Meeting Title: Partnership Strategy Discussion Date: 2026-01-27 Meeting participants: Holly Condos, Hannah Wang, Sheshu Chandrasekar, Ryan Brosas
WEBVTT
1 00:02:33.300 ⇒ 00:02:36.120 Sheshu Chandrasekar: Hey, sorry everyone, I’ve been a bit late today.
2 00:02:36.690 ⇒ 00:02:37.870 Holly Condos: Hey, how are you?
3 00:02:37.870 ⇒ 00:02:39.070 Sheshu Chandrasekar: Good, how about yourself?
4 00:02:39.480 ⇒ 00:02:40.270 Holly Condos: Okay.
5 00:02:42.680 ⇒ 00:02:44.480 Hannah Wang: Hey. Hey, everyone.
6 00:02:44.810 ⇒ 00:02:45.360 Sheshu Chandrasekar: Hey, Hannah.
7 00:02:45.360 ⇒ 00:02:46.180 Holly Condos: him.
8 00:02:46.990 ⇒ 00:02:50.819 Hannah Wang: I’m also okay. Yeah.
9 00:02:51.740 ⇒ 00:02:53.289 Holly Condos: Hmm, sorry.
10 00:02:53.880 ⇒ 00:02:54.380 Hannah Wang: That’s okay.
11 00:02:54.380 ⇒ 00:02:55.750 Sheshu Chandrasekar: Yeah, you’re feeling better.
12 00:02:56.310 ⇒ 00:02:57.280 Hannah Wang: Thank you.
13 00:02:57.910 ⇒ 00:03:02.600 Hannah Wang: Yeah, I think I just ate something funky last night, so…
14 00:03:03.960 ⇒ 00:03:08.880 Hannah Wang: Yeah, I’ll spare everyone the details, but.
15 00:03:09.070 ⇒ 00:03:10.299 Holly Condos: Is it tofu?
16 00:03:10.840 ⇒ 00:03:14.139 Hannah Wang: I did have tofu.
17 00:03:14.480 ⇒ 00:03:27.559 Hannah Wang: I had some tofu, noodles, and edamame, but I… I think because I ate in the car, because I went to go pick up my husband, and he drove back… drove us back, and the road was really bumpy.
18 00:03:28.050 ⇒ 00:03:32.170 Hannah Wang: I think the combination of, like, carsickness and also
19 00:03:32.560 ⇒ 00:03:40.219 Hannah Wang: yeah, I’m just, like, really susceptible to nausea right now. So… yeah, it was not… not pleasant, but…
20 00:03:41.040 ⇒ 00:03:45.800 Hannah Wang: Yeah, I… I’m alive, so…
21 00:03:45.800 ⇒ 00:03:47.409 Sheshu Chandrasekar: That doesn’t sound fun at all.
22 00:03:47.410 ⇒ 00:03:54.160 Hannah Wang: I know. And I… I get carsick really easily, too. So…
23 00:03:54.840 ⇒ 00:04:01.489 Hannah Wang: That’s okay, but I like being on land. I don’t like being in cars or boats. Boats are very…
24 00:04:01.720 ⇒ 00:04:06.010 Hannah Wang: difficult as well, but anyway,
25 00:04:06.240 ⇒ 00:04:10.250 Hannah Wang: Yeah, I think we can maybe get started. I know…
26 00:04:11.090 ⇒ 00:04:17.119 Hannah Wang: I’m not really sure what the agenda was for this, so I don’t know if anyone wants to kind of kick it off, and then…
27 00:04:17.120 ⇒ 00:04:21.719 Holly Condos: I’ll just jump in, because a lot has happened even since you and I talked, Hannah, so…
28 00:04:21.720 ⇒ 00:04:22.370 Hannah Wang: Okay.
29 00:04:22.370 ⇒ 00:04:30.439 Holly Condos: So, she… Shishu, you now own…
30 00:04:31.280 ⇒ 00:04:41.969 Holly Condos: the metric reporting for all the partnership stuff in the WBR. So that’s what I just stuck in the Slack.
31 00:04:42.330 ⇒ 00:04:48.879 Holly Condos: And I… Have never actually, because…
32 00:04:49.440 ⇒ 00:04:59.620 Holly Condos: principally because of my rate and, you know, like, people like Ryan are doing the mechanics in HubSpot, so I’ve never actually done the…
33 00:05:00.430 ⇒ 00:05:03.600 Holly Condos: nitty-gritty…
34 00:05:04.410 ⇒ 00:05:13.090 Holly Condos: of the reporting, of pulling reports, of analyzing the data, of sticking it into the WBR. Ryan has principally done that.
35 00:05:13.280 ⇒ 00:05:15.030 Holly Condos: Over the last 3 months.
36 00:05:15.330 ⇒ 00:05:25.860 Holly Condos: And Hannah, backfill me here, but since… since I’ve been here, so October forward, Ryan has made…
37 00:05:26.060 ⇒ 00:05:30.450 Holly Condos: Some additions, some updates, some enhancements.
38 00:05:30.880 ⇒ 00:05:38.369 Holly Condos: about partnerships, or partnership dashboard metrics in HubSpot. And it sounded like yesterday.
39 00:05:38.710 ⇒ 00:05:45.839 Holly Condos: that you had one view, Robert had one view, but neither of those were the…
40 00:05:46.620 ⇒ 00:05:53.109 Holly Condos: major view that Ryan had created. So, I think right out of the gate, there’s a disconnect with
41 00:05:53.560 ⇒ 00:05:56.500 Holly Condos: You know, the availability of views
42 00:05:57.880 ⇒ 00:06:02.150 Holly Condos: from a dashboard perspective in HubSpot. So that’s the first problem, which…
43 00:06:02.670 ⇒ 00:06:05.859 Holly Condos: You know, I think you should work through with, with Ryan.
44 00:06:06.310 ⇒ 00:06:14.269 Holly Condos: Secondly, I, I think… what… what needs to happen. My recommendation would be that,
45 00:06:16.420 ⇒ 00:06:29.260 Holly Condos: you know, that… that you get some consensus from Robert and Utam about what information they want to see, and I think that’s evolving to… the answer to that is the top
46 00:06:29.380 ⇒ 00:06:33.479 Holly Condos: partners, they don’t necessarily… it’s not necessarily three.
47 00:06:33.610 ⇒ 00:06:37.570 Holly Condos: As of today, it’s, you know, the gold…
48 00:06:38.170 ⇒ 00:06:47.289 Holly Condos: active partners are Snowflake, Mixpanel, Amplitude, contextual, and mother duck.
49 00:06:47.990 ⇒ 00:06:51.920 Holly Condos: I just… Confirmed with UTAM.
50 00:06:52.140 ⇒ 00:07:03.199 Holly Condos: even though I’ve been pushing to Lisma, and, you know, we’re right on the brink of doing an event, we’ve got other events, and I think it’s too much for the team anyway, so I…
51 00:07:03.960 ⇒ 00:07:14.059 Holly Condos: said that I would push Telisma out. I don’t think they’re gonna like that, but, you know, it is what it is at this point. And the others that were deprioritizing.
52 00:07:14.460 ⇒ 00:07:18.930 Holly Condos: Are the ones that… have trickle…
53 00:07:19.270 ⇒ 00:07:23.390 Holly Condos: Lead generation, polytomic is an example of that.
54 00:07:24.170 ⇒ 00:07:33.929 Holly Condos: But, you know, they don’t have a partner program, we don’t really have a lot of traction, we’re not doing events, we’re not doing social media. So,
55 00:07:34.590 ⇒ 00:07:41.729 Holly Condos: So, polytomic, fresh paint, let me see what I put in here. I just wrote it to him.
56 00:07:43.500 ⇒ 00:07:52.040 Holly Condos: I’ll just look on the thing. One source… superposition.
57 00:07:53.160 ⇒ 00:07:59.270 Holly Condos: unless, Hannah, you speak up and say you think there’s traction with superposition, those are all
58 00:07:59.470 ⇒ 00:08:02.559 Holly Condos: Proposed to be deprioritized.
59 00:08:04.720 ⇒ 00:08:08.910 Hannah Wang: Yeah, superposition, we’ve done, like, a lot of…
60 00:08:09.560 ⇒ 00:08:14.570 Hannah Wang: We… that’s, like, where our AI workshop offering comes from. We work with David.
61 00:08:14.680 ⇒ 00:08:25.769 Hannah Wang: To do those, but, and we’ve, like, hosted a couple of them, and we’ve pitched it, but there hasn’t been much traction and no leads that basically.
62 00:08:25.770 ⇒ 00:08:29.179 Holly Condos: Yeah, and that’s, I think, where our focus
63 00:08:29.860 ⇒ 00:08:37.060 Holly Condos: I… I don’t think. I mean, that is the focus, is… is how are we going to hit this 50% partner SQL?
64 00:08:37.820 ⇒ 00:08:53.029 Hannah Wang: Yeah, so I think it makes sense to deprio superposition. I know we have a sync with him this week, but yeah, there’s just not really much ROI with partnering with him.
65 00:08:53.860 ⇒ 00:08:54.670 Hannah Wang: Yeah.
66 00:08:54.670 ⇒ 00:08:59.269 Holly Condos: morale data. So, it’s new to me that we’re getting a monthly
67 00:08:59.990 ⇒ 00:09:03.979 Holly Condos: revenue piece. I… that’s news.
68 00:09:04.700 ⇒ 00:09:14.879 Hannah Wang: Oh, I didn’t know either, maybe that’s, like, my fault for not asking, but I know we use Corral, their platform with Eden, they’re one of our clients,
69 00:09:15.240 ⇒ 00:09:23.010 Hannah Wang: But yeah, other than that, I’m not sure, but yeah, anyway, with corral data, it seems like Robert wants to keep them in the…
70 00:09:23.260 ⇒ 00:09:23.670 Holly Condos: Right.
71 00:09:23.670 ⇒ 00:09:35.269 Hannah Wang: in the loop, so for that one, we… we’re gonna… we’re gonna try to aim for a webinar with them, so that’s, like, an event we can do in Q1 with Corral. That’s, like, a low-lift…
72 00:09:35.270 ⇒ 00:09:41.550 Holly Condos: And that’s the status that I put in the tracker as of last week, so,
73 00:09:41.980 ⇒ 00:09:49.600 Holly Condos: So I just put all that in Slack just minutes ago, as far as
74 00:09:50.420 ⇒ 00:09:57.420 Holly Condos: the go-forward motion. Now, Robert… I think you might have seen last night, you know, wanted,
75 00:09:58.070 ⇒ 00:10:00.479 Holly Condos: A partner,
76 00:10:01.150 ⇒ 00:10:09.819 Holly Condos: go-to-market framework with the POV, and I put it together. It’s got SLAs, it’s got, you know, all kinds of bells and whistles.
77 00:10:10.090 ⇒ 00:10:24.039 Holly Condos: But to Uten’s point, it’s a lot of process again. So, Shishu, you know, I think I said to you I would help there. I mean, that’s certainly something that you can use as a base if Robert really wants to still go that way.
78 00:10:24.340 ⇒ 00:10:29.880 Holly Condos: I think that’s something that you need to flesh out with him.
79 00:10:30.140 ⇒ 00:10:39.580 Holly Condos: And perhaps in the context of the discussion about, you know, what he wants to see in HubSpot, how…
80 00:10:39.810 ⇒ 00:10:51.270 Holly Condos: Ryan or… and or you configure the dashboards to consolidate the data that needs to flow into the WBR, right? I’m… I’m stepping away from all of that.
81 00:10:52.300 ⇒ 00:10:56.250 Sheshu Chandrasekar: Okay, yeah, that makes sense. So kind of, like, focus on the data hygiene of HubSpot and…
82 00:10:56.250 ⇒ 00:10:56.900 Holly Condos: Yes.
83 00:10:57.010 ⇒ 00:10:58.070 Sheshu Chandrasekar: Got it. Yes.
84 00:10:58.560 ⇒ 00:11:05.609 Hannah Wang: Yeah, so I guess I can… I just shared my screen to give you context, but…
85 00:11:06.260 ⇒ 00:11:16.329 Hannah Wang: I think we’ve been going, like, back and forth, whether or not we want to use HubSpot to track partners, or this tracker that’s in the…
86 00:11:16.620 ⇒ 00:11:18.140 Hannah Wang: That’s in the…
87 00:11:18.670 ⇒ 00:11:27.760 Hannah Wang: this giant doc. Let me know if you don’t have the link or you lost it, but it should be a tab called Partner Tracker. I…
88 00:11:28.540 ⇒ 00:11:29.570 Hannah Wang: it don’t…
89 00:11:30.050 ⇒ 00:11:44.859 Hannah Wang: remember what the conclusion was, but I think it’s that they don’t really care where we track it, as long as it’s trackable, but her… I think Robert’s message here, like, I think he cleaned up
90 00:11:45.520 ⇒ 00:11:49.419 Hannah Wang: This, so maybe we can just use this moving forward.
91 00:11:49.740 ⇒ 00:11:52.349 Holly Condos: Yeah, I think that is the decision, Hannah, to…
92 00:11:52.350 ⇒ 00:11:52.990 Hannah Wang: Okay.
93 00:11:53.680 ⇒ 00:11:57.930 Holly Condos: Although, and Shishu, this is what you and I talked about the other day.
94 00:11:59.930 ⇒ 00:12:06.680 Holly Condos: Whether and to what extent, you know, we need all these… columns of data.
95 00:12:07.880 ⇒ 00:12:10.060 Holly Condos: you know, I guess that’s up to Robert.
96 00:12:10.210 ⇒ 00:12:12.970 Holly Condos: But again, whatever you guys decide.
97 00:12:13.330 ⇒ 00:12:18.540 Holly Condos: My focus is really gonna be on… just engaging
98 00:12:19.060 ⇒ 00:12:29.329 Holly Condos: with those top-tier partners and, you know, walking alongside UTAM, and Luke… And Robert.
99 00:12:29.980 ⇒ 00:12:34.499 Holly Condos: with the… the items that Utah mentioned
100 00:12:34.700 ⇒ 00:12:39.039 Holly Condos: you know, in his latest Slack. I can pull that up, too.
101 00:12:40.610 ⇒ 00:12:48.139 Holly Condos: I think, however, Shishu, you know, I’m gonna have to… you and I are gonna have to coordinate, or the three of us are gonna have to coordinate
102 00:12:48.540 ⇒ 00:12:51.260 Holly Condos: to make sure… that…
103 00:12:51.760 ⇒ 00:12:57.639 Holly Condos: this tracker reflects the most current data, right? Because things are happening and changing every day.
104 00:12:58.990 ⇒ 00:13:09.100 Holly Condos: So, maybe logistically, you know, we should kind of work that out. I mean, I’m happy to continue to go in there, or I can Slack you.
105 00:13:09.700 ⇒ 00:13:15.329 Holly Condos: data, or info. I think Robert also wants every motion.
106 00:13:15.470 ⇒ 00:13:17.549 Holly Condos: To have a linear ticket.
107 00:13:19.010 ⇒ 00:13:22.179 Holly Condos: So, that would be our other cross-check, I guess.
108 00:13:24.130 ⇒ 00:13:29.969 Hannah Wang: Yeah, so looks like Ryan is helping fill in the data.
109 00:13:29.970 ⇒ 00:13:31.109 Holly Condos: constant, too.
110 00:13:31.110 ⇒ 00:13:38.750 Hannah Wang: Yeah, so I don’t know if he’s… he’s probably looking at, HubSpot, so… going to HubSpot…
111 00:13:38.960 ⇒ 00:13:47.200 Hannah Wang: I have the view that Ryan showed yesterday, but I don’t know if it’s because I am logged in with the sales email.
112 00:13:47.440 ⇒ 00:13:50.100 Hannah Wang: What email are you using to…
113 00:13:50.100 ⇒ 00:13:50.600 Holly Condos: nails.
114 00:13:50.890 ⇒ 00:13:52.430 Sheshu Chandrasekar: I’m using sales as well.
115 00:13:52.710 ⇒ 00:13:55.300 Hannah Wang: Oh, fascinating.
116 00:13:55.490 ⇒ 00:14:00.449 Sheshu Chandrasekar: But I… the weird part for me, you know, I’m gonna pull it up right now,
117 00:14:02.570 ⇒ 00:14:06.410 Sheshu Chandrasekar: Is it okay if I can share my screen real quick here? Yeah, yeah. Just to show you what I’m… yeah.
118 00:14:12.420 ⇒ 00:14:16.159 Sheshu Chandrasekar: So yeah, you can see here…
119 00:14:16.770 ⇒ 00:14:19.929 Sheshu Chandrasekar: I have, like, companies, my companies.
120 00:14:20.210 ⇒ 00:14:23.149 Sheshu Chandrasekar: And then partners. I don’t see anything else after that.
121 00:14:23.470 ⇒ 00:14:24.980 Hannah Wang: Can you click on this?
122 00:14:25.850 ⇒ 00:14:28.480 Hannah Wang: And then.
123 00:14:28.710 ⇒ 00:14:29.420 Sheshu Chandrasekar: Actually, can you…
124 00:14:29.420 ⇒ 00:14:36.799 Hannah Wang: Sorry, let me try to finagle with Zoom. Go down… can you type deals?
125 00:14:36.900 ⇒ 00:14:39.339 Hannah Wang: In there? Yeah, where you just were.
126 00:14:40.300 ⇒ 00:14:42.319 Hannah Wang: Or… actually, hold on.
127 00:14:42.930 ⇒ 00:14:43.549 Sheshu Chandrasekar: Oh, like, right here?
128 00:14:44.150 ⇒ 00:14:45.160 Hannah Wang: Yeah.
129 00:14:47.330 ⇒ 00:14:49.029 Hannah Wang: There we go, it’s right here.
130 00:14:49.940 ⇒ 00:14:51.059 Sheshu Chandrasekar: I see it now, okay.
131 00:14:51.060 ⇒ 00:14:57.490 Hannah Wang: Yeah, so it’s under deals. So that’s what Ryan was populating.
132 00:14:59.710 ⇒ 00:15:18.489 Hannah Wang: up to this point, but I don’t think he’s as diligent with it as he is with the sales pipeline, so I think that’s where we brought you in to kind of help with the hygiene of the data and tracking everything, but like I said, this isn’t super up-to-date, so you can just refer to the…
133 00:15:19.170 ⇒ 00:15:28.290 Hannah Wang: the Google Sheet, and then just moving forward, use that to… Track stuff.
134 00:15:28.290 ⇒ 00:15:32.390 Sheshu Chandrasekar: So we’re gonna use the Google Sheets moving forward as the source of truth.
135 00:15:32.810 ⇒ 00:15:34.980 Hannah Wang: Yeah, I think so, just because…
136 00:15:34.980 ⇒ 00:15:38.900 Holly Condos: Right, you mean the one we were just looking at, the partner tracker?
137 00:15:39.220 ⇒ 00:15:39.900 Hannah Wang: Yeah.
138 00:15:39.900 ⇒ 00:15:41.030 Holly Condos: Yeah, okay, good.
139 00:15:41.970 ⇒ 00:15:44.090 Hannah Wang: Oh, I think… I think that’s what Robert wants.
140 00:15:44.430 ⇒ 00:15:47.129 Sheshu Chandrasekar: Yeah, I think so too. That was a sentiment that…
141 00:15:47.310 ⇒ 00:15:50.070 Sheshu Chandrasekar: As echoed on that meeting, so,
142 00:15:50.820 ⇒ 00:15:56.379 Sheshu Chandrasekar: I guess my main thing is, like, when we’re updating, right, on where we are per deal, like.
143 00:15:57.580 ⇒ 00:15:58.750 Sheshu Chandrasekar: Would it be…
144 00:15:59.320 ⇒ 00:16:05.080 Sheshu Chandrasekar: would it be better if I just had comments in the Google Sheets, or is there, like, some other way you want to kind of present that information?
145 00:16:09.170 ⇒ 00:16:17.689 Holly Condos: So, again, just based on what I’ve heard over the last… well, for this month, right, since we instituted the new model.
146 00:16:19.260 ⇒ 00:16:24.819 Holly Condos: I think if you just make comments in this tracker.
147 00:16:26.410 ⇒ 00:16:28.269 Holly Condos: They want to be able to just
148 00:16:28.380 ⇒ 00:16:36.150 Holly Condos: you know, pick it up at their leisure and look and see what the comment is. And they want a bite-sized comment, they don’t want a book.
149 00:16:36.800 ⇒ 00:16:37.600 Sheshu Chandrasekar: Okay.
150 00:16:37.800 ⇒ 00:16:40.169 Sheshu Chandrasekar: Okay, so I… what I can do…
151 00:16:40.450 ⇒ 00:16:58.289 Sheshu Chandrasekar: is on the date in the partner tracker. I can just have, like, comments saying, like, these were the following updates, and for me to add those comments in, maybe in our chat, like, end of day, if you can just give me, like, an update of what’s happening per deal basis, I can just go in and add it, or consolidate it into, like, a…
152 00:16:58.460 ⇒ 00:17:01.100 Sheshu Chandrasekar: like, here’s a recap of the week, you know, and then I’ll do it.
153 00:17:01.100 ⇒ 00:17:02.049 Holly Condos: I can do that, that’s fine.
154 00:17:02.410 ⇒ 00:17:03.360 Sheshu Chandrasekar: Cool.
155 00:17:03.760 ⇒ 00:17:09.079 Hannah Wang: Yeah, I feel like the columns that they’re gonna look at are probably this one.
156 00:17:09.180 ⇒ 00:17:12.389 Hannah Wang: action planning. I don’t know if they…
157 00:17:13.460 ⇒ 00:17:19.990 Hannah Wang: Well, I think what they care about is…
158 00:17:20.319 ⇒ 00:17:29.889 Hannah Wang: are these. I think Holly sent you a message, that we have to backfill these, but yeah, I think this is important. So whatever, like.
159 00:17:30.050 ⇒ 00:17:44.270 Hannah Wang: data you need in order to assist you with filling this in, like, you can focus on that, and then on top… and then on top of just, like, updating this thing here. So, like.
160 00:17:44.560 ⇒ 00:17:47.020 Hannah Wang: like, median days…
161 00:17:47.020 ⇒ 00:17:51.170 Holly Condos: he updated everything in HubSpot, but… you know.
162 00:17:51.740 ⇒ 00:18:01.219 Holly Condos: I don’t know how it flows over here. I think, like I said earlier, sorry to interrupt, Hannah, but I think what he does is download a report.
163 00:18:02.390 ⇒ 00:18:07.200 Holly Condos: and manually enters it, but I don’t know that for sure. Hannah, what do you think?
164 00:18:08.550 ⇒ 00:18:14.299 Hannah Wang: He probably… yeah, probably.
165 00:18:14.470 ⇒ 00:18:20.230 Hannah Wang: I don’t know how to… do that either, so maybe…
166 00:18:20.680 ⇒ 00:18:23.360 Holly Condos: Wonder if we should see if he can jump on with us quick.
167 00:18:24.520 ⇒ 00:18:25.820 Holly Condos: Okay, yeah.
168 00:18:32.260 ⇒ 00:18:33.510 Holly Condos: Okay, let’s…
169 00:18:37.970 ⇒ 00:18:45.420 Hannah Wang: Sorry, I know this is super late into the meeting, but how do I properly pronounce your name? I don’t… Shishu or Sheshu, or…
170 00:18:45.700 ⇒ 00:18:47.259 Sheshu Chandrasekar: Yeah, it’s pronounced Shaysu.
171 00:18:47.260 ⇒ 00:18:48.350 Hannah Wang: Shayshu, okay.
172 00:18:48.350 ⇒ 00:18:49.339 Sheshu Chandrasekar: Yeah, sorry.
173 00:18:49.340 ⇒ 00:18:50.680 Holly Condos: Sorry, I was saying it wrong.
174 00:18:50.680 ⇒ 00:18:51.869 Sheshu Chandrasekar: No, it’s all good.
175 00:18:52.470 ⇒ 00:18:58.289 Hannah Wang: I get it. My legal name is in Korean, and people mispronounce it all the time, so I…
176 00:18:58.460 ⇒ 00:19:02.470 Hannah Wang: I take anything, honestly. I… Yeah.
177 00:19:02.870 ⇒ 00:19:06.450 Hannah Wang: Okay.
178 00:19:07.860 ⇒ 00:19:10.490 Hannah Wang: But yeah, does that make sense? Like, just…
179 00:19:10.850 ⇒ 00:19:17.420 Hannah Wang: I think these are, like, the numbers that he wants to see, and then just, like, a bite size, like Holly said,
180 00:19:18.260 ⇒ 00:19:21.210 Hannah Wang: What’s next? Type of thing here.
181 00:19:21.420 ⇒ 00:19:22.500 Hannah Wang: None.
182 00:19:22.610 ⇒ 00:19:23.550 Hannah Wang: Okay.
183 00:19:23.960 ⇒ 00:19:40.509 Hannah Wang: And you’re already in the sales and sales partnerships channel. That’s probably where everything is going to live, in terms of most of the updates. Like, you can see who Tom is pretty good at, like, if he has a meeting with someone, he, like, sends the granola notes, and then…
184 00:19:40.730 ⇒ 00:19:44.859 Hannah Wang: kind of summarizes it. And I think Holly.
185 00:19:44.860 ⇒ 00:19:48.510 Holly Condos: Yeah, I’ll… I will be on top of that, so…
186 00:19:48.940 ⇒ 00:20:02.589 Holly Condos: Traceu, I don’t expect you to go hunting. I mean, I’ll do the hunting, because I gotta answer to them, right, about what’s happening every day. So… but… but… I think it’s good for you to know that it’s there.
187 00:20:03.160 ⇒ 00:20:04.140 Holly Condos: I mean.
188 00:20:05.300 ⇒ 00:20:05.960 Hannah Wang: Yeah.
189 00:20:05.960 ⇒ 00:20:09.990 Holly Condos: Right? And then we use those granola notes to, like.
190 00:20:10.920 ⇒ 00:20:17.390 Holly Condos: Capture next steps, get follow-up with the customer about, you know, what we discussed.
191 00:20:17.520 ⇒ 00:20:24.159 Holly Condos: like, we’re using… utilizing that from an AI perspective to kind of help us just manage.
192 00:20:24.290 ⇒ 00:20:25.500 Holly Condos: actions.
193 00:20:25.650 ⇒ 00:20:27.890 Holly Condos: But, having said that, I think…
194 00:20:28.090 ⇒ 00:20:33.220 Holly Condos: I just need to get better about… Sending everything to linear.
195 00:20:34.770 ⇒ 00:20:40.340 Hannah Wang: Yeah, so we can talk about that next. So…
196 00:20:41.060 ⇒ 00:21:00.479 Hannah Wang: I don’t really know what Robert wants to do in terms of, like, dividing everything, because there’s different teams, like I mentioned to you, Holly, yesterday, so I have, like, the marketing and the sales, so I don’t know if all the partnership work is gonna fall under the sales board, or if we’re gonna create, like, a separate
197 00:21:00.970 ⇒ 00:21:09.470 Hannah Wang: Partnerships Board, but… And I know we, like, set up something before,
198 00:21:09.870 ⇒ 00:21:19.600 Hannah Wang: Like, I know we had a bunch of, like, projects, and each one was, like, for each partner, but I don’t know yet what Robert has in mind for that, so I guess we can…
199 00:21:19.990 ⇒ 00:21:26.570 Hannah Wang: Talk with him on what he prefers, and then just fill it in, based on that.
200 00:21:29.240 ⇒ 00:21:32.200 Hannah Wang: Yeah, but making tickets and stuff, like, I can…
201 00:21:32.830 ⇒ 00:21:33.540 Holly Condos: I can help with that.
202 00:21:33.940 ⇒ 00:21:35.839 Holly Condos: Continue to have you help me with that.
203 00:21:35.840 ⇒ 00:21:38.239 Hannah Wang: Yeah, and then…
204 00:21:39.670 ⇒ 00:21:45.439 Hannah Wang: Yeah, just tracking everything, because we do have a lot of, like, events and stuff coming up, so…
205 00:21:46.110 ⇒ 00:21:52.680 Hannah Wang: Maybe, like, in the… in the async thread message that Robert sent, we can…
206 00:21:53.260 ⇒ 00:21:58.390 Hannah Wang: Just summarize everything we talked about, and then… Yeah, just…
207 00:21:59.060 ⇒ 00:22:07.880 Hannah Wang: basically tell him we met, and we’re gonna go forward with Lanier, and… Everything like that.
208 00:22:08.160 ⇒ 00:22:09.160 Sheshu Chandrasekar: Okay. Okay.
209 00:22:09.700 ⇒ 00:22:16.579 Hannah Wang: I know, Holly, you messaged Ryan. Did he respond yet?
210 00:22:17.040 ⇒ 00:22:19.759 Holly Condos: Carol, and I just sent him the link.
211 00:22:22.500 ⇒ 00:22:24.850 Holly Condos: Mmm, yeah, he didn’t respond yet.
212 00:22:25.030 ⇒ 00:22:26.099 Hannah Wang: Oh, that’s okay.
213 00:22:26.550 ⇒ 00:22:26.950 Holly Condos: But,
214 00:22:26.950 ⇒ 00:22:27.390 Hannah Wang: Yes.
215 00:22:27.390 ⇒ 00:22:32.250 Holly Condos: I think… I think we’re halfway there, right? He’s… if he’s updated HubSpot.
216 00:22:34.160 ⇒ 00:22:36.780 Holly Condos: I mean, he didn’t go and update the tracker, did he?
217 00:22:37.070 ⇒ 00:22:37.950 Holly Condos: Let’s see…
218 00:22:37.950 ⇒ 00:22:39.040 Hannah Wang: Probably not.
219 00:22:48.180 ⇒ 00:22:50.220 Hannah Wang: Last activity date…
220 00:22:53.580 ⇒ 00:22:55.390 Holly Condos: No, it doesn’t look like he did.
221 00:22:56.260 ⇒ 00:23:02.660 Hannah Wang: Well, I also don’t know how, like, accurate these numbers are, because if you pulled it straight from HubSpot.
222 00:23:02.660 ⇒ 00:23:03.059 Holly Condos: I think it has.
223 00:23:03.060 ⇒ 00:23:06.260 Hannah Wang: I’ve been updated, and… A while.
224 00:23:06.260 ⇒ 00:23:07.150 Holly Condos: Hilarious.
225 00:23:07.410 ⇒ 00:23:08.840 Ryan Brosas: Hey, hey! Hey, buddy!
226 00:23:09.100 ⇒ 00:23:11.480 Ryan Brosas: Sorry, I’m… I’m late, I just…
227 00:23:11.800 ⇒ 00:23:14.329 Ryan Brosas: Saw the invitation at this moment.
228 00:23:14.330 ⇒ 00:23:18.759 Holly Condos: You’re fine. We just pulled you in. Thank you for jumping on.
229 00:23:19.830 ⇒ 00:23:29.400 Ryan Brosas: Sure, sure. So, yeah, I updated most of the stuff on the… what do you call this? MBR, so I’m kind of, like.
230 00:23:29.510 ⇒ 00:23:37.050 Ryan Brosas: Mmm… confused, so, so, yeah, I’ll just add, I’ll just…
231 00:23:37.290 ⇒ 00:23:45.999 Ryan Brosas: Put all the necessary stuff that is needed. But yeah, I put most of the… what do you call this?
232 00:23:46.260 ⇒ 00:23:51.230 Ryan Brosas: The stuff, for example, the… .
233 00:23:52.830 ⇒ 00:23:55.319 Hannah Wang: Can you show us how you did it?
234 00:23:55.320 ⇒ 00:23:56.590 Holly Condos: Show your screen.
235 00:23:57.050 ⇒ 00:23:57.460 Ryan Brosas: Sutter.
236 00:23:57.460 ⇒ 00:24:06.739 Holly Condos: So, you’re updating HubSpot, but then are you running a report and manually entering the data in the WBR, MBR?
237 00:24:07.600 ⇒ 00:24:09.880 Ryan Brosas: Yeah, that is…
238 00:24:10.010 ⇒ 00:24:26.999 Ryan Brosas: So, yeah, we are… I’m manually, like, looking all the data on HubSpot. So basically, I’ve updated this, this part of the view. I already got the progress of, like, the active partner.
239 00:24:27.110 ⇒ 00:24:33.540 Ryan Brosas: Sales qualified leads, which is, Sorry, this… Hmm…
240 00:24:35.560 ⇒ 00:24:41.749 Ryan Brosas: If you see the in-progress, field, you can see that there’s, like, 6…
241 00:24:41.970 ⇒ 00:24:44.950 Ryan Brosas: Partners, partner referred leads.
242 00:24:45.250 ⇒ 00:24:48.150 Ryan Brosas: Or more than that. But yeah, this is…
243 00:24:48.470 ⇒ 00:24:54.980 Ryan Brosas: The active one, 1, 2, 3, 4, 5, 6, 7, 8.
244 00:24:55.260 ⇒ 00:25:07.990 Ryan Brosas: But, I think, as, as Robert said, that there’s, there’s needed to be removed, so I will be removing some of the partner that is steeled, stalled,
245 00:25:09.020 ⇒ 00:25:15.460 Ryan Brosas: More than, like, one to two weeks, I guess. But yeah,
246 00:25:15.900 ⇒ 00:25:26.520 Ryan Brosas: this is also, like, a partner source, I guess, but I’m not sure who referred this, so I just added this as a marketplace for… for this list,
247 00:25:26.790 ⇒ 00:25:32.319 Ryan Brosas: But, yeah, so… I already
248 00:25:33.340 ⇒ 00:25:36.699 Ryan Brosas: Put also a report here,
249 00:25:36.880 ⇒ 00:25:39.170 Ryan Brosas: So, this is based on the create…
250 00:25:39.480 ⇒ 00:25:46.229 Ryan Brosas: Deals, so this is based on… also in source name and referral partner.
251 00:25:46.860 ⇒ 00:25:52.390 Ryan Brosas: So, it will, count all the referral partner deals.
252 00:25:52.560 ⇒ 00:25:56.259 Ryan Brosas: So, as you can see here, we have, like.
253 00:25:57.480 ⇒ 00:26:05.090 Ryan Brosas: 40K for, like, the total of, like, $112, so this is both Two leads.
254 00:26:06.750 ⇒ 00:26:17.319 Ryan Brosas: For the consecutive weeks that we have for 1.5 to 1.12, then we got one deal that we added on the sales pipeline.
255 00:26:19.540 ⇒ 00:26:22.730 Hannah Wang: Sorry, before we continue, Shaysia, do you think…
256 00:26:23.600 ⇒ 00:26:39.760 Hannah Wang: like, you’d be able to pull all the numbers that Ryan just pulled without using HubSpot, because he used the report functionality of HubSpot, but if you’re using the sheet tracker, like, I don’t know, you’re just gonna have to go back and forth between
257 00:26:39.760 ⇒ 00:26:50.199 Hannah Wang: Google Sheets and HubSpot, and you’re gonna have to, like, cross-reference, like, oh, this is the deal that this partner referred, like, how much does this cost, and, like, add it manually, versus, like.
258 00:26:50.650 ⇒ 00:26:57.359 Hannah Wang: pulling a report and just, like, seeing the summarized version. Does that make sense?
259 00:26:57.670 ⇒ 00:26:59.220 Sheshu Chandrasekar: Yeah, so you’re saying…
260 00:26:59.640 ⇒ 00:27:07.739 Sheshu Chandrasekar: HubSpot, it’s kind of granular, but the report is very much condensed and gives it exactly how I need to input all the numbers into the spreadsheet.
261 00:27:08.730 ⇒ 00:27:13.660 Hannah Wang: Yeah, just looking at what Ryan just showed in the report, like, that…
262 00:27:14.070 ⇒ 00:27:18.990 Hannah Wang: Yeah, can you click on that tab that you were just on before?
263 00:27:19.360 ⇒ 00:27:23.339 Hannah Wang: The report… yeah, so, like, this is, like, a per…
264 00:27:23.630 ⇒ 00:27:43.079 Hannah Wang: You can filter by, date and time frame, and it’ll give you, like, oh, in this week, this deal was created, and this deal is referred by this partner, and you can just, like, use this dashboard, and just, like, click in it, and then see, like, what deal it’s referring to.
265 00:27:43.080 ⇒ 00:27:56.339 Hannah Wang: yeah, you can see, like, oh, the BayPath deal and the Archway deal, versus, like, if you’re using just the tracker in Google Sheets, like, you’re gonna have to still go into HubSpot and be like, okay.
266 00:27:56.360 ⇒ 00:28:00.349 Hannah Wang: In this… in this given week, like, which…
267 00:28:00.740 ⇒ 00:28:08.950 Hannah Wang: deal was created, like, what… who… which partner referred us a deal? You’re gonna have to find the deal, and then, like.
268 00:28:09.620 ⇒ 00:28:12.279 Hannah Wang: I don’t know, like, I feel like you’re gonna have to be updating two things.
269 00:28:12.280 ⇒ 00:28:12.800 Sheshu Chandrasekar: Yeah.
270 00:28:13.950 ⇒ 00:28:15.280 Sheshu Chandrasekar: I understand now.
271 00:28:15.810 ⇒ 00:28:22.850 Holly Condos: And the thing about that… the thing about Bay Pass, Is it Bay Path? Bayview?
272 00:28:22.850 ⇒ 00:28:23.680 Hannah Wang: Yeah.
273 00:28:23.680 ⇒ 00:28:28.929 Holly Condos: It’s a lead from a partner that we got, you know, earlier in the month.
274 00:28:29.580 ⇒ 00:28:34.060 Holly Condos: But… The circumstance around it is that
275 00:28:35.050 ⇒ 00:28:39.980 Holly Condos: we’re on hold because I think, Shayshu, I mentioned this, the customer
276 00:28:40.370 ⇒ 00:28:49.210 Holly Condos: the end customer is hiring a new guy that he wants us to engage with, and that doesn’t happen until February. So, it’s not…
277 00:28:49.570 ⇒ 00:28:55.280 Holly Condos: You know, it’s not a dead or done deal, but it’s on hold.
278 00:28:56.990 ⇒ 00:29:00.399 Holly Condos: Right? And I don’t know metrically how we explain that.
279 00:29:02.510 ⇒ 00:29:04.160 Hannah Wang: Yeah, so it’s like, do you have to, like.
280 00:29:04.160 ⇒ 00:29:06.629 Holly Condos: It’s not progressing until next month.
281 00:29:08.490 ⇒ 00:29:09.420 Hannah Wang: Yeah, so there’s, like.
282 00:29:09.420 ⇒ 00:29:11.159 Sheshu Chandrasekar: So we need to… oh, sorry, go ahead.
283 00:29:11.160 ⇒ 00:29:12.380 Hannah Wang: Sorry, go ahead.
284 00:29:12.560 ⇒ 00:29:15.889 Sheshu Chandrasekar: So we kind of need some sort of calculation that removes
285 00:29:17.760 ⇒ 00:29:20.700 Sheshu Chandrasekar: I guess the way to just phrase it is, like.
286 00:29:21.480 ⇒ 00:29:29.829 Sheshu Chandrasekar: any active deals into a… not stale, but, like, inactive. I guess. Stalled, yeah.
287 00:29:29.830 ⇒ 00:29:40.569 Hannah Wang: Yeah. Honestly, that might be easier to do manually. Like, if… once you get, like, familiar with all the deals and stuff, because there’s… there aren’t that many right now, so…
288 00:29:40.580 ⇒ 00:29:50.789 Hannah Wang: like, once you look at a deal, you might remember, like, the details and be like, oh, this one is, like, stalled. Or maybe there’s, like, we have to add, like, a note in one of the columns and be like, oh, push to…
289 00:29:50.830 ⇒ 00:29:54.460 Hannah Wang: Q2 or something. I think that’s…
290 00:29:54.650 ⇒ 00:30:04.460 Hannah Wang: in my head, like, doing it manually… manually like that is easier than, like, trying to come up with a formula or, like, add more fields to HubSpot to, like.
291 00:30:05.000 ⇒ 00:30:18.570 Hannah Wang: subtract that contract value from the total, you know, revenue that we might get or something. So, yeah, there’s, like, nuances and stuff, and in that scenario, like.
292 00:30:18.800 ⇒ 00:30:21.990 Hannah Wang: what I like to do… is…
293 00:30:22.260 ⇒ 00:30:28.199 Hannah Wang: assuming that we’re gonna use the tracker, like, I would just add a note.
294 00:30:28.440 ⇒ 00:30:29.570 Hannah Wang: Here…
295 00:30:30.160 ⇒ 00:30:43.310 Hannah Wang: And be like, oh, this deal, this deal, this deal. Kind of like what… I noticed Rico doing it, like, oh, this Lido social, this client, like, oh, this one is in progress, like, we didn’t send any,
296 00:30:43.620 ⇒ 00:30:44.430 Hannah Wang: like…
297 00:30:44.810 ⇒ 00:30:54.250 Hannah Wang: yeah, yeah, adding, kind of, notes like this. Even, like, you see the unsure. So if that gives you any, like.
298 00:30:54.810 ⇒ 00:31:04.349 Hannah Wang: ease of mind. Like, I don’t… you can explain yourself through the note, and then when you’re reporting out, you can be like, oh, I wasn’t sure about this. So I don’t think that’s, like, a huge…
299 00:31:05.440 ⇒ 00:31:08.310 Hannah Wang: thing you need to be super concerned about.
300 00:31:08.310 ⇒ 00:31:08.970 Sheshu Chandrasekar: Okay.
301 00:31:09.350 ⇒ 00:31:14.830 Hannah Wang: Yeah, because you can always just add a note and stuff. Yeah, even Ryan, yeah, like, added a note and stuff, so…
302 00:31:15.190 ⇒ 00:31:20.299 Hannah Wang: Anyway, yeah, kind of going back to the…
303 00:31:21.040 ⇒ 00:31:25.580 Hannah Wang: HubSpot versus Google Sheet thing, like.
304 00:31:26.020 ⇒ 00:31:31.759 Hannah Wang: This looks nicer, in my opinion, like, it’s easier to get a TLDR than HubSpot.
305 00:31:32.280 ⇒ 00:31:36.140 Hannah Wang: Like, it’s kind of like… I don’t know…
306 00:31:36.550 ⇒ 00:31:45.350 Hannah Wang: Maybe it’s similar? Maybe we just need to clean up the fields. But yeah, I don’t…
307 00:31:46.300 ⇒ 00:31:48.519 Hannah Wang: I don’t know, what do you think? Do you think…
308 00:31:48.700 ⇒ 00:31:56.170 Hannah Wang: I think if we explain that just keeping it in HubSpot is easier for you to report on, like, I think they’ll be okay with
309 00:31:56.450 ⇒ 00:32:03.359 Hannah Wang: HubSpot. And then we… whatever, like, Robert added here, like, the archetype and…
310 00:32:03.670 ⇒ 00:32:11.440 Hannah Wang: any missing fields here, we can always just, like, add it to this view.
311 00:32:11.710 ⇒ 00:32:15.829 Hannah Wang: And if you don’t know how to do that, like, I think Ryan can help you.
312 00:32:16.090 ⇒ 00:32:21.370 Hannah Wang: Modify these things. So, yeah.
313 00:32:21.850 ⇒ 00:32:24.299 Hannah Wang: I know we threw a lot at you, what do you think?
314 00:32:24.300 ⇒ 00:32:31.490 Sheshu Chandrasekar: Yeah, I’m just trying to figure it out, because, like, I see the… I see the value in Google Sheets, that it’s super easy to…
315 00:32:31.820 ⇒ 00:32:35.370 Sheshu Chandrasekar: See the metrics and the numbers, like… Quickly.
316 00:32:35.640 ⇒ 00:32:39.850 Sheshu Chandrasekar: But I know HubSpot is, like, Super detailed.
317 00:32:41.820 ⇒ 00:32:47.650 Sheshu Chandrasekar: But I also see the other spreadsheet, the partners one, where it kind of gives you the qualitative information, so…
318 00:32:49.260 ⇒ 00:32:52.710 Holly Condos: So should I… should I update both, you guys?
319 00:32:53.080 ⇒ 00:32:57.110 Holly Condos: HubSpot and… er…
320 00:33:00.270 ⇒ 00:33:03.140 Holly Condos: I feel like maybe you guys’ info.
321 00:33:04.480 ⇒ 00:33:08.439 Hannah Wang: I think you… you… you can just give us info, I think.
322 00:33:09.360 ⇒ 00:33:21.399 Hannah Wang: Shayshu, I think between you and me, but, I mean, maybe primarily you, like, we can populate it. So, Holly, don’t worry about, like, the nitty-gritty stuff like that.
323 00:33:21.980 ⇒ 00:33:22.610 Hannah Wang: That’s smart.
324 00:33:22.610 ⇒ 00:33:25.630 Holly Condos: you a daily end-of-day update.
325 00:33:26.140 ⇒ 00:33:26.900 Hannah Wang: Yeah.
326 00:33:26.900 ⇒ 00:33:28.939 Sheshu Chandrasekar: That’d be more than… yeah, that’d work.
327 00:33:28.940 ⇒ 00:33:34.509 Hannah Wang: Right. Like, you can even do that in our group chat with just the three of us, and then, like, we can go in.
328 00:33:34.630 ⇒ 00:33:46.990 Hannah Wang: and fill everything in, and then, Shayshu, maybe you and I can talk more just async about, like… you can ask me questions and stuff, and I can give you some input, and then maybe we can…
329 00:33:46.990 ⇒ 00:33:55.439 Hannah Wang: you can propose it to Robert and be like, oh, these are the pros, these are the cons, like, this is what I think, and then just see what he thinks.
330 00:33:55.880 ⇒ 00:33:57.410 Sheshu Chandrasekar: That works, and Holly, if.
331 00:33:57.410 ⇒ 00:33:57.770 Hannah Wang: Yeah.
332 00:33:57.770 ⇒ 00:34:07.329 Sheshu Chandrasekar: you know, I know it sounds like, you know, we’re relieving you of the, the metrics duty, I guess? So, like, if you can just, like, kind of paint some context a little bit more, like, on certain.
333 00:34:07.330 ⇒ 00:34:08.380 Holly Condos: Absolutely.
334 00:34:08.389 ⇒ 00:34:11.539 Sheshu Chandrasekar: That’d be helpful, so… Absolutely.
335 00:34:11.540 ⇒ 00:34:14.459 Holly Condos: provide more info than I should, so no problem there.
336 00:34:15.310 ⇒ 00:34:15.909 Sheshu Chandrasekar: Sweet.
337 00:34:16.040 ⇒ 00:34:16.880 Sheshu Chandrasekar: Yeah, I can…
338 00:34:16.889 ⇒ 00:34:24.909 Hannah Wang: also help give input, too. Like, I have some context into the partners. Like, Holly has a better view, but if you want, like, a…
339 00:34:25.139 ⇒ 00:34:29.849 Hannah Wang: semi-comprehensive view, you can also ask me.
340 00:34:30.210 ⇒ 00:34:35.510 Hannah Wang: Yeah, we, Shaysu, Hannah and I, I think I mentioned, are very connected at the hip.
341 00:34:35.580 ⇒ 00:34:41.659 Holly Condos: So… Yes, I’m responsible, but Hannah has a pulse.
342 00:34:41.840 ⇒ 00:34:42.940 Holly Condos: Because she’s doing a…
343 00:34:42.949 ⇒ 00:34:43.319 Sheshu Chandrasekar: Perfect.
344 00:34:43.320 ⇒ 00:34:52.310 Holly Condos: She’s driving a lot of the events, right? And she’s involved on the marketing side and the design side of some of our content and collateral.
345 00:34:52.590 ⇒ 00:35:03.080 Holly Condos: She has been sitting on some of the sinks, I mean, not recently, but, you know, like, yeah, to her point, she has background, too.
346 00:35:03.400 ⇒ 00:35:06.609 Holly Condos: But I’ll just send a daily update in our little…
347 00:35:06.880 ⇒ 00:35:10.150 Holly Condos: our… our little private zone, Slack.
348 00:35:11.200 ⇒ 00:35:11.920 Hannah Wang: Yeah.
349 00:35:12.070 ⇒ 00:35:19.860 Hannah Wang: Okay, no worries. And to give you, like, more context on my role, yeah, I’m, like, I guess I lead design. There’s only…
350 00:35:20.240 ⇒ 00:35:37.369 Hannah Wang: me and another designer, and then someone else who, like, works ad hoc on deck stuff, but I’m, like, I guess, the head of design, and then, I work with the go-to-market team for, like, marketing stuff, so that was, like, yesterday, the lead magnet stuff, because that’s related to design.
351 00:35:37.370 ⇒ 00:35:57.060 Hannah Wang: And then last July, before Holly joined, I was looped into partnerships just to help out, because we didn’t have enough people. So that’s where… that’s why I’m, like, involved in all the partnership stuff, but I think now my role is more focused on, like, the marketing aspect of the partnership realm, in terms of, like.
352 00:35:57.270 ⇒ 00:36:17.019 Hannah Wang: planning events, because that involves, like, marketing and design and stuff and logistics, so I think that’s, like, where my role is starting to evolve to. And then Holly is more of, like, the strategy, like, the partner-facing kind of figure for us, and she’s good at, like, talking with the partner and asking questions, and
353 00:36:17.020 ⇒ 00:36:30.569 Hannah Wang: developing relationships with them. And then I think, yeah, where you come in is kind of, like, the operational part of it, where you help us, like, keep everything clean, and, like, update the WBR stuff, and…
354 00:36:30.610 ⇒ 00:36:32.889 Hannah Wang: Look at the numbers and kind of…
355 00:36:33.050 ⇒ 00:36:37.889 Hannah Wang: analyze, or not analyze, but just help us, like, pull the numbers and stuff. Yeah.
356 00:36:38.510 ⇒ 00:36:39.510 Sheshu Chandrasekar: No, that makes sense.
357 00:36:39.510 ⇒ 00:36:42.969 Hannah Wang: That’s the realm of the BrainForge Partnership.
358 00:36:42.970 ⇒ 00:36:47.970 Holly Condos: That’s a good overview. I think my only concern, which we’ve…
359 00:36:48.540 ⇒ 00:36:51.819 Holly Condos: kind of touched on, but Ryan, maybe you can weigh in on this.
360 00:36:52.730 ⇒ 00:36:57.289 Holly Condos: is… whether and to what extent HubSpot
361 00:36:58.920 ⇒ 00:37:02.750 Holly Condos: Is completely accurate? Like, is it pulling everything?
362 00:37:03.720 ⇒ 00:37:15.379 Ryan Brosas: Yeah, so the state of the dashboard is… well, we kind of, like, tried to put all the stuff, but yeah, there’s, like, a stop…
363 00:37:15.590 ⇒ 00:37:25.750 Ryan Brosas: The, well, there’s, like, pre-qualify or, like, some variables that we should be adding, like, for example, what, what should we be, like.
364 00:37:25.990 ⇒ 00:37:38.750 Ryan Brosas: moving to, to leads again. So, SQL, Sales Qualified Lead is something, if we… if that, certain lead
365 00:37:39.090 ⇒ 00:37:43.759 Ryan Brosas: did go to stale? Should we move that again to, like.
366 00:37:43.980 ⇒ 00:37:46.479 Holly Condos: To do, or to be a lead?
367 00:37:46.700 ⇒ 00:37:56.159 Ryan Brosas: And that is something that we are thinking of, like, what, Utam suggested is a 14-day,
368 00:37:57.540 ⇒ 00:37:59.920 Ryan Brosas: 14 days, tailed.
369 00:38:00.080 ⇒ 00:38:10.679 Ryan Brosas: should be moved as a circle back, or as a lead, or a co-lead, and that is something we are, thinking to add on our automation as well.
370 00:38:10.820 ⇒ 00:38:18.470 Ryan Brosas: But, yeah, it’s… It’s also, like, confusing as on the… on the…
371 00:38:19.040 ⇒ 00:38:22.570 Ryan Brosas: on the MBR, there’s, like.
372 00:38:23.530 ⇒ 00:38:30.680 Ryan Brosas: at 30K ECV, but we are putting, like, 10K on… On the actual deal, so…
373 00:38:31.040 ⇒ 00:38:40.530 Ryan Brosas: That is also something that I need to clarify, should we put that as well as on the HubSpot as well? Because…
374 00:38:41.270 ⇒ 00:38:47.380 Ryan Brosas: We should be having, like, a one centralized view, and we are making another, like.
375 00:38:47.490 ⇒ 00:38:52.680 Ryan Brosas: View on, on, on… on Google Sheets, so…
376 00:38:53.160 ⇒ 00:39:04.130 Ryan Brosas: So I just need to, clarify that, because as they said also, that they are not using Dashboard anymore, HubSpot Dashboard, so…
377 00:39:04.660 ⇒ 00:39:07.469 Ryan Brosas: I’m not sure, so…
378 00:39:07.750 ⇒ 00:39:20.439 Ryan Brosas: what to implement, if it’s… we can add that as well on the hustle, so we can have, like, well, a view of all of our deals, because we can’t really, like.
379 00:39:20.840 ⇒ 00:39:30.350 Ryan Brosas: track all of our deals manually on Slack, because it’s really hard, so we should be, utilizing HubSpot as well.
380 00:39:32.620 ⇒ 00:39:34.010 Holly Condos: Okay, understood.
381 00:39:36.460 ⇒ 00:39:42.970 Hannah Wang: Yeah, HubSpot… Yeah, it’s been… it’s been a journey, like, setting it up, and…
382 00:39:43.770 ⇒ 00:39:47.349 Hannah Wang: Trying to get everything to be automated, but then…
383 00:39:48.010 ⇒ 00:39:50.910 Hannah Wang: Like, yeah, I don’t know. Like, I feel like…
384 00:39:51.220 ⇒ 00:40:05.150 Hannah Wang: filling in the data and populating it, like, most of it’s manual. I think what HubSpot is nice for is, like, the reporting aspect of it, but in terms of, like, syncing Slack to HubSpot.
385 00:40:05.540 ⇒ 00:40:19.369 Hannah Wang: because, you know, in the sales channel, like, Uten and Robert give updates on the deals and stuff, so that’s… I don’t think that’s automated, so, like, I think Ryan goes in to each of the deals and, like, manually edits whatever.
386 00:40:19.770 ⇒ 00:40:22.010 Hannah Wang: He needs to edit based on Utam’s…
387 00:40:22.140 ⇒ 00:40:35.100 Hannah Wang: message. So that’s, like, the deal side of things, but then as for, like, the partner’s side of things, like, yeah, I don’t think any of that is automated, necessarily.
388 00:40:35.850 ⇒ 00:40:37.680 Hannah Wang: So I think a lot of it has been…
389 00:40:37.970 ⇒ 00:40:41.689 Hannah Wang: Annual. Like, the really original partner tracker.
390 00:40:41.730 ⇒ 00:41:00.629 Hannah Wang: Holly, that you, like, that we gave you the link to when you first joined to help us, like, I populated all of that manually, like, I didn’t pull anything, like, I didn’t automate anything, I just, like, went back, went through all the emails and logs and stuff, and just tried to, like, populate it myself. And I don’t think…
391 00:41:00.630 ⇒ 00:41:06.420 Hannah Wang: It’s much different now. Than it was back then, you know?
392 00:41:06.420 ⇒ 00:41:08.600 Holly Condos: Yeah, no, I, I would agree, yes.
393 00:41:08.870 ⇒ 00:41:09.450 Hannah Wang: Yeah.
394 00:41:10.160 ⇒ 00:41:10.510 Holly Condos: It’s…
395 00:41:10.510 ⇒ 00:41:10.889 Hannah Wang: Oh yeah.
396 00:41:10.890 ⇒ 00:41:12.860 Holly Condos: Work in progress, right?
397 00:41:13.210 ⇒ 00:41:13.960 Hannah Wang: Yeah.
398 00:41:14.080 ⇒ 00:41:30.080 Hannah Wang: But I think now that we kind of cleared up, like, the roles and everyone’s responsibilities, hopefully, like, things will be smoother, and then now that we have, like, a chat with the three of us, we can just communicate there, and then make sure that everything’s filled out before Monday’s,
399 00:41:30.710 ⇒ 00:41:33.610 Hannah Wang: And then, just… go from there.
400 00:41:35.170 ⇒ 00:41:35.900 Holly Condos: Okay.
401 00:41:37.200 ⇒ 00:41:38.850 Holly Condos: JC, where are you getting from?
402 00:41:39.040 ⇒ 00:41:42.609 Sheshu Chandrasekar: Yeah. No, I think… That sounds good to me.
403 00:41:42.870 ⇒ 00:41:43.540 Holly Condos: Okay.
404 00:41:43.760 ⇒ 00:41:52.849 Hannah Wang: Yeah, and of course, like, like I said, you can feel free to ask us questions, because there’s a lot of context and stuff that might be helpful for you, so…
405 00:41:53.340 ⇒ 00:42:00.890 Hannah Wang: Yeah, just ping us, or if a call’s easier, you can always ask me to huddle or something, and we can talk about it.
406 00:42:01.320 ⇒ 00:42:01.980 Sheshu Chandrasekar: Perfect, yeah.
407 00:42:01.980 ⇒ 00:42:04.249 Holly Condos: I sent you my number, so you can text, too.
408 00:42:04.450 ⇒ 00:42:05.450 Holly Condos: But I’m… Sweet.
409 00:42:05.640 ⇒ 00:42:07.510 Holly Condos: Usually working all the time.
410 00:42:07.510 ⇒ 00:42:08.229 Hannah Wang: Oh my god.
411 00:42:08.820 ⇒ 00:42:16.799 Sheshu Chandrasekar: Yeah, I think for the first two weeks, I’ll be very… I’ll be calling and spamming a lot of messages, just so I can get everything.
412 00:42:16.800 ⇒ 00:42:17.330 Hannah Wang: All good.
413 00:42:17.330 ⇒ 00:42:18.380 Holly Condos: That’s fine.
414 00:42:18.960 ⇒ 00:42:19.520 Hannah Wang: Yeah.
415 00:42:20.150 ⇒ 00:42:20.510 Holly Condos: Perfect.
416 00:42:20.510 ⇒ 00:42:21.899 Sheshu Chandrasekar: Yeah. Sweet.
417 00:42:21.900 ⇒ 00:42:26.220 Hannah Wang: Alrighty. Well, if nothing else, then I think we are…
418 00:42:26.520 ⇒ 00:42:32.320 Hannah Wang: at a better spot than Monday, so, yeah.
419 00:42:32.630 ⇒ 00:42:35.290 Hannah Wang: Have a good rest of your day, everyone.
420 00:42:35.520 ⇒ 00:42:37.610 Sheshu Chandrasekar: Yeah, you too, and hope you feel better, Hannah.
421 00:42:37.610 ⇒ 00:42:39.920 Hannah Wang: Thank you, I appreciate it.
422 00:42:39.920 ⇒ 00:42:41.090 Sheshu Chandrasekar: Yep.
423 00:42:41.090 ⇒ 00:42:42.360 Hannah Wang: Bye.