Meeting Title: GTM Planning + Kickoff Date: 2026-02-02 Meeting participants: Sheshu Chandrasekar, Ryan Brosas, Robert Tseng, Rico Rejoso, Hannah Wang, Uttam Kumaran
WEBVTT
1 00:02:00.040 ⇒ 00:02:01.790 Robert Tseng: Hello?
2 00:02:03.460 ⇒ 00:02:04.430 Uttam Kumaran: Hello.
3 00:02:08.630 ⇒ 00:02:10.460 Rico Rejoso: Hey guys, happy Monday.
4 00:02:11.450 ⇒ 00:02:12.740 Robert Tseng: Happy Monday!
5 00:02:13.730 ⇒ 00:02:16.410 Robert Tseng: Start of a new month.
6 00:02:29.820 ⇒ 00:02:48.929 Robert Tseng: Okay, I think this is… Ryan was just here, but I guess he dropped off. He’ll come back. Here he is. Okay, well, Luke’s out, so we’ll just kind of get started here. Yeah, now, a couple changes. Shaysu and Utam will be kind of joining these calls here, kind of moving forward.
7 00:02:49.060 ⇒ 00:03:01.260 Robert Tseng: And, Holly is no longer on this call. So, we’ll start with that. I’ll do the summary. I think I’ll just kind of go through the directives that I kind of shared in Slack.
8 00:03:01.460 ⇒ 00:03:02.709 Robert Tseng: Yeah, just cause…
9 00:03:03.030 ⇒ 00:03:09.330 Robert Tseng: Yeah, I don’t know if everyone got a chance to watch our monthly business review on Friday, but I can flash…
10 00:03:10.070 ⇒ 00:03:19.599 Robert Tseng: Dumping up there… Guess I’ll just share my screen anyway.
11 00:03:23.680 ⇒ 00:03:26.329 Robert Tseng: Cool. So,
12 00:03:26.660 ⇒ 00:03:39.789 Robert Tseng: Yeah, I guess if you want to go back and look at it, I mean, it’s… it’s much… it’s laid out more cleanly in the… on Friday’s call, so I’m not going to do the same exercise again, but, this is basically actuals that are pulling from the WVR.
13 00:03:40.040 ⇒ 00:03:44.799 Robert Tseng: You can see there’s missing fields. These are things that, like, I’ll have to go back to with…
14 00:03:45.160 ⇒ 00:03:52.370 Robert Tseng: with Utam later, and probably with the ops team. These are not, like, weekly metrics that we’re tracking.
15 00:03:53.180 ⇒ 00:03:56.849 Robert Tseng: on the WBR, so that’s why they’re more or less
16 00:03:56.910 ⇒ 00:04:15.209 Robert Tseng: blank, and we haven’t really introduced on Factor pipeline and whatnot. So, I think this sheet will continue to be filled out in more detail month to month. But I basically went over comparing, like, how we forecasted we were going to do versus actuals, so you can see that just from… from looking at that,
17 00:04:15.210 ⇒ 00:04:25.249 Robert Tseng: We… our kind of overall pipeline was lower than expected, and so I made some adjustments moving forward that I’ll kind of call out here.
18 00:04:25.640 ⇒ 00:04:34.970 Robert Tseng: One was I adjust… I lowered our expectations for pipeline. So, I think some of this math also didn’t really fully check out, but I think
19 00:04:35.130 ⇒ 00:04:48.450 Robert Tseng: MQL pipeline, was slow to pick up. Yeah, we pretty much only generated one lead from content, over this past month. And, yeah, I think I originally set a pretty high target.
20 00:04:50.570 ⇒ 00:05:03.749 Robert Tseng: yeah, I think I basically have just lowered expectations there. It’s still… we’re still trying to convert 30% of MQLs into SQL, so, that means of the new SQL pipeline, I think roughly, like, 30%, like, 30…
21 00:05:03.750 ⇒ 00:05:18.050 Robert Tseng: 30% of it should come from MQL, 50% should come from partners, and then the rest should pretty much come from, just, like, our direct outbound campaigns and other things that we’re doing. So, that’s one change that I made to kind of the target moving forward.
22 00:05:18.280 ⇒ 00:05:23.230 Robert Tseng: SQL pipeline, I kept the same. I still think this is reasonable. Is this really just, like.
23 00:05:23.530 ⇒ 00:05:36.559 Robert Tseng: at… this is, like, 10 leads a week, or… or less. It could be less if we’re doing… if we’re doing bigger, bigger leads. So, I still think that this is not a hard number for our team to hit, and you can see that after we…
24 00:05:36.560 ⇒ 00:05:52.150 Robert Tseng: sounded the alarms, like, we definitely have been adding more since, so I actually think this number should be higher, but, I don’t really know if 420 feels right, like, if this feels a little high, so we can kind of… I can… we can go into that later.
25 00:05:52.150 ⇒ 00:05:58.680 Robert Tseng: But then on the partner SQL side as well, the thought was that 50% of our new pipeline was going to come from partners.
26 00:05:58.680 ⇒ 00:06:04.700 Robert Tseng: At first, it was more like 75% was from partners, 25% from…
27 00:06:04.810 ⇒ 00:06:13.559 Robert Tseng: From just, like, other… other thing, other sales activities. I’ve kind of more or less evened it out to being 50, 50, 50%, so…
28 00:06:13.900 ⇒ 00:06:17.710 Robert Tseng: This feels kind of a low, like, a low number, so I actually might, like.
29 00:06:18.140 ⇒ 00:06:27.269 Robert Tseng: might change it, but but yeah, I think overall, those are some of the adjustments that I made based off of how we actually performed against, like, our targets.
30 00:06:29.140 ⇒ 00:06:43.579 Robert Tseng: But, you know, obviously, just me adjusting targets doesn’t mean that our team is actually executing better. I’m just trying to give more realistic expectations so people don’t feel like they’re going after impossible goals. And obviously, we’re learning, kind of, like.
31 00:06:43.580 ⇒ 00:06:55.550 Robert Tseng: over the course of a month, like, how fast does it take… how fast is it for us to ramp something up? So I… I think what this tells me is that, like, we just… okay, this number was just off.
32 00:06:56.990 ⇒ 00:06:59.820 Robert Tseng: Yeah, I mean, we… there’s still more to do in terms of
33 00:07:00.350 ⇒ 00:07:03.940 Robert Tseng: Just continue to fill our top of funnel.
34 00:07:04.240 ⇒ 00:07:10.129 Robert Tseng: And then marketing just needs to do better at converting, kind of, the engagement that we’re getting into leads. So…
35 00:07:10.300 ⇒ 00:07:19.930 Robert Tseng: That leads into a few kind of takeaways, that I want you guys to be thinking about as we’re going over our bets later today. One is, like, we don’t need more systems.
36 00:07:20.070 ⇒ 00:07:41.340 Robert Tseng: Like, so I don’t want to see any more spreadsheets and Notion things, like, just leave that to me and Uten. Uten built kind of a integrated HubSpot cursor workflow over the weekend, so there should also be no more excuse about not knowing how to update HubSpot. I think that’s something that we will pretty much, like, raise the bar for on everybody.
37 00:07:41.660 ⇒ 00:07:54.789 Robert Tseng: I will say that when it comes to lead sources, we generally have these already, kind of… I didn’t touch this since Ryan introduced it. This is just, like, another framework that Vixel introduced. I’m not gonna
38 00:07:54.790 ⇒ 00:08:08.789 Robert Tseng: push us to change it. I don’t really want to worry about HubSpot feeding it right now, since our volumes are so low. But yeah, I think this is something that should be more serviceable, without too much effort, now that we have this tool that he built… that UTAM built.
39 00:08:11.300 ⇒ 00:08:31.080 Robert Tseng: Yeah, so, no confusion. Go to Mark’s spreadsheet. This is the only spreadsheet that I kind of care about. Tom and I look at this at least twice a week, so, once at the start of the week, once at the end, so, this is the thing that needs to be updated, there’s just no excuse, and I feel like we are doing a better job of keeping it updated.
40 00:08:31.080 ⇒ 00:08:36.699 Robert Tseng: Obviously, Luke’s section is not there because he’s out. But yeah, we’re just gonna keep… keep sticking with this.
41 00:08:37.120 ⇒ 00:08:54.670 Robert Tseng: Second, as far as, like, source of truth and, like, which systems go for what, I think I already clarified that in a previous loom that I had shared over, over, last week. But once again, all, like, lead-level engagement needs to show up in the… show up in HubSpot.
42 00:08:54.760 ⇒ 00:09:10.309 Robert Tseng: there’s auto-trackers for, like, emails, but obviously we get text messages and LinkedIn messages that Utam and I kind of share in Slack channels, and so all that activity needs to end up in HubSpot, but at the account level, it needs to show up in this tracker, so…
43 00:09:10.960 ⇒ 00:09:26.750 Robert Tseng: Yeah, I mean, for the partner, it’s pretty straightforward. We have this set up. We also have one… we have different trackers set up that, I guess, like, the leads, mostly Shaysu and Luke will have to be responsible for. So, that’s the clarification there.
44 00:09:28.020 ⇒ 00:09:41.539 Robert Tseng: Yeah, and then we talked about, on Friday, just, like, how do we actually get engagement up? Turning MQL into SQL is a big priority, so, I think the push there is that Hannah needs to work closely with Luke on this.
45 00:09:41.600 ⇒ 00:09:58.089 Robert Tseng: Obviously Luke kind of shared a couple lead magnets that he built on Lovable. These were not integrated, not tracked, and so, like, we want to avoid that moving forward. I think, you know, there’s just ways for us to deploy this in a way that we can actually track.
46 00:09:58.090 ⇒ 00:10:15.880 Robert Tseng: And that’s faster, because I think it took him a week to get something like that out. I don’t even think it’s live, I think it’s just, like, in drafts. So, that means that we didn’t really make many… I mean, I won’t speak for the team, I’ll let the team speak on how we did on the engagement side, but,
47 00:10:15.890 ⇒ 00:10:23.599 Robert Tseng: from what I observed, like, I don’t really think we created more, we didn’t really create bottom-of-funnel, like, lead…
48 00:10:23.820 ⇒ 00:10:30.360 Robert Tseng: lead engagement activity down here. So, I’m pretty sure the answer is still pretty much zero here.
49 00:10:31.760 ⇒ 00:10:39.569 Robert Tseng: And then Hannah is added to sales standups moving forward, just so they can stay in sync. Specifically, Hannah and Luke.
50 00:10:40.510 ⇒ 00:10:56.280 Robert Tseng: The rest I won’t kind of go through, I think this is pretty straightforward, so, I think this is just a refresh on kind of what we decided coming out of Friday’s call. And so now, we’ll try to transition and spend some time in the actual WBR, kind of going over, like, different parts of it.
51 00:10:57.850 ⇒ 00:11:02.500 Robert Tseng: Luke’s not here, but I’ll let, yeah, so I can… I can…
52 00:11:02.830 ⇒ 00:11:12.869 Robert Tseng: I mean, I’ll let Ryan speak to the marketing efforts first. So, Ryan, do you want to give an update on, kind of, how this week went?
53 00:11:26.010 ⇒ 00:11:28.670 Robert Tseng: Okay, I can cover for him. Hello.
54 00:11:28.670 ⇒ 00:11:45.580 Ryan Brosas: Can you hear me now? Okay, so for the last week’s progress, it’s quite really good, because we are engaging with… with some of content that is in both profiles. So, we did also, like.
55 00:11:45.620 ⇒ 00:12:02.449 Ryan Brosas: exec… execute, like, a GTM campaign for profile visit, and that led to one MQL, and we will be continuing doing that. For the engagement part, we did, like, increase from 9 to 46, so that,
56 00:12:02.490 ⇒ 00:12:11.869 Ryan Brosas: told, well, it is kind of, like, a great growth on our part, because we are getting a lot of, like, impressions, and all.
57 00:12:11.870 ⇒ 00:12:36.819 Robert Tseng: Okay, let me… let me… sorry, I’m just gonna cut you off here and there when I have questions. So on the engagement, I did see that. That was good. I don’t know, yeah, like, the fact that we were actually connecting with viewers there, and we’re asking them, why did you come to our profile? You can see that people share, like, their attention for what caught their eye. They talk about their content, they saw a job opportunity, they were thinking of us because they were working on some pro… they have a new… their business
58 00:12:36.820 ⇒ 00:12:41.909 Robert Tseng: So, I think this is definitely just… I’m just calling out of that. It’s just something we should always have on.
59 00:12:41.910 ⇒ 00:12:47.450 Robert Tseng: But is this actually automated, or is this just, like, somebody going and manually sending those things?
60 00:12:47.730 ⇒ 00:13:04.899 Ryan Brosas: This is manually, because we don’t, HayReach doesn’t have, like, a scrape… a scrape, scraping, function for profile views. So, look is currently doing this manually, and, we are currently doing that.
61 00:13:06.400 ⇒ 00:13:24.909 Robert Tseng: Okay, I mean, that’s fine. Regardless, like, this should just always be on. Like, I don’t really think there’s that much engagement anyway, so if he needs to do it manually for now until we automate it, that’s fine, but we should… I mean, this to me is like a clear, hey, campaign, where we can figure out who’s doing our profile. We automatically just send them the generic message that we.
62 00:13:24.910 ⇒ 00:13:25.920 Ryan Brosas: Yeah.
63 00:13:26.330 ⇒ 00:13:26.660 Robert Tseng: Okay.
64 00:13:26.660 ⇒ 00:13:27.470 Ryan Brosas: Definitely.
65 00:13:28.180 ⇒ 00:13:30.700 Robert Tseng: So, yeah, sorry, you can keep going.
66 00:13:31.100 ⇒ 00:13:40.040 Ryan Brosas: Okay, so for the influencer base and the commenters, so for the commenters, we did engage, because that is, like.
67 00:13:40.110 ⇒ 00:13:41.260 Ryan Brosas: the must…
68 00:13:41.290 ⇒ 00:14:00.760 Ryan Brosas: what do you call this? Amos that we should do on our content. So, basically, I do, like, engage with, commenters in a, in a, like, in a fast response, so, our content in, algorithm would be much more visible. And for the influencer.
69 00:14:00.760 ⇒ 00:14:07.139 Robert Tseng: Wait, let’s pause there as well. So, like, I think, like, number of post-wise, we didn’t actually post more, right? So, like.
70 00:14:07.140 ⇒ 00:14:07.760 Ryan Brosas: Yep.
71 00:14:07.760 ⇒ 00:14:09.469 Robert Tseng: Same… same number of posts.
72 00:14:09.470 ⇒ 00:14:33.599 Robert Tseng: We do a little bit more on the engagement, and you can see the reach is 4X, just from doing, like, very bare minimum, people just manually, like, kind of sending a few comments. Like, 12 comments over the week is, like, nothing, guys. Like, we could… you know, if we… we built out some automation, we could definitely do a lot more. When we had other folks on staff previously, we were doing, like, 30 comments a day. So, yeah, I mean, I just wanted to…
73 00:14:33.600 ⇒ 00:14:35.989 Robert Tseng: Like, emphasize, like.
74 00:14:35.990 ⇒ 00:14:48.419 Robert Tseng: the… the… the way that it amplifies our reach, like, it… you can… you can see it, like, so I think that’s… and I just want to double… I just want everyone to be able to see that very clearly on why we’re doing these activities.
75 00:14:49.550 ⇒ 00:14:54.369 Robert Tseng: Okay, cool. Yeah, sorry, you had anything you wanted to say on the influencers engaged?
76 00:14:54.960 ⇒ 00:15:13.660 Ryan Brosas: Yeah, for influencer, we just did, like, this is something that we, well, something for, for example, if, if… for, if it’s, the influencer is on our field, this is something that we want to implement that we kind of, like.
77 00:15:13.770 ⇒ 00:15:20.739 Ryan Brosas: Do a comment for, for, like, if there’s, like, a certain question that we can answer.
78 00:15:20.760 ⇒ 00:15:35.000 Ryan Brosas: Then we should answer that, instead of, like… there’s, like, a lot of stuff that is happening when influencer, so influencer should, you know, he’s not going to answer all of it, so we should,
79 00:15:35.000 ⇒ 00:15:45.740 Ryan Brosas: this is something that I’m thinking of, like, proposing to Luke as well, so we are trying to, like, swoop in and provide value as well. So…
80 00:15:45.970 ⇒ 00:15:55.729 Ryan Brosas: Well, the influencer have, like, the same ICP, or target lead that we have, and we should be doing that as
81 00:15:55.980 ⇒ 00:15:59.560 Ryan Brosas: Well, possible, or more frequently, as…
82 00:16:01.000 ⇒ 00:16:13.490 Robert Tseng: Yeah, okay. Yeah, no, I mean, I’ve already walked through this with Luke. I showed him the lead list and everything in Sales Nav. I’ve told him he needs to be kind of sending… he needs to be engaging with the list that we’ve created every day, so…
83 00:16:13.490 ⇒ 00:16:30.730 Robert Tseng: I think that’ll continue to go up. So, yeah, as you can see that, like, from a marketing perspective, top of funnel engagement continuing to go up, it’s great. Like, you know, of the 1,200 eyeballs that we’re getting, we should definitely be engaging them more. So, obviously, this concerns me the most, because
84 00:16:30.870 ⇒ 00:16:38.060 Robert Tseng: We have all these people engaging with us now, or kind of getting… we’re getting eyeballs on our… on our stuff, but we don’t really have…
85 00:16:38.130 ⇒ 00:16:57.760 Robert Tseng: enough for them to really, reach out to us. So, I know there’s a couple things here, we talked about the global app and whatnot, but this is… when Luke comes back, or… and even really Hannah, this is kind of where I just need you to spend time with him, and we gotta see… yeah, we just gotta see this… this… these numbers go up. Like, we’re… like, this is just kind of…
86 00:16:57.760 ⇒ 00:17:10.800 Robert Tseng: If we… if we don’t have… if we don’t have this, then really none of this is… none of this really matters. So, yeah, I think it’s very clear to me on the marketing side, kind of, what we need to be focusing on this week. So, I will continue to, kind of.
87 00:17:10.980 ⇒ 00:17:13.679 Robert Tseng: Push… push the team on making sure that we have
88 00:17:13.950 ⇒ 00:17:32.710 Robert Tseng: you know, we need to have… we don’t need to have all of these. Like, obviously, we’re not turning on the newsletter right now, but, you know, we changed the booking links, we have these updated now, so every… every other post, at least, should have a CTA, you know, these types of things that we need to start to put onto our… put into our content in order to start to…
89 00:17:32.710 ⇒ 00:17:35.429 Robert Tseng: Like, actually capture some of this engagement.
90 00:17:35.970 ⇒ 00:17:36.560 Robert Tseng: Okay.
91 00:17:36.560 ⇒ 00:17:50.070 Hannah Wang: One… sorry, one comment there. So, Ryan, I know you just posted on Robert’s LinkedIn. I’m assuming it’s, like, an edge… the edge to activation.
92 00:17:50.600 ⇒ 00:17:54.719 Hannah Wang: Related post, like, for that one.
93 00:17:55.090 ⇒ 00:18:02.140 Hannah Wang: I see that the CTA is DM us, but I’m wondering if we should have used, like.
94 00:18:02.370 ⇒ 00:18:08.190 Hannah Wang: the one-pager instead. I know I’m still working with the AI team on
95 00:18:08.280 ⇒ 00:18:22.790 Hannah Wang: making that more of a lead magnet and gating it, but… yeah, I’m just wondering, like, if what the thought process of just saying DM us was instead of adding, like, a…
96 00:18:23.490 ⇒ 00:18:27.839 Hannah Wang: Like, one of our assets, or something like that.
97 00:18:29.090 ⇒ 00:18:32.270 Ryan Brosas: Yeah, you can definitely do that.
98 00:18:34.980 ⇒ 00:18:39.290 Uttam Kumaran: Well, like, I mean, I thought we did DM because we want the engagement, versus, like.
99 00:18:41.640 ⇒ 00:18:47.829 Uttam Kumaran: if we just give out the thing, then yes, they read it, but yeah, I mean, I guess it just depends.
100 00:18:49.260 ⇒ 00:18:50.210 Hannah Wang: Let’s see.
101 00:18:51.080 ⇒ 00:18:52.560 Ryan Brosas: Yeah, for…
102 00:18:52.560 ⇒ 00:18:58.589 Robert Tseng: I think we should do both. Like, not necessarily on the same comment, but there will be one where we’re giving a freebie.
103 00:18:58.750 ⇒ 00:19:06.470 Robert Tseng: And, like, we should be measuring those downloads. I think that’s part of it. And then, like, you know, the DM us is really towards, like.
104 00:19:07.430 ⇒ 00:19:18.860 Robert Tseng: you know, not everyone’s gonna be ready to DM, but there’s gonna be a lot more people that are willing to just, like, not engage with you and just download the thing that you want to give them, right? Like, there’s… I’ve set examples of this to the team before, so…
105 00:19:20.960 ⇒ 00:19:31.989 Hannah Wang: Yeah, so Ryan, maybe… maybe this is a matter of me kind of joining the stand-ups and seeing the content schedule, but I know you post… I know you guys post, like.
106 00:19:32.660 ⇒ 00:19:41.349 Hannah Wang: not just one LinkedIn post regarding a service, you have multiple, so we can kind of strategize on which one should be engagement.
107 00:19:41.800 ⇒ 00:19:45.250 Hannah Wang: Focused, and which one should be…
108 00:19:45.370 ⇒ 00:19:51.870 Hannah Wang: For the freebie lead magnet thing. So yeah, I’ll… Okay. I’ll join the calls.
109 00:19:51.870 ⇒ 00:19:52.310 Robert Tseng: Yeah.
110 00:19:52.310 ⇒ 00:19:53.400 Hannah Wang: They’re more in sync.
111 00:19:54.210 ⇒ 00:20:11.129 Robert Tseng: Yeah, and I… yeah, we’ve just got to take bigger swings on, like, test the different CTA formats, do the DM, do the… do the… do the download, whatever it is. Like, I want to… I want the team to be aware, like, trying to triangulate a bit here, like, we’ve talked about, like, this… for this particular service offering.
112 00:20:11.130 ⇒ 00:20:27.640 Robert Tseng: there’s a couple people that have reached out. Like, there’s this… there’s this dude, I mean, he’s not… doesn’t really seem like a buyer, but he’s curious, he was curious about it, like, you know, whatever, this conversation, I’m not gonna continue it. But, you know, this is somebody who reached out directly from reading our take on the service, like, the edge, the activation thing.
113 00:20:27.640 ⇒ 00:20:30.449 Robert Tseng: That’s something that, that…
114 00:20:30.670 ⇒ 00:20:40.910 Robert Tseng: Luke has to dial in more to make sure that we’re speaking to our buyer and not just somebody who’s interested in the tech. But still, it’s important to know, like, who’s actually reading our content and engaging with it.
115 00:20:40.980 ⇒ 00:21:05.299 Robert Tseng: this guy, different, he runs… he’s, like, partners, dude, or, like, some account executive at Fastly. This is basically, like, Cloudflare, or, yeah, which is… which is the underlying tech that we use for this service. And so, it’s interesting, because he’s like, great, like, actually, what you’re offering is… is interesting. Like, I want to… I want to think of you as a systems integrator, like, let me talk to your partner, like, put you in contact with
116 00:21:05.300 ⇒ 00:21:06.450 Robert Tseng: partner’s people.
117 00:21:06.450 ⇒ 00:21:25.009 Robert Tseng: Now, I don’t know if we’ll actually do a partnership with Fastly, but, you know, they’re a pretty big enterprise, like, kind of software company. They think what we’re doing is an interesting service. They actually think that what we’re putting out into the market is something that they’d be interested in learning more about. So, that to me is an interesting lead, like, that, like.
118 00:21:25.120 ⇒ 00:21:37.630 Robert Tseng: like, we don’t have… we don’t have this type of exclusive partnership with Cloudflare, but, like, you know, the fact that one of their competitors caught wind of our post and then, like, wants to continue the conversation, that’s an interesting kind of, like.
119 00:21:37.770 ⇒ 00:21:52.160 Robert Tseng: direction that I didn’t expect this to go in. So, anyway, like, I’m just sharing that as, like, an example of, like, this is the type of, like, you know, feedback loop that I want us to be getting from the content. We put something out there when we’re testing a service.
120 00:21:52.310 ⇒ 00:22:07.649 Robert Tseng: when we’re testing a service line, we’re gonna… it’s gonna go… it’s not necessarily always gonna reach our ICP, but we should be able to… the team should talk amongst themselves, like, okay, well, of the people who are engaging, what do we know about them? And, like, what adjustments do we want to make from there?
121 00:22:08.420 ⇒ 00:22:12.269 Robert Tseng: Can I suggest, like, can I suggest instead of lead magnet downloads.
122 00:22:12.270 ⇒ 00:22:19.589 Uttam Kumaran: Either add or modify to just, like, views on our… On our assets overall.
123 00:22:21.280 ⇒ 00:22:23.190 Robert Tseng: Yeah.
124 00:22:23.190 ⇒ 00:22:24.370 Uttam Kumaran: care about that, because…
125 00:22:24.370 ⇒ 00:22:25.599 Robert Tseng: I don’t… I don’t… I don’t care.
126 00:22:25.600 ⇒ 00:22:26.820 Uttam Kumaran: I guess I don’t
127 00:22:27.310 ⇒ 00:22:43.120 Uttam Kumaran: I mean, like, nobody internally is, like, refreshing… I mean, like, there’s probably some stuff that’s internal, but for the most part, I feel like that should be a good indicator, maybe. Maybe we can try tracking it today, and you can see that in the platform already, what the totals are.
128 00:22:43.350 ⇒ 00:22:47.870 Uttam Kumaran: So Yeah, I don’t know.
129 00:22:48.770 ⇒ 00:22:52.439 Robert Tseng: Yeah, that’s fine, like, I mean, this was the first iteration, like, I kind of want…
130 00:22:54.130 ⇒ 00:23:05.809 Uttam Kumaran: Put it a different way, maybe, Hannah, I will… I would like to propose to you tracking… because right now, we’re not tracking… it doesn’t look like we’re tracking any of these, so I would like to propose that we track
131 00:23:05.970 ⇒ 00:23:16.829 Uttam Kumaran: Both, like, sessions, like, sessions on the site, as well as, views of any asset.
132 00:23:17.460 ⇒ 00:23:23.390 Uttam Kumaran: And then also, you could do the lead magnet downloads if you’re able to do that. I would like to propose that.
133 00:23:24.520 ⇒ 00:23:29.420 Hannah Wang: Okay, and then for the views, would it just be, like.
134 00:23:30.510 ⇒ 00:23:35.500 Hannah Wang: Is that, like, just our IC… whenever an ICP views it? Because I feel like.
135 00:23:35.500 ⇒ 00:23:36.690 Uttam Kumaran: No, just any, any view.
136 00:23:36.690 ⇒ 00:23:49.460 Hannah Wang: Okay, because I think that was the point of, like, high intent engagement. It was just, like, specifically anyone within our ICP, and not just, like, anyone who’s not within it.
137 00:23:49.460 ⇒ 00:23:54.469 Uttam Kumaran: I mean, there’s… unless you have a way for us to find that, I don’t have a clear way.
138 00:23:54.470 ⇒ 00:23:55.130 Hannah Wang: Yeah, yeah.
139 00:23:55.130 ⇒ 00:23:56.450 Robert Tseng: It doesn’t have to be ICP.
140 00:23:56.450 ⇒ 00:23:57.050 Uttam Kumaran: I’m like…
141 00:23:57.050 ⇒ 00:23:58.599 Robert Tseng: This is just like, yeah.
142 00:23:58.700 ⇒ 00:24:04.339 Robert Tseng: So, I mean, if you want to refresh this list and tell me, like, what are the, like, few
143 00:24:04.830 ⇒ 00:24:18.360 Robert Tseng: things, the actions you want to try, like, what is high intent engagement for Brainforge? Like, I’m open to refreshing this, because right now the numbers are all zero, so I’m not married to this at all. So, but yeah, I guess, like, I would want…
144 00:24:18.540 ⇒ 00:24:23.879 Robert Tseng: I mean, I… yeah, I would just want that to come from… from… from, I guess, from Hannah.
145 00:24:24.580 ⇒ 00:24:25.290 Uttam Kumaran: Okay.
146 00:24:25.290 ⇒ 00:24:25.890 Robert Tseng: Yeah.
147 00:24:27.360 ⇒ 00:24:28.210 Robert Tseng: Okay.
148 00:24:28.210 ⇒ 00:24:28.580 Hannah Wang: Let me…
149 00:24:28.580 ⇒ 00:24:32.059 Robert Tseng: So… Simmer on that a little bit offline.
150 00:24:33.220 ⇒ 00:24:34.480 Robert Tseng: Okay, great.
151 00:24:34.670 ⇒ 00:24:47.309 Robert Tseng: Alright, let’s kind of move on to sales. Yeah, so pipeline increases, yeah, we see now everything’s kind of more or less updated, we have all these deals, lots of resource things coming up.
152 00:24:47.880 ⇒ 00:24:56.119 Robert Tseng: Yeah, I… I mean, I think I shared a couple examples last week where I basically…
153 00:24:56.420 ⇒ 00:25:13.519 Robert Tseng: Like, Illmore, for example. I went to Upwork myself, filtered by budget for what I was looking for, found an RFP, pitched the RFP, and then booked the dude on a call next Tuesday. So, like, that to me was, like.
154 00:25:13.610 ⇒ 00:25:25.479 Robert Tseng: I… you know, I just want the team to do stuff like that. Like, it took me probably 15 minutes, and yeah, like, if that’s what it takes to fill the pipeline, just, like, we just gotta do stuff like that.
155 00:25:26.390 ⇒ 00:25:45.250 Robert Tseng: And then, other than that, like, we have other… we have… yeah, we have… we have… I think these are all pretty fair. Like, I pushed on this, set the proposal with… with dollar amount, we’re gonna… we’re gonna meet later in this week. So, I think there are… there is movement in the pipeline that, you know, just as we’re wrapping up, which is a good sign.
156 00:25:46.270 ⇒ 00:25:51.190 Robert Tseng: So yeah, I think top of funnel, we’re just gonna continue to push on that to get those numbers up.
157 00:25:51.320 ⇒ 00:25:54.209 Robert Tseng: And then, I think…
158 00:25:55.010 ⇒ 00:26:04.340 Robert Tseng: Yeah, on the partner side, I think, yeah, some changes here. Thank you, Shishu, for kind of backfilling this. I haven’t actually taken a good look. So, we’re saying there’s, like, 5…
159 00:26:04.700 ⇒ 00:26:20.580 Robert Tseng: SQLs here. These are not leads, by the way. These are, like, just partner names, so I don’t know if this number actually makes sense. So, to me, this is, like, a lead that needs to be… is a referral from a partner. So, I don’t know if that’s actually what’s in this 5.
160 00:26:21.620 ⇒ 00:26:22.780 Robert Tseng: And then…
161 00:26:23.510 ⇒ 00:26:35.759 Robert Tseng: Yeah, I think from what this seems like, you just kind of change… like, these numbers are referring to the partners themselves, and not leads, so I think there’s still confusion, like, I don’t actually believe this.
162 00:26:35.760 ⇒ 00:26:41.520 Uttam Kumaran: Yeah, we’ll have this resolved by next week. I could talk to the specific leads in the partner tracker.
163 00:26:41.520 ⇒ 00:26:42.430 Robert Tseng: Okay.
164 00:26:42.430 ⇒ 00:26:44.059 Uttam Kumaran: I’ll have this for you next week, sorry.
165 00:26:44.270 ⇒ 00:26:45.420 Robert Tseng: Okay.
166 00:26:45.950 ⇒ 00:26:58.259 Robert Tseng: So, yeah, I mean, I guess we can spend some time talking about partners, so I think that’s… Yeah, I have, like, a tight update, so I just have, like, some thoughts and decisions needed, so… Yeah.
167 00:26:58.260 ⇒ 00:27:03.369 Uttam Kumaran: Let me… shit, where did it go? .
168 00:27:05.300 ⇒ 00:27:07.479 Robert Tseng: And I’ll take this,
169 00:27:08.880 ⇒ 00:27:14.899 Robert Tseng: this cell… away, I just was writing some questions down that I thought would be better for partner qualification.
170 00:27:15.340 ⇒ 00:27:18.560 Robert Tseng: That’s fine. So, couple things.
171 00:27:18.560 ⇒ 00:27:20.559 Uttam Kumaran: I just have maybe a,
172 00:27:22.050 ⇒ 00:27:29.830 Uttam Kumaran: well, let me… let me start with a partner update, and then I have, like, some sheet questions. So, one is, like, I think we’re gonna have,
173 00:27:30.090 ⇒ 00:27:38.400 Uttam Kumaran: Like, one, I do think that this order of partners is great. I like the priority. I do have some questions about changing priorities.
174 00:27:38.400 ⇒ 00:27:38.750 Robert Tseng: Yeah.
175 00:27:38.750 ⇒ 00:27:43.689 Uttam Kumaran: I’m interested in, like, creating a priority that’s called calibration.
176 00:27:43.900 ⇒ 00:27:53.589 Uttam Kumaran: which is, like, net new partners. Like, for example, for Moengage, for Fastly, my ask is that if you’re engaging with them, you just throw them my way, and I will qualify them
177 00:27:53.730 ⇒ 00:27:55.879 Uttam Kumaran: Within, like, 2-4 weeks.
178 00:27:56.310 ⇒ 00:27:58.600 Uttam Kumaran: I think for all the partners, it takes…
179 00:27:58.810 ⇒ 00:28:00.669 Uttam Kumaran: That amount of time, just see, like.
180 00:28:00.900 ⇒ 00:28:09.950 Uttam Kumaran: if they’re gonna play ball, and if it’s, like, gonna move. So I would be… instead of putting Moengage directly in bronze, I would like to create a calibration
181 00:28:10.060 ⇒ 00:28:10.920 Uttam Kumaran: slot.
182 00:28:11.560 ⇒ 00:28:19.880 Robert Tseng: Yeah, yeah, we didn’t really have a way to kind of introduce new ones. Like, I’m not, like, actively going after them, but if… we should have a triage process for new ones, yeah.
183 00:28:20.330 ⇒ 00:28:35.140 Uttam Kumaran: Okay, so I’ll just put… I’ll just put these guys under, calibration, and then… Yeah. The other thing I would like to adjust is, like, I would… I would like to move Teleisma to bronze, because we do have an active
184 00:28:35.430 ⇒ 00:28:36.650 Uttam Kumaran: Lead with them?
185 00:28:36.650 ⇒ 00:28:37.370 Robert Tseng: Yeah.
186 00:28:37.540 ⇒ 00:28:41.390 Uttam Kumaran: So I’m gonna move them back to bronze. We do have Bay Path.
187 00:28:41.570 ⇒ 00:28:48.860 Uttam Kumaran: And so, like, I feel like as long as some of these have active leads, I would also like to vote to move Polytomic
188 00:28:49.320 ⇒ 00:29:06.480 Uttam Kumaran: to bronze, basically, because they’re not actively… like, we have no… we have no partner, like, active motion. I talk to Gala basically every 3 days, and he likes us, and he’s thinking about us. They don’t have, like, any partner, like, people. They don’t have, like, there’s nothing I can do.
189 00:29:06.480 ⇒ 00:29:07.940 Robert Tseng: We prioritize one source.
190 00:29:08.630 ⇒ 00:29:11.719 Uttam Kumaran: Yeah, and then one source was the same thing. I was like, okay, cool.
191 00:29:11.830 ⇒ 00:29:19.960 Uttam Kumaran: So yeah, so then let me move these guys down. Okay, so that, that,
192 00:29:21.240 ⇒ 00:29:25.840 Uttam Kumaran: That sort of cuts 3 of my things…
193 00:29:27.850 ⇒ 00:29:42.509 Uttam Kumaran: And then, I want to ask a question also about, like, gold versus silver versus bronze. I would like to propose that gold is, like, we need to be talking to them at least every week. Silver… silver, I feel like we should be okay with bi-weekly, because… Yeah.
194 00:29:42.860 ⇒ 00:29:52.170 Uttam Kumaran: I just don’t wanna… I want to commit to what I have capacity for, and then bronze, I would like to be, like, monthly. Like, I could talk to all the… those folks monthly, and…
195 00:29:52.460 ⇒ 00:30:07.849 Uttam Kumaran: I’m super comfortable doing that. And my job is to move more folks to gold, but the gold people are the ones where I’m like, if you should hold me accountable, if I don’t… if we don’t… partnerships team doesn’t talk about the gold every week.
196 00:30:08.110 ⇒ 00:30:10.720 Uttam Kumaran: Like, that’s a… like, that’s our loss, so…
197 00:30:10.950 ⇒ 00:30:19.649 Robert Tseng: Yeah. So, like, for Snowflake, for example, there’s pretty much new stuff that they’re posting about every single week. We should, like, we should at least repost or comment on some.
198 00:30:19.650 ⇒ 00:30:20.220 Uttam Kumaran: Yes.
199 00:30:20.220 ⇒ 00:30:22.609 Robert Tseng: every single week. Like, we just kind of…
200 00:30:22.610 ⇒ 00:30:39.139 Uttam Kumaran: So we do have one slot every week for partner, partner highlight, and so one other update for me is that we’re gonna build out three weeks of partner highlights, and then, ideally, I also want your account to use one of the partner highlights slots.
201 00:30:39.140 ⇒ 00:30:39.840 Robert Tseng: Yes, yes.
202 00:30:39.840 ⇒ 00:30:44.319 Uttam Kumaran: Yeah, so that’s, like, my… if Luke was here, that would be my ask for him.
203 00:30:44.320 ⇒ 00:30:44.690 Robert Tseng: Yeah.
204 00:30:46.060 ⇒ 00:30:52.900 Uttam Kumaran: And that’s part of my bet. So, okay, so that’s that. I think we talked about gold, weekly bronze,
205 00:30:53.140 ⇒ 00:30:57.390 Uttam Kumaran: Let me just talk about… Let me just give the update overall, so…
206 00:30:57.980 ⇒ 00:31:04.499 Uttam Kumaran: I guess, like, I will… I will give an update, maybe on, like… do I want me to go through everything, or, like, should I just go through gold, silver?
207 00:31:04.630 ⇒ 00:31:07.960 Robert Tseng: Yeah, yeah, just Cold Silver is fine, yeah. So anything that has movement, yeah.
208 00:31:08.130 ⇒ 00:31:10.499 Uttam Kumaran: Yeah, so gold, silver,
209 00:31:10.670 ⇒ 00:31:25.610 Uttam Kumaran: on Snowflake, like, every week I end up talking to at least one rep about a deal, so this week I’ll be talking to CTA’s rep about a deal. They are ghosting us on several things, but I’m just gonna keep trying to hammer them. My bet on Snowflake this week is I’m gonna create
210 00:31:25.610 ⇒ 00:31:34.330 Uttam Kumaran: I’m gonna use Kersher to help me create a little bit of, like, a broader, like, partner organization stack for Snowflake, where we can keep track of, kind of, like.
211 00:31:34.450 ⇒ 00:31:35.780 Uttam Kumaran: All the…
212 00:31:35.900 ⇒ 00:31:48.270 Uttam Kumaran: all the SEs we’re talking to, any of our connections, there’s probably, like, 30 people floating in our sphere around Snowflake, so I kind of just need to keep them organized somehow that’s easy to update.
213 00:31:48.780 ⇒ 00:31:49.350 Robert Tseng: Yeah.
214 00:31:49.350 ⇒ 00:31:51.760 Uttam Kumaran: And so, I will kind of have that, but…
215 00:31:51.900 ⇒ 00:32:07.349 Uttam Kumaran: I’m… I’m just gonna try… I… for Snowflake, it’s really something where I think I’m gonna just try to do something every day, where I send out an email, or we post, or I get in front of someone’s face. Omni… so… so that’s a Snowflake thing. They’re ghosting us, I’m just trying to, like.
216 00:32:07.620 ⇒ 00:32:11.750 Uttam Kumaran: get that back going. Yeah. On… on,
217 00:32:11.820 ⇒ 00:32:30.990 Uttam Kumaran: On Omni, I speak with Greg almost every day. I just pushed the Eden thing forward. I’m speaking with one of their sales reps on Thursday for both Element and Eden. Great. We got our… we got a post sponsored by them last week that they’re putting money towards. That’s our partner spotlight last week.
218 00:32:30.990 ⇒ 00:32:42.059 Uttam Kumaran: And so, we’re now in the… in the eyes… we’re now in front of, the head of partnerships, the, head of marketing, and, like, one of their go-to-market people.
219 00:32:42.100 ⇒ 00:32:45.540 Uttam Kumaran: And, like, we’re gonna be kind of communicating with them
220 00:32:45.700 ⇒ 00:32:50.430 Uttam Kumaran: every week, so I don’t… I’m not worried about that, and
221 00:32:50.660 ⇒ 00:32:53.680 Uttam Kumaran: Their fiscal year just ended, so…
222 00:32:53.800 ⇒ 00:33:11.999 Uttam Kumaran: I… I have… I just got… Greg, again, is my friend. He’s basically the head of North… like, Commercial Accounts North America. He gave me a sense of their entire, like, sales roadmap for this year. They’re hiring a bunch of salespeople. We’re, like, the number one person that he’s recommending.
223 00:33:12.900 ⇒ 00:33:17.619 Uttam Kumaran: So I’m just gonna, like, keep pressing that, you know, so I feel good about both of these.
224 00:33:18.150 ⇒ 00:33:26.019 Uttam Kumaran: Okay. Mixed panel, we have our event later this month. I think Hannah, this week, we can work on,
225 00:33:26.610 ⇒ 00:33:27.530 Uttam Kumaran: Less?
226 00:33:28.070 ⇒ 00:33:32.460 Uttam Kumaran: But I think otherwise, logistics-wise, we’re pretty good. Like, we booked the place.
227 00:33:32.730 ⇒ 00:33:37.589 Uttam Kumaran: So we can work on lists and then try to figure out just, like, the agenda.
228 00:33:37.790 ⇒ 00:33:41.199 Uttam Kumaran: So that we can get them to…
229 00:33:41.370 ⇒ 00:33:46.550 Uttam Kumaran: So I think that’s the thing, I want to get the customer list, their customer list, of people in Austin.
230 00:33:46.850 ⇒ 00:33:48.320 Uttam Kumaran: And then we can start.
231 00:33:48.470 ⇒ 00:33:49.760 Uttam Kumaran: inviting people.
232 00:33:49.940 ⇒ 00:34:04.490 Hannah Wang: Yeah, I know, sorry, Kara is working on staffing from their side, in terms of, like, who’s going to be presenting for representing MixedPanel, so I… she still owes me that, but logistically, everything is…
233 00:34:04.920 ⇒ 00:34:17.020 Hannah Wang: good to… almost good to go. I just need to look at the catering, and then once we finalize the Luma invite, we can start sending it out and promoting… promoting it. Great, perfect. Yeah.
234 00:34:17.320 ⇒ 00:34:24.659 Uttam Kumaran: Perfect. Okay, cool. So that’s FixedPanel. On Amplitude’s side, my activity this week is gonna be setting up a demo instance.
235 00:34:24.980 ⇒ 00:34:30.189 Uttam Kumaran: So they’re gonna… they’re gonna reimburse us, but I’m gonna set up a demo instance.
236 00:34:30.310 ⇒ 00:34:39.599 Uttam Kumaran: Greg is gonna go through a zero-to-one implementation on our website, in our platform, so that he can learn how to, like, go 0-to-one.
237 00:34:39.719 ⇒ 00:34:43.170 Uttam Kumaran: I may actually have him just, like, either record everything.
238 00:34:43.610 ⇒ 00:34:48.069 Uttam Kumaran: Or, like, somehow turn that into content, so that we could post that from his account.
239 00:34:50.580 ⇒ 00:34:58.970 Uttam Kumaran: so that’s, like, kind of my primary activity. We’re still trying to push default. They’re on post hog, they don’t… they’re like, yo, why don’t we just use post-hog?
240 00:34:59.180 ⇒ 00:35:08.329 Uttam Kumaran: like, I’ll let… so Greg is thinking about how do we drive more money to them, but either way, like, we should at least be able to get a partner highlight out of Amplitude this week.
241 00:35:08.630 ⇒ 00:35:09.170 Robert Tseng: Okay.
242 00:35:09.170 ⇒ 00:35:20.000 Uttam Kumaran: The only other two I’ll highlight this week is contextual. I’m gonna drive the, insurance campaign forward, so we have several insurance demos,
243 00:35:20.470 ⇒ 00:35:32.859 Uttam Kumaran: I don’t know yet if we’ve started our home services campaign, but if not, this will either slot in or go right ahead of that. So that… I should be able to wrap that campaign around with, Luke this week.
244 00:35:33.040 ⇒ 00:35:37.380 Uttam Kumaran: And then for Mother Duck, we called them last week.
245 00:35:37.820 ⇒ 00:35:44.530 Uttam Kumaran: They put us in touch with another partnerships guy that they just hired. The head of partnerships and this guy really like us.
246 00:35:44.760 ⇒ 00:35:54.209 Uttam Kumaran: they are… they sent us a bunch of materials, they’re sending us slides. They want to do an event with us in Austin, potentially even, like, with Omni, so I’m gonna try to tee something up.
247 00:35:54.210 ⇒ 00:35:55.000 Robert Tseng: Oh.
248 00:35:55.000 ⇒ 00:36:02.720 Uttam Kumaran: yeah, for March or April. Okay. They really like us, and I think we, like, hit the talking points really, really well.
249 00:36:03.120 ⇒ 00:36:07.509 Uttam Kumaran: I also think we’re gonna land them another customer in Lilo this week or next week.
250 00:36:07.750 ⇒ 00:36:12.189 Uttam Kumaran: So, like, stuff is going. They’re a huge brand.
251 00:36:12.330 ⇒ 00:36:16.550 Uttam Kumaran: small company. The, the,
252 00:36:16.990 ⇒ 00:36:21.389 Uttam Kumaran: the granola for that call is really good, so I’ll send it. Okay.
253 00:36:21.610 ⇒ 00:36:22.300 Uttam Kumaran: And then…
254 00:36:22.300 ⇒ 00:36:31.849 Robert Tseng: I… I keep hearing about this, like, legal thing that we did with Contextual. Is that… is there any… yeah, I don’t know, I feel like I’ve been hearing about it for weeks and haven’t seen anything.
255 00:36:32.060 ⇒ 00:36:41.490 Uttam Kumaran: Yeah, so, like, I mean, part of the reason this is stalling is, like, Gabe’s owning this, and now he’s part of it pretty part-time. We built out some insurance demos. I think it took…
256 00:36:41.590 ⇒ 00:36:55.099 Uttam Kumaran: like, way too long to do, but, like, I don’t know, I’m sort of out of time. I may do this one, and then I may have the AI team help me build out a few more. But we have, like, 4 or 5 different insurance demos.
257 00:36:55.100 ⇒ 00:37:05.919 Uttam Kumaran: That we can now go to market with, and they have, like, we have looms around, and so we’re gonna do that, and then legal is next. So, it’s, like, insurance, legal, and then we want to do some stuff in health.
258 00:37:06.060 ⇒ 00:37:10.469 Uttam Kumaran: With insurance and legal being… and, well, insurance, legal, and real estate, actually.
259 00:37:10.740 ⇒ 00:37:15.870 Uttam Kumaran: Okay. So those are the three, like, bet sectors that these guys have no verticalization.
260 00:37:16.060 ⇒ 00:37:21.040 Uttam Kumaran: Their core business is in, semiconductor and biotech.
261 00:37:21.480 ⇒ 00:37:21.830 Robert Tseng: Yeah.
262 00:37:21.830 ⇒ 00:37:38.530 Uttam Kumaran: And so if we get them into a new thing, they’re like, we’ll do whatever you want us to do, because they have no… they have no verticalized motions. And so, we’re… we’re able to take their platform, verticalize it, and then go to market. They said they would put money and do whatever, so I just have to ship that. It’s just stall… it’s just stall, so…
263 00:37:38.660 ⇒ 00:37:40.870 Robert Tseng: Okay. We’re at the end there, so…
264 00:37:41.430 ⇒ 00:37:45.350 Uttam Kumaran: I’m gonna ask Luke to make a decision on pushing home services or pushing that.
265 00:37:45.790 ⇒ 00:37:47.829 Uttam Kumaran: Okay. Getting it out, so…
266 00:37:48.560 ⇒ 00:37:54.040 Uttam Kumaran: And then with MoEngage, yeah, if you connect me via email, I’ll move that along.
267 00:37:54.310 ⇒ 00:37:57.519 Robert Tseng: Yeah, I’m about to send an email after this call. Yeah.
268 00:37:58.060 ⇒ 00:38:02.820 Uttam Kumaran: And then, I guess you tell me on, like, corral data, if I should do anything.
269 00:38:03.320 ⇒ 00:38:05.480 Hannah Wang: I can share for that one.
270 00:38:05.810 ⇒ 00:38:15.850 Hannah Wang: We’ve been wanting to do a webinar with them, and I need to set up a call with Lauren from their marketing team for this week, so… just to talk about
271 00:38:16.240 ⇒ 00:38:17.480 Hannah Wang: the…
272 00:38:17.490 ⇒ 00:38:23.339 Uttam Kumaran: Great. Webinar and everything around that, so yeah. Okay, if you can do that, and like, just keep me on the email loop.
273 00:38:23.530 ⇒ 00:38:25.650 Uttam Kumaran: Or, if they’re in Slack with us?
274 00:38:26.040 ⇒ 00:38:32.249 Hannah Wang: No, you’re not in the thread, but I can CC. I can invite you to the call, and CC you in the thread.
275 00:38:32.550 ⇒ 00:38:34.669 Uttam Kumaran: Yeah, I don’t need to be on the call if you’re good with it.
276 00:38:35.240 ⇒ 00:38:37.219 Hannah Wang: Yeah, I think you don’t need to be there then, yeah.
277 00:38:37.220 ⇒ 00:38:39.269 Uttam Kumaran: Okay, yeah, you could just CC me.
278 00:38:39.460 ⇒ 00:38:43.609 Uttam Kumaran: And that’s fine. Okay, cool. So that action was last week, sometime?
279 00:38:44.090 ⇒ 00:38:49.070 Hannah Wang: Yeah, last Friday she got back to me with her availability, and I need to book the meeting.
280 00:38:49.590 ⇒ 00:38:50.300 Uttam Kumaran: Cool.
281 00:38:53.060 ⇒ 00:38:54.190 Uttam Kumaran: Alright, great.
282 00:38:54.610 ⇒ 00:38:55.040 Robert Tseng: Cool.
283 00:38:55.040 ⇒ 00:38:58.689 Uttam Kumaran: So that’s that. So, a couple more things,
284 00:39:00.010 ⇒ 00:39:03.300 Uttam Kumaran: For sales assets, there’s a column called Sales Assets.
285 00:39:04.190 ⇒ 00:39:07.410 Uttam Kumaran: Sales assets sent.
286 00:39:08.530 ⇒ 00:39:10.379 Uttam Kumaran: Is Alec supposed to be a number?
287 00:39:10.660 ⇒ 00:39:14.149 Uttam Kumaran: Because I don’t know, should we just… like, I feel like it’s kind of OD to be like, I’m…
288 00:39:14.330 ⇒ 00:39:17.080 Uttam Kumaran: Tracking the number of sales assets sent.
289 00:39:18.270 ⇒ 00:39:25.589 Robert Tseng: Yeah, no, I mean, I… if you think that’s too much, then we don’t… we don’t need to send it. I think, to me, it matters more, like.
290 00:39:26.520 ⇒ 00:39:44.139 Robert Tseng: Well, with every stage of partner… like, MoEngage is like, great, send me, like, they had a couple questions, and then they’re asking to send us the deck, send us… and, like, I don’t know, for… in my mind, different partner phases, we have different sets of materials. One is just a generalized partner deck, then we’re building something custom, like, I don’t know.
291 00:39:44.140 ⇒ 00:39:44.820 Uttam Kumaran: Yeah. It’s like…
292 00:39:45.210 ⇒ 00:40:00.709 Robert Tseng: So I don’t think the number of assets is the right way to think about it, but just, like, are we sending them what they need for their appropriate phase? Like, I don’t think we’ve really built out that, like, flow like we have on the sales side. It’s just more straightforward there.
293 00:40:01.480 ⇒ 00:40:06.049 Robert Tseng: on, like, what… what sequence of assets we send things out. So…
294 00:40:06.350 ⇒ 00:40:09.419 Uttam Kumaran: So maybe I created this column called Co-Marketing Assets Created.
295 00:40:09.630 ⇒ 00:40:10.300 Robert Tseng: Yeah.
296 00:40:10.510 ⇒ 00:40:13.010 Uttam Kumaran: So that’s, I think, a little bit… okay, so that makes sense.
297 00:40:13.010 ⇒ 00:40:14.170 Robert Tseng: Yeah.
298 00:40:14.880 ⇒ 00:40:18.220 Uttam Kumaran: And then, can I… can I deprecate next action date? Because…
299 00:40:18.360 ⇒ 00:40:21.539 Uttam Kumaran: It’s, like, always gonna be this week, or it’s kind of now…
300 00:40:22.060 ⇒ 00:40:32.840 Uttam Kumaran: clear based on the thing, okay, great. And then, in named accounts, is that, just all sourced accounts, or any related accounts?
301 00:40:33.280 ⇒ 00:40:35.620 Robert Tseng: Any accounts that they brought to us.
302 00:40:35.800 ⇒ 00:40:37.340 Uttam Kumaran: Okay, great, perfect.
303 00:40:37.500 ⇒ 00:40:39.060 Uttam Kumaran: And then…
304 00:40:40.180 ⇒ 00:40:50.390 Uttam Kumaran: My bets for… I don’t know if this is bet time… my bets is, like, I’m gonna build… we’re gonna build out 3 weeks of partner spotlights. Ideally, if your account’s open, then we’ll have 6 that go out over the next 3 weeks.
305 00:40:50.390 ⇒ 00:40:52.639 Robert Tseng: I’m gonna build out a Snowflake hub.
306 00:40:52.740 ⇒ 00:40:59.199 Uttam Kumaran: and cursor, and then I’ll have that for review, and then I’m gonna try to get the insurance thing out. So those are my… that’s my bets.
307 00:40:59.710 ⇒ 00:41:15.699 Robert Tseng: Okay, great. Yeah, we’ll go around the room, we’ll do bets. I mean, we skipped the delivery section this time, just because we added partners, so I’m gonna change the agenda a bit. I’m gonna add a section for partnerships. Delivery, honestly, you know, we talk about this all the time, doesn’t really impact this team, so I might not.
308 00:41:15.700 ⇒ 00:41:20.079 Uttam Kumaran: I’m gonna be talking about it more formally with the CSOs later, every Monday.
309 00:41:20.080 ⇒ 00:41:22.860 Robert Tseng: Yeah, so I might take it out of this call overall.
310 00:41:23.130 ⇒ 00:41:23.690 Uttam Kumaran: Yeah.
311 00:41:23.690 ⇒ 00:41:26.460 Robert Tseng: Feels like it usually doesn’t impact anybody here.
312 00:41:26.790 ⇒ 00:41:37.050 Robert Tseng: Yeah, so we’ll just go around, we’ll share, we’ll share the bets. Okay, so maybe we’ll go…
313 00:41:38.110 ⇒ 00:41:42.930 Robert Tseng: Well, I’m just gonna go in order. I got Shaysu on my top left, so…
314 00:41:47.400 ⇒ 00:41:54.149 Sheshu Chandrasekar: I’m working with Utah, so whatever bet he wants to work with, I’m happy to just partner along and talk along with him.
315 00:41:54.360 ⇒ 00:41:55.080 Robert Tseng: Sure can.
316 00:41:55.300 ⇒ 00:41:57.020 Robert Tseng: Okay, then Rico?
317 00:42:00.680 ⇒ 00:42:14.559 Rico Rejoso: Yeah, for me, I don’t have any, that’s, same with last week. I was still waiting for Luke to provide me the campaigns that he mentioned that he’s still auditing with. I haven’t gotten any respo- or feedback on that yet.
318 00:42:15.060 ⇒ 00:42:20.490 Robert Tseng: Yeah, no, I hear you. We’re bottlenecked on him not giving you the campaigns to execute on. So, yep.
319 00:42:20.610 ⇒ 00:42:21.910 Robert Tseng: Okay, Ryan?
320 00:42:22.660 ⇒ 00:42:29.039 Ryan Brosas: Yeah, for me, my bet would be, well, if automation is, like,
321 00:42:29.500 ⇒ 00:42:35.689 Ryan Brosas: like, an option for the campaign for profile views, I will turn that on.
322 00:42:35.970 ⇒ 00:42:37.140 Ryan Brosas: And,
323 00:42:37.370 ⇒ 00:42:44.169 Ryan Brosas: Two times our engagement, as well as because that has a great, like, you know, result at the moment.
324 00:42:44.620 ⇒ 00:43:03.829 Ryan Brosas: And then, making sure the content is ready for review. I want to budget up and ready for each week, so we don’t really need to, you know, grab anyone, or ping anyone, as the post is going on. It’s, like, scheduled, so that’s, that’s my bad.
325 00:43:04.620 ⇒ 00:43:15.180 Robert Tseng: Okay. Yeah, I know when you have asked us for reviews, I mean, Friday, really hard for me to review. I just… I just do it, and then over the weekend, obviously, I’m not necessarily thinking about content all the time.
326 00:43:15.180 ⇒ 00:43:31.079 Robert Tseng: So, for me, if you want anything for me to review, I usually review, like, sales-related stuff in the evenings. I do all the delivery reviews in the morning, so, like, I just… that’s kind of how I block it out for myself. So, yeah, if you basically want me to review anything.
327 00:43:31.270 ⇒ 00:43:37.350 Robert Tseng: Monday through Wednesday, like, evenings, like, I will… I will get you a response quickly. So, I think…
328 00:43:37.350 ⇒ 00:43:37.800 Ryan Brosas: Definitely.
329 00:43:37.800 ⇒ 00:43:39.410 Robert Tseng: Kinda something to keep in mind.
330 00:43:40.290 ⇒ 00:43:41.610 Ryan Brosas: That is noted, thank you.
331 00:43:41.960 ⇒ 00:43:44.720 Robert Tseng: And then… Hannah?
332 00:43:45.260 ⇒ 00:43:55.299 Hannah Wang: Number one, I want to think about the OKRs more, and just re… recalibrate and readjust those, metrics if…
333 00:43:55.820 ⇒ 00:44:05.330 Hannah Wang: If necessary. And then secondly, I’m gonna work with Luke, and hopefully we can launch a campaign this week that has…
334 00:44:05.490 ⇒ 00:44:11.640 Hannah Wang: like… the engagement in it, because I feel like all the campaigns that we’ve ran in the past, I…
335 00:44:12.010 ⇒ 00:44:17.859 Hannah Wang: wasn’t super looped in with, and I… I feel like there wasn’t clear, like, engagement.
336 00:44:18.080 ⇒ 00:44:30.380 Hannah Wang: a path to engagement, basically. Yeah. And then the third one, I’m gonna continue working on the partnership events, like with Mixpanel and, Crawl Data and anything else that comes up.
337 00:44:31.850 ⇒ 00:44:41.429 Robert Tseng: Okay, great. I flashed this because, like, outside of the WBR, just, like, these are other things that I think you guys should internalize if your name’s there.
338 00:44:42.740 ⇒ 00:44:49.329 Robert Tseng: Yeah, I mean, the idea, just to re-accenter us, was like, these are business-as-usual OKRs. Like, if these things are not happening.
339 00:44:49.600 ⇒ 00:45:08.439 Robert Tseng: We’re… we’re, like, not doing well here. Like, this was meant to be, like, kind of that. So, I mean, yeah, we’re kind of a few weeks in. I still think that all of these are no. So… yeah, I think, like, this is where I feel like I need to… I mean, I have to just pick… pick which one to support, and I think…
340 00:45:08.690 ⇒ 00:45:13.190 Robert Tseng: I’m gonna be focused on sales, like, I feel like I, you know, I trust that.
341 00:45:13.190 ⇒ 00:45:18.689 Uttam Kumaran: Hannah, Luke, we have… the pipeline is there, we just gotta do the… we just gotta do the engagement. This’ll… this’ll turn around.
342 00:45:18.720 ⇒ 00:45:25.590 Robert Tseng: And, like, I just have to… I’m meeting with Vixel about this tomorrow, making sure that, like, you know, our… how do we… how do we…
343 00:45:25.660 ⇒ 00:45:40.040 Robert Tseng: think about, like, moving deals along faster, and then, like, just getting higher qualified SQL so that we can actually book meetings off of it. Ultimately, like, meetings booked is the only metric that matters, so, like, that’s something that I will support Luke on.
344 00:45:40.980 ⇒ 00:45:45.489 Robert Tseng: Yeah, I mean, this stuff is really just on the partner side, so I’m not gonna talk about it.
345 00:45:46.290 ⇒ 00:45:51.990 Robert Tseng: Yeah, I mean, and remember, these were aspirational, like, these are nice to have, like, no one’s, like, really…
346 00:45:52.250 ⇒ 00:46:00.130 Robert Tseng: gonna… no one should sweat if we don’t, like, hit these, but these are, like, if we do hit these, we are going above and beyond, and, like, there should be…
347 00:46:00.540 ⇒ 00:46:16.419 Robert Tseng: like, we should definitely acknowledge that, and… and, yeah, like, this is what, you know, I would expect that, you know, we would… we want to be aiming towards, but, like, not expecting it to happen, necessarily, and, like, not accepting it… expecting it to happen anytime soon.
348 00:46:17.520 ⇒ 00:46:23.080 Uttam Kumaran: Yeah, like, for example, 2 delivery source expansion referrals per month, I put yes, because.
349 00:46:23.550 ⇒ 00:46:25.340 Robert Tseng: Yeah, I think that has happened, yeah.
350 00:46:25.340 ⇒ 00:46:28.649 Uttam Kumaran: Yeah, so should I just mark… should I mark it yes?
351 00:46:29.240 ⇒ 00:46:32.399 Uttam Kumaran: Like, as soon as it happens for the rest of the month, basically?
352 00:46:32.720 ⇒ 00:46:33.609 Robert Tseng: Yeah, I think so.
353 00:46:33.610 ⇒ 00:46:34.610 Uttam Kumaran: Okay, okay.
354 00:46:34.610 ⇒ 00:46:35.280 Robert Tseng: Yeah.
355 00:46:36.560 ⇒ 00:46:38.599 Uttam Kumaran: Cool. Great. This is great.
356 00:46:39.850 ⇒ 00:46:40.470 Robert Tseng: Yeah.
357 00:46:40.670 ⇒ 00:46:58.760 Robert Tseng: So, we have previously talked about, like, kind of, like, bonus structure and performance of the team, kind of tied to these things, so, like, you know, I want… you know, this… the WBR is just, like, the numbers, but this provides the context for, like, how WBR actually translates to results that, like, we care about. So.
358 00:46:59.610 ⇒ 00:47:05.580 Robert Tseng: Yeah, I mean… We’re, you know, we recalibrated, starting off a new month, like.
359 00:47:05.920 ⇒ 00:47:22.419 Robert Tseng: there’s still 2 months left to the quarter, so we’re gonna… we’re gonna do what we can, but you know, just… this is what you can… you can go back to. I did take off, I think, Rico, or… I think I had Rico or Ryan’s name on here, so I removed those. I basically want to only put the leads…
360 00:47:23.230 ⇒ 00:47:32.359 Robert Tseng: or put leads more accountable in places, is kind of what I’m thinking here. So when we do meet regularly with Luke and Shishu, we can kind of just speak to these directly.
361 00:47:33.150 ⇒ 00:47:33.700 Uttam Kumaran: Okay.
362 00:47:34.020 ⇒ 00:47:34.580 Robert Tseng: Yeah.
363 00:47:35.660 ⇒ 00:47:38.320 Robert Tseng: Okay, cool.
364 00:47:38.540 ⇒ 00:47:43.209 Robert Tseng: Yeah, I think for me, my bet would be… well, yeah, now that I’m looking at it,
365 00:47:43.430 ⇒ 00:47:52.640 Robert Tseng: I think that I can get… I can… I think I can… I can drive… I can… I can drive this. Just, like, boosting, like,
366 00:47:52.750 ⇒ 00:47:55.160 Robert Tseng: SQL volume, like…
367 00:47:55.520 ⇒ 00:48:00.930 Robert Tseng: We’re gonna… yeah, I’m just gonna be pushing on turning some things on consistently, so we’re actually hitting our target.
368 00:48:01.170 ⇒ 00:48:05.929 Robert Tseng: here, on the net new SQLs.
369 00:48:06.270 ⇒ 00:48:11.080 Robert Tseng: yeah, so we’re still hovering around 2 or 3 a week.
370 00:48:11.220 ⇒ 00:48:27.470 Robert Tseng: I mean, these two are probably just me adding them manually that last week. I think I want to get this up to 5, like, yeah, I really want to hit this number. Like, I want to hit 18 by this week. So, I’m just gonna kind of lock down and try to… we just have to fill the pipeline, because it’ll take, like, a month for it to trickle through.
371 00:48:28.320 ⇒ 00:48:29.670 Robert Tseng: And then…
372 00:48:29.850 ⇒ 00:48:35.450 Robert Tseng: Yeah, I think that’s… that’s really, like, my… my big bet, that I’m gonna… I’m gonna get to… I’m gonna get us to 18 this week.
373 00:48:40.480 ⇒ 00:48:54.239 Robert Tseng: Okay, cool. Yeah, I mean, we’re booking more meetings, we can see this, it’s coming. So yeah, I think, you know, slowly we’re catching up. So, you know, we’re trending in the right direction, not to be worried about, it’s not like we’re…
374 00:48:54.410 ⇒ 00:48:55.880 Robert Tseng: We’re flambering, but,
375 00:48:56.330 ⇒ 00:49:03.120 Robert Tseng: yeah, I think just wanna encourage the team. We’re gonna keep going. I know it’s a… it’s a tough…
376 00:49:03.420 ⇒ 00:49:08.119 Robert Tseng: Tough thing to do, to kind of start from almost
377 00:49:08.530 ⇒ 00:49:25.199 Robert Tseng: we just were pretty dormant, the end of last year, and kind of turning things on, and actually kind of steering, kind of focusing our efforts so that we’re driving, not just views, but we’re getting the engagement that are ultimately translating to meetings, so…
378 00:49:25.470 ⇒ 00:49:29.390 Robert Tseng: You know, if you have any other questions about things, like, don’t, kind of.
379 00:49:29.690 ⇒ 00:49:45.370 Robert Tseng: suffer in silence, like, you know, we’re… you know, Utam is kind of back in… Utam and I are, you know, we’re actively kind of in this with you. So, this is not an individual effort. Like, sales doesn’t happen by… by… through… through any one person.
380 00:49:45.510 ⇒ 00:49:49.569 Robert Tseng: alone. So, like, it is a team effort, and we need to be…
381 00:49:49.870 ⇒ 00:49:55.569 Robert Tseng: Well coordinated, and that’s how we’re gonna be able to… to kind of get back on track here.
382 00:49:58.400 ⇒ 00:50:09.680 Robert Tseng: Cool. Alright, if nothing else, feel free to jump off, but I’ll stay on for kind of the rest of the time. I’m just gonna shoot off an email, answer any questions, people want to talk about anything.
383 00:50:09.800 ⇒ 00:50:11.130 Robert Tseng: I’ll be here.
384 00:50:12.470 ⇒ 00:50:13.030 Uttam Kumaran: Okay.
385 00:50:13.300 ⇒ 00:50:14.290 Uttam Kumaran: Thank you.
386 00:50:14.290 ⇒ 00:50:15.010 Robert Tseng: Thanks, everyone.
387 00:50:15.010 ⇒ 00:50:15.819 Sheshu Chandrasekar: Thank you.
388 00:50:26.110 ⇒ 00:50:28.449 Hannah Wang: Everyone just left.
389 00:50:32.090 ⇒ 00:50:33.000 Robert Tseng: You sound better?
390 00:50:33.000 ⇒ 00:50:33.790 Hannah Wang: Very cool.
391 00:50:34.170 ⇒ 00:50:35.949 Hannah Wang: Can you end the recording?
392 00:50:36.310 ⇒ 00:50:37.519 Robert Tseng: Oh, yeah, of course.