 Uttam Kumaran: I will figure… I will find you a way past it. What I can’t… what I can’t deal with is, like, this thing is slow, and there’s a bunch of pieces, and it’s not clear what the…
466 01:00:31.270 ⇒ 01:00:31.740 Luke Scorziell: Yeah.
467 01:00:31.950 ⇒ 01:00:36.590 Uttam Kumaran: do a little bit of diagnosis, but don’t worry about solving it, is what I’m trying to say.
468 01:00:36.620 ⇒ 01:00:40.199 Luke Scorziell: Okay. If I could just get told, like, hey, moving from transcript.
469 01:00:40.200 ⇒ 01:00:44.989 Uttam Kumaran: to this copy, then this next step is tough. It currently takes 5 hours.
470 01:00:45.550 ⇒ 01:00:49.629 Uttam Kumaran: here’s, like, how we currently do it. Alright, perfect, like, I can work with that.
471 01:00:50.140 ⇒ 01:00:50.810 Luke Scorziell: Okay.