Meeting Title: GTM Planning + Kickoff Date: 2026-02-09 Meeting participants: Luke Scorziell, Rico Rejoso, Ryan Brosas, Hannah Wang, Robert Tseng
WEBVTT
1 00:01:19.270 ⇒ 00:01:20.360 Luke Scorziell: Hey, Rico.
2 00:01:22.670 ⇒ 00:01:23.380 Rico Rejoso: Hey, Luke.
3 00:01:23.630 ⇒ 00:01:24.450 Rico Rejoso: How are you?
4 00:01:25.090 ⇒ 00:01:26.289 Luke Scorziell: Good, how are you doing?
5 00:01:26.840 ⇒ 00:01:29.900 Rico Rejoso: Good, good. Just got off the meeting.
6 00:01:30.180 ⇒ 00:01:32.489 Rico Rejoso: I think Robert’s still in a sales call.
7 00:01:33.330 ⇒ 00:01:34.080 Luke Scorziell: Whoa.
8 00:01:34.970 ⇒ 00:01:36.450 Luke Scorziell: What was the Omni meeting?
9 00:01:37.430 ⇒ 00:01:41.819 Rico Rejoso: Oh, no, no, it’s just a recruitment, meeting in regards to our process.
10 00:01:41.990 ⇒ 00:01:42.950 Luke Scorziell: Oh, okay.
11 00:01:44.890 ⇒ 00:01:45.470 Luke Scorziell: Oh.
12 00:01:50.620 ⇒ 00:01:52.110 Luke Scorziell: Hey Ryan, how’s it going?
13 00:01:56.650 ⇒ 00:02:05.339 Ryan Brosas: Yeah, right now, I’m doing engagement, and then I’ll do some…
14 00:02:05.720 ⇒ 00:02:12.430 Ryan Brosas: revision, not revision, but, fixing our CTA, happened.
15 00:02:12.890 ⇒ 00:02:23.860 Ryan Brosas: But yeah, on the design part, I think we are good to go, so, I just need to, like, know how to…
16 00:02:24.780 ⇒ 00:02:29.799 Ryan Brosas: Make it much more better for the design team to, you know.
17 00:02:29.910 ⇒ 00:02:34.650 Ryan Brosas: to hand that over, because, as Hannah said, it’s… Confusing.
18 00:02:35.220 ⇒ 00:02:42.630 Ryan Brosas: So yeah, wine, it’s really, good day. Really productive.
19 00:02:45.860 ⇒ 00:02:46.680 Luke Scorziell: Nice.
20 00:02:48.970 ⇒ 00:02:53.909 Luke Scorziell: Yeah, it’s just confusing between the notion and linear and ordinal.
21 00:02:56.460 ⇒ 00:02:57.490 Ryan Brosas: Yeah.
22 00:02:58.590 ⇒ 00:02:59.290 Luke Scorziell: Sigma.
23 00:03:00.390 ⇒ 00:03:04.139 Ryan Brosas: Yeah, picking a lot of stuff, too.
24 00:03:05.590 ⇒ 00:03:12.769 Luke Scorziell: Yeah, well, we’ll continue to troubleshoot as we go. I think it’s just getting a process down that works for us, so…
25 00:03:14.580 ⇒ 00:03:15.730 Luke Scorziell: Okay.
26 00:03:15.730 ⇒ 00:03:16.660 Robert Tseng: Hey, everyone.
27 00:03:23.270 ⇒ 00:03:28.800 Robert Tseng: Thanks for the flexibility. We were just needing to reschedule some calls.
28 00:03:30.400 ⇒ 00:03:35.060 Robert Tseng: Issues not joining? Is he fill in his stuff?
29 00:03:35.980 ⇒ 00:03:40.240 Robert Tseng: And… Did. Okay, great. So I’ll do this.
30 00:03:41.180 ⇒ 00:03:47.970 Robert Tseng: Oh, wow. What a… what a day. I didn’t end up doing…
31 00:03:48.770 ⇒ 00:03:50.470 Robert Tseng: I didn’t end up changing this.
32 00:03:50.700 ⇒ 00:03:52.700 Robert Tseng: Agenda. Okay.
33 00:03:58.740 ⇒ 00:03:59.959 Robert Tseng: Oh, weird…
34 00:04:06.310 ⇒ 00:04:09.290 Robert Tseng: Okay, I think that should be… Fine.
35 00:04:29.530 ⇒ 00:04:34.819 Robert Tseng: Okay, so, yeah, I think just to kind of kick things off,
36 00:04:35.360 ⇒ 00:04:45.060 Robert Tseng: Yeah, overall, yeah, good job, team, towards the end of the week. I know we’ve kind of, picked things… picked up some momentum. Yeah, I think I was telling Luke.
37 00:04:45.420 ⇒ 00:04:51.560 Robert Tseng: I’m glad that, yeah, the content, the pushing on the content kind of accelerated.
38 00:04:52.170 ⇒ 00:04:54.209 Robert Tseng: faster than expected. We went from
39 00:04:54.450 ⇒ 00:04:58.649 Robert Tseng: about, like, 3 posts a week to now pretty much 2 posts a day.
40 00:04:59.310 ⇒ 00:05:02.260 Robert Tseng: pretty, pretty quickly, so I think that’s… that’s been great.
41 00:05:02.600 ⇒ 00:05:09.129 Robert Tseng: I think pipeline is also looking better, and we’ll… hopefully, we’ll take a look at the actuals and kind of
42 00:05:09.820 ⇒ 00:05:11.619 Robert Tseng: Made some observations together.
43 00:05:12.050 ⇒ 00:05:14.669 Robert Tseng: And then, yeah, I think, like.
44 00:05:15.550 ⇒ 00:05:22.650 Robert Tseng: Obviously, things continue to change, but I think people are feeling more, settled into
45 00:05:25.100 ⇒ 00:05:44.080 Robert Tseng: kind of their… their responsibilities, like, it feels like the team is able to work more cohesively together. So, I think there were a couple times where I saw, like, Luke asking a question in a thread, and then Hannah jumped in, gave some context, and then, you know, and then… and then Ryan kind of jumped in and filled it in, and it was, like, a great kind of end-to-end
46 00:05:44.610 ⇒ 00:05:47.560 Robert Tseng: Question to answer to solution without, like.
47 00:05:47.730 ⇒ 00:05:53.119 Robert Tseng: you know, UTA MRI being a blocker for that at all. So, yeah, definitely…
48 00:05:53.400 ⇒ 00:06:00.639 Robert Tseng: I think those are good signals that we’re… Coming together more cohesively.
49 00:06:03.690 ⇒ 00:06:16.829 Robert Tseng: Yeah, so I think that’s… that’s kind of how I’m feeling optimistic heading into… into this week. I guess maybe we could… if people… anybody else wants to kind of share something that they’re…
50 00:06:17.550 ⇒ 00:06:23.419 Robert Tseng: looking forward to, this week. I think maybe we can start with that,
51 00:06:24.860 ⇒ 00:06:27.800 Robert Tseng: And before we move into the actual WBR.
52 00:06:33.650 ⇒ 00:06:39.750 Hannah Wang: I think… Yeah, we’re finally getting traction for…
53 00:06:39.940 ⇒ 00:06:44.019 Hannah Wang: Like, engagement was just cool, just seeing, like…
54 00:06:44.380 ⇒ 00:06:52.250 Hannah Wang: the numbers and everything, even if they’re not, like, super accurate right now, but I know we’re working a lot with the AI team.
55 00:06:52.390 ⇒ 00:06:57.070 Hannah Wang: and UTAM to kind of build out stuff on the platform, like gating and…
56 00:06:57.280 ⇒ 00:07:01.340 Hannah Wang: Tracking stuff, so… yeah, hopefully…
57 00:07:02.140 ⇒ 00:07:12.070 Hannah Wang: That’ll get wrapped up. At least the MVPs this week, and then we can continue to refine later, but…
58 00:07:12.410 ⇒ 00:07:22.700 Hannah Wang: it’s cool, like, seeing kind of everything come together. I just saw, like, Mustafa’s message about how gating is available now on our…
59 00:07:23.030 ⇒ 00:07:28.489 Hannah Wang: Platform, which is cool, and hopefully we can see.
60 00:07:29.210 ⇒ 00:07:30.940 Hannah Wang: Yeah, just more people.
61 00:07:31.490 ⇒ 00:07:38.939 Hannah Wang: clicking into our stuff and actually knowing who they are, and hopefully they’re not just Brainforge team members, so…
62 00:07:40.240 ⇒ 00:07:41.890 Hannah Wang: Yeah, that’s cool.
63 00:07:42.770 ⇒ 00:07:45.629 Luke Scorziell: They’re all gated that I had to put in my email.
64 00:07:45.820 ⇒ 00:07:47.390 Luke Scorziell: To access one of them.
65 00:07:47.390 ⇒ 00:08:01.260 Hannah Wang: Yeah, yeah, I saw your… I saw your comment. I have a similar thing about, like, the… our IP addresses and tracking. Like, the platform is still tracking, like, my… not my hits, mine… mine are blacklisted, but…
66 00:08:01.380 ⇒ 00:08:02.840 Hannah Wang: Anyway, yeah.
67 00:08:02.840 ⇒ 00:08:03.490 Luke Scorziell: Yeah, yeah.
68 00:08:03.490 ⇒ 00:08:06.229 Hannah Wang: to refine that more, fine-tune it.
69 00:08:06.590 ⇒ 00:08:07.760 Hannah Wang: Later.
70 00:08:10.600 ⇒ 00:08:18.369 Luke Scorziell: Yeah, I feel excited about the Mixpanel post on Thursday, and just, like, Greg.
71 00:08:18.550 ⇒ 00:08:23.840 Luke Scorziell: Hannah, Ryan, and I met this morning for a few minutes, and just, I think, getting to see, like.
72 00:08:24.810 ⇒ 00:08:26.749 Luke Scorziell: He’s, like, really excited about.
73 00:08:26.960 ⇒ 00:08:31.349 Luke Scorziell: doing content with us, and so I’m… I’m like, okay, like…
74 00:08:31.700 ⇒ 00:08:43.330 Luke Scorziell: Maybe Greg can be our, like, podcast guy or something. Yeah. And so… so yeah, I’m excited about that, and then I think, yeah, I just want to, like, give kudos to…
75 00:08:43.830 ⇒ 00:08:48.890 Luke Scorziell: Ryan and Hannah for… Bearing with me last week as we…
76 00:08:49.700 ⇒ 00:08:52.859 Luke Scorziell: Pretty much just turned, like, the fire hose on.
77 00:08:53.160 ⇒ 00:08:57.610 Luke Scorziell: So… Like, yeah, I know it’s been kind of a…
78 00:08:57.860 ⇒ 00:09:02.370 Luke Scorziell: shift of, like, systems and trying to think of how we do it and whatnot, so I just…
79 00:09:02.580 ⇒ 00:09:08.610 Luke Scorziell: Yeah, I’m grateful to… Both of you for helping, me in that, and then also just for…
80 00:09:08.850 ⇒ 00:09:09.820 Luke Scorziell: We’re like…
81 00:09:10.550 ⇒ 00:09:16.190 Luke Scorziell: I don’t know, I know it’s kind of confusing with the four different ways that we theoretically could
82 00:09:17.340 ⇒ 00:09:22.779 Luke Scorziell: like, edit our posts, so I think we’ll… we’ll refine a process and get to the point where
83 00:09:22.990 ⇒ 00:09:24.170 Luke Scorziell: That’s pretty smooth.
84 00:09:24.830 ⇒ 00:09:28.109 Luke Scorziell: But… Yeah. So I just wanted to express that.
85 00:09:28.370 ⇒ 00:09:29.090 Robert Tseng: Nice.
86 00:09:30.970 ⇒ 00:09:39.590 Ryan Brosas: Yeah, for me, it’s… well, it’s pretty much content, well, you turned on, again, content, and I have, like.
87 00:09:39.920 ⇒ 00:09:41.350 Ryan Brosas: like.
88 00:09:41.460 ⇒ 00:09:55.710 Ryan Brosas: full… I’m not sure, but, full ownership of the creativity of what we are going to post. Like, for example, right now, for example, last… well, last Saturday, I tried to demo what… how I do…
89 00:09:55.880 ⇒ 00:10:06.020 Ryan Brosas: HubSpot MCP, and I will be editing that to, like, cover some token, like, API, then I’ll just shit that on…
90 00:10:06.140 ⇒ 00:10:20.160 Ryan Brosas: Putam side. Also, like, some ideas for AI… for the AI side also to, to ship that to both of you. So, really excited to do that.
91 00:10:20.440 ⇒ 00:10:25.510 Ryan Brosas: Because, I think that is something more people is interested at
92 00:10:25.710 ⇒ 00:10:34.669 Ryan Brosas: And, yeah, really excited to the outcome that we’re going to have on the content side.
93 00:10:39.380 ⇒ 00:10:45.609 Robert Tseng: Yeah, I mean, you can keep going. I was just trying to pull up the analytics here. I think things have been going.
94 00:10:46.540 ⇒ 00:10:48.690 Robert Tseng: Well.
95 00:10:52.080 ⇒ 00:10:52.740 Luke Scorziell: Nice.
96 00:10:54.030 ⇒ 00:10:59.370 Robert Tseng: Well, yeah, I mean, I guess when I was trying to look at this earlier, upper test.
97 00:11:00.210 ⇒ 00:11:01.610 Robert Tseng: Funny old.
98 00:11:02.270 ⇒ 00:11:04.179 Robert Tseng: Nice. Yeah, I mean…
99 00:11:04.430 ⇒ 00:11:11.939 Robert Tseng: we’re just… we’re steady… steadily climbing. This is mine, I mean, we were talking about the viral post, so I’m sure it was… it’s more on his side, but…
100 00:11:12.430 ⇒ 00:11:18.239 Robert Tseng: Yeah, I mean, this is… this is… this is great for what I am hoping to see. I mean, I think…
101 00:11:18.370 ⇒ 00:11:23.960 Robert Tseng: It’s a little bit consistent, but hopefully, you know, we’ve definitely jumped up and, you know.
102 00:11:24.390 ⇒ 00:11:31.250 Robert Tseng: things are… I mean, these are just not… they’re not just empty eyeballs. Like, my LinkedIn is a lot more active these days, so I think,
103 00:11:31.630 ⇒ 00:11:37.400 Robert Tseng: Boy, we can talk more about that, but people are reaching out. Just… just the effect of having content. Like.
104 00:11:37.500 ⇒ 00:11:40.659 Robert Tseng: Yeah, we want to track a bunch of things, but we’re not going to be able to…
105 00:11:41.370 ⇒ 00:11:51.600 Robert Tseng: there’s just a lot of things that are beyond our expectation as well. Whether it’s, like, the private equity guy reaching out, people who are hiring specifically for, like.
106 00:11:51.820 ⇒ 00:12:01.999 Robert Tseng: heads of analytics or something like that, that are reaching out. So, I think opportunities just find their way to you when, when you start kind of just making more noise on
107 00:12:02.280 ⇒ 00:12:07.039 Robert Tseng: On socials, so I think, that’s kind of what we’re… what we’re seeing.
108 00:12:09.790 ⇒ 00:12:18.129 Robert Tseng: Cool. I guess we can kind of head into the actual WBR, like to spend some time looking through this.
109 00:12:18.720 ⇒ 00:12:27.259 Robert Tseng: Great. So, let’s see… Yeah, this was more… not really a lead.
110 00:12:27.670 ⇒ 00:12:31.459 Robert Tseng: Lastly, I’ll consider that. Yeah.
111 00:12:33.570 ⇒ 00:12:34.570 Robert Tseng: Oh, thank God.
112 00:12:35.870 ⇒ 00:12:37.380 Robert Tseng: Let’s weird those out.
113 00:12:37.630 ⇒ 00:12:42.959 Robert Tseng: 1, 2, 3, 4, 5, 6, I think, so it’s more like…
114 00:12:43.700 ⇒ 00:12:48.770 Robert Tseng: Oh, these are meetings booked. Okay, well, still, yeah, that’s, like, 6, and then, therefore, that should be 5.
115 00:12:49.110 ⇒ 00:12:53.379 Robert Tseng: Yeah, this will be for the next week. Okay, great.
116 00:12:53.540 ⇒ 00:12:58.849 Robert Tseng: And then, discovery calls… yeah, I mean, I did take these two calls earlier today, so…
117 00:13:00.930 ⇒ 00:13:07.100 Robert Tseng: Yeah, I think that was… Basically, we need to put proposals put them in front of both of them.
118 00:13:08.130 ⇒ 00:13:10.589 Robert Tseng: So hopefully this number will go up for next week.
119 00:13:10.850 ⇒ 00:13:14.300 Robert Tseng: Okay, MQL pipeline.
120 00:13:14.590 ⇒ 00:13:19.879 Robert Tseng: Where did this come from? Or… who is… who is… who is this one?
121 00:13:21.120 ⇒ 00:13:28.650 Luke Scorziell: Okay, I don’t know if… we had someone comment on one of our posts, I had our comment down in the,
122 00:13:29.190 ⇒ 00:13:35.880 Luke Scorziell: And the notes on MQLs added. I… she’s probably not really a lead. I think she’s too low.
123 00:13:36.040 ⇒ 00:13:38.860 Luke Scorziell: I don’t know if we should even add her to that.
124 00:13:39.100 ⇒ 00:13:42.360 Luke Scorziell: But it was, like, the closest we got, maybe, to getting, like, an actual…
125 00:13:42.570 ⇒ 00:13:44.840 Luke Scorziell: MQL this week, so I think I was, like…
126 00:13:44.840 ⇒ 00:13:48.900 Robert Tseng: Okay, fine, if you’ve been there. Like, what, what’s the con… like, what’s…
127 00:13:49.450 ⇒ 00:13:51.209 Robert Tseng: Yeah, you know, off the top of your head.
128 00:13:51.210 ⇒ 00:13:57.199 Luke Scorziell: It was the attribution post, and then she just commented, like, whoa, 30% is crazy.
129 00:13:57.350 ⇒ 00:14:02.690 Luke Scorziell: I think on your post, like, in reference to there being a 30% margin of error.
130 00:14:02.820 ⇒ 00:14:06.099 Luke Scorziell: Okay. And she leads, like, it looked like…
131 00:14:07.400 ⇒ 00:14:09.410 Luke Scorziell: Probably some kind of VA firm.
132 00:14:09.620 ⇒ 00:14:14.660 Luke Scorziell: out of… so, again, I think it’s, like, not really, but out of,
133 00:14:16.310 ⇒ 00:14:21.110 Luke Scorziell: I don’t know if it was Vietnam, like, either Vietnam or Pakistan or some…
134 00:14:21.280 ⇒ 00:14:27.360 Luke Scorziell: Like, so I think, yeah, again, probably not, but just in the spirit of, like.
135 00:14:28.000 ⇒ 00:14:30.289 Luke Scorziell: Someone’s engaging and thought it was interesting.
136 00:14:31.010 ⇒ 00:14:32.969 Robert Tseng: Okay, sure. Okay.
137 00:14:33.180 ⇒ 00:14:42.450 Robert Tseng: And then for this one, I mean, I… I did feel like we were… these numbers are going up, I just… what… what’s the… what’s the context here?
138 00:14:43.930 ⇒ 00:14:56.270 Ryan Brosas: Yeah, I think, this is, from the leads that we added last week. I think, let me check my… there’s a lot of times. Okay.
139 00:14:57.280 ⇒ 00:14:59.159 Robert Tseng: I mean, I have been a progress champion coach.
140 00:14:59.730 ⇒ 00:15:00.579 Ryan Brosas: I don’t forget.
141 00:15:01.280 ⇒ 00:15:13.070 Ryan Brosas: So, we added… Yeah, the CTA deal, which is, like, another deal for, CTA.
142 00:15:13.480 ⇒ 00:15:15.519 Ryan Brosas: And… What?
143 00:15:16.480 ⇒ 00:15:17.979 Ryan Brosas: Break up there, is that…
144 00:15:20.210 ⇒ 00:15:23.670 Robert Tseng: Okay, I can’t load HubSpot for some reason, so I’m not gonna open it.
145 00:15:24.570 ⇒ 00:15:32.400 Ryan Brosas: Yeah. Yeah, I think we added, like, the… the other deal for CTA, and
146 00:15:33.250 ⇒ 00:15:37.340 Ryan Brosas: What else did we… I forgot what,
147 00:15:38.200 ⇒ 00:15:45.920 Ryan Brosas: what deals that we added last week. But yeah, we added some deals, and created date.
148 00:15:46.410 ⇒ 00:15:52.139 Ryan Brosas: brevi, Proper, and Global Vet Link.
149 00:15:52.420 ⇒ 00:15:55.459 Ryan Brosas: We added, like, 4 deals last week.
150 00:15:55.740 ⇒ 00:16:02.240 Ryan Brosas: And we have, like, other deals that is pending, which is another 5.
151 00:16:03.460 ⇒ 00:16:07.940 Ryan Brosas: This is, more on, like, Yeah,
152 00:16:08.060 ⇒ 00:16:14.319 Ryan Brosas: No, 5 deals that we added, including… including today, which is Dysonian, also.
153 00:16:14.760 ⇒ 00:16:20.090 Ryan Brosas: So, that’s why we have that, 150.
154 00:16:21.150 ⇒ 00:16:22.709 Robert Tseng: Yeah, okay, that sounds about right.
155 00:16:23.600 ⇒ 00:16:24.130 Luke Scorziell: Right.
156 00:16:24.130 ⇒ 00:16:26.369 Robert Tseng: and who is this?
157 00:16:38.070 ⇒ 00:16:39.549 Luke Scorziell: Ryan, do you know who that is?
158 00:16:39.550 ⇒ 00:16:41.879 Ryan Brosas: Partner… there’s partner, right?
159 00:16:42.290 ⇒ 00:16:51.510 Ryan Brosas: Okay, so for partner… What we added for partner is… I…
160 00:16:51.730 ⇒ 00:16:57.760 Ryan Brosas: I’m not sure is, proper is a partner, but it is, like, a part, referral network.
161 00:16:58.710 ⇒ 00:17:05.470 Ryan Brosas: And then… we have… I think that is… Bravi?
162 00:17:09.800 ⇒ 00:17:15.149 Ryan Brosas: That is Previ, and… Yeah, that is Bravi.
163 00:17:16.839 ⇒ 00:17:22.169 Ryan Brosas: Because, so Sresti may then help Serval Bumble isn’t…
164 00:17:22.740 ⇒ 00:17:30.230 Ryan Brosas: That is something that we are going to hit, but not already, like, active SQL.
165 00:17:30.410 ⇒ 00:17:34.169 Ryan Brosas: So… Previ is the latest one that we have.
166 00:17:34.650 ⇒ 00:17:39.890 Ryan Brosas: Oh, and proper, if we’re going to include, like, Like, a network.
167 00:17:40.030 ⇒ 00:17:41.100 Ryan Brosas: Preferable.
168 00:17:45.520 ⇒ 00:17:46.130 Robert Tseng: Okay.
169 00:17:46.610 ⇒ 00:17:58.769 Robert Tseng: Yeah, I mean, I… I ask a lot of the time, because I just want you guys to be, like, in touch with who these are. I mean, I generally know who they are, so, I’m not really… like, I…
170 00:17:58.890 ⇒ 00:18:03.859 Robert Tseng: you know, I think I just want you to connect the dots, figure out where people are coming from,
171 00:18:04.080 ⇒ 00:18:09.210 Robert Tseng: If you don’t know, then I’d probably jump in, and I’d probably say something, but, yeah.
172 00:18:10.100 ⇒ 00:18:16.820 Robert Tseng: I think, comment here would be, there’s actually probably more here that is… not captured.
173 00:18:17.080 ⇒ 00:18:25.179 Robert Tseng: Actually not in the new, in the partner. So yeah, I mean, the ones that we haven’t hit yet, those will all be partner qualified pipeline that’ll come up next week.
174 00:18:26.300 ⇒ 00:18:35.130 Robert Tseng: And then even off of a couple calls today, there were more referred leads that need to be added in. So, I do expect this number to continue to go up.
175 00:18:39.290 ⇒ 00:18:42.340 Robert Tseng: Yeah, so I might… I might just… I mean…
176 00:18:43.540 ⇒ 00:18:45.780 Robert Tseng: It feels like with partner leads.
177 00:18:45.920 ⇒ 00:18:54.160 Robert Tseng: they’re always, like, a week behind, our pipeline’s behind, whereas, like, yeah, anyway. So, anyway, that’s just… thumb…
178 00:18:54.250 ⇒ 00:18:56.750 Robert Tseng: context for myself that, like.
179 00:18:56.810 ⇒ 00:19:16.769 Robert Tseng: I feel like this metric is one week lagging. This is probably real time. This is… I mean, I think, if anything, it’s a leading indicator, so it’s probably a little bit… a little bit early. But anyway, so that’s… that’s kind of how I would read that. Proposals, yeah, sure, we sent out one proposal. I think that number will go up.
180 00:19:17.340 ⇒ 00:19:26.250 Robert Tseng: Okay, so we took a look at this. Yeah, I mean, we’re still in this, like, deal stage thing. I don’t really know, frankly, how much time I have to give to, like, speeding up nurturing.
181 00:19:26.620 ⇒ 00:19:29.890 Robert Tseng: That’s just something we may just have to live with for now.
182 00:19:30.210 ⇒ 00:19:31.280 Robert Tseng: I…
183 00:19:32.110 ⇒ 00:19:48.080 Robert Tseng: do you think that, you know, we should just keep measuring how many of these are being installed, how many they’re in there? Today in HubSpot, I went through and I hit… I, like, I went and triaged some of the ones there, so, I’m trying to at least clean, like, how to keep this updated once a week, but…
184 00:19:48.240 ⇒ 00:19:50.770 Robert Tseng: Otherwise, like, I don’t…
185 00:19:50.950 ⇒ 00:19:56.409 Robert Tseng: think it’s a high priority for me right now, and we don’t have somebody else who’s really driving that, so…
186 00:19:56.710 ⇒ 00:20:01.889 Robert Tseng: that’s… I think sales will probably stay pretty similar to what it is.
187 00:20:02.370 ⇒ 00:20:06.290 Robert Tseng: yeah.
188 00:20:08.480 ⇒ 00:20:16.859 Robert Tseng: Okay, looking through… active SQL pipeline, Sure… Yeah, it’s looking better.
189 00:20:18.580 ⇒ 00:20:21.430 Robert Tseng: Partner Qualified Pipelines.
190 00:20:28.100 ⇒ 00:20:33.939 Robert Tseng: Who else is looking like no new partners or people have added. That’s crew.
191 00:20:34.550 ⇒ 00:20:40.529 Robert Tseng: We also did add this… Okay, we’ll skip that. We’ll just go to marketing then.
192 00:20:41.020 ⇒ 00:20:41.929 Robert Tseng: I guess…
193 00:20:42.010 ⇒ 00:20:46.350 Luke Scorziell: I don’t really think I have anything else to say about sales. Like, I felt like it was a relatively…
194 00:20:46.350 ⇒ 00:20:55.479 Robert Tseng: low week, except towards the end, we booked some meetings. I took some of the meetings today. I have some follow-ups, but, like, other than that, like, there’s not really that much to talk about here.
195 00:20:58.710 ⇒ 00:20:59.240 Robert Tseng: Okay.
196 00:20:59.590 ⇒ 00:21:12.010 Robert Tseng: Alright, marketing, let’s see… One MQL… Yeah, it brings. And then… They are publishing more…
197 00:21:12.370 ⇒ 00:21:21.739 Robert Tseng: Visitor engagement has dropped significantly, even though number of assets published was increased. What’s going on here?
198 00:21:22.080 ⇒ 00:21:25.380 Ryan Brosas: Yeah, I think,
199 00:21:25.900 ⇒ 00:21:36.199 Ryan Brosas: we… yeah, I think the problem here is the engagement as well. We haven’t done… like, we dropped, like, 4 to 6 to 19.
200 00:21:36.490 ⇒ 00:21:41.129 Ryan Brosas: And… Yeah, that’s affecting our raffle visit.
201 00:21:41.310 ⇒ 00:21:47.319 Ryan Brosas: And, yeah, I think we need to have, like, include, like.
202 00:21:47.780 ⇒ 00:22:00.550 Ryan Brosas: like, post other stuff on your profile as well, like, job posting as well, so it’s kind of balancing the both account as… as we progress for posting for… for sales-related
203 00:22:01.150 ⇒ 00:22:03.030 Ryan Brosas: content.
204 00:22:03.890 ⇒ 00:22:08.460 Ryan Brosas: And yeah, I think this is something that…
205 00:22:08.850 ⇒ 00:22:18.799 Ryan Brosas: I didn’t expect… because, because there’s, like, a lot of changes last week, so, that affects me to do the engagement part.
206 00:22:19.080 ⇒ 00:22:27.280 Ryan Brosas: But yeah, I’m currently, like, doing the engagement part at this moment, so, hopefully that we could
207 00:22:27.570 ⇒ 00:22:30.000 Ryan Brosas: Get that back again.
208 00:22:30.500 ⇒ 00:22:33.880 Ryan Brosas: And, yeah, that is something I did.
209 00:22:34.100 ⇒ 00:22:39.849 Ryan Brosas: I didn’t really, like, expect that we are going to drop that.
210 00:22:40.880 ⇒ 00:22:53.930 Luke Scorziell: Well, I think that… I mean, the biggest thing that happened is that last week we had the viral job posting. So, I think that would have led to a pretty massive increase in, the people that went and visited you, Tom, and your profile.
211 00:22:54.200 ⇒ 00:22:56.490 Luke Scorziell: And then this week, like, we didn’t have any…
212 00:22:56.970 ⇒ 00:23:01.869 Luke Scorziell: So, like, probably there’s some where, Ryan, if you would have engaged more, I could see there being
213 00:23:02.310 ⇒ 00:23:04.959 Luke Scorziell: Maybe back closer to that, like, 326.
214 00:23:05.330 ⇒ 00:23:10.140 Luke Scorziell: Or, like, 400 number, hopefully, but I think, the 1200…
215 00:23:10.330 ⇒ 00:23:13.410 Luke Scorziell: It’s a little bit of a… an outlier.
216 00:23:16.260 ⇒ 00:23:22.230 Luke Scorziell: Not that we don’t want to hit that regularly, but it’s just… unless we’re… we figure out a formula for getting posts to go viral every week.
217 00:23:24.750 ⇒ 00:23:26.090 Luke Scorziell: It might be challenging.
218 00:23:26.270 ⇒ 00:23:26.810 Robert Tseng: Yeah.
219 00:23:27.050 ⇒ 00:23:40.559 Robert Tseng: I mean, this 250 seems like we’re just way off. We’re, like, not even anywhere close to this. Is this just, like… I mean, we’re gonna change it if this doesn’t make any sense, but, like, I don’t know what our capacity is. It’s, like, 0 to 50 is, like, kind of the range that I’m seeing.
220 00:23:40.790 ⇒ 00:23:48.139 Robert Tseng: So… and if it’s, like, 6 posts for an average of, like, 300, it’s like, each post is about 50 engagements.
221 00:23:49.000 ⇒ 00:23:51.970 Robert Tseng: That is…
222 00:23:53.790 ⇒ 00:24:03.970 Robert Tseng: well, I can’t tell you the value of an engagement yet, so… I mean, maybe I will with more time, but I’m… I’m trying to, like, make sense of the value of, like, what we’re seeing here, so…
223 00:24:03.970 ⇒ 00:24:04.510 Luke Scorziell: dinner.
224 00:24:04.960 ⇒ 00:24:08.709 Robert Tseng: volume has increased.
225 00:24:08.860 ⇒ 00:24:17.940 Robert Tseng: for me, has stayed flat for… we assume this… if you just take that 3… We… average.
226 00:24:20.560 ⇒ 00:24:21.850 Robert Tseng: Oh my goodness.
227 00:24:22.460 ⇒ 00:24:27.420 Robert Tseng: Am I, like, not able to? They don’t do abbreviations in,
228 00:24:30.290 ⇒ 00:24:37.019 Robert Tseng: So… the week rolling average of 600, and we could smooth it out a bit more, but yeah, it’s just not gonna be that high.
229 00:24:45.790 ⇒ 00:24:53.340 Robert Tseng: So, if this number ends up going up to 10, then I would expect this, probably, to go up to 500.
230 00:24:53.580 ⇒ 00:24:55.619 Robert Tseng: Based off of our trajectory.
231 00:24:56.750 ⇒ 00:25:06.229 Robert Tseng: I would… I don’t under… I don’t know what to expect here. Like, it feels like this is very much… we do it, we don’t do it, we’re just inconsistent with… with this.
232 00:25:06.510 ⇒ 00:25:14.649 Robert Tseng: And, yeah, there’s just not enough data for me to really directionally understand, like, the heading here, yeah, so…
233 00:25:16.750 ⇒ 00:25:17.359 Luke Scorziell: I guess?
234 00:25:17.360 ⇒ 00:25:18.780 Robert Tseng: Am I reading this correctly?
235 00:25:19.510 ⇒ 00:25:21.919 Luke Scorziell: Yeah, I think so. I mean, I think it’s, like…
236 00:25:22.850 ⇒ 00:25:34.249 Luke Scorziell: kind of if, you know, if we look at last week, 2-2, we had higher external engagements, but then fewer posts, and then this week we had lower, but more posts, and I think that
237 00:25:34.960 ⇒ 00:25:44.080 Luke Scorziell: the reflection there, maybe, that I would have is that Ryan is the person that’s both doing the posts and engagement, so it’s kind of if I put Ryan more on, like.
238 00:25:45.470 ⇒ 00:25:50.369 Luke Scorziell: And then I think I was doing engagement, too, the week of the 2nd.
239 00:25:50.370 ⇒ 00:25:50.920 Robert Tseng: Yeah.
240 00:25:51.090 ⇒ 00:25:56.839 Luke Scorziell: But it, like, it’d be, like, 50 comments a day for Ryan, essentially, to hit the 250.
241 00:25:56.980 ⇒ 00:26:04.740 Luke Scorziell: Which I think, like… I mean, even just for myself, like, putting a thoughtful comment is probably, like.
242 00:26:05.790 ⇒ 00:26:09.540 Luke Scorziell: 1 to 2 minutes, maybe, like, 90 seconds. Yeah.
243 00:26:10.160 ⇒ 00:26:11.080 Luke Scorziell: And it’s like…
244 00:26:11.630 ⇒ 00:26:16.790 Luke Scorziell: I mean, I guess if we want to spend 2 hours, but then… so then, maybe it’s… would it…
245 00:26:17.820 ⇒ 00:26:23.529 Luke Scorziell: Yeah, maybe the 250 number is either a little bit high, or we need to kind of reallocate.
246 00:26:24.030 ⇒ 00:26:27.999 Luke Scorziell: Resources if we’d rather drop the volume of content again.
247 00:26:28.270 ⇒ 00:26:29.969 Luke Scorziell: And… increase.
248 00:26:30.810 ⇒ 00:26:31.620 Luke Scorziell: And gave.
249 00:26:31.620 ⇒ 00:26:32.210 Robert Tseng: Okay.
250 00:26:32.780 ⇒ 00:26:37.639 Luke Scorziell: Because I know Ryan had also mentioned Brian, who,
251 00:26:38.870 ⇒ 00:26:40.749 Luke Scorziell: What was his name again?
252 00:26:41.630 ⇒ 00:26:44.320 Luke Scorziell: Someone else that you were thinking for engagement?
253 00:26:44.730 ⇒ 00:26:49.390 Ryan Brosas: Yeah, Ray, because he is doing also,
254 00:26:49.560 ⇒ 00:26:56.370 Ryan Brosas: video editing as well, and I want to, like, get him involved on this engagement part.
255 00:26:56.990 ⇒ 00:27:10.980 Ryan Brosas: And… and also, like, I can ask some design help as well from him, so I’m thinking if we could, get him on board again, because we are doing a video again.
256 00:27:11.240 ⇒ 00:27:18.149 Ryan Brosas: And I’m thinking, if we could add also some… some of the capabilities of this
257 00:27:18.690 ⇒ 00:27:23.759 Ryan Brosas: And helped me out to, you know, hit the target as well.
258 00:27:26.190 ⇒ 00:27:29.259 Robert Tseng: Okay, yeah, I mean, let’s see,
259 00:27:29.620 ⇒ 00:27:36.710 Robert Tseng: Let’s go another week, I’m not gonna prior… I mean, we should… we should keep status quo. Like, I want to keep it… we should at least…
260 00:27:38.750 ⇒ 00:27:44.180 Robert Tseng: like, we hit 20 before, so let’s just say we hit… we hit 20 here.
261 00:27:46.060 ⇒ 00:27:53.419 Robert Tseng: like… to me, I don’t know if this is more important, because, like, we still haven’t really, like.
262 00:27:53.940 ⇒ 00:27:58.270 Robert Tseng: finished. Like, I’m not seeing enough here yet, so…
263 00:27:59.510 ⇒ 00:28:04.600 Robert Tseng: If the post vol… yeah, we… the post volume, we have the 6… we have the 10 posts going out.
264 00:28:04.800 ⇒ 00:28:09.649 Robert Tseng: If… If this increases, and this does not increase.
265 00:28:10.120 ⇒ 00:28:21.179 Robert Tseng: but engagement increases, then we’ll see. Like, I think that’s kind of my… I don’t… I don’t think I would go and try to have us match the 50 yet. I think we should just try to hit the same.
266 00:28:21.340 ⇒ 00:28:31.910 Robert Tseng: With the additional volume, and, like, I definitely… I just need to see more… I just need to see more from here. So, this still feels like the most important thing to me.
267 00:28:32.080 ⇒ 00:28:33.400 Luke Scorziell: Yeah.
268 00:28:34.110 ⇒ 00:28:40.080 Robert Tseng: Yeah, we have a few hits here. Like, I just don’t know anything about these. Do we know anything about these people?
269 00:28:41.080 ⇒ 00:28:44.430 Hannah Wang: No, that’s where the gating would probably be helpful.
270 00:28:44.430 ⇒ 00:28:49.729 Robert Tseng: Okay, so we just… yeah, we just need more… we need more opportunities here, like, we just…
271 00:28:50.080 ⇒ 00:28:52.569 Robert Tseng: I don’t… I don’t know the quality of this funnel right now.
272 00:28:53.500 ⇒ 00:29:00.180 Robert Tseng: I couldn’t tell you, as far as I’m concerned, the conversion rate for everything is very low. So, I…
273 00:29:00.630 ⇒ 00:29:06.939 Robert Tseng: Like, to me, it’s like, we could increase the number, and if top of funnel engagement increases.
274 00:29:07.110 ⇒ 00:29:11.119 Robert Tseng: But then, we’re not getting more people, the quality is low.
275 00:29:11.330 ⇒ 00:29:12.510 Robert Tseng: But if…
276 00:29:13.190 ⇒ 00:29:31.150 Robert Tseng: there are a lot of people, and there’s… there is some decent engagement. They could try to increase conversion rates by trying to, like, have more engagement. Like, so that… I just want you to understand the equation that, like, I’m working with here. I just don’t really feel like I could… I don’t… I don’t have a…
277 00:29:31.390 ⇒ 00:29:47.570 Robert Tseng: I think… I think my message is still the same as last week. It’s still just, like, we need… we need this to be… we just need this to be working, in a way where, like, I can point to a number, and we can talk about who these people are, are they good fits,
278 00:29:47.720 ⇒ 00:29:55.440 Robert Tseng: like, how do we think about the quality of our funnel? Like, I feel like we’re still not able to have that conversation today. So, I…
279 00:29:56.320 ⇒ 00:29:59.139 Robert Tseng: That’s… I mean, am I… am I missing something here?
280 00:30:02.610 ⇒ 00:30:02.960 Hannah Wang: No.
281 00:30:02.960 ⇒ 00:30:03.559 Luke Scorziell: No, I mean, I think.
282 00:30:03.560 ⇒ 00:30:04.100 Hannah Wang: True.
283 00:30:04.280 ⇒ 00:30:05.470 Luke Scorziell: Or, sorry, Hannah.
284 00:30:05.930 ⇒ 00:30:07.640 Hannah Wang: I was just saying, that sounds right.
285 00:30:08.180 ⇒ 00:30:08.740 Robert Tseng: Okay.
286 00:30:09.190 ⇒ 00:30:11.710 Luke Scorziell: Yeah, I think probably, like, the…
287 00:30:12.280 ⇒ 00:30:25.280 Luke Scorziell: you know, it’s like we increase the volume of content, probably the quality is not going to go up at the same rate, and so once we get used to the rate at which we’re putting out content, then I would expect that we can start refining the quality of the content, and, like, the…
288 00:30:25.280 ⇒ 00:30:26.000 Robert Tseng: Yeah.
289 00:30:26.000 ⇒ 00:30:29.629 Luke Scorziell: CTAs, and then, like, stuff with, like, Mickey of doing…
290 00:30:30.180 ⇒ 00:30:50.060 Luke Scorziell: more videos, like, I think we were gonna meet tomorrow to talk about filming some videos, he’s gonna film, like, stuff with Uten, maybe, and then, if Craig is working on, like, the demo stuff, like, all of that, I would expect to increase the quality of the visitors, or the quality of the content significantly, which then I think will result
291 00:30:50.340 ⇒ 00:30:59.130 Luke Scorziell: and higher visitor engagement. I think that the… like… External engagement, Is maybe…
292 00:30:59.720 ⇒ 00:31:06.790 Luke Scorziell: Or, I don’t know, at least from commenting on the influencers, it’s like, I don’t know how helpful it is to comment on each, like, the same people every day.
293 00:31:06.920 ⇒ 00:31:15.230 Luke Scorziell: As much as, like, Like, I don’t know that that has a higher… ROI, I guess, than,
294 00:31:15.660 ⇒ 00:31:18.369 Luke Scorziell: If we’re more focused on, like.
295 00:31:18.590 ⇒ 00:31:23.139 Luke Scorziell: If I’m putting Ryan’s energy more towards the quality of the content and getting more…
296 00:31:23.420 ⇒ 00:31:26.520 Luke Scorziell: content ready to go for next week.
297 00:31:27.000 ⇒ 00:31:36.790 Luke Scorziell: I guess, because it’s like, if we’re putting out really thoughtful comments that are, like, directly to people and that are posting in our ICPA, I think I could see that being good, but I just don’t really think that’s what we’re doing.
298 00:31:37.480 ⇒ 00:31:43.009 Robert Tseng: I think at least everybody that comments or engages should have a message back to them.
299 00:31:43.310 ⇒ 00:31:45.850 Robert Tseng: Reaction and message. Yeah.
300 00:31:46.070 ⇒ 00:31:51.290 Robert Tseng: I think that’s just, like, good algorithm hygiene. We can just at least do that. So…
301 00:31:51.550 ⇒ 00:31:59.199 Robert Tseng: Like, I think even what you were saying, this person… Okay, we liked it.
302 00:32:01.080 ⇒ 00:32:02.670 Robert Tseng: It would be, like.
303 00:32:06.980 ⇒ 00:32:09.859 Robert Tseng: is… Here’s why it is.
304 00:32:10.340 ⇒ 00:32:19.730 Robert Tseng: like, ask a question, I mean, try to, like, I don’t know, just put something there. Like, I think we should just at least have a comment and everything. Like, we’re not having… like, come on, this is… this is, like, one to two comments per…
305 00:32:21.960 ⇒ 00:32:39.899 Robert Tseng: You know, like, this takes, like, 5 seconds, so we should… shouldn’t at least do this, okay? And then we can… some… some… for people who are, like, worth, like, in the… in the right target, then maybe we give them a thoughtful… more thoughtful, comment, but if they’re not, then, like, whatever, just… just… just give… just give the comment.
306 00:32:40.270 ⇒ 00:32:40.720 Ryan Brosas: Okay.
307 00:32:40.720 ⇒ 00:32:54.219 Luke Scorziell: So then, maybe, I don’t know, Ryan, could you just use this? Or, like, because that’s something I’ve noticed, too. Like, I’d rather we reply to people that, like, have… because sometimes I’ll go in and, like, like, I think you saw, I liked that comment from my own personal account.
308 00:32:54.380 ⇒ 00:32:58.230 Luke Scorziell: Yeah. Just because I happened to be on it, and I was like, oh, no one liked this yet.
309 00:33:00.040 ⇒ 00:33:06.049 Luke Scorziell: So, I don’t… maybe we… maybe if you just want to use that engagement block that I put on your calendar to just go and…
310 00:33:06.640 ⇒ 00:33:07.990 Luke Scorziell: Reply to people.
311 00:33:09.110 ⇒ 00:33:15.650 Ryan Brosas: Yeah, yeah, definitely. Yeah, I can do this strategy as well, that if it’s not,
312 00:33:15.890 ⇒ 00:33:18.439 Ryan Brosas: fit to our ICP, I could just, like.
313 00:33:19.100 ⇒ 00:33:24.500 Ryan Brosas: you know, do the similar, what, what, Robert’s is doing.
314 00:33:24.860 ⇒ 00:33:32.360 Ryan Brosas: I could just, like, As demos, like, Basic question regarding the content.
315 00:33:32.750 ⇒ 00:33:38.290 Ryan Brosas: And, yeah, I could… Also, like, applied it to other,
316 00:33:38.850 ⇒ 00:33:41.559 Ryan Brosas: post as well. Just to…
317 00:33:41.970 ⇒ 00:33:46.550 Ryan Brosas: get our engagement up, and also, like, our visibility as well.
318 00:33:47.190 ⇒ 00:33:56.459 Luke Scorziell: Yeah, I mean, also, like, I don’t know, at least on LinkedIn, when someone… when you comment on someone’s post, and even if they’re, like, no one… like, it just, like, feels nice when they comment back.
319 00:33:56.880 ⇒ 00:34:01.119 Luke Scorziell: Like, and you’re like, oh, wow, they’re actually, like, present and care.
320 00:34:02.130 ⇒ 00:34:03.650 Robert Tseng: Yeah.
321 00:34:03.860 ⇒ 00:34:12.540 Luke Scorziell: It’s, like, an easy win, yeah, to make people, like… because even perceptionally, like, just the perception of, like, we’re replying to comments, it doesn’t seem like we think we’re, like.
322 00:34:13.100 ⇒ 00:34:15.030 Luke Scorziell: Too important, or…
323 00:34:15.260 ⇒ 00:34:21.990 Luke Scorziell: also, like, that we just have, like, some kind of AI machine that’s churning out content with no human behind it.
324 00:34:24.730 ⇒ 00:34:34.430 Robert Tseng: Okay, cool. I think that’s pretty fair then. So, yeah, definitely want to keep the… keep the energy on this, and then, obviously, the number of pieces have gone up.
325 00:34:35.360 ⇒ 00:34:42.739 Robert Tseng: But, okay. Yeah, I just… there’s… where…
326 00:34:42.940 ⇒ 00:34:48.689 Robert Tseng: We’re interviewing other people to try to come in and help with sales, like a sales…
327 00:34:48.860 ⇒ 00:35:02.750 Robert Tseng: I don’t really need a coordinator at this point, I just need somebody that’s, like, more like Luke thinking about on the sales side. But… so yeah, that’s… I mean, with my time here and there, I’m gonna try to keep pushing things along, but, it’s just…
328 00:35:03.220 ⇒ 00:35:05.499 Robert Tseng: Things… things are… things are kind of…
329 00:35:05.880 ⇒ 00:35:11.400 Robert Tseng: yeah, we’ll just see what we can get to. Yeah, so…
330 00:35:11.530 ⇒ 00:35:19.780 Robert Tseng: We did hit the active SQL number, like I said we would last week, so just gotta keep maintaining and growing this incrementally.
331 00:35:20.480 ⇒ 00:35:28.760 Robert Tseng: Yeah, I mean, I expect with some of the campaigns that we’re gonna actually launch this week, I expect SQL to go up as well, so…
332 00:35:29.550 ⇒ 00:35:33.759 Robert Tseng: I do think that we’re pretty conservative with these targets,
333 00:35:33.980 ⇒ 00:35:38.769 Robert Tseng: you know, realistically, we do need to have a bigger pipeline still, so I think that’s just kind of…
334 00:35:39.090 ⇒ 00:35:44.079 Robert Tseng: Based on the MRR forecast, like, we need to be adding about 500K in pipeline per week.
335 00:35:45.430 ⇒ 00:35:50.100 Robert Tseng: To be… kind of close to the target that we…
336 00:35:50.190 ⇒ 00:36:08.439 Robert Tseng: set out, and, you know, we’ve pretty much shot… we’re aiming much lower than that right now. So, I think that’s, I think that, to me, is still… still the… still my North Star that I look at on a monthly basis, whether, like, how much pipeline we’re putting in on a weekly basis off the MRR forecasts. Obviously, you guys are working off this sheet, but that’s how…
337 00:36:08.510 ⇒ 00:36:14.760 Robert Tseng: I’m assessing whether or not we’re on track or not. So, this is more of just, like, a way for me to gauge, like.
338 00:36:14.870 ⇒ 00:36:33.459 Robert Tseng: how, like, what’s our current capability with our existing squad? Like, if this is… if this is the limit of our capability, like, what adjustments do I have to make so that we can get closer to, like, get closer to the base… to the base target? So, those are just decisions that I’m kind of in the back of my mind.
339 00:36:34.560 ⇒ 00:36:40.309 Robert Tseng: Okay, let’s move on. Yeah, I think we can go towards…
340 00:36:41.490 ⇒ 00:36:47.010 Robert Tseng: The… on the delivery side, we have a few…
341 00:36:47.750 ⇒ 00:36:56.570 Robert Tseng: opportunities that came up, obviously CTA, I mean, we call it an SQL. I don’t really feel like it’s an SQL, because it’s just CTA part.
342 00:36:56.820 ⇒ 00:36:58.889 Robert Tseng: like, the next step of CTA?
343 00:37:01.430 ⇒ 00:37:20.610 Robert Tseng: And, yeah, there’s just more delivery things. The ABC presentation was last week. We pitched, like, a $110K deal, and I think they’re gonna move forward with that. There’s some redlining to do this week. So, delivery side is going great. Every… every expansion that we’ve pursued is… looks like it’s kind of, it’s holding out, so…
344 00:37:20.660 ⇒ 00:37:28.270 Robert Tseng: I think we’re good there. There are capacity risks. We’re in need of engineers, especially for
345 00:37:28.630 ⇒ 00:37:35.040 Robert Tseng: on the… on the data side, so I think that’s something that we’re actively interviewing for right now.
346 00:37:35.440 ⇒ 00:37:41.920 Robert Tseng: yeah, I guess… I don’t think it’ll influence sales pressure. I think we’re gonna just operate under the…
347 00:37:42.110 ⇒ 00:37:56.949 Robert Tseng: sell as much as we can, and then we’ll decide how we actually service those leads later on. Like, not the best… it’s not great, because we’re gonna… we’ll probably run into a jam, but, yeah, I think that’s… that’s the best we can do for now.
348 00:37:58.310 ⇒ 00:38:04.409 Robert Tseng: And alright, man, I just want to spend the rest of the time, go around, share your bets and risks for the week.
349 00:38:05.350 ⇒ 00:38:12.729 Robert Tseng: Even if you already wrote it in Slack, I just want to at least kind of discuss them live. So,
350 00:38:13.000 ⇒ 00:38:16.229 Robert Tseng: I’ll just… Whoever wants to start, you can kind of jump in.
351 00:38:21.150 ⇒ 00:38:26.899 Hannah Wang: I can go, the first one is to just…
352 00:38:27.660 ⇒ 00:38:37.919 Hannah Wang: keep building out the… the foundations for tracking engagement, and then kind of what, Luke, you were mentioning earlier about
353 00:38:38.670 ⇒ 00:38:42.009 Hannah Wang: Yeah, there’s, like, stuff everywhere, and it feels like…
354 00:38:42.720 ⇒ 00:38:46.449 Hannah Wang: It’s not super smooth, the workflow, just…
355 00:38:47.140 ⇒ 00:38:52.320 Hannah Wang: yeah, hammering that out, I feel like we’ll get into good rhythm, hopefully, by next week.
356 00:38:52.610 ⇒ 00:38:59.320 Hannah Wang: And then the second one is, pushing on the MixedPanel event, since we’re…
357 00:39:00.240 ⇒ 00:39:13.969 Hannah Wang: two weeks out-ish, so… yeah, looped in Ryan to help with the invite list, and we’re making the announcement post, and I just need to do a lot more logistical things,
358 00:39:13.970 ⇒ 00:39:21.199 Hannah Wang: with, like, AV and catering and all that stuff, so I’m gonna drive that, this week.
359 00:39:21.630 ⇒ 00:39:24.129 Hannah Wang: Those are my two… two bets.
360 00:39:25.510 ⇒ 00:39:26.070 Robert Tseng: Okay.
361 00:39:32.350 ⇒ 00:39:39.420 Ryan Brosas: Yeah, for me, as we, I think, to…
362 00:39:39.670 ⇒ 00:39:45.300 Ryan Brosas: do more video, medium, I guess. That will be my bet for this week.
363 00:39:45.540 ⇒ 00:39:48.020 Ryan Brosas: And then,
364 00:39:48.950 ⇒ 00:39:57.220 Ryan Brosas: Yeah, I think, pretty much what we are going… we got from last week is to optimize our, content
365 00:39:57.680 ⇒ 00:40:03.890 Ryan Brosas: To, well, optimize our content that has, like, the correct CTA?
366 00:40:04.290 ⇒ 00:40:11.139 Ryan Brosas: And the correct, links that we want to push for, like, for the engagement part.
367 00:40:11.510 ⇒ 00:40:19.200 Ryan Brosas: I want to, like, Make sure that they are, linked correctly on our… our comment.
368 00:40:19.360 ⇒ 00:40:21.850 Ryan Brosas: And that is, like, being tracked
369 00:40:22.160 ⇒ 00:40:32.060 Ryan Brosas: the, ordinal or something, and one and next would be… I think, helping… like…
370 00:40:32.950 ⇒ 00:40:42.510 Ryan Brosas: Hannah on the partnership, which is the Omni, not Omni, the Mixed Panel it’s final
371 00:40:43.030 ⇒ 00:40:51.639 Ryan Brosas: And, yeah, I think I will be doing that with Otam later on, so that would be my another bet for this. I think, you nailed that.
372 00:40:51.770 ⇒ 00:40:57.849 Ryan Brosas: Nailed those, the height… high, high signal…
373 00:40:58.020 ⇒ 00:41:01.870 Ryan Brosas: Action, or for the sales team?
374 00:41:02.230 ⇒ 00:41:12.419 Ryan Brosas: But yeah, I think that’s pretty much my bet for this week. It’s pretty much for pushing more content and making sure that we are balancing
375 00:41:12.710 ⇒ 00:41:28.680 Ryan Brosas: sales content to, like, you know, making us much more humanistic to… to socials as well. And, yeah, I think that’s pretty much my, and my risk, I guess, is being confused.
376 00:41:28.890 ⇒ 00:41:46.370 Ryan Brosas: Again, and, that is pretty much my problem last week, so I want to solve that this week, so, we can go, like, full stop-aheads, or we can go, you know, full 100% execution mode.
377 00:41:46.780 ⇒ 00:41:50.130 Ryan Brosas: And, yeah, I think that’s pretty much from my side.
378 00:41:52.610 ⇒ 00:41:53.190 Luke Scorziell: Sweet.
379 00:41:53.660 ⇒ 00:41:54.280 Robert Tseng: Nice.
380 00:41:56.900 ⇒ 00:42:00.379 Luke Scorziell: Rico, do you want to go, or I can go also?
381 00:42:00.810 ⇒ 00:42:07.690 Rico Rejoso: Yeah, my only bet would be to get things done on the, Salesforce stuff, and, you know,
382 00:42:08.780 ⇒ 00:42:20.149 Rico Rejoso: get the campaigns going once I got the call signal and everything, and I mean, all the resources needed for me to execute those stuff. Risk will just be not getting those this week and moving it forward to next week.
383 00:42:20.270 ⇒ 00:42:20.900 Rico Rejoso: Yeah.
384 00:42:21.090 ⇒ 00:42:21.830 Luke Scorziell: Yeah.
385 00:42:23.140 ⇒ 00:42:27.129 Luke Scorziell: Yeah, I think, for me.
386 00:42:27.730 ⇒ 00:42:37.339 Luke Scorziell: The biggest overall bet, I guess, is focusing more on the marketing pipeline, rather than trying to balance marketing and sales, which is what you and I talked about, Robert.
387 00:42:37.910 ⇒ 00:42:43.509 Luke Scorziell: But, yeah, I think… What that is…
388 00:42:44.550 ⇒ 00:42:53.450 Luke Scorziell: this, like, same-day solution for having a lead magnet gating, I think will directly increase, like, the number of MQLs that we’re able to get, and then also allow us to start doing, like.
389 00:42:54.170 ⇒ 00:42:59.330 Luke Scorziell: Like, that’ll just open a new world of marketing opportunities that we can do with email marketing, and…
390 00:42:59.790 ⇒ 00:43:06.660 Luke Scorziell: Whatnot around when people give us their email for a specific service, like, what can we do with that?
391 00:43:07.150 ⇒ 00:43:17.140 Luke Scorziell: And then, yeah, I think just working my own network of people, to try to start getting more meetings with, like, ICP-type profiles, I think that’s something that…
392 00:43:17.270 ⇒ 00:43:19.619 Luke Scorziell: Maybe identified as a roadblock as…
393 00:43:20.130 ⇒ 00:43:23.230 Luke Scorziell: like, naturally, I think I’m a networker, and maybe…
394 00:43:23.390 ⇒ 00:43:27.739 Luke Scorziell: It’s easier for me to network with the people that I have in my network than it is with…
395 00:43:28.030 ⇒ 00:43:30.589 Luke Scorziell: Like, people that I don’t know.
396 00:43:31.010 ⇒ 00:43:33.149 Luke Scorziell: So I’ve… yeah, I got, like.
397 00:43:33.610 ⇒ 00:43:39.720 Luke Scorziell: 3 or 4 meetings, I think, already set up for this week, and then… Hoping…
398 00:43:39.860 ⇒ 00:43:44.970 Luke Scorziell: Yeah, for next week, and I think that even just getting momentum going on that has helped me to see, like.
399 00:43:45.620 ⇒ 00:43:53.239 Luke Scorziell: Yeah, maybe even, like, pitching more of the stuff that we did with, like, Lilo could be interesting, because I have a lot of agency people,
400 00:43:53.760 ⇒ 00:43:57.030 Luke Scorziell: And my network, and then…
401 00:43:57.450 ⇒ 00:44:04.480 Luke Scorziell: Yeah, so I’m excited for that, and then… Twice a week getting… I think planning content.
402 00:44:04.760 ⇒ 00:44:08.770 Luke Scorziell: At the beginning of the week, for the following week, and then at the end of this week.
403 00:44:09.360 ⇒ 00:44:12.630 Luke Scorziell: So, like, Monday, planning a meeting, and then Friday,
404 00:44:13.030 ⇒ 00:44:17.120 Luke Scorziell: Kind of, like, review and just, like, checking the boxes to make sure that we’re good to go.
405 00:44:17.240 ⇒ 00:44:24.950 Luke Scorziell: I think that’s another, but… it’s just… How do we bring some… Corner into the chaos of…
406 00:44:25.280 ⇒ 00:44:28.009 Luke Scorziell: Just throwing stuff out, and then…
407 00:44:28.190 ⇒ 00:44:33.359 Luke Scorziell: Yeah, risks… I think the biggest risk that I see is that as we move up to 10 posts a week.
408 00:44:34.300 ⇒ 00:44:38.720 Luke Scorziell: like, that could put too much strain on Ryan, it could put a lot of strain on us to, like, figure out
409 00:44:39.150 ⇒ 00:44:41.939 Luke Scorziell: like, what we’re gonna post, yeah.
410 00:44:42.100 ⇒ 00:44:46.270 Luke Scorziell: each of those days, and then I could see, like, the risk is that we falter, and…
411 00:44:46.620 ⇒ 00:44:49.680 Luke Scorziell: Like, are a little hot and cold.
412 00:44:49.900 ⇒ 00:44:56.109 Luke Scorziell: If we, like, get out 10 posts one week, and then next week we’re doing, like, 5,
413 00:44:56.390 ⇒ 00:45:00.269 Luke Scorziell: So, I think, yeah, just, like, is this a sustainable pace?
414 00:45:01.590 ⇒ 00:45:03.869 Luke Scorziell: to push. It was probably my biggest.
415 00:45:04.220 ⇒ 00:45:06.000 Luke Scorziell: Risk.
416 00:45:06.000 ⇒ 00:45:06.550 Robert Tseng: Yeah.
417 00:45:09.120 ⇒ 00:45:19.480 Robert Tseng: I still feel like we don’t need 10. I know Utam said he wanted to see more, I don’t really know, like, I feel like 6 to 8 is fine, but
418 00:45:20.130 ⇒ 00:45:22.230 Robert Tseng: you know, yeah, I just…
419 00:45:23.770 ⇒ 00:45:32.350 Robert Tseng: I feel like the quality… spending more time and doing the quality is gonna move the needle more than posting more after a certain point, but that’s… I mean, I guess we can…
420 00:45:32.560 ⇒ 00:45:42.930 Robert Tseng: we can see how… I mean, let’s just see how a full week of, like, 10 posts going, like, works. Like, I think we… these are week-to-week adjustments we can make. Like, yeah, obviously we want to make it so that
421 00:45:43.260 ⇒ 00:45:49.389 Robert Tseng: it’s obviously sustainable for the team, but also that it, like, the ROI makes sense, too, so…
422 00:45:49.740 ⇒ 00:45:55.560 Luke Scorziell: Yeah, I think a good framework to think about it, there’s,
423 00:45:56.510 ⇒ 00:46:01.209 Luke Scorziell: Alex Hermosi had this framework of, like, it’s like an accordion with content, so you, like.
424 00:46:01.210 ⇒ 00:46:01.860 Robert Tseng: Yeah.
425 00:46:02.230 ⇒ 00:46:07.529 Luke Scorziell: Expand, and then you’re doing, like, a lot of content, and…
426 00:46:07.660 ⇒ 00:46:18.420 Luke Scorziell: And then you kind of just start to see, like, what works out of the content that you’re doing, and then as you see, like, oh, these few posts are doing better, then you can, like, hone in on how do you do that well.
427 00:46:18.850 ⇒ 00:46:25.419 Luke Scorziell: So then you’re focused on quality, but then once you’re… you kind of hone in, like, okay, we can do these few posts well.
428 00:46:25.550 ⇒ 00:46:30.769 Luke Scorziell: Then you, like, up it again, so you say, okay, well, now we’re gonna do, like, 5 of these posts a week on each account.
429 00:46:30.880 ⇒ 00:46:39.989 Luke Scorziell: And then, out of those posts, then, like, these two posted really well. So, let’s focus in on these. So, like, for me, the early signals on that is, like, Greg’s post.
430 00:46:40.180 ⇒ 00:46:47.069 Luke Scorziell: did well. The job hiring posted well. I think the biggest experiment that I’m looking at this week is, like.
431 00:46:47.250 ⇒ 00:46:49.380 Luke Scorziell: Do service-specific posts.
432 00:46:49.800 ⇒ 00:46:55.380 Luke Scorziell: Like, will they… is that, like, something that… like, my assumption is they’re gonna get low engagement.
433 00:46:55.780 ⇒ 00:47:00.100 Luke Scorziell: But it’s kind of like, will the right person see it, and then comment, or something?
434 00:47:00.100 ⇒ 00:47:00.660 Robert Tseng: Yeah.
435 00:47:01.230 ⇒ 00:47:06.990 Luke Scorziell: So that’s kind of how I would think about it. Also, Ryan, I don’t know if that’s helpful for you, so, like.
436 00:47:07.200 ⇒ 00:47:11.180 Luke Scorziell: It’s not that we’re just, like, going 10 out of 10 to, like.
437 00:47:11.450 ⇒ 00:47:16.529 Luke Scorziell: go 10 out of 10. It’s like, we’re… this is gonna give us a lot of data for…
438 00:47:16.720 ⇒ 00:47:18.859 Luke Scorziell: Like, where to focus,
439 00:47:19.230 ⇒ 00:47:22.669 Luke Scorziell: And then, like, I think also it’s just good for us to flex our muscle of, like.
440 00:47:23.080 ⇒ 00:47:25.689 Luke Scorziell: Sing that we can do.
441 00:47:25.690 ⇒ 00:47:26.220 Robert Tseng: Yeah.
442 00:47:26.440 ⇒ 00:47:28.680 Luke Scorziell: Like, time a week, if we need to, because then…
443 00:47:29.050 ⇒ 00:47:32.250 Luke Scorziell: Then we now have a question about our own capabilities as a team.
444 00:47:32.670 ⇒ 00:47:34.390 Luke Scorziell: So…
445 00:47:35.800 ⇒ 00:47:50.960 Robert Tseng: Cool, yeah, I like… I like that framework. Yeah, definitely, week-to-week, these are… these are experiments that you guys run. I mean, I… the more that you can, you know, decide what experiments to run, like, I want you guys to feel empowered to do that. So, but yeah, I think…
446 00:47:51.020 ⇒ 00:48:00.159 Robert Tseng: you know, that’s… I’m on board with that. So, those target numbers are not meant to be… it’s to measure… it’s to give me a sense of, like.
447 00:48:00.300 ⇒ 00:48:05.910 Robert Tseng: Current of, like, team capability, more than it is, like, you have to hit
448 00:48:06.090 ⇒ 00:48:08.899 Robert Tseng: that every… every… I mean, obviously, I want to see
449 00:48:09.060 ⇒ 00:48:15.989 Robert Tseng: like, what can we actually produce? Like, you can see the dips in the expectations and stuff as well, so,
450 00:48:16.070 ⇒ 00:48:35.310 Robert Tseng: yeah, like, I… I think there’s always a mismatch before… between the goals that we set and, like, what we’re actually able to do. So, but yeah, the goal… we… if we can get pretty good at, like, figuring out what we’re capable of, then I think that… that helps us make better decisions, when we do these planning meetings.
451 00:48:36.100 ⇒ 00:48:37.100 Luke Scorziell: No. Okay.
452 00:48:37.100 ⇒ 00:48:41.569 Robert Tseng: Cool. I didn’t really have, you know, anything else, for now. I feel like,
453 00:48:42.740 ⇒ 00:48:47.790 Robert Tseng: Other than that, we covered what we’re working on in stand-up. I think…
454 00:48:48.360 ⇒ 00:48:50.959 Robert Tseng: If nothing else, then we can kind of end early today.
455 00:48:53.790 ⇒ 00:48:55.890 Robert Tseng: Cool. Alright, thanks everyone.
456 00:48:56.280 ⇒ 00:48:57.400 Hannah Wang: Thank you.
457 00:48:57.670 ⇒ 00:48:58.260 Hannah Wang: Bye.