Meeting Title: GTM Weekly Retro + Analysis Date: 2026-01-30 Meeting participants: Hannah Wang, Ryan Brosas, Rico Rejoso, Robert Tseng
WEBVTT
1 00:04:08.390 ⇒ 00:04:09.789 Robert Tseng: Hey, everyone!
2 00:04:11.980 ⇒ 00:04:12.780 Ryan Brosas: A…
3 00:04:12.780 ⇒ 00:04:13.690 Hannah Wang: Whoa.
4 00:04:14.610 ⇒ 00:04:15.409 Rico Rejoso: Hey, guys.
5 00:04:19.540 ⇒ 00:04:24.070 Robert Tseng: I keep forgetting that Holly and Shaysu are not on this.
6 00:04:44.900 ⇒ 00:04:46.770 Robert Tseng: Let me also make a note…
7 00:05:11.810 ⇒ 00:05:16.119 Robert Tseng: Okay, well, Luke is not here, so…
8 00:05:16.700 ⇒ 00:05:26.380 Robert Tseng: And this is also, the first month. So, I think what I’m gonna do is just kind of run through this presentation.
9 00:05:26.500 ⇒ 00:05:34.440 Robert Tseng: Is recorded, so hopefully I can just share it with, the rest of the team afterwards.
10 00:05:35.800 ⇒ 00:05:43.820 Robert Tseng: Okay, so… I will… Where do I want to start this?
11 00:05:43.940 ⇒ 00:05:49.760 Robert Tseng: Okay, I think this is… this will work.
12 00:05:53.050 ⇒ 00:06:01.580 Robert Tseng: Alright, so I have the… it’s basically the same spreadsheet, different… different tabs, so the actuals is what you guys filled out, so thanks for doing this for the first…
13 00:06:01.760 ⇒ 00:06:06.620 Robert Tseng: month. We’re now at the end of the month, and so this is the same…
14 00:06:06.910 ⇒ 00:06:13.139 Robert Tseng: view, where this is… this is more my forecast on a monthly, on a monthly basis, so…
15 00:06:13.590 ⇒ 00:06:15.539 Robert Tseng: I think if we just kind of…
16 00:06:15.770 ⇒ 00:06:22.410 Robert Tseng: Look across and just focus on, like, the weeks before… the past 4 weeks’ performance.
17 00:06:22.890 ⇒ 00:06:31.709 Robert Tseng: Yeah, I would say, you know, I think this is pretty obvious, like, we’re… we’re ramping up, but the meetings that are being booked are not really there.
18 00:06:32.010 ⇒ 00:06:37.810 Robert Tseng: I actually don’t think this is… oh, well, I guess this next week we’ll have… we’ll have more to share.
19 00:06:38.070 ⇒ 00:06:43.509 Robert Tseng: Discovery calls, yeah, we were also low in volume.
20 00:06:43.710 ⇒ 00:06:45.900 Robert Tseng: MQL is 0.
21 00:06:46.540 ⇒ 00:06:53.070 Robert Tseng: SQL was inconsistent. We’re kind of there, but, like, yeah, I think…
22 00:06:54.250 ⇒ 00:06:59.390 Robert Tseng: I don’t really know exactly where that number comes from,
23 00:06:59.510 ⇒ 00:07:05.579 Robert Tseng: I’m expecting we’re adding about 400K in new pipeline per month directly.
24 00:07:07.200 ⇒ 00:07:11.720 Robert Tseng: And then 1.2 from partners.
25 00:07:11.880 ⇒ 00:07:16.019 Robert Tseng: And MQL converts to SQL. Okay, so this is actually…
26 00:07:16.360 ⇒ 00:07:21.639 Robert Tseng: a little strange. I think I’ll probably have to adjust this, looking at this now.
27 00:07:21.750 ⇒ 00:07:27.839 Robert Tseng: What this should show is roughly double the pipeline of partner.
28 00:07:27.940 ⇒ 00:07:33.070 Robert Tseng: What we’re seeing is that partner pipeline is probably just ramping to
29 00:07:33.270 ⇒ 00:07:40.230 Robert Tseng: I was just ramping slower than what I initially had forecasted, so…
30 00:07:40.480 ⇒ 00:07:44.209 Robert Tseng: I think, note to myself, from just looking at this section.
31 00:07:44.350 ⇒ 00:07:48.279 Robert Tseng: Oh, the target meetings booked didn’t get… didn’t flow through.
32 00:07:48.760 ⇒ 00:07:53.350 Robert Tseng: Well, I think if I just do this…
33 00:07:53.860 ⇒ 00:08:01.499 Robert Tseng: Probably 48, yeah. Okay, and then if I just… That’s about 60… okay, great.
34 00:08:02.500 ⇒ 00:08:05.279 Robert Tseng: Let’s quickly fix the formatting.
35 00:08:06.340 ⇒ 00:08:11.510 Robert Tseng: Okay, yeah, so that seems about right,
36 00:08:12.330 ⇒ 00:08:16.720 Robert Tseng: Yeah, we only… I only projected out for the quarter, so that makes sense to me.
37 00:08:16.860 ⇒ 00:08:22.750 Robert Tseng: Okay, yeah, so our, I wasn’t expecting us to hit the same
38 00:08:23.520 ⇒ 00:08:28.720 Robert Tseng: I wasn’t expecting to hit 48 in the first month. I was expecting more to hit 10.
39 00:08:29.310 ⇒ 00:08:31.940 Robert Tseng: I think we ended up hitting 10.
40 00:08:32.510 ⇒ 00:08:38.219 Robert Tseng: I’m kind of surprised that I forecasted something so low, but okay, whatever, that’s… that’s fine.
41 00:08:38.230 ⇒ 00:08:52.959 Robert Tseng: So yeah, I mean, there’s a ramp-up period to when we get meetings booked, but yeah, this is definitely something we need to keep driving forward. Obviously, with only 10 meetings, like, on our 10% close rate, that’s 1 out of 10 this month. And that sounds about right. We’re, like.
42 00:08:53.270 ⇒ 00:09:13.249 Robert Tseng: possibly gonna close Intellios, which is 1 out of 10. So, I think our 10% close rate still more or less seems accurate. I’m not gonna adjust that, but hopefully you guys see that, like, it’s… there’s… the only metric that really, like, impacts, like, our… our sales is meetings booked, and everything needs to… needs to flow from there.
43 00:09:13.720 ⇒ 00:09:22.799 Robert Tseng: In order to book meetings, and then out of the meetings, some of them… some number of them are discovery calls. Probably not expecting all of them to be, but maybe 75%.
44 00:09:22.990 ⇒ 00:09:28.660 Robert Tseng: If this is actually true, then this is suggesting that 90% of the calls we took
45 00:09:28.870 ⇒ 00:09:34.399 Robert Tseng: are actually discovery calls. I don’t think that’s true, so I think we need to…
46 00:09:34.550 ⇒ 00:09:37.919 Robert Tseng: Yeah, like, Reiju is not, so I think…
47 00:09:38.400 ⇒ 00:09:45.320 Robert Tseng: Thank you for writing these notes, so this is helpful. I think this is what Luke did, though. So, 3, 4…
48 00:09:45.800 ⇒ 00:09:53.809 Robert Tseng: Marvin, Planned Medicare, sure, I guess it was. Sure, maybe PathK10, definitely not, so…
49 00:09:54.000 ⇒ 00:09:57.850 Robert Tseng: I think this was actually more, like, 3…
50 00:09:58.990 ⇒ 00:10:06.430 Robert Tseng: And I don’t even know if this is true, so I’m gonna drop it by one, because this doesn’t really come from anything, any source of truth.
51 00:10:06.910 ⇒ 00:10:10.410 Robert Tseng: So, what that means is…
52 00:10:10.560 ⇒ 00:10:17.789 Robert Tseng: Of the 10 meetings that we booked, we expected 7, like, 7 of them to have been discovery calls.
53 00:10:18.040 ⇒ 00:10:22.710 Robert Tseng: I think that’s more right, just based on, like, what we’re seeing here, so I think that is fine.
54 00:10:23.010 ⇒ 00:10:39.549 Robert Tseng: Yeah, MQL was expecting us to ramp up faster here. I think we already addressed this earlier in the week. We just don’t have any CTAs, so there’s no one that can engage with us on engage… on our socials that actually will be added to Pipeline.
55 00:10:40.030 ⇒ 00:10:41.720 Robert Tseng: Luke had…
56 00:10:42.330 ⇒ 00:10:51.310 Robert Tseng: pushed out. I mean, I don’t even know if it got pushed out, but, yeah, our booking links got redone, you put up a couple, like, landing page assets.
57 00:10:52.610 ⇒ 00:11:04.500 Robert Tseng: I mean, they’re basically, like, cost calculators, I guess. You deploy them on lovable, which is not linked to our domain, there’s no tracking on it, so to me, that’s, like, it’s not really… it’s not even live, it’s more of just, like, a…
58 00:11:04.500 ⇒ 00:11:13.260 Robert Tseng: like, a little project he was working on. There’s no way for us to measure any engagement with that. So I would say, yeah, I mean, in the first month, we didn’t add any MQL.
59 00:11:13.990 ⇒ 00:11:23.350 Robert Tseng: C, SQL, yeah, we already covered this a bit. Yeah, so we were still trying to add leads, but we just… the pace was slower than expected.
60 00:11:23.560 ⇒ 00:11:26.059 Robert Tseng: I will adjust these numbers
61 00:11:27.640 ⇒ 00:11:46.230 Robert Tseng: I think this SQL pipeline number probably will stay the same. I think that 400K pipeline per month is pretty reasonable, but I will drop our, partner SQL pipeline target. I will make it probably, like, closer to
62 00:11:46.780 ⇒ 00:11:52.169 Robert Tseng: Like… I feel like, you know, this is just… I’m gonna fix this later, but I would say…
63 00:11:52.620 ⇒ 00:11:56.519 Robert Tseng: Maybe this ends up dropping to being, like,
64 00:11:57.180 ⇒ 00:12:07.879 Robert Tseng: 500,000, and this is more like $250. So, half our pipeline comes from partners. That was, like, the meta OKR.
65 00:12:08.070 ⇒ 00:12:14.429 Robert Tseng: But yeah, I think just expecting that 75% of our pipeline.
66 00:12:14.690 ⇒ 00:12:26.699 Robert Tseng: to come from partners and, like, to have a $2 million pipeline was just probably… that’s just… there’s no way our team is going to hit that. So, I’ll have to adjust some assumptions to bring that down.
67 00:12:27.240 ⇒ 00:12:31.420 Robert Tseng: As far as proposals that were sent, we sent two proposals in the month.
68 00:12:31.800 ⇒ 00:12:39.029 Robert Tseng: I don’t think that’s fully true, because we’re not capturing activity from this week, so really, we probably shouldn’t let this go for 5 weeks, but…
69 00:12:39.260 ⇒ 00:12:57.079 Robert Tseng: It’s fine, we can… we can kind of revisit this. It’ll just make next month look better, I guess. So maybe we need to decide if we’re gonna review this on a 4-week or a 5-week cadence. I still think a 4-week cadence seems reasonable, so I think we’ll just stick with that for now.
70 00:12:57.740 ⇒ 00:13:06.769 Robert Tseng: But yeah, I would say we didn’t hit our proposal sent targets. Yeah, if we’re only sending two proposals, obviously we’re not gonna close any deals.
71 00:13:08.120 ⇒ 00:13:16.809 Robert Tseng: All this other stuff, like, I’m not going… I think the call-out here is that
72 00:13:17.710 ⇒ 00:13:24.540 Robert Tseng: We have SQL sitting here. Like, the actual movement is not very much.
73 00:13:25.910 ⇒ 00:13:40.580 Robert Tseng: We started off with 13, we’ve lost 4 along the way, so I would expect that number to drop down to 9, and then we added 7 more, so we’re at 16. So, that means that…
74 00:13:42.810 ⇒ 00:13:54.529 Robert Tseng: you know, 9 out of 13 just sat here the entire time for the past month. So, I think that doesn’t feel like it’s reflected here very well, like, it’s showing
75 00:13:54.740 ⇒ 00:13:59.659 Robert Tseng: that we had… oh, I guess we’re saying we had about 11 deals stalled.
76 00:14:02.450 ⇒ 00:14:06.690 Robert Tseng: Yeah, I think… That makes sense, that…
77 00:14:07.210 ⇒ 00:14:14.629 Robert Tseng: I guess what’s surprising to me is that 9 out of 13… 9 out of 13, or I guess… yeah, just, like, kind of sat there.
78 00:14:14.720 ⇒ 00:14:27.880 Robert Tseng: And I don’t feel like this is really representing that well, so I might have to go back to the drawing board here and maybe take out the deal stalled metric, or make it some sort of, like, percentage of, like.
79 00:14:28.280 ⇒ 00:14:31.860 Robert Tseng: SQLs that are in… that are… that are stalled.
80 00:14:32.110 ⇒ 00:14:36.490 Robert Tseng: Yeah, I don’t really know what the best ratio is.
81 00:14:36.630 ⇒ 00:14:41.489 Robert Tseng: But 9 out of 13… or, sorry, I keep saying 9 out of 13, but it’s more like…
82 00:14:42.560 ⇒ 00:14:47.620 Robert Tseng: 9 out of… 25?
83 00:14:48.130 ⇒ 00:14:53.300 Robert Tseng: Plus, yeah, 9 plus, 7, 16 minus 4.
84 00:14:54.080 ⇒ 00:14:58.049 Robert Tseng: That was, like, more like 9 out of 20 deals?
85 00:14:58.980 ⇒ 00:15:02.590 Robert Tseng: Didn’t move, so that’s about 50%.
86 00:15:02.770 ⇒ 00:15:08.290 Robert Tseng: Yeah, I think my thought is that…
87 00:15:08.830 ⇒ 00:15:17.509 Robert Tseng: that feels high, I’ll probably have to run it by our advisors, kind of see what they think about if 50% of our leads are just, like.
88 00:15:17.510 ⇒ 00:15:29.370 Robert Tseng: sitting in the same stage over the course of a month that feels like it’s too long. So, gonna have to think about that one a little bit more, but at least get to see that more clearly here.
89 00:15:36.870 ⇒ 00:15:47.850 Robert Tseng: Yeah, we moved to ICP conversations. Yeah, we just didn’t really have that many calls, so I think this feels about right to me. Conversations about, like, less than… less than 10.
90 00:15:47.970 ⇒ 00:15:53.469 Robert Tseng: we were expecting… I was expecting fewer, just because I just didn’t…
91 00:15:54.050 ⇒ 00:15:56.850 Robert Tseng: Wasn’t sure, like, how fast the team would get
92 00:15:57.280 ⇒ 00:16:06.839 Robert Tseng: We’ll ramp up on the ICP stuff, so we’re okay there. But kind of really expecting us to hit our stride in the next… next month, like…
93 00:16:07.260 ⇒ 00:16:08.060 Robert Tseng: Yeah.
94 00:16:08.590 ⇒ 00:16:16.589 Robert Tseng: What else is important to go through here? Yeah, let’s move towards marketing. So…
95 00:16:16.770 ⇒ 00:16:22.639 Robert Tseng: From an MQL perspective, obviously we’re zero. From an engagement perspective.
96 00:16:22.760 ⇒ 00:16:28.469 Robert Tseng: Yeah, obviously these numbers are low. I think they should definitely increase next week, but over the past 4 weeks, we just…
97 00:16:29.250 ⇒ 00:16:31.169 Robert Tseng: I don’t think we hit…
98 00:16:31.370 ⇒ 00:16:39.530 Robert Tseng: what I had expected here. So, I think it just took a little… yeah, it just… it just took longer than… than I thought to… to get going on.
99 00:16:39.690 ⇒ 00:16:41.220 Robert Tseng: engagement.
100 00:16:41.530 ⇒ 00:16:48.240 Robert Tseng: I think this is pretty reasonable. We could probably make this jump still in the next month, so I’m not gonna adjust any targets here.
101 00:16:48.290 ⇒ 00:17:01.539 Robert Tseng: From a visitor engagement perspective, I think we did well. Content that went out, and immediately we start seeing people kind of… we see activity again. So there’s definitely improvement on that side.
102 00:17:01.630 ⇒ 00:17:07.919 Robert Tseng: Obviously we had a couple posts that did really well in terms of reach this week.
103 00:17:08.030 ⇒ 00:17:13.810 Robert Tseng: I will say that those are probably, like, zero ICP, posts, because those are all, like, job…
104 00:17:13.950 ⇒ 00:17:22.999 Robert Tseng: job, oh, that… the main post that blew up was a job posting. So, yeah, I mean, those are not really buyer personas, but…
105 00:17:23.000 ⇒ 00:17:37.849 Robert Tseng: it’s still good to mix in a post like that every now and then, just to kind of go wider than our usual audience. So, no… no complaints there, just mentioning that I don’t… I don’t really think that type of post is going to produce any MQL.
106 00:17:42.070 ⇒ 00:17:50.310 Robert Tseng: Yeah, and then obviously on the engagement side, we didn’t really turn on any of these things. Like, we’re kind of… we may get… we may have,
107 00:17:50.850 ⇒ 00:17:57.820 Robert Tseng: pushed out. Well, event sign-ups, we don’t have anything yet. Wait, wait, we’re just… we just didn’t really do any of this this month, so…
108 00:17:57.920 ⇒ 00:17:59.830 Robert Tseng: Overall,
109 00:18:00.020 ⇒ 00:18:13.709 Robert Tseng: a business is going to shrink. I think that’s kind of the, like, the blunt way to put it. 15% churn, I think that’s pretty much true. So, from, like, a forecasting perspective,
110 00:18:14.570 ⇒ 00:18:22.450 Robert Tseng: Yeah, I mean, I wouldn’t say these are all the same assumptions, but I am expecting our MRR to drop to probably 140… 130 to 140.
111 00:18:22.560 ⇒ 00:18:29.220 Robert Tseng: this month. Which is… Not great,
112 00:18:29.340 ⇒ 00:18:43.439 Robert Tseng: yeah, we really have to try to get back to 160, where we were next month. Otherwise, like, yeah, we’re just gonna be in a tight, tight spot. So, I mean, just being honest with the team, I think we definitely…
113 00:18:43.880 ⇒ 00:18:53.499 Robert Tseng: yeah, just had a… had a setback. The business shrank by about 10-15%, so with… with no… with no new business that kind of came in this… this… this month.
114 00:18:53.740 ⇒ 00:19:01.410 Robert Tseng: So, obviously the delivery side, we’re trying to… we had renewals, we had kind of small upsells here and there, so that kind of…
115 00:19:01.570 ⇒ 00:19:07.409 Robert Tseng: Prevented us from dropping too far, but, definitely is a down month for us.
116 00:19:07.630 ⇒ 00:19:10.830 Robert Tseng: So, yeah, I think that’s…
117 00:19:11.050 ⇒ 00:19:17.129 Robert Tseng: That’s, that’s kind of my overview of how this quarter went.
118 00:19:19.320 ⇒ 00:19:22.859 Robert Tseng: All… or, sorry, not quarter, this… this past… past month went.
119 00:19:23.130 ⇒ 00:19:30.769 Robert Tseng: So I’ll pause there, see if people have any questions. Yeah, I mean, I kind of feel like, you know, this is… this is how we look at the business, so…
120 00:19:31.030 ⇒ 00:19:34.589 Robert Tseng: Yeah, I mean, I… This is…
121 00:19:35.440 ⇒ 00:19:47.449 Robert Tseng: I mean, we’re basically… I don’t know if any other organization would let you see it in such detail, like, as we are here, but, I want everyone to see, kind of, the inputs and outputs of, like.
122 00:19:47.450 ⇒ 00:19:56.929 Robert Tseng: what you’re doing, how it contributes to our performance as a team overall. So, yeah, happy to kind of elaborate on any of this.
123 00:20:04.200 ⇒ 00:20:13.369 Hannah Wang: I guess for the stalled leads? I forgot where that one was. Is that just a matter of, like, us…
124 00:20:14.360 ⇒ 00:20:22.119 Hannah Wang: Nudging them more, or, like… I mean… Yeah. Yeah, I don’t know.
125 00:20:22.120 ⇒ 00:20:30.270 Robert Tseng: Yeah, I feel like, Tana, when you were doing this, like, on the… did, like… you were doing, like, middle-of-funnel nurturing, right? You were just, like, sending messages, nudging them.
126 00:20:30.340 ⇒ 00:20:44.219 Robert Tseng: I feel like we were moving people to different stages faster. We’re either, like, getting to the… you know, you get to the yes or the no faster. I think both are important. So yeah, I do think that that’s probably a discipline that I’m gonna have this team
127 00:20:44.420 ⇒ 00:21:03.619 Robert Tseng: do more. I mean, Rico’s not really deploying campaigns that much, so… and we did do, like, a circle-back campaign, so, like, to me, like, the next step is, like, for the next sprint cycle, to make sure that we have more processes in place where he’s able to go and actually follow up with… with… with leads, that are in our pipeline, so…
128 00:21:03.830 ⇒ 00:21:23.409 Robert Tseng: Yeah, but once again, like, I don’t want to just push people… I mean, I don’t know a 50% stall rate is, like, over the course of a month is healthy or not, so I want to get a different perspective. I’m going to ask our… I’m gonna ask our… I’m gonna ask Vixel, see what they think. If they’re saying that’s too high, we should
129 00:21:23.450 ⇒ 00:21:33.569 Robert Tseng: do more to move it, then I think that’s what I’ll implement. Otherwise, like, it doesn’t feel like it’s the highest priority thing. I still think that filling top of funnel is more important.
130 00:21:33.800 ⇒ 00:21:36.100 Hannah Wang: Yeah. Okay, yeah.
131 00:21:43.580 ⇒ 00:21:47.830 Robert Tseng: Cool. Any other questions or kind of comments on what you’re seeing here?
132 00:21:52.050 ⇒ 00:21:55.749 Hannah Wang: I guess, like, for the top of funnel stuff…
133 00:21:55.970 ⇒ 00:21:56.570 Robert Tseng: Yep.
134 00:21:57.900 ⇒ 00:22:12.600 Hannah Wang: Yeah, oh, I guess, like, the MQL, more specifically, like, MQL to SQL, that type of pipeline. Yeah, I… I feel like I should work more closely with Luke. Sorry, I’m probably speaking quietly. I should work more… No, you’re good, I can hear you.
135 00:22:12.930 ⇒ 00:22:17.849 Hannah Wang: Okay. Yeah. Work more closely with him, like, I didn’t know that he was,
136 00:22:18.400 ⇒ 00:22:21.269 Hannah Wang: deploying, like, the lead magnets, and then I…
137 00:22:21.710 ⇒ 00:22:38.740 Hannah Wang: probably would have mentioned the same thing Utah mentioned, or you mentioned about, like, posthog, and just setting up, like, a tracking thing. Yeah. And hooking it up to our website, instead of just, like, a standalone… standalone lovable app.
138 00:22:38.860 ⇒ 00:22:39.420 Hannah Wang: Application
139 00:22:39.750 ⇒ 00:22:46.259 Hannah Wang: So, yeah, I think I’ll just… maybe I’ll… I’ve been meaning to set up, like, a sync with him, but…
140 00:22:46.420 ⇒ 00:22:55.480 Hannah Wang: Do you think it’d be helpful if I join, like, the sales stand-up, just so that I kind of know… like, did he bring this up during…
141 00:22:57.580 ⇒ 00:23:05.569 Robert Tseng: Yeah, well, I don’t join all the stale stands up anymore, I probably go, like, twice a week. I don’t know, has Luke talked about this with you guys?
142 00:23:06.190 ⇒ 00:23:08.919 Robert Tseng: Like, that he was doing this, Rico and Ryan?
143 00:23:09.150 ⇒ 00:23:18.699 Ryan Brosas: No, I think he mentioned it on our, like, one-on-one, but on sales time, I mean, he didn’t really mention that.
144 00:23:18.970 ⇒ 00:23:19.610 Robert Tseng: Okay.
145 00:23:20.840 ⇒ 00:23:29.119 Hannah Wang: Okay, well, yeah, anyway, like, I… I can probably set up, like, a sync with him or something, just… because…
146 00:23:29.440 ⇒ 00:23:38.099 Hannah Wang: yeah, I feel like it would have been more helpful if we added, like, tracking, and if it was hooked up to our website somehow, so… yeah, that’s just, like…
147 00:23:38.100 ⇒ 00:23:45.279 Robert Tseng: Did he even get into our post, or did he just, like, create… I mean, I don’t… I mean, I have no idea, like, even if I filled this out, where would it go? You know, like…
148 00:23:45.630 ⇒ 00:23:46.190 Hannah Wang: Yeah.
149 00:23:46.190 ⇒ 00:24:01.960 Ryan Brosas: Yeah, it should be something, like, within our funnel, or, like, in our thinking profile, like, here, grab a free, like, estimation, how automation would be, you know,
150 00:24:02.530 ⇒ 00:24:05.039 Ryan Brosas: A value to you, if,
151 00:24:05.630 ⇒ 00:24:08.740 Ryan Brosas: Is this for more in financial?
152 00:24:12.520 ⇒ 00:24:22.649 Hannah Wang: I think his… I know he deployed two of them. I think for one of them, he was going to launch it with a dbt campaign he wanted to run next week.
153 00:24:22.650 ⇒ 00:24:23.010 Robert Tseng: Yeah.
154 00:24:23.010 ⇒ 00:24:28.229 Hannah Wang: That message. And then for the first one, I’m not entirely sure… was I…
155 00:24:28.230 ⇒ 00:24:31.439 Robert Tseng: Yeah, this is… yeah, this is the contextual demo.
156 00:24:31.440 ⇒ 00:24:32.240 Hannah Wang: Oh, okay.
157 00:24:32.240 ⇒ 00:24:32.880 Robert Tseng: Yeah.
158 00:24:33.460 ⇒ 00:24:48.589 Hannah Wang: Yeah, yeah, we hopped on a call with them on Wednesday, so that’s probably why it was more top of mind for him, but regardless, like, it doesn’t matter the nitty-gritty, but I’m just saying, like, in general, maybe I’ll,
159 00:24:48.840 ⇒ 00:24:51.809 Hannah Wang: Work more closely with him, just so that we have, like.
160 00:24:52.100 ⇒ 00:24:55.390 Hannah Wang: Tracking and everything in place for all of our…
161 00:24:56.310 ⇒ 00:25:01.100 Hannah Wang: Assets and lead magnet… lead magnets and stuff like that.
162 00:25:02.700 ⇒ 00:25:07.050 Robert Tseng: Yeah, so on this, I wanted to… so…
163 00:25:07.370 ⇒ 00:25:14.070 Robert Tseng: Yeah, I think, I think definitely, Hannah, if you can kind of work more closely with Luke, I don’t think he understands deployment,
164 00:25:14.200 ⇒ 00:25:24.739 Robert Tseng: I also think that Luke has a lot of great ideas, but, like, I don’t think he needs to be the one building these things, so there’s kind of, like, a… yeah, I feel like he has a hard time pushing things to the finish line.
165 00:25:26.080 ⇒ 00:25:34.290 Robert Tseng: Yeah, so I think, like, it definitely will… like, I think this team is basically trying to execute on things that he’s, that he’s,
166 00:25:34.290 ⇒ 00:25:51.770 Robert Tseng: he’s… he’s managing. So, on, like, this post, for example, I think this is the only post I saw, at least from my profile, that had a direct, like, this is not even a CTA, like, this could count as a CTA. You’re asking DM us for a free audit. I did get two messages from this, so,
167 00:25:51.830 ⇒ 00:26:02.130 Robert Tseng: I would consider that MQL. So that… I mean, obviously, this is from this week, so it didn’t actually make it into the tracker yet. This could probably show up next week. I don’t know how you guys are keeping track of this.
168 00:26:02.470 ⇒ 00:26:19.350 Robert Tseng: I mean, frankly, if you’re asking people to DM, then I would just look through the LinkedIn DMs, and you’d quickly talk… see if anybody is talking about the client side tracking. But, like, for example, this dude, what’s his… what’s his name? I…
169 00:26:19.740 ⇒ 00:26:24.459 Robert Tseng: this dude, Tamjeed, he, like…
170 00:26:24.610 ⇒ 00:26:28.249 Robert Tseng: He saw the post about unreliable client site.
171 00:26:28.790 ⇒ 00:26:39.230 Robert Tseng: data… I don’t think he actually DM’d us, but we connected with him after he viewed our profile, and then he… and then he responded, right? I mean, and then we,
172 00:26:39.500 ⇒ 00:26:49.879 Robert Tseng: I don’t know why we didn’t respond to this guy, seems like he’s interested in this topic. But, like, yeah, this to me is, like, how an MQL, like, happens, right? So if it’s helpful for you guys to visualize, like.
173 00:26:50.220 ⇒ 00:26:51.120 Robert Tseng: Post.
174 00:26:51.850 ⇒ 00:27:02.419 Robert Tseng: Post goes out, he views profile, he doesn’t necessarily engage, but we see that he views, so we hit him with a sequence. I know this is a manual outreach from… from,
175 00:27:02.420 ⇒ 00:27:13.039 Robert Tseng: from Luke, but then he’s like, yeah, actually, I did look at your profile, I saw this post specifically, and he’s asking a question. That, to me, is when it becomes an MQL. So, like, I think, like.
176 00:27:13.630 ⇒ 00:27:26.029 Robert Tseng: I mean, there’s, like… we’re doing this manually, which is fine, like, I just… we just need to know how this sequence works, but, like, but yeah, like, I… I would… I would…
177 00:27:26.030 ⇒ 00:27:42.089 Robert Tseng: say that he… this… yeah, this would… this would be… I would credit this to the marketing team for, like, a lead who’s interested in a topic. I’m not expecting them to be like, oh yeah, let’s jump on a call, I want to buy your services. Once again, remember, the assumption that Vixel gave us is that
178 00:27:42.420 ⇒ 00:27:46.500 Robert Tseng: 30% of MQLs actually become SQLs.
179 00:27:46.500 ⇒ 00:28:02.570 Robert Tseng: But after, like, a two or three message exchange, we can try to push them towards a call, or we could, like, answer the question, try to be helpful, and, like, whatever. Like, it may… it may never make it to SQL, but, like, that’s fine. Like, we just… the marketing team needs to be, kind of, like, processing leads like this. So,
180 00:28:02.570 ⇒ 00:28:07.360 Robert Tseng: Yeah, I think hopefully this is an example you can see of how… how,
181 00:28:07.370 ⇒ 00:28:10.949 Robert Tseng: Your content ends up, kind of, turning into a lead.
182 00:28:11.650 ⇒ 00:28:13.900 Ryan Brosas: Yeah, this is really helpful, thank you.
183 00:28:14.810 ⇒ 00:28:29.769 Hannah Wang: Yeah, Ryan, I know, I know Luke is tracking… he has, like, a system of tracking leads in Notion, and I… I just checked, Tamjeed is… there’s, like, a database for him and engagements, so…
184 00:28:29.940 ⇒ 00:28:34.339 Hannah Wang: I know Luke is tracking it, but,
185 00:28:36.320 ⇒ 00:28:44.740 Hannah Wang: I forgot my train of thought, but anyway, yeah, we should… we should continue tracking the messages, and…
186 00:28:45.350 ⇒ 00:28:46.989 Hannah Wang: Yeah, just see.
187 00:28:47.290 ⇒ 00:28:55.620 Ryan Brosas: Yeah, definitely. We can also, like, build a sequence based on this conversation with, Jed.
188 00:28:55.720 ⇒ 00:28:58.890 Ryan Brosas: Then we could, you know, if…
189 00:28:59.060 ⇒ 00:29:05.399 Ryan Brosas: one of us, or me and Luke can, you know, do the nurturing stuff.
190 00:29:05.620 ⇒ 00:29:24.360 Ryan Brosas: And then, eventually, everybody on the team can do it as well, because there’s, like, a process that is being made on here, on his, Notion DTM hub, so I think that would be my, my…
191 00:29:24.990 ⇒ 00:29:26.879 Ryan Brosas: What are called the stats later on.
192 00:29:27.930 ⇒ 00:29:28.710 Hannah Wang: Okay.
193 00:29:29.010 ⇒ 00:29:31.780 Hannah Wang: Yeah, if you’re trying to find TAMG, you can just…
194 00:29:31.930 ⇒ 00:29:37.060 Hannah Wang: open a tab and search his name, but yeah, I need to dig through,
195 00:29:38.440 ⇒ 00:29:41.620 Hannah Wang: How he set this up more,
196 00:29:42.790 ⇒ 00:29:52.090 Hannah Wang: I’m honestly not really sure why we needed this, like, it feels like it gave the team another, like, thing to put data into.
197 00:29:52.320 ⇒ 00:29:58.209 Robert Tseng: we already have HubSpot, and we already have Google Sheets, and we, like, purposely, like, we went back to Notion.
198 00:29:58.990 ⇒ 00:30:02.939 Robert Tseng: I’m not… I don’t want to micromanage this, though, so…
199 00:30:03.430 ⇒ 00:30:09.170 Robert Tseng: I mean, if this is helpful for him and the team to, like, get this level of context.
200 00:30:09.280 ⇒ 00:30:20.789 Robert Tseng: I frankly think this is a waste of time to be creating profiles for every single person, because some of these people are just not qualified enough to even make it into our systems. Like, I just…
201 00:30:21.260 ⇒ 00:30:25.340 Robert Tseng: So, I mean, that’s just my personal, like, opinion.
202 00:30:26.850 ⇒ 00:30:41.009 Robert Tseng: Yeah, and then all the sales, anybody that comes into sales should already… that proposal should already exist. We should have a Google Doc for it, like, this is in HubSpot already, like, the lead is already captured in HubSpot, so I… I don’t know…
203 00:30:41.890 ⇒ 00:30:47.239 Robert Tseng: Yeah, I’m… I mean… if I need to be more opinionated and, like, kind of…
204 00:30:48.230 ⇒ 00:30:54.119 Robert Tseng: make a decision on what you guys use system-wise, like, I think I can help, but, like.
205 00:30:54.420 ⇒ 00:30:58.430 Robert Tseng: Ultimately, this looks like a system that’s just there to help
206 00:30:58.930 ⇒ 00:31:06.660 Robert Tseng: filled in the Google Sheet, which… in which case, like, I don’t know, I feel like maybe we spent too much time doing this. Like, I would have rather…
207 00:31:06.770 ⇒ 00:31:19.779 Robert Tseng: like, this example, I just found a dude… I just went on Upwork, found a dude that was, like, looking for some help related to, like, our edge to activation service within our price range.
208 00:31:19.880 ⇒ 00:31:23.590 Robert Tseng: I direct messaged him, I sent him the proposal.
209 00:31:24.020 ⇒ 00:31:39.320 Robert Tseng: and then he’s saying it’s not a good time, but then he’s asking if we do other things. So, all of a sudden, like, I have a meeting that I could book. You know, I’m like, this took me, like, maybe 15 minutes to find a dude that I could book a meeting with. Like, I… I just… I…
210 00:31:40.450 ⇒ 00:31:45.060 Robert Tseng: I feel like that’s where my time is…
211 00:31:45.760 ⇒ 00:31:54.750 Robert Tseng: going, like, when I see the… that we’re not hitting, like, targets, that I just try to go and build the pipeline myself, but.
212 00:31:54.750 ⇒ 00:31:55.109 Hannah Wang: I’m now.
213 00:31:55.110 ⇒ 00:32:10.690 Robert Tseng: we’re also, like, kind of… but then it’s just strange to me that the team is, like, building all this other system stuff when, like, we don’t really need it, like, just… just… just do… just… just do this, you know what I’m saying? So,
214 00:32:11.360 ⇒ 00:32:21.110 Robert Tseng: Anyway, I think, something… I guess I can… I can take that back. I… not really sure.
215 00:32:21.380 ⇒ 00:32:26.340 Robert Tseng: I mean, I don’t have any other thoughts right now. I feel like… Yeah.
216 00:32:26.480 ⇒ 00:32:30.139 Robert Tseng: Yeah, I… that’s… that’s the… that’s… that’s what I got.
217 00:32:30.520 ⇒ 00:32:41.920 Ryan Brosas: Yeah, I understand that. So, yeah, I think, Luke is some, built this, system is to track it weekly, on a weekly basis, so we aren’t, like.
218 00:32:42.350 ⇒ 00:32:52.120 Ryan Brosas: you know, switching stuff, like, LinkedIn and such. But yeah, I agree with that, that we should be more… doing… focusing more on execution.
219 00:32:52.190 ⇒ 00:33:06.260 Ryan Brosas: And yeah, we could definitely replicate on what you are currently doing, which is Upwork to link in. This is something, really interesting that we could do also, so we can increase our leads as well.
220 00:33:08.110 ⇒ 00:33:23.720 Robert Tseng: Yeah, okay, well, I mean, like, we’ll… we’re good for the week, like I said, end of the week, so… but next week, I’m definitely gonna… I think I’m gonna put more guardrails, like, I don’t want to see any more building Notion pages and systems, like, it doesn’t seem like we need it. We just need to do the execution.
221 00:33:23.720 ⇒ 00:33:36.819 Robert Tseng: I feel like that’s probably how I’m gonna start off the planning… planning call on… on Monday. So, like, I feel like if we just put in the time, like, the leads will come. Like, it’s just not… I really don’t think it’s that hard. So…
222 00:33:36.820 ⇒ 00:33:52.190 Robert Tseng: like, yeah, if I… if I just blocked off 30 minutes a day, and I can get one lead every 15 minutes, like, I mean, I feel like I could put 10 leads into our pipeline, which I… I am trying. I’m not, like, putting it all on you guys. Like, I’m… I am… I am also following up, so if…
223 00:33:52.240 ⇒ 00:34:01.240 Robert Tseng: if that’s the way that I can do it, like, I kind of expect the rest of the team to be… be like, yeah, just… just do the execution as well. Like, we know what works at this point.
224 00:34:03.440 ⇒ 00:34:04.400 Ryan Brosas: Understood.
225 00:34:04.750 ⇒ 00:34:12.600 Hannah Wang: Okay. One last thing, sorry. I think this ties in with the message that Utam sent you this morning about…
226 00:34:13.050 ⇒ 00:34:19.350 Hannah Wang: and, like, tagged Shaishu, like, that the team is all over, like, when to use HubSpot versus…
227 00:34:19.580 ⇒ 00:34:26.460 Hannah Wang: Notion versus the vault, so… yeah, if you want to set more guardrails and just make it more clear, like.
228 00:34:26.870 ⇒ 00:34:29.299 Hannah Wang: That’d probably help save time.
229 00:34:29.500 ⇒ 00:34:35.119 Hannah Wang: For us to not do stuff that’s not necessary.
230 00:34:35.590 ⇒ 00:34:53.800 Robert Tseng: I mean, are you guys confused? Like, isn’t it just HubSpot and this? Like, I mean, I know that Shishu and Luke came in, and then all of a sudden, everybody loves Notion, they’re, like, doing stuff in Notion, but yeah, I think it’s on us to tell them to stop doing stuff in Notion. So, if that’s… if that’s what you mean, like, yeah, I can… I can… I can tell them that.
231 00:34:57.930 ⇒ 00:35:07.850 Robert Tseng: But otherwise, like, you guys are just putting this in, like, once a week, right? And then, I mean, how you end up pulling… I don’t know, like, I just… I really didn’t think it was, like, that,
232 00:35:08.290 ⇒ 00:35:10.319 Robert Tseng: I don’t really think it was that hard.
233 00:35:13.240 ⇒ 00:35:30.200 Robert Tseng: I don’t have many metrics, so yeah, I’m just plugging stuff into… Yeah, Hannah, well, I mean, obviously, Hannah, you’re… yeah, you’re not really, like, gonna be doing most of the data, kind of pulling. I mean, Ryan and Rico, like, are doing it. I don’t know if it takes them that long, like,
234 00:35:30.400 ⇒ 00:35:41.639 Robert Tseng: Yeah, and you guys are getting most of this data from HubSpot, so I don’t really understand why we needed… I mean, the calls… the calls and the meetings booked, I think Rico’s getting it from my calendar.
235 00:35:41.750 ⇒ 00:35:48.490 Robert Tseng: all the… all the SQL, or SQL and, like, data is, like, coming from HubSpot.
236 00:35:48.620 ⇒ 00:36:07.160 Robert Tseng: MQL, I understand, doesn’t end up in HubSpot. So, like, maybe we needed to build something in order to basically log, like, reactions to CTA… engagement with CTA, especially, like, LinkedIn DMs, but, you know, if we have, like, tracking links and all that, then you could just build, like, a
237 00:36:07.580 ⇒ 00:36:21.989 Robert Tseng: spreadsheet or something to, to log that. Like, I just… I don’t really think you need all of this in order to just capture MQL. So, like, am I missing something here? Like, what else would not be tracked in HubSpot already?
238 00:36:23.170 ⇒ 00:36:24.030 Ryan Brosas: Yeah.
239 00:36:24.030 ⇒ 00:36:26.149 Hannah Wang: Go ahead, sorry.
240 00:36:26.150 ⇒ 00:36:43.830 Ryan Brosas: Yeah, I think, well, this is for… this is just for on my side, well, for me, the engagement part is really useful, what, Luke already did, because that is something I’m manually doing, like, tracking on… on both accounts.
241 00:36:43.850 ⇒ 00:36:49.099 Ryan Brosas: So, yeah, that’s something that I really like on his,
242 00:36:50.040 ⇒ 00:36:56.880 Ryan Brosas: system, but other than that, it is all, like, straightforward. It’s pretty much on HubSpot.
243 00:36:59.280 ⇒ 00:37:06.760 Robert Tseng: Okay. Well, like, once again, I don’t want to, like, derail his system. If it’s helpful for you guys, keep it, but if it’s, like, creating more work.
244 00:37:07.220 ⇒ 00:37:26.740 Robert Tseng: like, then I don’t really think you should use it. I think you guys already know, like, where you need to go to get this data. So, yeah, I think I would have preferred to be looped into something like this if you guys were working on building the system. Maybe he didn’t consult you guys, he just built this himself, I don’t really know.
245 00:37:26.740 ⇒ 00:37:31.490 Robert Tseng: But, yeah, I think that was just a little bit, like… I mean…
246 00:37:31.730 ⇒ 00:37:49.959 Robert Tseng: Yeah, I will send another Slack message to try to clarify with the team, and, like, I’ll talk to both Shaysu and Luke, but but yeah, I think, the only thing I care about from this team is looking at this spreadsheet. So, like, I’m not really going into HubSpot unless I’m logging my own leads, which I have been doing.
247 00:37:50.060 ⇒ 00:37:53.249 Robert Tseng: For the most part. So, yeah.
248 00:37:53.250 ⇒ 00:38:05.089 Ryan Brosas: Yeah, yeah, I agree. And also, like, we can also did that on… on spreadsheet, because we can also, like, get that directly from that spreadsheet, so… yeah, definitely.
249 00:38:05.090 ⇒ 00:38:06.389 Robert Tseng: Huh? Okay.
250 00:38:07.130 ⇒ 00:38:13.909 Hannah Wang: Yeah, I think, the Shaishu thing, I think it was just, for partner stuff.
251 00:38:14.530 ⇒ 00:38:33.810 Hannah Wang: I know we went back and forth between HubSpot and the tracker that’s in this sheet, and then I… I basically said, just wherever, it’s easy to get, like, a high-level view, whether it’s HubSpot or this, like, we should just use whatever works, and I…
252 00:38:34.120 ⇒ 00:38:38.950 Hannah Wang: I’m assuming we’re gonna use this tracker instead of HubSpot, is my…
253 00:38:39.150 ⇒ 00:38:50.530 Robert Tseng: Well, this is at the account level, so, like, every rep should be tracked in HubSpot, but, like, we don’t, like, I don’t know, we tried to, like, show this on the call last time, where, I mean, I feel like…
254 00:38:51.650 ⇒ 00:38:55.440 Robert Tseng: I mean, I don’t know, is setting up HubSpot…
255 00:38:56.000 ⇒ 00:39:00.980 Robert Tseng: Like, Hardone, you just create, like, a tag, and you just call them a partner or something, like…
256 00:39:01.790 ⇒ 00:39:12.559 Robert Tseng: like, we just need a… we just need a category that’s, like, for partners or something, and then you can… like, I don’t know, if we’re just, like, struggling to create a tag in HubSpot, like, I’ll create it. Like, just, like…
257 00:39:12.820 ⇒ 00:39:21.460 Robert Tseng: But, like, every account has reps, just like how every sales account has, like.
258 00:39:21.820 ⇒ 00:39:31.109 Robert Tseng: stakeholders. And so, it’s just a matter of labeling them as an SQL, or, like, a partner, or a partner lead, or whatever. What I guess…
259 00:39:31.320 ⇒ 00:39:35.130 Robert Tseng: I mean, this is not for you guys to set up, like, I’m gonna…
260 00:39:35.430 ⇒ 00:39:42.789 Robert Tseng: I guess I can tell Shaishu that’s all he needed. Like, to me, this is… this is at the account level. I need to know, like.
261 00:39:43.080 ⇒ 00:40:06.149 Robert Tseng: why… if are we talking to… like, how many accounts are we talking to? Like, I only want to look at things from the account level. So, unless I have the personal relationship with a rep on the partner, which both Utam and I… I mean, every… every partner is dependent on me and Utam’s relationships with a certain rep. So, like, it’s not like we’re going to be that, like, removed from this, but this is meant to be an account-level, like, tracker.
262 00:40:06.150 ⇒ 00:40:11.659 Robert Tseng: That’s… that’s what this is. But, like, the actual… partner rep-level activity, that’s…
263 00:40:11.660 ⇒ 00:40:21.499 Robert Tseng: probably gonna be, like, managed in HubSpot, because every email that you send back and forth, all of those comms, supposed to be get… supposed to be logged in HubSpot… in HubSpot.
264 00:40:21.540 ⇒ 00:40:32.869 Robert Tseng: Here, I’m not asking for, like, a… like a, like, a historical list of every interaction. I’m only looking for last action, next action, and then, like, some high-level stuff about, like.
265 00:40:33.170 ⇒ 00:40:39.679 Robert Tseng: I mean, I don’t even… yeah, I mean, like, yeah, like, these are… these are just… I’m… yeah, so,
266 00:40:39.900 ⇒ 00:40:43.100 Robert Tseng: Yeah, that’s… that’s what I have to say to that.
267 00:40:44.770 ⇒ 00:40:47.739 Hannah Wang: Yeah, that… that makes sense.
268 00:40:51.900 ⇒ 00:41:01.110 Hannah Wang: Okay. Yeah, you can work with Shishu, just, like, tell Shishu that, and then if he has problems, like, he can talk to me, and then we can hash it out or something. But…
269 00:41:02.180 ⇒ 00:41:05.400 Hannah Wang: Yeah, that makes sense. Yeah.
270 00:41:06.170 ⇒ 00:41:11.500 Robert Tseng: Okay, alright, I know, I think I, I think I get it. Yeah.
271 00:41:11.740 ⇒ 00:41:17.290 Robert Tseng: I will… I gotta jump to another call, but I think that is it for now.
272 00:41:17.430 ⇒ 00:41:32.660 Robert Tseng: Any other questions about how this process works? I prefer you go to me directly. Next time you ever have confusion over systems, please, like, loop me and Utam in. Like, we will make the decision on systems. Like, I don’t want,
273 00:41:32.840 ⇒ 00:41:41.329 Robert Tseng: Shayshu and Luke to be building systems without us, like, kind of signing off on whether it’s actually helping, or if it’s just creating more work.
274 00:41:42.880 ⇒ 00:41:43.760 Hannah Wang: Got it, yeah.
275 00:41:43.760 ⇒ 00:41:45.209 Robert Tseng: Okay, alright, thanks.
276 00:41:45.280 ⇒ 00:41:46.239 Hannah Wang: Bye. Thank you.