Meeting Title: WBR Updates and Partner Sync Date: 2026-02-02 Meeting participants: Sheshu Chandrasekar, Holly Condos, Ryan Brosas
WEBVTT
1 00:01:23.880 ⇒ 00:01:25.269 Holly Condos: Good morning.
2 00:01:28.010 ⇒ 00:01:29.260 Sheshu Chandrasekar: Hey, Holly, good morning.
3 00:01:29.630 ⇒ 00:01:30.629 Holly Condos: Who are you?
4 00:01:30.630 ⇒ 00:01:31.920 Sheshu Chandrasekar: Good, how was yourself?
5 00:01:32.130 ⇒ 00:01:33.259 Holly Condos: Good, thanks.
6 00:01:34.100 ⇒ 00:01:44.239 Holly Condos: So, I guess right at the top, so, Robert…
7 00:01:45.180 ⇒ 00:01:57.520 Holly Condos: canceled the partnership sync that I was having with Utam in favor of two 15-minute syncs per week, starting last week, which we started on Thursday, and then he
8 00:01:57.880 ⇒ 00:02:04.040 Holly Condos: basically handed me that. So, I think that’s the one that was confusing with the link that you weren’t on.
9 00:02:04.490 ⇒ 00:02:09.280 Sheshu Chandrasekar: Gotcha. Yeah, I think I… I got added last… last week? Yeah.
10 00:02:09.280 ⇒ 00:02:09.860 Holly Condos: Yeah.
11 00:02:09.970 ⇒ 00:02:16.160 Holly Condos: So, we didn’t really talk about much of substance, but,
12 00:02:17.480 ⇒ 00:02:23.870 Holly Condos: Hannah and I mentioned that we had talked to you about I’m no caller. Sorry.
13 00:02:25.020 ⇒ 00:02:27.800 Holly Condos: Spam risk, I hate that.
14 00:02:28.830 ⇒ 00:02:33.340 Holly Condos: We talked about, you know, following up from last Monday, we talked about
15 00:02:34.410 ⇒ 00:02:51.610 Holly Condos: the linear ticket tracking, and he’s like, well, you know, we don’t really need to do that. So, I guess we’re back to not doing linear tickets for partner activities, but I also just happened to see some traffic in Slack.
16 00:02:51.820 ⇒ 00:03:00.979 Holly Condos: with UTOM asking Robert, hey, can you just clarify what you want? And then I saw Robert’s response. So, guess I’m just looking to see
17 00:03:01.350 ⇒ 00:03:05.100 Holly Condos: What your understanding of where we’re at operationally.
18 00:03:05.490 ⇒ 00:03:06.320 Holly Condos: As far as…
19 00:03:06.320 ⇒ 00:03:14.749 Sheshu Chandrasekar: Yeah, I think I would personally want to push for linear tickets, because I remember last week, I think it was you…
20 00:03:15.140 ⇒ 00:03:20.369 Sheshu Chandrasekar: me, Hannah, Robert, I think we… he was sharing the linear board, and…
21 00:03:21.150 ⇒ 00:03:29.340 Sheshu Chandrasekar: he was okay with us, like, kind of splitting the sales linear board into GTM, right? So I… I’m in favor of…
22 00:03:29.600 ⇒ 00:03:33.089 Sheshu Chandrasekar: pushing things to linear, just because I feel like it would make everything easier for us.
23 00:03:33.090 ⇒ 00:03:36.610 Holly Condos: And I’m okay with that, but… but I think he…
24 00:03:37.000 ⇒ 00:03:50.700 Holly Condos: you know, he was like… he didn’t seem like he wanted it to be part of sales, per se, like, he wanted it to be a separate board. So, before I came, I think Rico and perhaps Hannah.
25 00:03:50.800 ⇒ 00:04:00.610 Holly Condos: had created, like, partnership boards, so, you know, Omni, Contextual, snowflake.
26 00:04:00.820 ⇒ 00:04:02.989 Holly Condos: But then we also had…
27 00:04:03.130 ⇒ 00:04:15.670 Holly Condos: to just kind of track what we’re… what we’re sort of doing weekly in the current WBR tracker, but then we also had very specific, separate, linear tasks.
28 00:04:15.930 ⇒ 00:04:17.260 Holly Condos: So…
29 00:04:17.490 ⇒ 00:04:34.740 Holly Condos: you know, I think from a organization in linear perspective, we need to land on that. We need to decide, you know… and I don’t think that’s difficult, I’m just saying, I’m happy, ready, willing, and able to do tickets, I just want to make sure
30 00:04:35.040 ⇒ 00:04:41.520 Holly Condos: that I’m doing it in the right and current infrastructure of Linear for partnerships.
31 00:04:42.550 ⇒ 00:04:50.560 Sheshu Chandrasekar: Yeah, no, that totally makes sense, and I’m actually putting together some sort of, like, rough skeleton on how to implement a Notion for GTM.
32 00:04:50.750 ⇒ 00:04:55.969 Holly Condos: Perfect. So we won’t… I can bring it up with Robert. Yeah, I’ll work with Robert on that and see what he thinks, but…
33 00:04:55.970 ⇒ 00:04:58.830 Sheshu Chandrasekar: I’m a full advocate of linear. Excuse me.
34 00:04:58.830 ⇒ 00:05:03.610 Holly Condos: And I’m fine with that. I mean, I have so many, just for Snowflake, right?
35 00:05:05.230 ⇒ 00:05:12.720 Holly Condos: I mean, I probably, on my list, I probably have, I don’t know, 8… 8… to 10 tasks.
36 00:05:12.840 ⇒ 00:05:14.769 Holly Condos: So I think, yeah, we should…
37 00:05:15.000 ⇒ 00:05:18.659 Holly Condos: Because that also shows what I’m really down in the weeds working on.
38 00:05:20.430 ⇒ 00:05:29.310 Sheshu Chandrasekar: Yeah, no, that makes sense, and it’s easier for us to track velocity, for us at least, from an operational standpoint. So, yeah, I’m in full favor.
39 00:05:29.530 ⇒ 00:05:33.660 Holly Condos: Okay, alright, so then I want to just share with you,
40 00:05:36.650 ⇒ 00:05:40.999 Holly Condos: Let’s see, I want… the… I’ve just been updating the tracker.
41 00:05:41.940 ⇒ 00:05:43.610 Holly Condos: It looks like…
42 00:05:43.830 ⇒ 00:05:49.469 Holly Condos: There are some changes, so I was curious about… here, that’s not showing, is it? Hold on.
43 00:05:51.000 ⇒ 00:05:56.999 Sheshu Chandrasekar: Yeah, I’m trying to figure out this WBR update, so I have HubSpot and the spreadsheet open, so I can share.
44 00:05:57.290 ⇒ 00:05:58.759 Holly Condos: Okay, why don’t you, Sharon?
45 00:05:58.760 ⇒ 00:05:59.370 Sheshu Chandrasekar: Yeah.
46 00:05:59.660 ⇒ 00:06:16.599 Holly Condos: I’m just trying to understand who decided what’s gold, silver, bronze, and deprioritized, although I did talk to UTAM somewhat about that. I do have an argument about Telisma, which I’m prepared to make for them not being deprioritized, but…
47 00:06:16.610 ⇒ 00:06:19.959 Holly Condos: you know, I can do that with Robert and Utam.
48 00:06:20.130 ⇒ 00:06:34.490 Holly Condos: But… So, I think the 90-day activation plan, the 90-day goal, start date, and status.
49 00:06:34.690 ⇒ 00:06:49.979 Holly Condos: That is new, although Utam and I have loosely talked about, you know, what our weekly and monthly activities are, so I’m assuming that just flows into that. I have a sync with Utam today, so I’ll just ask him about that. I’m not gonna…
50 00:06:50.450 ⇒ 00:06:54.880 Holly Condos: get wrapped around the axle with that, so… Okay, so let’s see what you got.
51 00:06:56.330 ⇒ 00:06:57.289 Sheshu Chandrasekar: I haven’t…
52 00:06:57.290 ⇒ 00:06:58.010 Holly Condos: Comment off.
53 00:06:58.380 ⇒ 00:06:59.110 Sheshu Chandrasekar: Yeah.
54 00:06:59.310 ⇒ 00:07:01.250 Sheshu Chandrasekar: So this is exactly what we need, right?
55 00:07:02.900 ⇒ 00:07:06.880 Holly Condos: Yeah, so Robert… Robert’s gonna focus on what you have on the right.
56 00:07:07.720 ⇒ 00:07:09.699 Sheshu Chandrasekar: Yep, so I just need to figure out the…
57 00:07:09.700 ⇒ 00:07:16.059 Holly Condos: left, right? You need what’s on the left to drive what’s on the right, as far as data. So,
58 00:07:16.420 ⇒ 00:07:24.870 Holly Condos: So, I think the challenge is that there… there are activities going on with the partners, But…
59 00:07:26.600 ⇒ 00:07:31.289 Holly Condos: there aren’t, as far as I know, as of last Friday, well.
60 00:07:33.360 ⇒ 00:07:41.130 Holly Condos: I don’t know, does Mixpanel have a new… well, can you see what new leads Came in last week.
61 00:07:42.360 ⇒ 00:07:44.019 Sheshu Chandrasekar: Let me see,
62 00:07:47.680 ⇒ 00:07:49.030 Sheshu Chandrasekar: Last week.
63 00:07:52.120 ⇒ 00:08:01.770 Holly Condos: Right, because that’s the metric he’s looking at, is what is the weekly activity from a Yeah. Perspective.
64 00:08:02.850 ⇒ 00:08:06.139 Sheshu Chandrasekar: So, I see vendor agency, from.
65 00:08:06.140 ⇒ 00:08:08.940 Holly Condos: Okay, one source is deprioritized.
66 00:08:09.930 ⇒ 00:08:11.710 Sheshu Chandrasekar: Okay, so let’s go in.
67 00:08:11.710 ⇒ 00:08:24.809 Holly Condos: Just… and really, just for your edification, so they are a government consulting company, And they…
68 00:08:25.950 ⇒ 00:08:32.610 Holly Condos: I think somebody… met Robert at a conference, and then… They pulled us in.
69 00:08:32.750 ⇒ 00:08:40.240 Holly Condos: for, services like Staff Aug on an RFP that they were responding to, so they’re the prime.
70 00:08:40.789 ⇒ 00:08:47.739 Holly Condos: And we’re still waiting, or they are still waiting, to get the announcement of the award on that.
71 00:08:47.870 ⇒ 00:09:00.379 Holly Condos: Gotcha. And then I started talking to them about potentially partnering, but it’s kind of outside of our current ICP and go-to-market motion, so we’re just gonna table it for now.
72 00:09:01.020 ⇒ 00:09:01.730 Sheshu Chandrasekar: Okay.
73 00:09:03.550 ⇒ 00:09:04.769 Sheshu Chandrasekar: Shoot, my keyboard…
74 00:09:04.770 ⇒ 00:09:07.120 Holly Condos: Mixed panel, though, was your other one, right?
75 00:09:07.770 ⇒ 00:09:10.469 Sheshu Chandrasekar: I think it’s Omni. That was what…
76 00:09:10.470 ⇒ 00:09:11.910 Holly Condos: I’m sorry, Omni, right.
77 00:09:12.100 ⇒ 00:09:14.949 Sheshu Chandrasekar: Sorry, give me one second, my keyboard died on me.
78 00:09:17.340 ⇒ 00:09:20.290 Holly Condos: Here, I can go in and add what I just said there. I can do it.
79 00:09:20.290 ⇒ 00:09:21.460 Sheshu Chandrasekar: Okay, perfect.
80 00:09:21.820 ⇒ 00:09:28.590 Holly Condos: Don’t worry And maybe I need to… see, this was my question last week, which…
81 00:09:28.830 ⇒ 00:09:34.719 Holly Condos: I just feel like keeps going back and forth, but it’s fine. I think what I need to do is…
82 00:09:35.220 ⇒ 00:09:43.030 Holly Condos: Status U, status… HubSpot, status, the tracker, Right.
83 00:09:43.030 ⇒ 00:09:45.719 Sheshu Chandrasekar: Let’s say, if you just want to update me.
84 00:09:45.820 ⇒ 00:09:58.639 Sheshu Chandrasekar: That’s fine, I can just… yeah, I can just go in. If you can just tell me, like, hey, this is Omni, this is what happened, like, here’s why it matters, like, I’m more than happy to just go in there and just do it, because I need to get better at HelpSpart, so, like, for me, like…
85 00:09:58.640 ⇒ 00:10:04.760 Holly Condos: I’d rather not get in HubSpot if I don’t have to, but obviously, my goal here is to
86 00:10:05.440 ⇒ 00:10:08.950 Holly Condos: Make sure that we’re in sync and Robert is happy.
87 00:10:09.500 ⇒ 00:10:16.570 Sheshu Chandrasekar: Yeah, and additional, like, paying additional context here, like, I think he wants me and Luke to get smarter in HubSpot, so…
88 00:10:16.570 ⇒ 00:10:18.860 Holly Condos: And I think you’re right. I totally agree.
89 00:10:19.610 ⇒ 00:10:20.380 Sheshu Chandrasekar: So…
90 00:10:20.510 ⇒ 00:10:31.080 Sheshu Chandrasekar: Yeah, that would work for me. But in regards to the spreadsheet, I’m just so confused about, like, how do we come up with this number right here, right? That’s, like, where I’m, like…
91 00:10:31.270 ⇒ 00:10:35.140 Sheshu Chandrasekar: a little lost on. So if you can just help me do that.
92 00:10:35.140 ⇒ 00:10:40.450 Holly Condos: So it’s the new partner sales… the SQL pipeline added?
93 00:10:41.330 ⇒ 00:10:46.539 Holly Condos: Yeah, I mean, to be frank, I don’t know. Is there not a formula in there?
94 00:10:47.430 ⇒ 00:10:51.180 Sheshu Chandrasekar: No, I don’t… I don’t see anything here.
95 00:10:52.250 ⇒ 00:10:53.499 Sheshu Chandrasekar: I see C70.
96 00:10:53.500 ⇒ 00:11:03.480 Holly Condos: Okay, so then that means that the number is based on our projected, AC… or, deal value.
97 00:11:04.570 ⇒ 00:11:08.079 Holly Condos: So, if… if we think the deal’s worth $100K.
98 00:11:08.880 ⇒ 00:11:17.450 Holly Condos: or 50, whatever it is, you know, whatever number. I believe that that number is what goes in the column or the row you’re highlighting.
99 00:11:17.650 ⇒ 00:11:18.310 Holly Condos: But…
100 00:11:18.310 ⇒ 00:11:18.630 Sheshu Chandrasekar: Right.
101 00:11:18.910 ⇒ 00:11:21.849 Holly Condos: I mean, maybe confirm that with Ryan.
102 00:11:24.530 ⇒ 00:11:28.300 Holly Condos: But that… since there’s no formula, that’s what I think it is.
103 00:11:29.100 ⇒ 00:11:29.810 Sheshu Chandrasekar: Okay.
104 00:11:30.710 ⇒ 00:11:36.609 Holly Condos: But then that’s also a dependency on, you know, us generating an estimate
105 00:11:37.790 ⇒ 00:11:46.020 Holly Condos: unless we have a sow, right, for a deal, we’re generating an estimate of what we think the value is… the value potential is.
106 00:11:47.740 ⇒ 00:11:52.150 Sheshu Chandrasekar: Yeah, so that’s the… the question I have, like, how do we…
107 00:11:52.320 ⇒ 00:11:57.150 Sheshu Chandrasekar: find that number in here? Or is it in Slack? Like, where’s that number coming from?
108 00:11:57.150 ⇒ 00:11:58.610 Holly Condos: The pipeline value?
109 00:12:00.320 ⇒ 00:12:01.650 Sheshu Chandrasekar: Okay. Well…
110 00:12:02.300 ⇒ 00:12:07.519 Holly Condos: I mean, at least from… from my perspec… from the partner perspective.
111 00:12:08.520 ⇒ 00:12:18.229 Holly Condos: I would be relying on what’s in HubSpot, right? In the… in the daily sales reg. Maybe we should add… we should see if Ryan can join us quick.
112 00:12:20.350 ⇒ 00:12:20.990 Sheshu Chandrasekar: Okay.
113 00:12:21.620 ⇒ 00:12:22.430 Holly Condos: Did I ask him?
114 00:12:22.430 ⇒ 00:12:24.730 Sheshu Chandrasekar: Yeah, you please… let me add him right now.
115 00:12:26.700 ⇒ 00:12:30.359 Holly Condos: Ryan, because I saw him in the spreadsheet, so…
116 00:12:37.960 ⇒ 00:12:39.339 Sheshu Chandrasekar: Dang, what is going on?
117 00:12:39.610 ⇒ 00:12:41.740 Sheshu Chandrasekar: I don’t know why I can’t invite him.
118 00:12:47.460 ⇒ 00:12:48.700 Holly Condos: Question.
119 00:12:54.350 ⇒ 00:12:55.960 Holly Condos: Smoothie…
120 00:12:57.960 ⇒ 00:12:59.919 Sheshu Chandrasekar: Are you, messaging Ryan right now?
121 00:13:00.140 ⇒ 00:13:01.239 Holly Condos: Yeah, I just did.
122 00:13:01.240 ⇒ 00:13:02.769 Sheshu Chandrasekar: Okay, perfect. Thank you.
123 00:13:02.770 ⇒ 00:13:04.329 Holly Condos: Sorry, can you not hear me?
124 00:13:04.520 ⇒ 00:13:08.509 Sheshu Chandrasekar: No, I can hear you, I… I… yeah, I don’t know why, my Zoom and…
125 00:13:08.510 ⇒ 00:13:12.939 Holly Condos: It’s not working right now. Can you send him the link, or do you want me to?
126 00:13:12.940 ⇒ 00:13:14.410 Sheshu Chandrasekar: I can send them in this.
127 00:13:14.410 ⇒ 00:13:16.670 Holly Condos: Is it… it’s your… yeah.
128 00:13:16.670 ⇒ 00:13:17.959 Sheshu Chandrasekar: Literally the same, yeah.
129 00:13:18.370 ⇒ 00:13:18.870 Sheshu Chandrasekar: Yeah.
130 00:13:18.870 ⇒ 00:13:21.980 Holly Condos: I just… I slapped him. Okay. Sorry, I should have put you in it.
131 00:13:24.740 ⇒ 00:13:25.879 Holly Condos: Yeah.
132 00:13:26.610 ⇒ 00:13:30.989 Holly Condos: Yeah, so… Robert built the spreadsheet.
133 00:13:31.890 ⇒ 00:13:34.929 Sheshu Chandrasekar: Yeah, so I’m just guessing I have to fill out…
134 00:13:36.260 ⇒ 00:13:43.409 Sheshu Chandrasekar: this, right? Like, this is, like, where I need to fill it out, and then everything gets populated above.
135 00:13:43.410 ⇒ 00:13:45.940 Holly Condos: I think that’s right. Yeah, I think that’s right.
136 00:13:46.920 ⇒ 00:13:52.230 Sheshu Chandrasekar: Okay, let’s see, right now it says active partner sales qualified leads…
137 00:13:52.380 ⇒ 00:13:56.369 Sheshu Chandrasekar: Yeah, I’m just so lost. Where do we find that number here?
138 00:13:57.380 ⇒ 00:14:00.510 Holly Condos: So, it’s probably just one, because it’s Omni.
139 00:14:01.930 ⇒ 00:14:03.890 Holly Condos: Oh, or does it say 2?
140 00:14:05.500 ⇒ 00:14:10.999 Sheshu Chandrasekar: It says two, because one source, but you’re saying one source deprioritized, so I think, realistically, it’s one.
141 00:14:11.570 ⇒ 00:14:16.810 Holly Condos: I mean… So, again, like, what are we…
142 00:14:17.790 ⇒ 00:14:23.409 Holly Condos: I guess it’s a lead, we just don’t have… it is a lead. It’s just not new this week.
143 00:14:26.040 ⇒ 00:14:34.950 Sheshu Chandrasekar: So I’m guessing… Yeah, I’m guessing it’s just, like, how much of her… Sorry.
144 00:14:35.440 ⇒ 00:14:51.609 Sheshu Chandrasekar: I don’t know why this is… okay, this is annoying me. Sorry. I think it’s more like, like, how much are we… like, how are we keeping track of them, right? Like, how much activity have we done with the partners? I think that’s what I’m understanding here. Okay. Because, like, if you look at the comment, it says, SQL must have an actual one-on-one response.
145 00:14:51.760 ⇒ 00:14:56.719 Sheshu Chandrasekar: Ideally leading to a next steps scheduled, right? Oh.
146 00:14:57.200 ⇒ 00:15:04.960 Holly Condos: Okay, well then, alright, so my… bad, I didn’t really understand that before. Okay, so then, if that’s the case…
147 00:15:07.060 ⇒ 00:15:14.500 Holly Condos: Then, yeah, one source is for sure still active, because we’re waiting for an award, right?
148 00:15:14.630 ⇒ 00:15:15.250 Sheshu Chandrasekar: Yep.
149 00:15:15.760 ⇒ 00:15:19.620 Holly Condos: Can you… can you just click on that again for the definition?
150 00:15:19.930 ⇒ 00:15:29.589 Sheshu Chandrasekar: Yeah, SQLs must have an actual one-on-one response, ideally leading to a next step scheduled, okay? So we do have next steps here.
151 00:15:30.120 ⇒ 00:15:34.470 Holly Condos: Well, so a one-on-one response means we’re engaging with the partner this week?
152 00:15:34.470 ⇒ 00:15:35.380 Sheshu Chandrasekar: Lisa.
153 00:15:35.380 ⇒ 00:15:41.860 Holly Condos: Okay, so that’s… that’s Mother Duck, that’s Omni, that’s Snowflake, that’s Contextual, that’s Talisma.
154 00:15:42.790 ⇒ 00:15:44.160 Sheshu Chandrasekar: So that’s 5 right there.
155 00:15:44.640 ⇒ 00:15:47.089 Holly Condos: Right? I mean… Yep.
156 00:15:47.670 ⇒ 00:15:48.330 Sheshu Chandrasekar: There we go.
157 00:15:48.330 ⇒ 00:15:53.389 Holly Condos: Let me go over here to… let me just look at this list.
158 00:15:54.180 ⇒ 00:15:57.559 Holly Condos: We also talked to superposition.
159 00:15:58.020 ⇒ 00:16:00.370 Sheshu Chandrasekar: Let me just add… How could Mo engage?
160 00:16:01.160 ⇒ 00:16:04.690 Sheshu Chandrasekar: So, Omni, Snowflake.
161 00:16:05.750 ⇒ 00:16:08.980 Holly Condos: Here, let me take it from the top. So, it’s Snowflake Omni.
162 00:16:09.710 ⇒ 00:16:10.360 Sheshu Chandrasekar: Okay.
163 00:16:10.360 ⇒ 00:16:15.740 Holly Condos: Mixed panel, amplitude.
164 00:16:17.730 ⇒ 00:16:22.969 Holly Condos: Well, let me see, did we talk to them this week? I think we talked to them last week. Hold on, let me just look really quick.
165 00:16:24.100 ⇒ 00:16:34.060 Holly Condos: Hugo was at his conference… yeah, that was the week before, so not amplitude, sorry. Rewind on amplitude. Contextual, we talked to you Thursday.
166 00:16:34.790 ⇒ 00:16:38.060 Holly Condos: Or Wednesday. Mother Duck we talked to Thursday.
167 00:16:39.270 ⇒ 00:16:43.949 Holly Condos: One source is still in play because we haven’t heard back on the RFP.
168 00:16:44.290 ⇒ 00:16:48.389 Holly Condos: Mo engaged, Robert, and I had a meeting on Friday.
169 00:16:49.280 ⇒ 00:16:50.350 Sheshu Chandrasekar: Mo engaged.
170 00:16:50.350 ⇒ 00:16:55.810 Holly Condos: It’s M-O, and then new word engage, or capital E, engage, but all one word.
171 00:16:56.240 ⇒ 00:16:57.010 Sheshu Chandrasekar: Gotcha.
172 00:16:57.270 ⇒ 00:17:00.719 Holly Condos: corral data, Hannah talked to them,
173 00:17:01.060 ⇒ 00:17:04.309 Holly Condos: And intro’d me earlier last week, so…
174 00:17:04.310 ⇒ 00:17:07.529 Sheshu Chandrasekar: Intro, bye. Okay.
175 00:17:07.530 ⇒ 00:17:12.149 Holly Condos: To Lisma, I met with them on Thursday in our regular sink.
176 00:17:14.400 ⇒ 00:17:20.050 Holly Condos: Superposition, Hannah and I talked to David on Friday.
177 00:17:24.599 ⇒ 00:17:27.490 Holly Condos: But… None of those.
178 00:17:29.070 ⇒ 00:17:38.299 Holly Condos: None of those conversations were about, okay, so this is deal 123, it’s for 50K, you know, we’re launching a sow.
179 00:17:38.700 ⇒ 00:17:40.419 Holly Condos: on next Monday.
180 00:17:41.280 ⇒ 00:17:48.300 Holly Condos: Just a few career. But all of those that I ticked off to you were one-on-one engagement with
181 00:17:48.540 ⇒ 00:17:49.859 Holly Condos: Next steps.
182 00:17:58.000 ⇒ 00:18:00.339 Holly Condos: I feel like I’m confusing you.
183 00:18:00.730 ⇒ 00:18:05.100 Sheshu Chandrasekar: No, I think it makes sense, but I mean, we just need to clarify with…
184 00:18:05.980 ⇒ 00:18:12.069 Sheshu Chandrasekar: Robert, I mean, I saw the video that he posted, and I watched it last week, I need to watch it again after this call, just to see…
185 00:18:13.260 ⇒ 00:18:16.560 Sheshu Chandrasekar: If the data that we input is what he’s looking for, right?
186 00:18:16.560 ⇒ 00:18:16.910 Holly Condos: Okay.
187 00:18:16.910 ⇒ 00:18:17.460 Sheshu Chandrasekar: So…
188 00:18:17.800 ⇒ 00:18:18.450 Holly Condos: Okay.
189 00:18:18.730 ⇒ 00:18:19.320 Holly Condos: Yeah.
190 00:18:19.320 ⇒ 00:18:20.169 Sheshu Chandrasekar: But I think…
191 00:18:20.350 ⇒ 00:18:28.610 Sheshu Chandrasekar: Yeah, like, we can say right here, like, deals advanced, date change, do we have anything out of those 5? Do we have anything that’s changed, or…
192 00:18:31.230 ⇒ 00:18:33.930 Holly Condos: Well, so what is the definition of change?
193 00:18:35.120 ⇒ 00:18:37.310 Holly Condos: Kind of be difficult, but…
194 00:18:39.170 ⇒ 00:18:44.980 Sheshu Chandrasekar: Yeah, I mean, no, these are great questions. I mean, I have no idea, but we can just say, like, okay, like,
195 00:18:45.260 ⇒ 00:18:49.670 Sheshu Chandrasekar: any movement in terms of, like, next steps? Like, are we getting closer to, like.
196 00:18:49.910 ⇒ 00:18:52.209 Sheshu Chandrasekar: Any clients, or something like that.
197 00:18:52.760 ⇒ 00:18:57.459 Holly Condos: Yes, okay, so on Snowflake.
198 00:18:58.410 ⇒ 00:19:00.570 Sheshu Chandrasekar: Snowflake’s a little slow.
199 00:19:01.140 ⇒ 00:19:11.170 Holly Condos: So, Snowflake, we don’t have a new client. We… we re-engaged. Maybe if I just tell you what happened, then we can decide, right?
200 00:19:11.300 ⇒ 00:19:12.150 Sheshu Chandrasekar: Yeah.
201 00:19:12.270 ⇒ 00:19:14.990 Holly Condos: Alright, so,
202 00:19:16.110 ⇒ 00:19:26.080 Holly Condos: Utam and I each reached out to reps that we have talked to in the past, just to re-engage them. Neither of them responded.
203 00:19:26.820 ⇒ 00:19:29.640 Holly Condos: We did hear from a rep
204 00:19:30.220 ⇒ 00:19:38.840 Holly Condos: On LMNT, and we’re scheduling a time with her for this week. So I guess that counts, that’s one.
205 00:19:39.420 ⇒ 00:19:39.980 Sheshu Chandrasekar: Okay.
206 00:19:39.980 ⇒ 00:19:48.819 Holly Condos: And then Haveria, I talked to about insomnia, she’s gonna get me the new rep, so I guess that’s 2, because she… there’s new action.
207 00:19:49.900 ⇒ 00:19:50.560 Sheshu Chandrasekar: Okay.
208 00:19:51.550 ⇒ 00:20:07.619 Holly Condos: And then internally, the engineering team and some of the go-to-market team are working on accreditations and certifications for the partnership, but that’s an ongoing thing that doesn’t necessarily translate into revenue. That’s just a partner requirement, right? So that probably shouldn’t go here.
209 00:20:07.950 ⇒ 00:20:08.450 Sheshu Chandrasekar: Nope.
210 00:20:08.840 ⇒ 00:20:15.700 Holly Condos: Alright, so that’s all that we… that we did on Snowflake.
211 00:20:16.630 ⇒ 00:20:23.530 Holly Condos: on Omni, So they just launched their new agent orchestrator.
212 00:20:24.500 ⇒ 00:20:34.589 Holly Condos: And we’re looking at potential use cases, and then I actually just pinged them about the events that they’re going to attend, like Google Next.
213 00:20:35.000 ⇒ 00:20:48.350 Holly Condos: And we’re trying to see if we can either join them in a presentation, or, you know, utilize the fact that they’re going to be at the event, and how we can piggyback
214 00:20:50.760 ⇒ 00:20:53.279 Holly Condos: Again, I’m not sure where that goes.
215 00:20:56.560 ⇒ 00:21:03.830 Sheshu Chandrasekar: Hmm, I don’t think that’s nec- because that hasn’t been confirmed yet, so maybe we shouldn’t…
216 00:21:03.830 ⇒ 00:21:04.160 Holly Condos: True.
217 00:21:04.160 ⇒ 00:21:08.360 Sheshu Chandrasekar: insane, yeah. Maybe once it’s confirmed and defined, yeah.
218 00:21:08.750 ⇒ 00:21:14.470 Holly Condos: Now, we do have, we’re working on an insurance demo, so Gabe…
219 00:21:15.480 ⇒ 00:21:27.829 Holly Condos: worked on it, we presented it to them, they had some comments, Luke had some comments, so that insurance demo is an asset that we want to utilize to
220 00:21:28.190 ⇒ 00:21:33.280 Holly Condos: generate opportunities, but it’s still a work in progress, so I guess that doesn’t count, because it’s not done.
221 00:21:33.280 ⇒ 00:21:35.100 Sheshu Chandrasekar: No, nope, that’s not done.
222 00:21:35.100 ⇒ 00:21:38.439 Holly Condos: And same for legal, right? That’s also in work.
223 00:21:39.400 ⇒ 00:21:47.859 Sheshu Chandrasekar: Yep, so I guess 2 is a good number, and it’s primarily driven from Omni and Snowflake at the moment, or Omni and someone else that you just mentioned.
224 00:21:48.560 ⇒ 00:21:50.030 Holly Condos: Contextual.
225 00:21:50.030 ⇒ 00:21:50.510 Sheshu Chandrasekar: contextual.
226 00:21:50.510 ⇒ 00:21:53.949 Holly Condos: I’m sorry, MixPanel. Mixed panel, we do have an event.
227 00:21:54.320 ⇒ 00:21:56.729 Holly Condos: Scheduled for February 26th.
228 00:21:58.390 ⇒ 00:22:01.559 Sheshu Chandrasekar: Gotcha, but it does sound like any new updates from last week, right?
229 00:22:04.420 ⇒ 00:22:06.219 Sheshu Chandrasekar: Did Mixpanel get finalized last week?
230 00:22:07.670 ⇒ 00:22:19.470 Holly Condos: Well, we finalized the budget, we finalized the location, we’re working on the leads list, right? I mean, there are steps along the plan, the road… the event roadmap.
231 00:22:19.830 ⇒ 00:22:26.330 Holly Condos: So, we made progress, but it’s not… It’s not happening until February.
232 00:22:27.880 ⇒ 00:22:38.229 Sheshu Chandrasekar: Gotcha. Okay, so, based on what we talked about right now, for the two deals that have been advanced, I think it’s primarily driven from Snowflake, and then…
233 00:22:38.520 ⇒ 00:22:43.629 Sheshu Chandrasekar: contextual, but because Mixpanel’s already been done… it’s a done deal, I think it’s kind of, like.
234 00:22:43.970 ⇒ 00:22:55.069 Sheshu Chandrasekar: already set in stone. I think the budget and the location are just, like, minor details. Well, I mean, really, they’re major, but in terms of the entire GTM stuff, it’s pretty minor.
235 00:22:55.710 ⇒ 00:23:00.050 Holly Condos: Did we… but did we try… or did we note that Mixpanel
236 00:23:01.580 ⇒ 00:23:04.720 Holly Condos: The event was a win anywhere?
237 00:23:04.860 ⇒ 00:23:07.460 Holly Condos: See, because I don’t think we captured it yet.
238 00:23:07.460 ⇒ 00:23:16.799 Sheshu Chandrasekar: I don’t think it’s been captured now. It’s because, you know, the event hasn’t occurred yet. I think next week for two, it’s happening, the MixedPanel event is happening on
239 00:23:17.220 ⇒ 00:23:19.470 Sheshu Chandrasekar: 6th, or… 16th?
240 00:23:19.470 ⇒ 00:23:20.670 Holly Condos: 26th, February.
241 00:23:20.670 ⇒ 00:23:29.180 Sheshu Chandrasekar: Yeah, so when it comes to column K, which is March 2nd, we would have that as a win, right? But at the moment, I don’t think it counts.
242 00:23:29.950 ⇒ 00:23:30.590 Holly Condos: Okay.
243 00:23:30.820 ⇒ 00:23:34.919 Holly Condos: Alright, and then what were you thinking for Snowflake?
244 00:23:35.220 ⇒ 00:23:38.850 Holly Condos: Oh, because of LMNT? Yeah, that’s fine. Okay, that’s good.
245 00:23:39.190 ⇒ 00:23:40.820 Sheshu Chandrasekar: So two… oh, yeah.
246 00:23:42.310 ⇒ 00:23:47.440 Sheshu Chandrasekar: Okay, so 2 is there. Okay, now meeting days and current deal stage.
247 00:23:49.340 ⇒ 00:23:52.460 Holly Condos: Median days and current deal stage for…
248 00:23:52.580 ⇒ 00:23:57.100 Holly Condos: all partner leads? Or for those two?
249 00:23:58.080 ⇒ 00:24:02.560 Sheshu Chandrasekar: Shoot, that’s a great question.
250 00:24:03.580 ⇒ 00:24:08.230 Holly Condos: Right, because if you put two in the… metric above.
251 00:24:11.040 ⇒ 00:24:17.640 Holly Condos: I mean, I guess you could take the actuals of both and get a median, I guess.
252 00:24:18.180 ⇒ 00:24:19.800 Holly Condos: If that’s what’s…
253 00:24:19.800 ⇒ 00:24:22.709 Sheshu Chandrasekar: Yeah, let’s do that, and I can decide to comment here.
254 00:24:25.540 ⇒ 00:24:28.030 Holly Condos: Okay, so Ryan said, sure.
255 00:24:29.520 ⇒ 00:24:32.540 Holly Condos: He could join… let me see…
256 00:24:32.540 ⇒ 00:24:35.269 Sheshu Chandrasekar: Did we lose any partners? I’m sorry, go ahead.
257 00:24:35.280 ⇒ 00:24:39.330 Holly Condos: to the link. Sorry, did we lose any partners?
258 00:24:39.530 ⇒ 00:24:40.340 Sheshu Chandrasekar: Yeah.
259 00:24:40.340 ⇒ 00:24:43.470 Holly Condos: Not lose, but we deprioritized, yeah.
260 00:24:45.210 ⇒ 00:24:48.139 Sheshu Chandrasekar: Okay, so we didn’t lose any.
261 00:24:48.140 ⇒ 00:24:51.609 Holly Condos: By loose, you mean they… they dumped us?
262 00:24:52.950 ⇒ 00:24:56.269 Sheshu Chandrasekar: I think we dumped them, or we’re not… or they dumped us.
263 00:24:56.270 ⇒ 00:24:57.670 Holly Condos: We’re not pursuing.
264 00:24:57.670 ⇒ 00:24:58.960 Sheshu Chandrasekar: We’re not pursuing anymore.
265 00:24:59.250 ⇒ 00:25:07.399 Holly Condos: So, we deprioritize fresh paint, Okay. That probably counts as a dump.
266 00:25:08.270 ⇒ 00:25:16.910 Holly Condos: And technically, we deprioritized superposition in Telisma, but my argument is that Telisma is
267 00:25:17.610 ⇒ 00:25:20.390 Holly Condos: Pushed out, not depri- not dumped.
268 00:25:20.660 ⇒ 00:25:27.240 Holly Condos: and superposition… I mean, Hannah and I talked to the CEO last week, so…
269 00:25:28.270 ⇒ 00:25:33.489 Holly Condos: You know, and I talked to Hannah about it, I’m like, so what is our active motion here?
270 00:25:34.610 ⇒ 00:25:35.280 Holly Condos: And…
271 00:25:35.280 ⇒ 00:25:36.250 Sheshu Chandrasekar: This is the train.
272 00:25:36.250 ⇒ 00:25:49.330 Holly Condos: it basically is just more of… I mean, we tried 3 leads with him, and they didn’t materialize, so maybe we count superposition, and I’ll just make the argument for Talisma. So put 2.
273 00:25:49.660 ⇒ 00:25:50.590 Sheshu Chandrasekar: Okay, 2?
274 00:25:50.590 ⇒ 00:25:51.150 Holly Condos: Yeah.
275 00:25:51.700 ⇒ 00:25:52.270 Sheshu Chandrasekar: Fair enough.
276 00:25:54.240 ⇒ 00:25:57.479 Holly Condos: I mean, if nothing else, this shows… there’s numbers in here, right?
277 00:25:57.920 ⇒ 00:26:01.929 Sheshu Chandrasekar: Yeah, I mean, as long as, you know, when you give your update, you’re able to…
278 00:26:01.930 ⇒ 00:26:07.090 Holly Condos: Okay, and then the new partner SQL added, let’s put Mo engaged there, that’s one.
279 00:26:10.330 ⇒ 00:26:13.950 Holly Condos: And then, partner deals, what is that, stalled?
280 00:26:14.360 ⇒ 00:26:17.740 Sheshu Chandrasekar: stalled, yeah. I think that’s, like, the remaining, right?
281 00:26:20.230 ⇒ 00:26:24.380 Holly Condos: I guess, yeah.
282 00:26:25.800 ⇒ 00:26:27.159 Sheshu Chandrasekar: Well, I wouldn’t… I don’t…
283 00:26:27.930 ⇒ 00:26:30.940 Holly Condos: Here, oh, Ryan says he doesn’t have the link.
284 00:26:31.640 ⇒ 00:26:33.920 Sheshu Chandrasekar: Okay, let me send it over.
285 00:26:33.920 ⇒ 00:26:35.880 Holly Condos: Here, let me say.
286 00:26:42.790 ⇒ 00:26:44.539 Sheshu Chandrasekar: Where is Ryan?
287 00:26:47.190 ⇒ 00:26:48.819 Holly Condos: And maybe I can sign it.
288 00:27:06.650 ⇒ 00:27:08.280 Ryan Brosas: Hey, guys.
289 00:27:08.280 ⇒ 00:27:08.930 Sheshu Chandrasekar: Hey, Ryan.
290 00:27:08.930 ⇒ 00:27:10.239 Holly Condos: Hey, how are you?
291 00:27:10.930 ⇒ 00:27:13.559 Ryan Brosas: Yeah, doing… doing fine. How about you guys?
292 00:27:14.230 ⇒ 00:27:15.060 Holly Condos: Good, thanks.
293 00:27:15.060 ⇒ 00:27:15.820 Sheshu Chandrasekar: Doing good.
294 00:27:16.360 ⇒ 00:27:17.100 Ryan Brosas: Awesome.
295 00:27:17.330 ⇒ 00:27:23.460 Ryan Brosas: Okay, so where are you at at this moment?
296 00:27:24.070 ⇒ 00:27:25.849 Sheshu Chandrasekar: We are right here.
297 00:27:28.070 ⇒ 00:27:32.360 Ryan Brosas: Partners told, Jen…
298 00:27:32.360 ⇒ 00:27:34.040 Holly Condos: What does that mean, stalled?
299 00:27:34.810 ⇒ 00:27:43.140 Ryan Brosas: Yeah, I think, this is something that we didn’t really engage of, so I’m just basing this on the change
300 00:27:43.410 ⇒ 00:27:46.830 Ryan Brosas: changes on our notes. For example, the next step
301 00:27:46.990 ⇒ 00:27:56.590 Ryan Brosas: two, or next step notes, that’s where I base on doing, putting on the deal state, if there are more than, like.
302 00:27:56.860 ⇒ 00:27:58.950 Ryan Brosas: 5 or 7 days.
303 00:27:59.160 ⇒ 00:28:14.000 Ryan Brosas: I put them, on that, bucket. But, yeah, I think you can test, base it on my metrics as well. For example, I already put my,
304 00:28:14.440 ⇒ 00:28:16.949 Ryan Brosas: my… I want to call this…
305 00:28:18.090 ⇒ 00:28:21.590 Ryan Brosas: my side on these metrics on WBR.
306 00:28:21.920 ⇒ 00:28:31.029 Ryan Brosas: And also, like, the median days in current deal stage. I think you could just copy, what I’m putting, or make a…
307 00:28:31.720 ⇒ 00:28:33.449 Ryan Brosas: formula that will…
308 00:28:34.100 ⇒ 00:28:41.839 Ryan Brosas: put whatever I put on the… on the… what do you call this? The… the sales pipeline? Or… or…
309 00:28:42.050 ⇒ 00:28:45.550 Ryan Brosas: The overall, sales deal.
310 00:28:50.610 ⇒ 00:28:55.049 Ryan Brosas: And, yeah, I already… so, we already did…
311 00:28:55.210 ⇒ 00:29:02.200 Ryan Brosas: Well, I already installed, like, an MCP for us to make this much more easier.
312 00:29:03.150 ⇒ 00:29:08.690 Ryan Brosas: I will push that out later today on GitHub.
313 00:29:08.980 ⇒ 00:29:16.509 Ryan Brosas: So, and anyone can, interact with the… with our, HubSpot teeth as well.
314 00:29:17.340 ⇒ 00:29:23.250 Sheshu Chandrasekar: Nice, okay. Well, for right now, can we just fill this out? Like, can you help us fill this out right now?
315 00:29:23.880 ⇒ 00:29:30.720 Ryan Brosas: Sure, sure, sure. As, for the median days, I think we all… we have, like, 15
316 00:29:31.660 ⇒ 00:29:38.720 Ryan Brosas: We increased this, we got increased that by 5 days, so… yeah, 15 for that.
317 00:29:40.460 ⇒ 00:29:42.150 Sheshu Chandrasekar: Okay, so 15 days…
318 00:29:43.570 ⇒ 00:29:44.080 Ryan Brosas: Yeah.
319 00:29:44.210 ⇒ 00:29:46.199 Ryan Brosas: Mmm, yeah, that’s correct.
320 00:29:46.400 ⇒ 00:29:51.810 Ryan Brosas: Then, how many partners did we add last week?
321 00:29:51.810 ⇒ 00:29:54.170 Sheshu Chandrasekar: How many deals have been stalled so far?
322 00:29:55.260 ⇒ 00:29:58.450 Ryan Brosas: So, the… the currents…
323 00:29:58.980 ⇒ 00:30:05.380 Ryan Brosas: Stalled deals is 3 from 5, because we got… we lost, like, 3 leads from last week.
324 00:30:05.700 ⇒ 00:30:08.230 Ryan Brosas: So.
325 00:30:08.690 ⇒ 00:30:09.770 Holly Condos: For partners?
326 00:30:10.380 ⇒ 00:30:16.060 Ryan Brosas: No, overall deals, yeah, I think we… we lost, like, John Booz.
327 00:30:16.400 ⇒ 00:30:17.510 Ryan Brosas: I think that is a.
328 00:30:17.510 ⇒ 00:30:20.580 Holly Condos: Oh, okay. Yeah, okay, John Boost, that makes sense.
329 00:30:21.110 ⇒ 00:30:24.060 Ryan Brosas: And then, let me check on my…
330 00:30:24.310 ⇒ 00:30:29.190 Holly Condos: But how would she shoot… how would we have known that, Ryan, by looking at HubSpot?
331 00:30:30.150 ⇒ 00:30:35.630 Ryan Brosas: Well, on the in progress, well, I…
332 00:30:36.260 ⇒ 00:30:40.079 Ryan Brosas: If something is missing from the previous one.
333 00:30:40.900 ⇒ 00:30:45.099 Ryan Brosas: Yeah, this is kind of, like, really hard to get on…
334 00:30:45.490 ⇒ 00:30:53.149 Ryan Brosas: on HubSpot, because there’s, like, no certain dashboard that is set for this specific usage.
335 00:30:54.120 ⇒ 00:31:02.560 Ryan Brosas: But, yeah, that’s why we, Utam is, like, installing, like, MCP, so we can get that data as well.
336 00:31:03.250 ⇒ 00:31:10.789 Ryan Brosas: Yeah, I think, definitely I will… I would prefer, or, like, like.
337 00:31:12.120 ⇒ 00:31:20.999 Ryan Brosas: suggest to use the MCP as well, because, I all get all the necessary stuff for my stuff, or my side of…
338 00:31:21.160 ⇒ 00:31:23.649 Ryan Brosas: WBR, really quickly.
339 00:31:25.300 ⇒ 00:31:32.220 Ryan Brosas: Yeah, I will push that out, after… Like… mid…
340 00:31:32.870 ⇒ 00:31:35.430 Ryan Brosas: I’m not sure when, but,
341 00:31:35.680 ⇒ 00:31:37.739 Ryan Brosas: I will push that as soon as possible.
342 00:31:38.260 ⇒ 00:31:48.950 Ryan Brosas: For… Do you have any other question, like, for example, how loss…
343 00:31:49.130 ⇒ 00:31:54.149 Ryan Brosas: deals are… were moving, because that is moving to Circleback.
344 00:31:54.680 ⇒ 00:32:01.130 Ryan Brosas: So, we just moved those lost deals to Circlebox so we can, you know,
345 00:32:01.910 ⇒ 00:32:05.320 Ryan Brosas: Just follow up or re-interact with the leads.
346 00:32:09.810 ⇒ 00:32:13.360 Ryan Brosas: Okay, so, sorry, can you repeat that one more time? So this data right here…
347 00:32:13.360 ⇒ 00:32:14.680 Sheshu Chandrasekar: It’s pretty accurate.
348 00:32:15.240 ⇒ 00:32:15.760 Ryan Brosas: Yeah.
349 00:32:16.140 ⇒ 00:32:19.300 Ryan Brosas: So, we lost, like.
350 00:32:19.920 ⇒ 00:32:26.179 Ryan Brosas: To partner deals, I guess? That is… does it okay?
351 00:32:27.680 ⇒ 00:32:28.900 Ryan Brosas: Add this.
352 00:32:31.200 ⇒ 00:32:33.930 Ryan Brosas: Let me check…
353 00:32:38.930 ⇒ 00:32:44.590 Ryan Brosas: And we got, like, Ilmur in Teleos… Last week…
354 00:32:45.280 ⇒ 00:32:51.390 Ryan Brosas: advanced, this is advanced. So, Intoleus is a partner, do you write?
355 00:32:53.080 ⇒ 00:32:54.350 Ryan Brosas: So, that’s…
356 00:32:54.350 ⇒ 00:32:57.149 Sheshu Chandrasekar: I thought they were just a lead. Are they a partner?
357 00:32:57.350 ⇒ 00:32:58.319 Holly Condos: They’re a lead.
358 00:32:58.740 ⇒ 00:32:59.849 Ryan Brosas: There are leads.
359 00:33:00.230 ⇒ 00:33:03.380 Ryan Brosas: But Intel is a partner preferred, right?
360 00:33:06.150 ⇒ 00:33:08.400 Sheshu Chandrasekar: Gotcha. I have no idea.
361 00:33:08.400 ⇒ 00:33:11.510 Holly Condos: I’m actually negotiating their MSA. Oh, okay.
362 00:33:12.210 ⇒ 00:33:19.429 Ryan Brosas: Okay, so, this is a partner lead, so yeah, I think you can… Add that to…
363 00:33:19.930 ⇒ 00:33:25.990 Sheshu Chandrasekar: new partner SQL’ pipeline added. So right here, we can say… what’s the amount that we can say here?
364 00:33:26.810 ⇒ 00:33:40.140 Ryan Brosas: so, the first one, this is times to the 5, so 30K times 5… would be…
365 00:33:40.890 ⇒ 00:33:43.060 Sheshu Chandrasekar: That’s 150, so… like, right here?
366 00:33:43.060 ⇒ 00:33:54.410 Ryan Brosas: 150K, yeah. 150K on the top, then. For the new partner sequel added is… 30K only.
367 00:33:56.720 ⇒ 00:33:59.549 Sheshu Chandrasekar: How do you… how’d you come up with that number, is my question.
368 00:33:59.860 ⇒ 00:34:05.200 Ryan Brosas: This is based on the new partnership SQL added.
369 00:34:06.560 ⇒ 00:34:07.470 Sheshu Chandrasekar: Okay.
370 00:34:08.739 ⇒ 00:34:16.319 Ryan Brosas: Then, the total value is based on the… Total of that.
371 00:34:17.840 ⇒ 00:34:24.199 Sheshu Chandrasekar: Okay, so right here… This is new partner SQL pipeline added, so I just added 150K here.
372 00:34:25.510 ⇒ 00:34:28.649 Ryan Brosas: I think you can just drag it, I think I already set that up.
373 00:34:32.540 ⇒ 00:34:35.810 Sheshu Chandrasekar: Okay… Let’s see… there we go.
374 00:34:35.810 ⇒ 00:34:36.850 Ryan Brosas: It’s already set.
375 00:34:37.489 ⇒ 00:34:42.729 Sheshu Chandrasekar: Okay, but the number just went down, so now I’m like, okay, that doesn’t look great.
376 00:34:43.420 ⇒ 00:34:45.960 Ryan Brosas: Yeah, that’s…
377 00:34:47.300 ⇒ 00:34:48.300 Sheshu Chandrasekar: That’s no good.
378 00:34:50.250 ⇒ 00:34:55.960 Ryan Brosas: But yeah, you can just state that, you know, there’s, like.
379 00:34:56.770 ⇒ 00:35:06.699 Sheshu Chandrasekar: Okay, so right here, right, like, if we go to G78, target active SQL pipeline value, so what does it say here? It says total pipeline value of active SQLs in HubSpot.
380 00:35:07.200 ⇒ 00:35:09.569 Sheshu Chandrasekar: This is the total estimated deal value.
381 00:35:09.880 ⇒ 00:35:10.720 Sheshu Chandrasekar: I can build it.
382 00:35:11.250 ⇒ 00:35:12.040 Ryan Brosas: Yeah.
383 00:35:12.040 ⇒ 00:35:15.049 Sheshu Chandrasekar: Okay, so these numbers make sense here.
384 00:35:16.730 ⇒ 00:35:17.720 Ryan Brosas: Because…
385 00:35:17.820 ⇒ 00:35:23.649 Ryan Brosas: That is the, that is the lead that, we added within this week, or last week.
386 00:35:24.460 ⇒ 00:35:26.070 Ryan Brosas: It’s only one.
387 00:35:28.210 ⇒ 00:35:28.880 Ryan Brosas: Right?
388 00:35:30.450 ⇒ 00:35:31.360 Sheshu Chandrasekar: Yeah.
389 00:35:32.050 ⇒ 00:35:33.470 Sheshu Chandrasekar: Or we added 2.
390 00:35:34.130 ⇒ 00:35:37.120 Sheshu Chandrasekar: Oh, no, you’re right, you’re right, we only added one right here. Okay.
391 00:35:38.660 ⇒ 00:35:42.910 Sheshu Chandrasekar: I’m so… I’m a little confused here. So, HubSpot, it says right here that…
392 00:35:43.320 ⇒ 00:35:50.400 Sheshu Chandrasekar: we deprioritize fresh paint, right? But it looks like from… January 19th.
393 00:35:52.060 ⇒ 00:35:54.829 Sheshu Chandrasekar: we have something going on here. So how do…
394 00:35:54.830 ⇒ 00:35:55.480 Holly Condos: Yum.
395 00:35:56.010 ⇒ 00:36:01.259 Ryan Brosas: So, Fresh Paint… is fresh paint, does, like.
396 00:36:01.580 ⇒ 00:36:12.430 Ryan Brosas: referred something, because if FreshBrite, did referred, we can add that lead to the sales pipeline, but if it’s, an event.
397 00:36:12.870 ⇒ 00:36:17.990 Ryan Brosas: I’m not sure if that is related to the WBR.
398 00:36:23.070 ⇒ 00:36:28.670 Holly Condos: I… I don’t know if they… maybe they referred something before I came?
399 00:36:28.880 ⇒ 00:36:33.800 Holly Condos: But I… I… reestablish contact
400 00:36:33.940 ⇒ 00:36:40.139 Holly Condos: in December, and then I met with him again last month, but he’s gone quiet, so…
401 00:36:41.400 ⇒ 00:36:43.980 Holly Condos: I don’t think there’s any leads this year.
402 00:36:44.570 ⇒ 00:36:45.430 Ryan Brosas: Oh, okay.
403 00:36:45.760 ⇒ 00:36:49.629 Ryan Brosas: So that’s, makes sense on this.
404 00:36:51.460 ⇒ 00:36:58.179 Ryan Brosas: Yeah, any other on the prioritized freshman decision point needed?
405 00:36:58.290 ⇒ 00:36:59.420 Ryan Brosas: Talism.
406 00:37:03.330 ⇒ 00:37:12.510 Ryan Brosas: So… Yeah, I think this, Target Actives partner is pretty much, this is, like, a partner, like.
407 00:37:12.740 ⇒ 00:37:16.470 Ryan Brosas: If they refer something, I’m not sure if…
408 00:37:17.130 ⇒ 00:37:25.600 Ryan Brosas: Like, event and such, or partnership, like, content is, related to this, but…
409 00:37:26.090 ⇒ 00:37:30.820 Ryan Brosas: That this is much more on, related to sales.
410 00:37:31.070 ⇒ 00:37:38.560 Ryan Brosas: But if you want to add, like, specific metrics for the partner stack, Like,
411 00:37:38.720 ⇒ 00:37:46.770 Ryan Brosas: for example, like, Omni, I think the, or the, you know, engaging with us, like, they, you know, sponsored
412 00:37:46.990 ⇒ 00:37:51.519 Ryan Brosas: our post, like, they posted one of our, Otom’s posts last week.
413 00:37:52.130 ⇒ 00:37:56.959 Ryan Brosas: I think you can… you can add those as well, or add,
414 00:37:57.570 ⇒ 00:38:01.650 Ryan Brosas: like, ask, Robert to add that in partnership.
415 00:38:01.840 ⇒ 00:38:04.910 Ryan Brosas: requirement or something. But yeah,
416 00:38:05.820 ⇒ 00:38:11.260 Ryan Brosas: you can ask Robert for other metrics that you could add
417 00:38:11.430 ⇒ 00:38:15.280 Ryan Brosas: For partners, if that is what you’re looking at.
418 00:38:16.470 ⇒ 00:38:22.069 Sheshu Chandrasekar: Yeah, I’m only looking at… Yeah, I’m only looking at D’s right now.
419 00:38:22.250 ⇒ 00:38:25.650 Sheshu Chandrasekar: Like, right here, and then…
420 00:38:26.530 ⇒ 00:38:32.370 Sheshu Chandrasekar: right here. That’s, like, my biggest priority, but we can definitely bring it up with Hannah,
421 00:38:32.810 ⇒ 00:38:37.719 Sheshu Chandrasekar: Or even Luke on that… on that matter of fact, because that’s a great point. Like, if…
422 00:38:37.970 ⇒ 00:38:45.780 Sheshu Chandrasekar: our partners are boosting us, and we should be able to track that. But at the moment, I’m not sure where that’ll fit in, because ultimately.
423 00:38:47.430 ⇒ 00:38:51.039 Sheshu Chandrasekar: We’re trying to figure out if any of the partnerships helps us move
424 00:38:51.440 ⇒ 00:38:55.209 Sheshu Chandrasekar: the revenue number a little bit, right? So that’s kind of…
425 00:38:56.550 ⇒ 00:38:59.750 Sheshu Chandrasekar: My biggest priority, like, how we’re tracking that, how we can…
426 00:39:00.160 ⇒ 00:39:02.840 Sheshu Chandrasekar: Figure out what decision points to make, stuff like that.
427 00:39:03.820 ⇒ 00:39:19.780 Ryan Brosas: Yeah, basically, where I get that is from the sales channel, so if they referred something, Utam or Robert will tell me that this is a, like, a referral source lead.
428 00:39:20.450 ⇒ 00:39:29.310 Ryan Brosas: But… Yeah, I’m also, like, basing on that, so…
429 00:39:29.590 ⇒ 00:39:35.399 Ryan Brosas: I don’t really… we don’t have, like, a visual when they are speaking on, for example, Slack.
430 00:39:36.150 ⇒ 00:39:46.559 Ryan Brosas: But when they moved to, like, email, I think I have, like, visual on that, and I just put all the notes on the leads, or the deals.
431 00:39:48.110 ⇒ 00:40:05.479 Ryan Brosas: And that is where I manually track them out. And I think, the MCP would be really, really helpful for me, because, you know, I can ask, what, stages, what deals have moved within this week. So, yeah, I’m really excited.
432 00:40:05.480 ⇒ 00:40:06.160 Sheshu Chandrasekar: Yeah, so…
433 00:40:06.160 ⇒ 00:40:07.149 Ryan Brosas: dead.
434 00:40:07.590 ⇒ 00:40:16.259 Sheshu Chandrasekar: Yeah, no, that sounds… that sounds super exciting, but quick question there, like, how… your MCP, where does that data get pulled from? Is it from Slack, or is it from HubSpot?
435 00:40:16.690 ⇒ 00:40:17.470 Ryan Brosas: HubSpot.
436 00:40:18.320 ⇒ 00:40:25.100 Sheshu Chandrasekar: Okay, so it sounds like you’re kind of taking care of the HubSpot hygiene as well, right? Like, you’re making sure the data’s correct and everything?
437 00:40:25.670 ⇒ 00:40:33.559 Ryan Brosas: Yeah, that’s, I’m just basing on the progress, or the notes, or the
438 00:40:33.690 ⇒ 00:40:45.279 Ryan Brosas: well, the announcement of, like, Utam and Robert, and also, like, basing it also on, their interaction on emails. I’m not sure how we can put
439 00:40:45.410 ⇒ 00:40:49.040 Ryan Brosas: Well, I can put their… their email on…
440 00:40:49.350 ⇒ 00:40:53.589 Ryan Brosas: on HubSpot, so, just to make it, like, an inbox or something.
441 00:40:54.030 ⇒ 00:41:03.809 Ryan Brosas: So, it can put all this necessary stuff on HubSpot, so it can have, like, a certain context of, what
442 00:41:03.980 ⇒ 00:41:09.390 Ryan Brosas: being moved, what, what, partners are being…
443 00:41:09.530 ⇒ 00:41:17.050 Ryan Brosas: active on HubSpot, because right now, that is not, Like, accurately track
444 00:41:17.170 ⇒ 00:41:24.490 Ryan Brosas: on… on HubSpot, because, you know, there’s, like, certain movement that I am not aware of.
445 00:41:25.110 ⇒ 00:41:25.950 Sheshu Chandrasekar: Right.
446 00:41:26.280 ⇒ 00:41:28.120 Ryan Brosas: But, yeah.
447 00:41:28.120 ⇒ 00:41:35.069 Sheshu Chandrasekar: The certain movements you’re not aware of is things that comes from Slack, I’m guessing, and that needs to be put into HubSpot. Got it.
448 00:41:35.070 ⇒ 00:41:36.170 Ryan Brosas: Yeah.
449 00:41:37.360 ⇒ 00:41:44.040 Sheshu Chandrasekar: Okay, yeah, I think we’re good for now, for this meeting.
450 00:41:44.890 ⇒ 00:41:49.740 Sheshu Chandrasekar: Obviously, this number right here, it’s gonna catch Robert’s attention.
451 00:41:50.570 ⇒ 00:41:56.040 Sheshu Chandrasekar: So we need to figure out… like…
452 00:41:56.740 ⇒ 00:41:59.949 Sheshu Chandrasekar: How to best, like, you know, make sure that, you know,
453 00:42:00.530 ⇒ 00:42:02.750 Sheshu Chandrasekar: It doesn’t become a concern of any sort.
454 00:42:04.580 ⇒ 00:42:11.229 Sheshu Chandrasekar: So, Holly, is there any other things that you need from me right now? Like, this spreadsheet’s been updated,
455 00:42:11.860 ⇒ 00:42:20.790 Sheshu Chandrasekar: still a little confused on the numbers coming in, but if this MCP that Ryan’s implementing will help us out with… helps us out with this next week, then…
456 00:42:21.680 ⇒ 00:42:24.169 Sheshu Chandrasekar: That’s great. But until then.
457 00:42:24.450 ⇒ 00:42:26.369 Sheshu Chandrasekar: I’m gonna have to look into Robert’s video and…
458 00:42:26.370 ⇒ 00:42:31.190 Holly Condos: I think that I’m just gonna be falling out of this, basically, so…
459 00:42:31.530 ⇒ 00:42:34.220 Holly Condos: You guys are gonna be taking it from here, I think.
460 00:42:38.310 ⇒ 00:42:42.190 Sheshu Chandrasekar: Yeah, that makes sense. Cool, so…
461 00:42:42.190 ⇒ 00:42:46.310 Holly Condos: I did just get a note from the OneSource lady, so…
462 00:42:46.630 ⇒ 00:42:49.560 Ryan Brosas: The award is expected by the end of the month.
463 00:42:50.470 ⇒ 00:42:50.880 Sheshu Chandrasekar: Oh.
464 00:42:50.880 ⇒ 00:42:52.439 Ryan Brosas: Yeah, nice.
465 00:42:52.870 ⇒ 00:42:56.360 Ryan Brosas: I can update that, so…
466 00:42:56.710 ⇒ 00:42:58.529 Ryan Brosas: There’s, like, a movement on that.
467 00:43:01.730 ⇒ 00:43:05.170 Sheshu Chandrasekar: Hey, Ryan, can you just double-check if my numbers are correct here?
468 00:43:06.630 ⇒ 00:43:07.489 Ryan Brosas: Sure, sure, sure.
469 00:43:10.690 ⇒ 00:43:18.020 Sheshu Chandrasekar: So, like, I even added comments in each of the fields that I’ve inputted, so… to help you paint additional context here.
470 00:45:36.240 ⇒ 00:45:39.659 Sheshu Chandrasekar: Okay, sweet. If, Ryan, can you… if you can just post a message…
471 00:45:39.990 ⇒ 00:45:47.819 Sheshu Chandrasekar: saying, like, the numbers look good, it’s finalized, and we’re good for the meeting, that’d be extremely helpful. I think I’m getting pinged on different things right now.
472 00:45:48.470 ⇒ 00:45:49.640 Sheshu Chandrasekar: Yeah, sure, sure, sure.
473 00:45:50.590 ⇒ 00:45:51.779 Ryan Brosas: Oh, yeah, I…
474 00:45:52.090 ⇒ 00:45:54.550 Holly Condos: Yeah, I think I’m good. Good luck.
475 00:45:55.160 ⇒ 00:45:56.320 Sheshu Chandrasekar: Awesome, thank you.
476 00:45:56.670 ⇒ 00:45:57.969 Sheshu Chandrasekar: Sorry, Ryan, you were saying?
477 00:45:58.290 ⇒ 00:46:07.259 Ryan Brosas: I can, message you guys back, when, just confirming all the numbers is correct. Yeah, I can definitely do that.
478 00:46:08.230 ⇒ 00:46:08.990 Sheshu Chandrasekar: Okay.
479 00:46:09.420 ⇒ 00:46:12.590 Sheshu Chandrasekar: Sounds good. Alright, thanks, Ryan. Thanks, Holly. Yeah. Talk to you soon.