Meeting Title: GTM Lead Weekly Date: 2026-02-13 Meeting participants: Robert Tseng, Luke Scorziell, Sheshu Chandrasekar, Uttam Kumaran
WEBVTT
1 00:00:37.410 ⇒ 00:00:38.330 Uttam Kumaran: Yo, dude.
2 00:00:39.100 ⇒ 00:00:40.060 Luke Scorziell: How’s it going?
3 00:00:41.560 ⇒ 00:00:42.340 Uttam Kumaran: Good!
4 00:00:43.130 ⇒ 00:00:46.289 Uttam Kumaran: I think it’s good, yeah. I feel like,
5 00:00:46.900 ⇒ 00:00:50.779 Uttam Kumaran: We had probably one of the smoothest calls that I…
6 00:00:51.060 ⇒ 00:00:53.180 Uttam Kumaran: I’ve seen in a long time, like…
7 00:00:54.200 ⇒ 00:00:58.639 Uttam Kumaran: And just 2 weeks ago, we were about to lose this client, so I…
8 00:00:58.960 ⇒ 00:01:07.769 Uttam Kumaran: did my job, and now I can pass it back to Demi to keep going. And then hopefully not get a phone call again.
9 00:01:08.000 ⇒ 00:01:09.510 Uttam Kumaran: This is for Magic Spoon.
10 00:01:11.190 ⇒ 00:01:13.370 Uttam Kumaran: So, like, 3 weeks ago, they were, like.
11 00:01:13.480 ⇒ 00:01:17.659 Uttam Kumaran: this is going super south, like, what’s good? And I’m like, okay.
12 00:01:18.100 ⇒ 00:01:20.600 Uttam Kumaran: And then I just got involved, and…
13 00:01:21.120 ⇒ 00:01:27.070 Uttam Kumaran: now we’re good. Now I need to leave again. So… Yeah, it’s been good, though.
14 00:01:30.310 ⇒ 00:01:32.089 Luke Scorziell: Never. A great feeling.
15 00:01:33.030 ⇒ 00:01:35.140 Uttam Kumaran: Let’s talk… I don’t want… I don’t like…
16 00:01:35.390 ⇒ 00:01:38.900 Uttam Kumaran: They had it, like, they just… they just… Yeah.
17 00:01:39.120 ⇒ 00:01:40.449 Uttam Kumaran: A lot of learnings.
18 00:01:40.470 ⇒ 00:01:41.600 Luke Scorziell: But…
19 00:01:43.480 ⇒ 00:01:46.770 Uttam Kumaran: Cool, how are you? How’s everybody?
20 00:01:54.150 ⇒ 00:01:55.389 Luke Scorziell: She, she’s alive.
21 00:01:57.130 ⇒ 00:01:58.959 Luke Scorziell: I think your mic’s not working.
22 00:01:58.960 ⇒ 00:02:02.579 Sheshu Chandrasekar: Every night, so every morning has been super hazy for me.
23 00:02:02.580 ⇒ 00:02:03.650 Uttam Kumaran: Oh, okay.
24 00:02:03.820 ⇒ 00:02:04.510 Sheshu Chandrasekar: Yeah.
25 00:02:08.060 ⇒ 00:02:10.809 Sheshu Chandrasekar: This flu season is unbelievable right now.
26 00:02:13.260 ⇒ 00:02:14.140 Luke Scorziell: Yeah.
27 00:02:16.580 ⇒ 00:02:19.869 Uttam Kumaran: Cool, should we just go through OKR, Robert?
28 00:02:21.100 ⇒ 00:02:22.340 Robert Tseng: Yeah.
29 00:02:22.530 ⇒ 00:02:28.319 Uttam Kumaran: Yeah, I know we didn’t do, sort of, start a week this week, but I think still my hope is that, like, we can do…
30 00:02:29.600 ⇒ 00:02:37.069 Uttam Kumaran: basically, like, try to do these on Monday, so I’ll… I’ll just make sure that that meeting I… or we can just make that other meeting recurring, but…
31 00:02:37.660 ⇒ 00:02:41.509 Uttam Kumaran: Yeah, I feel like my… my only thing is probably on the OKR structure, is
32 00:02:41.830 ⇒ 00:02:46.449 Uttam Kumaran: I like for there to be, like, kind of commentary.
33 00:02:46.800 ⇒ 00:02:50.289 Uttam Kumaran: And then, like Sort of, like, status.
34 00:02:50.740 ⇒ 00:02:56.370 Uttam Kumaran: That way, it lets us have these meetings be just, like, really, really tight, in terms of, like, what we’re gonna talk about.
35 00:02:56.620 ⇒ 00:03:05.220 Uttam Kumaran: So I can… if you’re a good robber, I can go make this change to, like, the other OKR sheet, but this is what I did on the BizOps side. Just had, like, 5 minutes earlier.
36 00:03:05.790 ⇒ 00:03:06.939 Robert Tseng: Yeah, that sounds good.
37 00:03:06.940 ⇒ 00:03:07.700 Uttam Kumaran: Okay, cool.
38 00:03:07.820 ⇒ 00:03:14.670 Uttam Kumaran: So maybe let’s go through… like… go-to-market ones,
39 00:03:18.000 ⇒ 00:03:23.170 Uttam Kumaran: my… My only one, because I don’t… I have to go measure this.
40 00:03:23.460 ⇒ 00:03:32.340 Uttam Kumaran: But… I feel like I… ripped this one. Like, I, we got Magic Spoon, Renewal…
41 00:03:32.690 ⇒ 00:03:35.809 Uttam Kumaran: There should… hopefully it’s gonna be expansion based on what you guys
42 00:03:36.360 ⇒ 00:03:38.959 Uttam Kumaran: tell us Kidra is sort of back.
43 00:03:39.420 ⇒ 00:03:44.599 Uttam Kumaran: I… like, very thankful that Sri quit, because I immediately called him, was like.
44 00:03:44.780 ⇒ 00:03:47.349 Uttam Kumaran: Come do 10 hours at 150 for us.
45 00:03:47.680 ⇒ 00:03:48.140 Luke Scorziell: So I can…
46 00:03:48.140 ⇒ 00:03:51.959 Uttam Kumaran: get… so I can bill these guys, and he crushed it.
47 00:03:52.220 ⇒ 00:03:55.990 Uttam Kumaran: And, so that’s, like, we have… we have now…
48 00:03:56.180 ⇒ 00:03:58.710 Uttam Kumaran: Easily, like, 4 weeks of scope there.
49 00:03:59.040 ⇒ 00:04:01.030 Uttam Kumaran: For him and Awash to just plug away.
50 00:04:01.850 ⇒ 00:04:04.740 Uttam Kumaran: The CTA stuff is in proposal.
51 00:04:05.460 ⇒ 00:04:12.430 Uttam Kumaran: So, I think we’re talking opportunities, I feel like we’re… we’re in a good… Well, on the delivery side.
52 00:04:12.600 ⇒ 00:04:20.089 Uttam Kumaran: The other thing maybe I want to call out briefly is the Magic Spoon one is… like, 85% demi?
53 00:04:20.480 ⇒ 00:04:21.479 Uttam Kumaran: Which is great.
54 00:04:22.089 ⇒ 00:04:26.969 Uttam Kumaran: Meaning… I… I helped him, I sort of ran the, like.
55 00:04:27.130 ⇒ 00:04:36.830 Uttam Kumaran: let’s Talk Renewal conversation with him. It’s kind of like 50-50, actually, and then he’s now used the SOW playbook to generate the SOW that’s on your guys’ desk.
56 00:04:38.150 ⇒ 00:04:42.490 Uttam Kumaran: Is it sort of, like, moving from a… I do, you watch, like.
57 00:04:43.280 ⇒ 00:04:46.690 Uttam Kumaran: You do an all kind of, like, guide, which is great.
58 00:04:47.150 ⇒ 00:04:51.380 Uttam Kumaran: Yeah, so I feel like that’s…
59 00:04:51.830 ⇒ 00:04:54.289 Uttam Kumaran: That’s sort of my update on, like, the delivery side.
60 00:04:54.970 ⇒ 00:04:59.010 Robert Tseng: I think this one, I don’t know, Robert, I feel like I’ll try to calculate this, like.
61 00:05:00.200 ⇒ 00:05:04.709 Uttam Kumaran: Well, I guess if I switch these to on track, it’ll be like, are we on track for this? So, okay, cool.
62 00:05:04.710 ⇒ 00:05:21.059 Robert Tseng: Yeah, yeah. Yeah, I mean, I guess the… I mean, I kind of clarified this with the guys before, but the BAU versus aspirational… aspirational is, like, there’s no performance target tied to this. This is, like, nice to have, and we want to aim at that, but, like.
63 00:05:21.200 ⇒ 00:05:27.370 Robert Tseng: Not really expecting it to happen, because it’s not, like, necessarily in our core…
64 00:05:27.370 ⇒ 00:05:28.250 Uttam Kumaran: VAU?
65 00:05:28.660 ⇒ 00:05:39.649 Robert Tseng: BAU is business as usual. This was kind of, like, Vixel’s suggestion, that, like, these things need to happen. If they don’t happen, then we’re not going to hit our goals. So,
66 00:05:39.900 ⇒ 00:05:59.219 Robert Tseng: like, it’s… it’s… yeah, it’s not… it’s not… and, you know, the aspirational ones, if we hit them, it’s… it’s a… it’s… it’s a bonus, and it’ll definitely help our goals, but it’s, like, it exceeds, kind of, expectations in… in a way. And it’s… yeah, so it’s something we should talk about, because that’s kind of, like.
67 00:05:59.530 ⇒ 00:06:05.319 Robert Tseng: what we’re aiming at, but, like, at least the BAU stuff needs to be… needs to all be in the green, you know?
68 00:06:05.610 ⇒ 00:06:06.709 Uttam Kumaran: Okay, okay.
69 00:06:10.350 ⇒ 00:06:11.480 Uttam Kumaran: Okay, great.
70 00:06:11.840 ⇒ 00:06:13.750 Uttam Kumaran: Maybe Luke, if you wanna go?
71 00:06:15.370 ⇒ 00:06:22.740 Luke Scorziell: Yeah, so… Honestly.
72 00:06:22.860 ⇒ 00:06:26.909 Luke Scorziell: I updated the, the other doc.
73 00:06:27.340 ⇒ 00:06:33.379 Luke Scorziell: I guess I didn’t realize where… or, yeah, so I can just give you my live updates on this.
74 00:06:34.510 ⇒ 00:06:42.010 Luke Scorziell: I think… Yeah, in terms of marketing, 30% of new pipeline being marketing-sourced,
75 00:06:42.200 ⇒ 00:06:46.640 Luke Scorziell: I feel like we’re getting traction there. Like, I feel like the last few weeks have been pretty…
76 00:06:47.290 ⇒ 00:06:52.239 Luke Scorziell: Or, like, this week, I feel like, marked a turning point. I think, especially with getting the,
77 00:06:54.440 ⇒ 00:06:58.470 Luke Scorziell: We’ve met a system, like, relatively… .
78 00:06:59.190 ⇒ 00:06:59.750 Uttam Kumaran: Okay.
79 00:07:00.240 ⇒ 00:07:12.919 Luke Scorziell: in place, and, like, I think launching this, like, agency campaign, forcing us to put together, like, a workshop that we can do regularly will be, like, another great way that we can see more leads coming in. We’ve got, like.
80 00:07:13.550 ⇒ 00:07:16.470 Luke Scorziell: I’d say the lead magnet strategy right now is, like.
81 00:07:17.460 ⇒ 00:07:27.289 Luke Scorziell: pretty minimum viable product, like, just threw something together this week so that we could have some kind of measurement, by Monday.
82 00:07:27.500 ⇒ 00:07:33.580 Luke Scorziell: B… SQL to discovery call rates.
83 00:07:33.720 ⇒ 00:07:35.600 Luke Scorziell: I think,
84 00:07:38.400 ⇒ 00:07:46.919 Luke Scorziell: Yeah, well, I don’t know, Robert, maybe you… or… what is the, like, how does that look? I think I’ve… that one, I’m a little less, like, oh.
85 00:07:46.920 ⇒ 00:08:00.700 Robert Tseng: Yeah, I mean, I would… yeah, let me transfer some of this over. I haven’t touched this in a while. So yeah, I would say that that probably ends up with me, and then deal stalling should probably be with me. I would say, I don’t want Hannah’s name on this, so this will kind of rearrange this to you.
86 00:08:00.760 ⇒ 00:08:09.710 Robert Tseng: And whether or not we keep Shayshu here is TBD. But anyway, I’ll speak to these two then. Yeah, I would say we’re on track here. And I think, like…
87 00:08:10.080 ⇒ 00:08:18.010 Robert Tseng: you know, I… I was just looking at the other tab here. Like, we went from…
88 00:08:19.070 ⇒ 00:08:37.299 Robert Tseng: Like, we’ve been adding consistently net new leads. We added 5 last week, and, like, 3 of them went to call, so definitely we’re, like, trending in the right direction here. It was probably, like, 60%, equal to disco call rate the past week.
89 00:08:39.340 ⇒ 00:08:48.789 Robert Tseng: And then, zero active deals sold greater than 14 days. I do not think… I would say we’re still off track here. Just, like, don’t have, a…
90 00:08:49.850 ⇒ 00:08:54.090 Robert Tseng: Nurturing sequence…
91 00:08:55.200 ⇒ 00:09:13.049 Robert Tseng: no SLA for follow-ups. This is really just, like, me before, like, start of the week, end of the week, kind of either nudging Utam or, like, sending, like, follow-ups to my leads, which is fine, since our active lead count is, like, maybe…
92 00:09:13.160 ⇒ 00:09:16.829 Robert Tseng: Less than 20 right now, so it’s still manageable, but…
93 00:09:16.940 ⇒ 00:09:19.339 Robert Tseng: Eventually, we will… I just need…
94 00:09:19.450 ⇒ 00:09:26.730 Robert Tseng: I mean, I know we can try to get Rico involved here, but I wasn’t so concerned with this yet. Yeah.
95 00:09:32.310 ⇒ 00:09:34.960 Luke Scorziell: Okay, yeah, and I mean, I think what the…
96 00:09:35.200 ⇒ 00:09:39.059 Luke Scorziell: like, maybe then taking on the ICP high intent actions?
97 00:09:39.690 ⇒ 00:09:42.589 Luke Scorziell: with Hannah, I guess… I feel like we’re on…
98 00:09:42.770 ⇒ 00:09:46.420 Luke Scorziell: on track for that. I mean, I’m gonna have…
99 00:09:49.680 ⇒ 00:09:56.730 Luke Scorziell: Well, I have a couple conversations. I don’t know if that’s… that’d be more in the sales category, though, than, marketing, like, since I’m…
100 00:09:56.850 ⇒ 00:10:02.110 Luke Scorziell: booking one-on-ones with people, but being able to send them, like, this case study, I think, is gonna be significant, and then…
101 00:10:02.490 ⇒ 00:10:07.329 Luke Scorziell: we should be able to see more than 12, I think, through that ordinal link that,
102 00:10:07.630 ⇒ 00:10:10.759 Luke Scorziell: Ryan’s been using for a lot of our,
103 00:10:11.300 ⇒ 00:10:18.649 Luke Scorziell: like, all of our lead magnets have been tracked through that. I think the gap and, like, maybe blocker that we have still…
104 00:10:18.900 ⇒ 00:10:25.559 Luke Scorziell: is that, like, I don’t know why I didn’t realize… yeah, I didn’t realize this until, like, last week, or after we had built the, like, custom solution.
105 00:10:25.730 ⇒ 00:10:30.189 Luke Scorziell: But I would just like to use HubSpot, I think, as a way to, like, gate our lead magnets.
106 00:10:30.450 ⇒ 00:10:33.770 Luke Scorziell: And so, figuring out some kind of repeatable way that we can do that.
107 00:10:34.080 ⇒ 00:10:37.609 Luke Scorziell: And that, like, Hannah can easily just…
108 00:10:39.230 ⇒ 00:10:44.520 Luke Scorziell: Either upload a video, a demo, or just use the same form.
109 00:10:45.600 ⇒ 00:10:47.110 Luke Scorziell: I don’t think Clark…
110 00:10:47.220 ⇒ 00:10:56.920 Luke Scorziell: that… that’s gonna help then, I would assume, with some of the, like, deals. Well, I don’t know as much with the deal stalls as much as, like, pushing MQLs into SQLs.
111 00:10:57.010 ⇒ 00:11:07.660 Luke Scorziell: Because if we’re just putting everyone into one email pipeline, or, like, one database in HubSpot, then we can start building custom email campaigns to go out,
112 00:11:08.520 ⇒ 00:11:19.330 Luke Scorziell: to those people. So, like, if I sign up for the agency thing, or if I sign up to get, like, the insurance lead magnet, then, like, maybe I just get added onto, like, Brainforge’s newsletter, or something.
113 00:11:20.390 ⇒ 00:11:22.419 Luke Scorziell: So, I think that’s kind of the next step.
114 00:11:22.420 ⇒ 00:11:26.619 Uttam Kumaran: I agree with that. I actually think, like, putting the email gate is gonna allow you to hit these.
115 00:11:27.000 ⇒ 00:11:31.549 Uttam Kumaran: I think people are probably looking at our stuff not… Submitting their email.
116 00:11:31.740 ⇒ 00:11:37.120 Uttam Kumaran: So, I actually think, like, that’s a good decision. Like, the email gate stuff we got out.
117 00:11:37.240 ⇒ 00:11:39.340 Uttam Kumaran: Is gonna help… is gonna help to hit this.
118 00:11:39.870 ⇒ 00:11:44.329 Uttam Kumaran: And what I think you should think of next is, like, what is the flow from email gate to, like.
119 00:11:44.750 ⇒ 00:11:50.270 Uttam Kumaran: kind of like what we have set up in default, which is the ICP categorization.
120 00:11:50.460 ⇒ 00:11:51.980 Uttam Kumaran: Right? So…
121 00:11:51.980 ⇒ 00:11:55.069 Luke Scorziell: My suggestion is to have Ryan do that, basically say, like.
122 00:11:55.070 ⇒ 00:11:57.080 Uttam Kumaran: Every time an email gets submitted.
123 00:11:57.880 ⇒ 00:12:04.189 Uttam Kumaran: send a message to some channel on, like, what the email is, what file they came in through, and if they’re an ICP or not.
124 00:12:05.320 ⇒ 00:12:08.240 Uttam Kumaran: Just literally tell him to do that, and he’ll go rip that.
125 00:12:09.160 ⇒ 00:12:10.369 Sheshu Chandrasekar: Hey, Luke, also…
126 00:12:10.370 ⇒ 00:12:10.770 Luke Scorziell: Brilliant.
127 00:12:10.770 ⇒ 00:12:18.159 Sheshu Chandrasekar: I actually mapped that process out, so if you want, I can send that over to you and Ryan and, see what…
128 00:12:18.520 ⇒ 00:12:20.710 Sheshu Chandrasekar: See what you can make, make do with it.
129 00:12:21.320 ⇒ 00:12:22.340 Sheshu Chandrasekar: That’s helpful.
130 00:12:22.920 ⇒ 00:12:38.599 Luke Scorziell: Yeah, no, that’d be cool. I think, yeah, probably other blocker for me, maybe, mentally, or just… I’m coming from the environment where I did everything myself, into an environment where I have other people who can help out with things, and so I think, yeah, just learning, like, where does ops fit in.
131 00:12:38.660 ⇒ 00:12:43.489 Luke Scorziell: And how can I, like, leverage you guys in a way that’s most effective? Yeah.
132 00:12:43.670 ⇒ 00:12:45.200 Luke Scorziell: So… Yeah.
133 00:12:45.200 ⇒ 00:12:50.540 Uttam Kumaran: ultimately, like, I would say this is where it’s like, you guys are gonna be on the hook for…
134 00:12:50.680 ⇒ 00:12:52.390 Uttam Kumaran: These all being green.
135 00:12:52.840 ⇒ 00:12:54.000 Uttam Kumaran: So, if…
136 00:12:54.450 ⇒ 00:13:04.859 Uttam Kumaran: if you’re… if you’re like, this isn’t green because I didn’t do it, then I’m gonna say, what did the team do? Right? So, part of this is, like, crossing off the fact that, like, we maximized your teams.
137 00:13:05.120 ⇒ 00:13:10.070 Uttam Kumaran: and your time, and then it’s like, they still didn’t happen. Then it’s like, okay.
138 00:13:10.350 ⇒ 00:13:14.400 Uttam Kumaran: what, like, were our goals too lofty? Is there some other structural issue?
139 00:13:14.740 ⇒ 00:13:26.519 Uttam Kumaran: But until… until we’re, like, confident, right, Luke, until you’re like, look, Ryan’s maxed out, I’m maxed out, we tried everything, then it’s like, okay, like, maybe we need to, like.
140 00:13:27.070 ⇒ 00:13:29.310 Uttam Kumaran: Reassess whether this is the, like.
141 00:13:29.410 ⇒ 00:13:31.919 Uttam Kumaran: Whether, like, there’s truly anything else
142 00:13:32.170 ⇒ 00:13:33.869 Uttam Kumaran: The rest of the team can do.
143 00:13:34.690 ⇒ 00:13:38.679 Uttam Kumaran: At this point, I still think you’re figuring that out, is, like, my kind of diagnosis.
144 00:13:39.260 ⇒ 00:13:40.240 Luke Scorziell: Yeah, yeah, yeah.
145 00:13:40.240 ⇒ 00:13:40.850 Uttam Kumaran: Cool.
146 00:13:46.310 ⇒ 00:13:54.729 Uttam Kumaran: Okay, maybe I can give… yeah, I don’t know, Shayshu, I don’t think we spoke at all about partnerships, so, like, I’m just gonna go ahead and, like, I’m gonna take this one, because I feel like I’m the…
147 00:13:55.060 ⇒ 00:14:00.460 Uttam Kumaran: Only one, like, doing anything on this side. So, in terms of 70% partner source leads, yeah.
148 00:14:00.650 ⇒ 00:14:09.699 Uttam Kumaran: I think I hit this. This is an easy one, because we’re not getting a lot of partner source leads, so I’m only gonna take the meetings with the ones that, like.
149 00:14:09.890 ⇒ 00:14:15.449 Uttam Kumaran: are, you know, are in our ICP. I think my other question on this one, Robert, is like.
150 00:14:16.350 ⇒ 00:14:20.159 Uttam Kumaran: Is this gonna be 70% of the partner source leads in the week?
151 00:14:20.400 ⇒ 00:14:25.659 Uttam Kumaran: That… like… So, like, if we didn’t get any leads this week, should this be…
152 00:14:26.360 ⇒ 00:14:28.750 Robert Tseng: No, yeah, it’s not on a weekly cadence.
153 00:14:28.750 ⇒ 00:14:29.369 Uttam Kumaran: It’s like…
154 00:14:29.370 ⇒ 00:14:32.430 Robert Tseng: The quality of the leads that we’re getting is…
155 00:14:33.460 ⇒ 00:14:34.769 Uttam Kumaran: Okay, okay, in the quarter.
156 00:14:34.770 ⇒ 00:14:35.350 Robert Tseng: Yeah.
157 00:14:35.530 ⇒ 00:14:40.740 Uttam Kumaran: Okay, okay, okay, cool. Okay, then I feel like we’re… on track here.
158 00:14:40.840 ⇒ 00:14:46.910 Uttam Kumaran: But again, like, it’s, because we’re getting, like, not many leads, so that’s probably what we want to talk about.
159 00:14:46.910 ⇒ 00:14:47.300 Robert Tseng: Yeah.
160 00:14:48.050 ⇒ 00:14:54.269 Robert Tseng: So yeah, exactly, so one is showing that we’re not getting enough leads, but then the other one’s showing the quality of the leads that we’re getting is just there.
161 00:14:54.270 ⇒ 00:14:59.320 Uttam Kumaran: Yeah, so if I were to say here, I’m gonna say, like, yeah, we got…
162 00:14:59.580 ⇒ 00:15:02.420 Uttam Kumaran: Two leads, they were good.
163 00:15:02.420 ⇒ 00:15:03.280 Robert Tseng: Bye.
164 00:15:03.760 ⇒ 00:15:04.990 Uttam Kumaran: See above.
165 00:15:05.320 ⇒ 00:15:06.400 Robert Tseng: Not good.
166 00:15:06.690 ⇒ 00:15:09.570 Uttam Kumaran: So that’s, like, my commentary. So on this piece.
167 00:15:09.840 ⇒ 00:15:15.089 Uttam Kumaran: I feel like I’ll give you, like, what I’ve tried, and then kind of my recommendation. So…
168 00:15:15.630 ⇒ 00:15:23.590 Uttam Kumaran: A couple changes on the partnership side. One is, like, we went from… and I just want to, like, flash the partner tracker.
169 00:15:23.700 ⇒ 00:15:31.689 Uttam Kumaran: We went from all of these, plus, like, 3 or 4 others being, like, all at the same level.
170 00:15:31.970 ⇒ 00:15:33.990 Uttam Kumaran: All sort of, like.
171 00:15:34.450 ⇒ 00:15:39.379 Uttam Kumaran: Not getting any love, or, like, enough to, like, yo, two of these are gonna get a lot of love.
172 00:15:40.160 ⇒ 00:15:44.370 Uttam Kumaran: We’re gonna figure out which… who else should get into that gold category, or who should get…
173 00:15:44.870 ⇒ 00:16:02.849 Uttam Kumaran: like, completely cut out. And so, a couple things that I did is completely cut these people out. They’re great people, but they have… we spent a lot of time on them, and nothing’s resulted, and I don’t see a clear path… I don’t see as clear a path to money as I do with the people above them. So, immediate…
174 00:16:03.000 ⇒ 00:16:04.750 Uttam Kumaran: bandwidth change.
175 00:16:04.930 ⇒ 00:16:15.639 Uttam Kumaran: Second piece is, I immediately moved these two to gold. One, Snowflake, like, if we get a good relationship with them.
176 00:16:15.760 ⇒ 00:16:22.350 Uttam Kumaran: they’ll just hand us, like, the most business of all time. It’s a tough one to crack, and so it needs to be gold in order to…
177 00:16:22.640 ⇒ 00:16:29.449 Uttam Kumaran: warrant the amount of effort we’re putting in, but the potential is very high. Omni is, like, a perfect sweet spot.
178 00:16:29.670 ⇒ 00:16:36.580 Uttam Kumaran: We have a mix of, one, like, even before having any, like, personal connection to this, tried to build a relationship.
179 00:16:36.930 ⇒ 00:16:39.459 Uttam Kumaran: Two, they’re a great product. Three, I then…
180 00:16:39.730 ⇒ 00:16:46.099 Uttam Kumaran: happened to ha- happened to be good friends with the guy that came in to lead North America commercial sales for Omni.
181 00:16:46.330 ⇒ 00:16:48.859 Uttam Kumaran: And then… he’s, like, my homie.
182 00:16:49.000 ⇒ 00:16:51.460 Uttam Kumaran: And then… he’s like.
183 00:16:51.640 ⇒ 00:16:56.420 Uttam Kumaran: yo, I wanna give you guys as much business as possible. So, like, we kinda got a little lucky there, but…
184 00:16:57.330 ⇒ 00:17:11.649 Uttam Kumaran: that just indicates to me that, like, yo, we should run with it. I would say, on Omni, we are seeing great wins. We’re about to close 2 more points of business with them. We already have 2 other active customers with them, Magic Swoon and Default, and, like.
185 00:17:11.849 ⇒ 00:17:22.589 Uttam Kumaran: we will then have four, like, we’re in a good light with them internally. We’re also… Luke’s pushing… Luke’s pushing from the marketing side, I’m continuing to push every angle I have, so, like.
186 00:17:23.390 ⇒ 00:17:30.360 Uttam Kumaran: And I also expect these guys to… either become the next Sigma, Tableau, or get bought.
187 00:17:30.840 ⇒ 00:17:40.960 Uttam Kumaran: Either way is good for us. So, like, that’s sort of my thought here. On these people, it’s sort of TBD. Like, all of these guys, I…
188 00:17:41.650 ⇒ 00:17:47.719 Uttam Kumaran: So there’s a mix of ranges here. One is, like, some of these folks, as you can see, the origin story is, like, I like their tool, I reached out to them.
189 00:17:49.600 ⇒ 00:18:01.070 Uttam Kumaran: Some of these tools, Robert had a previous relationship, we should maintain that. Some of these folks are new. For this crew is really where I’m gonna have to find out for the next few weeks who’s gonna move up, or who’s gonna move down.
190 00:18:01.480 ⇒ 00:18:05.730 Uttam Kumaran: It’s kind of getting a little bit more clear that, like.
191 00:18:06.890 ⇒ 00:18:09.970 Uttam Kumaran: we have to, like, Mixpanel’s kind of a shitshow.
192 00:18:10.640 ⇒ 00:18:13.750 Uttam Kumaran: Amplitude is also kind of, like, a little bit of a mess.
193 00:18:14.030 ⇒ 00:18:15.470 Uttam Kumaran: So, I’m almost like…
194 00:18:15.950 ⇒ 00:18:23.490 Uttam Kumaran: do we even… do I just, like, not even… like, do I have to think about these people every week, yes or no? Can I think about them once a month? Is roughly, like.
195 00:18:23.620 ⇒ 00:18:25.350 Uttam Kumaran: What would move them to bronze?
196 00:18:25.820 ⇒ 00:18:30.040 Uttam Kumaran: Polyatomic… They don’t have any, like, really formal salespeople.
197 00:18:30.310 ⇒ 00:18:34.339 Uttam Kumaran: they do a great job, like, supporting us. He brings us in when…
198 00:18:35.000 ⇒ 00:18:42.309 Uttam Kumaran: he feels like there’s help, that’s fine. Like, I don’t… like, that’s great. Contextual, mother duck.
199 00:18:42.570 ⇒ 00:18:46.849 Uttam Kumaran: I feel like I really want these two to move up.
200 00:18:47.300 ⇒ 00:18:52.730 Uttam Kumaran: Contextual, it has a huge clout in, like, really deep…
201 00:18:52.870 ⇒ 00:19:05.430 Uttam Kumaran: like, like, retrieval and, like, context-building systems. They just have, like, no commercial presence in a lot of our ICP area. So, a lot of, like… because there’s no overlap, there’s a lot of opportunity.
202 00:19:05.650 ⇒ 00:19:08.829 Uttam Kumaran: It’s a very technical product, though, and kind of expensive product.
203 00:19:09.310 ⇒ 00:19:17.200 Uttam Kumaran: we don’t have… a lot of these partners… a lot of these partnerships are not AI-focused, so this is, like, one of the pure AI partners that I… I want to have, otherwise everything’s data.
204 00:19:17.330 ⇒ 00:19:20.450 Uttam Kumaran: Mother Duck is, like, an incumbent to Snowflake.
205 00:19:20.750 ⇒ 00:19:26.059 Uttam Kumaran: So for our companies that can’t afford Snowflake, or want to move faster than Snowflake, we recommend Mother Duck.
206 00:19:26.390 ⇒ 00:19:37.730 Uttam Kumaran: they are, like, the Omni. What Omni is to Tableau is what Mother Duck is to Snowflake. So, hot chance that these guys either become super big or get bought in the next 5 years. Either way, good for us.
207 00:19:37.930 ⇒ 00:19:46.720 Uttam Kumaran: It’s also clear they want to do a bunch of shit with us. So, like, my… my overall saying here is, like, I want to move these guys… I’m… think about moving these guys to silver and moving these people down.
208 00:19:47.250 ⇒ 00:19:50.159 Uttam Kumaran: I feel like we’re gonna get this good Mixpanel event out, but, like.
209 00:19:51.090 ⇒ 00:19:54.770 Uttam Kumaran: Otherwise, like, I don’t know, it’s kind of in mid from these people, so…
210 00:19:54.970 ⇒ 00:20:02.669 Uttam Kumaran: that’s sort of my, like, status. To go back to, like, what we’re originally talking about here on the, OKR side…
211 00:20:03.240 ⇒ 00:20:06.909 Uttam Kumaran: 50% of total qualified pipeline is partner sourced. We… one…
212 00:20:07.080 ⇒ 00:20:10.139 Uttam Kumaran: I think I’m gonna be able to hit…
213 00:20:10.410 ⇒ 00:20:16.259 Uttam Kumaran: I think I’m gonna be able to attack this via the Omni relationship, short-term. There is a…
214 00:20:16.400 ⇒ 00:20:24.459 Uttam Kumaran: there’s a good chance that one… after these two go, that now I’m gonna start putting pressure, because we have just brought them… we would have brought them 3 deals.
215 00:20:25.510 ⇒ 00:20:26.300 Luke Scorziell: You do.
216 00:20:26.300 ⇒ 00:20:28.389 Uttam Kumaran: And so, I’m just gonna put pressure on Greg.
217 00:20:28.920 ⇒ 00:20:32.479 Uttam Kumaran: Like, so that should hopefully get us into a couple more things.
218 00:20:32.870 ⇒ 00:20:36.210 Uttam Kumaran: Snowflake is a bit harder, so I will keep trying.
219 00:20:36.530 ⇒ 00:20:42.100 Uttam Kumaran: The other opportunities here is, like, Talisma wants to make a bunch of recommendations, so…
220 00:20:42.350 ⇒ 00:20:48.420 Uttam Kumaran: I think I have a path towards, like, 25%, 50%,
221 00:20:48.660 ⇒ 00:21:00.319 Uttam Kumaran: is gonna be tough, but, like, it’s, like, baby steps. I think my only ask here, Robert, is, like, for Talisma, they want to make some more intros for us. I called Aaron this morning, but I need your higher ed
222 00:21:00.940 ⇒ 00:21:02.610 Uttam Kumaran: Connections to trade.
223 00:21:02.610 ⇒ 00:21:03.950 Robert Tseng: Okay. Yeah.
224 00:21:03.950 ⇒ 00:21:09.510 Uttam Kumaran: So… what do you… what… how do you want to attack that? If I could just pull up the…
225 00:21:09.990 ⇒ 00:21:13.500 Uttam Kumaran: to Lisma Doc, and, like, maybe I can even just get some…
226 00:21:14.040 ⇒ 00:21:17.660 Uttam Kumaran: thoughts from you live, and then I can just figure this out.
227 00:21:19.750 ⇒ 00:21:28.719 Robert Tseng: Yeah, there’s this, like… I know the organizers of this, like, higher ed, in April.
228 00:21:28.970 ⇒ 00:21:36.960 Robert Tseng: So, like, any… these people and their network, that’s probably… yeah, GSB Ventures is probably where I would… I would go through.
229 00:21:38.780 ⇒ 00:21:40.780 Uttam Kumaran: Okay, which one? Oh.
230 00:21:43.620 ⇒ 00:21:44.730 Uttam Kumaran: Oh, GSV.
231 00:21:44.730 ⇒ 00:21:48.799 Robert Tseng: I see it in context slash pain. Robert is connected with GSV.
232 00:21:48.800 ⇒ 00:21:50.090 Uttam Kumaran: Oh, okay.
233 00:21:51.230 ⇒ 00:21:51.920 Robert Tseng: Yeah.
234 00:21:53.030 ⇒ 00:21:53.790 Uttam Kumaran: Okay, so…
235 00:21:53.790 ⇒ 00:21:57.760 Robert Tseng: LinkedIn, Slack, but I would… I would try to aim at, aim at that.
236 00:21:58.920 ⇒ 00:22:02.129 Uttam Kumaran: So, what is your connection? We can… you have someone at the company, or…
237 00:22:02.130 ⇒ 00:22:14.550 Robert Tseng: Yeah, I just know the, I guess the partner of the firm, and then also they throw an event every year in April in San Diego that I know the organizers for that event.
238 00:22:15.940 ⇒ 00:22:21.590 Uttam Kumaran: Okay, so two thoughts. One… Do you… do they need data work? Because, dude, we’re working with CS.
239 00:22:23.160 ⇒ 00:22:25.040 Robert Tseng: Yeah, well, I was thinking…
240 00:22:25.040 ⇒ 00:22:31.760 Uttam Kumaran: So I can tell you everything that’s… that they’re probably struggling with on membership, registration, Like, all that stuff.
241 00:22:32.490 ⇒ 00:22:38.509 Robert Tseng: Okay, yeah, I mean, let me… I think that’d be a good kind of, email to check in with them, yeah.
242 00:22:39.620 ⇒ 00:22:40.300 Uttam Kumaran: Okay.
243 00:22:41.250 ⇒ 00:22:43.509 Uttam Kumaran: Okay, so I’m gonna put,
244 00:22:44.180 ⇒ 00:22:52.770 Uttam Kumaran: draft email for Robert, use CES context, Ask about conference…
245 00:22:54.880 ⇒ 00:22:57.750 Uttam Kumaran: Okay, so I can do that,
246 00:22:58.410 ⇒ 00:23:04.390 Uttam Kumaran: the angle for Teleisma is, like, let’s maybe throw an event around this or something, and, like, try to both go to this, maybe.
247 00:23:04.710 ⇒ 00:23:05.330 Robert Tseng: Okay.
248 00:23:05.900 ⇒ 00:23:10.470 Uttam Kumaran: Events both go. What about… what about these?
249 00:23:10.610 ⇒ 00:23:11.680 Uttam Kumaran: these ones.
250 00:23:13.020 ⇒ 00:23:16.789 Uttam Kumaran: Oh, Rose 5 to 11 and PorkCo’s, we have warm intro from them.
251 00:23:17.940 ⇒ 00:23:22.300 Robert Tseng: Yeah, I guess these are, like, connected to GSV, I guess, so I would be able…
252 00:23:22.520 ⇒ 00:23:23.380 Robert Tseng: Like, I would ask…
253 00:23:23.380 ⇒ 00:23:27.310 Uttam Kumaran: If the first one goes well, you can be like, Okay, cool.
254 00:23:27.640 ⇒ 00:23:29.090 Uttam Kumaran: Okay, that’s all I needed.
255 00:23:29.290 ⇒ 00:23:30.400 Uttam Kumaran: Thank you.
256 00:23:31.550 ⇒ 00:23:35.180 Uttam Kumaran: Great.
257 00:23:37.750 ⇒ 00:23:43.310 Uttam Kumaran: So I’m gonna put path to 25%, working to Lisma, and Omni.
258 00:23:43.630 ⇒ 00:23:50.260 Uttam Kumaran: Snowflake, need… 3 months. I’m talking to… I talk to at least 2-3 Snowflake people a week.
259 00:23:50.620 ⇒ 00:23:52.950 Uttam Kumaran: It’s the worst parts of my week.
260 00:23:53.420 ⇒ 00:24:00.319 Uttam Kumaran: Because they’re all… Pretty stupid, but I am working on it. So, takes is gonna take time.
261 00:24:01.290 ⇒ 00:24:05.300 Uttam Kumaran: And they don’t give a shit about us, or me. So…
262 00:24:05.480 ⇒ 00:24:09.429 Uttam Kumaran: But my next path is, like, I will find somebody that…
263 00:24:10.360 ⇒ 00:24:18.430 Uttam Kumaran: has some angle that they need us for, and then I will get us in there. And then, Luke, I’ll find some lowly marketer that needs…
264 00:24:18.680 ⇒ 00:24:24.240 Uttam Kumaran: an SI partner to do something with, and I’ll get you in there, and that’s… but it’s gonna take 3 months, probably.
265 00:24:24.990 ⇒ 00:24:26.959 Luke Scorziell: Yeah, I mean, we can start.
266 00:24:28.060 ⇒ 00:24:37.119 Uttam Kumaran: Yeah, I mean, as long as you, like, yeah, if you can just post anything at any point, it’ll be helpful for this. Like, even if you could post from, like, Oasis account, or, like.
267 00:24:38.030 ⇒ 00:24:43.720 Uttam Kumaran: whatever you can do to just get Snowflake, even one or two posts into the schedule would be helpful for me.
268 00:24:43.860 ⇒ 00:24:44.520 Uttam Kumaran: But…
269 00:24:44.650 ⇒ 00:24:45.420 Luke Scorziell: Okay.
270 00:24:45.990 ⇒ 00:24:48.830 Luke Scorziell: I mean, we could do a demo video, just throwing at that.
271 00:24:49.180 ⇒ 00:24:58.330 Uttam Kumaran: Yeah, I wish he actually just sent me, I haven’t watched it because it’s a little bit long, but I told him to just, like, go look at Snowflake’s AI stuff, and
272 00:24:59.040 ⇒ 00:25:03.079 Uttam Kumaran: He literally did a version of that, so… As long as it’s…
273 00:25:03.080 ⇒ 00:25:04.450 Luke Scorziell: Non-client?
274 00:25:04.450 ⇒ 00:25:07.809 Uttam Kumaran: Yeah, no, no, this, we can’t send this. We have to do another one, but…
275 00:25:09.110 ⇒ 00:25:09.780 Luke Scorziell: Right.
276 00:25:09.780 ⇒ 00:25:12.120 Uttam Kumaran: Meaning, like, we could do something, so… yeah.
277 00:25:12.120 ⇒ 00:25:13.239 Luke Scorziell: Wanna… yeah.
278 00:25:13.240 ⇒ 00:25:15.729 Uttam Kumaran: I mean, you could do… we could do a webinar on Snowflake.
279 00:25:16.800 ⇒ 00:25:21.809 Uttam Kumaran: data stuff too, but I don’t know, whatever… if you can fit one or two things in, that would just be helpful for me, but…
280 00:25:22.060 ⇒ 00:25:24.280 Uttam Kumaran: It’s gonna take a… this is gonna take time.
281 00:25:24.940 ⇒ 00:25:28.039 Luke Scorziell: Yeah, I mean, I think where I’m seeing momentum right now.
282 00:25:28.440 ⇒ 00:25:39.079 Luke Scorziell: the… I’d like to ramp up more insurance content for next week. And then, I don’t know, I think that since we did the insurance one, it might not be that hard to just
283 00:25:39.300 ⇒ 00:25:48.770 Luke Scorziell: copy-paste for legal, and then, since Robert already has connections in that space, like, I don’t know as much about the legal demo, because I wasn’t here when that was happening with.
284 00:25:48.770 ⇒ 00:25:53.690 Uttam Kumaran: Yeah, I think, I think probably my… Yeah, I think, like.
285 00:25:53.910 ⇒ 00:26:00.020 Uttam Kumaran: There’s two other, I think, options, and then can kind of make a decision. One is, like, the home services piece.
286 00:26:00.460 ⇒ 00:26:01.200 Luke Scorziell: Yeah, I mean.
287 00:26:01.200 ⇒ 00:26:05.979 Uttam Kumaran: You have literally all the data points on everything on that, like…
288 00:26:06.250 ⇒ 00:26:09.200 Uttam Kumaran: for the AI to rip together great campaigns.
289 00:26:11.140 ⇒ 00:26:18.670 Uttam Kumaran: I am also more than comfortable asking ABC, if you give me a lead list, to be like, do you guys know anybody on this list? As long as they’re out of Texas.
290 00:26:18.970 ⇒ 00:26:24.779 Uttam Kumaran: The other piece is, like, Teleismo wants to do an event and a campaign with us.
291 00:26:24.930 ⇒ 00:26:29.529 Uttam Kumaran: So, if higher ed is an option, I would like to put that on the campaign calendar.
292 00:26:31.070 ⇒ 00:26:34.449 Uttam Kumaran: that’s what our conversation on Tuesday’s gonna be about, Luke, with them, so…
293 00:26:34.450 ⇒ 00:26:35.110 Luke Scorziell: Yeah.
294 00:26:35.500 ⇒ 00:26:37.189 Uttam Kumaran: There’s two options for you.
295 00:26:37.750 ⇒ 00:26:38.840 Luke Scorziell: So, okay.
296 00:26:39.110 ⇒ 00:26:45.939 Uttam Kumaran: I don’t know, it’s Robert’s call on legal, if… because he talked to Harvey, it’s up to you, Robert, if you think there’s, like, alpha there, it’s just kind of noise, I don’t know.
297 00:26:50.020 ⇒ 00:26:57.049 Uttam Kumaran: In talking to two law firms, my take is sort of what I saw with the real estate firms, is that they have no tech budget.
298 00:26:57.430 ⇒ 00:27:01.700 Uttam Kumaran: And so then it’s… it’s like, where is… who is our stakeholder? Like, where is this money coming from?
299 00:27:02.670 ⇒ 00:27:04.420 Uttam Kumaran: I don’t know, I’m curious your thoughts.
300 00:27:07.710 ⇒ 00:27:09.360 Robert Tseng: Yeah, I mean…
301 00:27:10.450 ⇒ 00:27:21.790 Robert Tseng: I… I mean, we can decide which one to go after. I mean, I’ve just been slowly growing my network in that space, so I feel like… I mean, I wouldn’t be selling to the…
302 00:27:22.530 ⇒ 00:27:35.400 Robert Tseng: I wouldn’t be talking to, like, the solo practitioner. I’d probably be going after, like, mid-sized firms. So, not… not big law, but, like, kind of smaller than that. And…
303 00:27:36.350 ⇒ 00:27:38.930 Robert Tseng: Yeah, I mean, I don’t know, I just… Would you…
304 00:27:38.930 ⇒ 00:27:41.030 Uttam Kumaran: Do you think the ACVs on those will be high?
305 00:27:42.050 ⇒ 00:27:44.680 Uttam Kumaran: I think so, like.
306 00:27:47.700 ⇒ 00:27:58.079 Robert Tseng: Yeah, I mean, there’s one… there’s one, like, she’s a friend of mine in LA that, like, she runs, like, a small firm of, like, 30, 30 attorneys, so, like, I’m…
307 00:27:58.250 ⇒ 00:28:13.329 Robert Tseng: I’m trying to kind of pitch her, and maybe use that as, like, a… as an example of, like, how I can get in, but I understand, like, the challenges that she’s facing now, because of AI. She’s had to…
308 00:28:13.760 ⇒ 00:28:22.039 Robert Tseng: But yeah, well, anyway, so, like, I… I would like to try that messaging with people. But we’re at a place now where we’re able to launch, like.
309 00:28:22.140 ⇒ 00:28:37.559 Robert Tseng: two campaigns a week. So, like, I mean, it’s… this week specifically, we launched two campaigns. We did one on the DBT one, one on the insurance one. So I don’t… I really don’t think that these take that much effort to do. Like, I pretty much just, like.
310 00:28:37.860 ⇒ 00:28:41.319 Robert Tseng: We use the campaign brief, we have,
311 00:28:41.960 ⇒ 00:29:01.719 Robert Tseng: I kind of give Rico some instructions on, like, how to build, like, a lead list of, like, 20 to 30 people. I’ve booked two meetings off the insurance campaign one, zero off DBT. So, like, yeah, and the insurance one, like, he was working on it yesterday, so, thanks. Yeah, like, I think that’s…
312 00:29:01.720 ⇒ 00:29:07.290 Uttam Kumaran: Okay, yeah, and then do that. Yeah, I mean, I think I have another, like, my friend is, like, an associate here.
313 00:29:07.460 ⇒ 00:29:13.410 Uttam Kumaran: he is… he’s like, yo, can we take over your law stuff? I said, No?
314 00:29:13.540 ⇒ 00:29:16.809 Uttam Kumaran: because you seem expensive, you’re like some New York firm, but, like, I can…
315 00:29:17.170 ⇒ 00:29:27.079 Uttam Kumaran: basically be like, I’ll trade you for a meeting, you could… you could do an intro meeting with me about our law needs, but I want… I want to… I want us to talk AI options. Yeah.
316 00:29:27.270 ⇒ 00:29:27.890 Luke Scorziell: Oh.
317 00:29:27.890 ⇒ 00:29:31.879 Uttam Kumaran: You could do that, or you can go talk to him in New York. He’s a really good old friend of mine.
318 00:29:32.590 ⇒ 00:29:32.950 Robert Tseng: Okay.
319 00:29:32.950 ⇒ 00:29:36.439 Luke Scorziell: The thing that… so the couple things I’m thinking about is…
320 00:29:37.040 ⇒ 00:29:41.740 Luke Scorziell: I want to find, with Robert’s account, like, what the…
321 00:29:43.220 ⇒ 00:29:47.699 Luke Scorziell: like, I feel like we’re kind of struggling to unlock the engagement piece a little bit.
322 00:29:48.130 ⇒ 00:29:53.729 Luke Scorziell: And I don’t know if that’s just posting consistently. Ryan has all those different theories about we need to post, like, more, like.
323 00:29:53.730 ⇒ 00:29:59.890 Uttam Kumaran: I don’t know, fuck. So that… that’s all… we’re gonna do that. Don’t… I would say that’s… don’t… like, there’s not more games to play there.
324 00:30:00.170 ⇒ 00:30:00.930 Luke Scorziell: Yes.
325 00:30:00.930 ⇒ 00:30:02.640 Uttam Kumaran: That’s, like, that’s the trap.
326 00:30:02.850 ⇒ 00:30:08.489 Uttam Kumaran: of modern marketing is getting obsessed with, like, Tuesday nights, blah blah blah, like, fuck that.
327 00:30:08.630 ⇒ 00:30:23.409 Uttam Kumaran: I think the thing to think about is, like, when you post something that’s about legal, you should literally go DM everybody in our network that’s illegal, and be like, I just posted about this thing that may be relevant to you. Try that this week, I think you’re gonna see the engagement go way higher.
328 00:30:23.830 ⇒ 00:30:24.410 Luke Scorziell: Okay.
329 00:30:24.410 ⇒ 00:30:26.140 Uttam Kumaran: Let Ryan decide on all that.
330 00:30:26.260 ⇒ 00:30:36.270 Uttam Kumaran: first comment needs to come 25 minutes, that’s a… don’t worry about that. Like, he’s gonna… he’s gonna do whatever is, like, the edge there. Like, so let him do that, like…
331 00:30:36.530 ⇒ 00:30:38.519 Uttam Kumaran: Don’t spread your brain on that, I think.
332 00:30:38.520 ⇒ 00:30:38.960 Luke Scorziell: Yeah. Thinking about.
333 00:30:38.960 ⇒ 00:30:41.509 Uttam Kumaran: About, like, these other unique… unique angles.
334 00:30:41.780 ⇒ 00:30:46.579 Luke Scorziell: Well, yeah, I guess that’s what I’m more thinking about, is, like, what is the… what are the couple…
335 00:30:47.020 ⇒ 00:31:04.250 Luke Scorziell: key… key audiences that either we want to build or that already exist within your network, Robert, that we can start… like, and if that’s, like, product analytics, and we do more of the product analytics content coming out of your account, versus… I mean, we can just keep splitting, like, I was… I kind of was experimenting this week with, like.
336 00:31:04.500 ⇒ 00:31:10.869 Luke Scorziell: how does it look to post the insurance content from Utama’s account versus from Robert’s account? But I think, like, just…
337 00:31:11.060 ⇒ 00:31:14.149 Luke Scorziell: Brand-wise, probably we want to try to see if, like.
338 00:31:15.070 ⇒ 00:31:34.029 Robert Tseng: Yeah, well, why don’t you do it with the Edge one? The Edge one, we just signed a deal, like, there’s… I kind of gave you some… I showed you, there’s people talking about it on LinkedIn, like, that are not in our network, we should… we should be talking about that. There are… there are barely anybody building the solution. Qatar just gave me another lead today, I just jumped on a call with them.
339 00:31:34.030 ⇒ 00:31:39.439 Robert Tseng: Who… they’re interested in the service too, so I feel like in the next week, we’ll probably sell another one. Like, I…
340 00:31:39.530 ⇒ 00:31:40.399 Robert Tseng: Yeah, I mean, like…
341 00:31:40.400 ⇒ 00:31:50.470 Uttam Kumaran: Maybe it’s like… maybe you… maybe, Luke, you have to identify the audience, and then let that decide. The audience basically being in network and out of network.
342 00:31:50.760 ⇒ 00:31:59.079 Uttam Kumaran: ICP audience, and then let that indicate what the content is. Because for Edgelayer, Robert’s right, like, we may be able to build the audience there.
343 00:31:59.220 ⇒ 00:32:01.770 Uttam Kumaran: But the way to do that is to post first.
344 00:32:01.940 ⇒ 00:32:12.880 Uttam Kumaran: And then DM people, like, I just posted about this, I saw you talking about this, here’s also our one-pager, thought you may be interested, would love to hear you in the comments section, blah blah blah.
345 00:32:13.150 ⇒ 00:32:15.960 Uttam Kumaran: Yeah, like, I think that’s a… that’s a good play, probably.
346 00:32:15.960 ⇒ 00:32:27.490 Robert Tseng: Yeah, one more thought on, like, rather than starting from, like, our network, yeah, you can probably learn some things about who we’re connected to. I think Utama, I could generally tell you who those people are.
347 00:32:27.490 ⇒ 00:32:40.410 Robert Tseng: But, like, we have to recognize their position as a service provider. We’re not building at the cutting edge. Like, let the research firms and, like, the product companies share about the fancy tech or whatever.
348 00:32:40.410 ⇒ 00:32:40.910 Uttam Kumaran: Yeah, yeah.
349 00:32:40.910 ⇒ 00:32:54.050 Robert Tseng: piggyback on the thing that is, like, action… that people are talking about. So, if we can catch better signal, like, yeah, I wasn’t seeing anybody talking about Edge stuff until, like, you know, this year, this calendar year.
350 00:32:54.050 ⇒ 00:32:57.350 Robert Tseng: now I’m seeing more conversations about it on LinkedIn, and it’s like.
351 00:32:57.350 ⇒ 00:33:17.949 Robert Tseng: well, great, we’ve already built it a couple times for clients, like, I think it’s a good time to, like, kind of ride that wave. It’s basically just tagging and tracking in the next… in the next… in the future. We’re just not talking about it the way that people did, like, previously. So it’s like, I think that’s an interesting kind of, like, wave that we can catch on that side, but, so yeah, I think just.
352 00:33:17.950 ⇒ 00:33:18.710 Luke Scorziell: Okay.
353 00:33:18.710 ⇒ 00:33:35.269 Robert Tseng: Yeah, like, we… I would say, yeah, maybe just start with that first, and then we can think about, like… I mean, I’ll base… I mean, I’m still very active in the campaign, so as we’re running these other campaign tests, I’m gonna jump on calls with people, I’m gonna figure out what they’re talking about.
354 00:33:35.270 ⇒ 00:33:43.790 Robert Tseng: And I’ll be able to kind of point to you, hey, like, this is how this audience is talking about a topic that I think we could speak to more.
355 00:33:44.300 ⇒ 00:33:47.509 Luke Scorziell: Okay, yeah, I mean, I think, like, this week,
356 00:33:48.550 ⇒ 00:34:06.189 Luke Scorziell: maybe then it’s going back, and kind of how I’ve described, I think, to both you guys at this point, the volume versus, like, seeing what’s resonating, and then kind of honing in on specific things. If, like, edge activation is working decently well, and insurance is working well, then maybe we just double down on those. I can try to get, like.
357 00:34:06.690 ⇒ 00:34:15.839 Luke Scorziell: better content, to put out on those, or more clear content this week, and then we can try launching, like, the home services
358 00:34:16.380 ⇒ 00:34:17.960 Luke Scorziell: And then…
359 00:34:18.070 ⇒ 00:34:24.689 Luke Scorziell: yeah, maybe legal, and then I’ll just push on the agency one on my account and see what… what happens there.
360 00:34:24.699 ⇒ 00:34:31.539 Robert Tseng: Yeah, you know what the lift is now to do, like, the first campaign of a service offering. I think that’s, like, pretty…
361 00:34:31.749 ⇒ 00:34:33.379 Robert Tseng: I think that should be, like.
362 00:34:34.099 ⇒ 00:34:54.639 Robert Tseng: lower… like, that’s different than, like, doing the second campaign on… for… for edge deactivation, right? Like, you just kind of, like, sprayed a wide range, like, whatever, like, we could do that for any new service line. Just to, like, put something out in the network, have something to share with people directly. We’re just trying to generate some interest, and then also just get on calls with people.
363 00:34:54.639 ⇒ 00:34:58.609 Robert Tseng: Then when we have, like, better understanding of how they’re talking about.
364 00:34:58.649 ⇒ 00:35:05.979 Robert Tseng: work that we could actually do for them, then that should inform the next campaign. And that’s, like, how you’re gonna dial in the messaging more and more.
365 00:35:07.000 ⇒ 00:35:09.080 Luke Scorziell: Okay. And then, are we…
366 00:35:09.570 ⇒ 00:35:14.520 Luke Scorziell: been getting, like, killed, the dbt audit, or what… should we keep posting that? What do you guys…
367 00:35:14.520 ⇒ 00:35:16.999 Robert Tseng: So, like I said, we’re gonna run that for every county.
368 00:35:17.000 ⇒ 00:35:17.690 Uttam Kumaran: Finish it out.
369 00:35:17.690 ⇒ 00:35:22.240 Robert Tseng: for 2 weeks, and then finish it out. Yeah, I mean, I sent all the messages two days ago.
370 00:35:22.510 ⇒ 00:35:35.129 Uttam Kumaran: You need the data, Luke, to see, like, how… to even be like, we shouldn’t do this in the future. If we kill it too fast, we’re not gonna be able to be… later, like, 3 months, we’ll be like, did we kill it too fast?
371 00:35:35.270 ⇒ 00:35:39.259 Uttam Kumaran: Right? So, that’s the thing, like, just trust it, go for it, learn.
372 00:35:39.770 ⇒ 00:35:42.350 Robert Tseng: I got one response on the DBT campaign.
373 00:35:42.350 ⇒ 00:35:52.800 Uttam Kumaran: See, I’m gonna use it, like, next time someone calls me about dbt, I’m gonna use that. So that’s… we didn’t… we’re not doing things that are, like… there’s, like, no other parallel… there’s no other, like, use case for it, like…
374 00:35:52.800 ⇒ 00:35:55.120 Luke Scorziell: I could have used the dbt audit for, like.
375 00:35:55.250 ⇒ 00:35:59.799 Uttam Kumaran: 30 different things in the past 6 months, so it’s helpful, but, like.
376 00:35:59.910 ⇒ 00:36:04.059 Uttam Kumaran: I think this is where it’s like the game of, like, we have a long backlog of stuff we’ve just never…
377 00:36:04.220 ⇒ 00:36:08.939 Uttam Kumaran: talked about. Like, we do, like… we do, like, probably, like, 200 things.
378 00:36:09.140 ⇒ 00:36:17.629 Uttam Kumaran: we only talk about, like, probably 25 of them. So, like, there’s gonna be some of that where it’s just worth getting it out there, getting the assets created, getting the talking points, so that
379 00:36:17.760 ⇒ 00:36:21.620 Uttam Kumaran: I can just use it in… Any calls, you know?
380 00:36:22.970 ⇒ 00:36:23.710 Uttam Kumaran: So…
381 00:36:23.710 ⇒ 00:36:24.340 Luke Scorziell: Okay.
382 00:36:25.490 ⇒ 00:36:35.720 Luke Scorziell: Yeah, that makes sense. I mean, I think I’m just trying to… I want to figure out, like, what are the couple things that are gonna, like, start generating leads and stuff coming in. Yeah, yeah, yeah, yeah. But yeah, cool.
383 00:36:35.720 ⇒ 00:36:37.150 Uttam Kumaran: No, but I think that’s…
384 00:36:37.620 ⇒ 00:36:46.150 Uttam Kumaran: there’s nothing that’s, like, sort of not worth it, I think, yeah, but you’re right, your OKRs are on, like, lead gen, and so, I mean, that’s… that’s fair.
385 00:36:47.600 ⇒ 00:36:50.650 Luke Scorziell: So, anyways, alright, no shakes you have.
386 00:36:50.650 ⇒ 00:36:57.189 Uttam Kumaran: Okay, cool. Yeah, I think… I think we should… I have to jump in, like, 3 minutes, but let’s maybe grab some more time for ops later.
387 00:36:57.610 ⇒ 00:37:01.100 Uttam Kumaran: Okay, let me… I’ll just check schedules and try to grab that.
388 00:37:01.100 ⇒ 00:37:01.460 Sheshu Chandrasekar: Cool.
389 00:37:01.460 ⇒ 00:37:05.929 Uttam Kumaran: But this was good. I feel like this is great, like, I think we should try to do…
390 00:37:06.210 ⇒ 00:37:07.410 Uttam Kumaran: Mondays.
391 00:37:07.520 ⇒ 00:37:08.680 Uttam Kumaran: Sort of a line.
392 00:37:08.870 ⇒ 00:37:15.320 Uttam Kumaran: And then, I think reflecting on these. I think, kind of, again, the most probably important part of this process is, like.
393 00:37:15.650 ⇒ 00:37:19.500 Uttam Kumaran: for you guys, Luke and Shayshu, to go spend time and fill this out.
394 00:37:19.620 ⇒ 00:37:22.500 Uttam Kumaran: Like, don’t come to this meeting without this filled out.
395 00:37:22.680 ⇒ 00:37:30.889 Uttam Kumaran: Otherwise, I’m just gonna cancel the meeting, and we’re gonna just wait until this is filled out. Like, I think this week, I’m okay with it, but, like, there’s only 4… there’s only, like, 5 things on here.
396 00:37:31.020 ⇒ 00:37:40.460 Uttam Kumaran: So, spend time, or have your team spend time and fill it out for you, I don’t care. But, like, try to… for next week, I want to make sure that this is just ready to go.
397 00:37:41.370 ⇒ 00:37:45.040 Uttam Kumaran: Because we’re only, like… if you think about it in our… yeah.
398 00:37:45.470 ⇒ 00:37:46.559 Uttam Kumaran: Yeah, go ahead.
399 00:37:47.260 ⇒ 00:37:53.479 Luke Scorziell: Oh, I was… like, with the management operations doc, is that… should we not do that one? Like, I had put some notes in there.
400 00:37:54.930 ⇒ 00:37:57.450 Sheshu Chandrasekar: Yeah, I was going based off of that this week as well.
401 00:37:57.450 ⇒ 00:38:01.620 Uttam Kumaran: I guess I don’t… I guess up to you, I don’t know… I feel like we were…
402 00:38:01.780 ⇒ 00:38:05.339 Uttam Kumaran: looking at this in Slack, so… we can consolidate here.
403 00:38:06.360 ⇒ 00:38:13.820 Robert Tseng: My understanding is the management operations thing, that’s just areas of responsibility. Those are just, like, kind of describing how…
404 00:38:13.820 ⇒ 00:38:14.860 Uttam Kumaran: I see.
405 00:38:14.860 ⇒ 00:38:25.979 Robert Tseng: Whereas, like, the OKRs, like, they actually tie those things, like, they’re… it adds velocity and direction to, like, what we’re, like, where we’re doing. So.
406 00:38:25.980 ⇒ 00:38:50.580 Robert Tseng: like, it’s a way… like, I think I’ve… I view it as, like, the middle between an AOR and also, like, kind of like a weekly business review. Weekly business review only shows you the numbers. It doesn’t really show you how things triangulate and fit together. And the AORs, like, these are pretty static, like, these just kind of stay as they are. They’ll only ever add more, or will, like, shift responsibilities. So, I mean, I guess if you have this reported status thing, which I don’t know
407 00:38:50.580 ⇒ 00:38:53.319 Robert Tseng: if you guys actually run through this every week, but…
408 00:38:53.320 ⇒ 00:39:00.970 Uttam Kumaran: But for this, dude, I would say, like, make clear, we’re gonna do this monthly, so don’t worry about doing… don’t worry about touching this during the month.
409 00:39:00.970 ⇒ 00:39:04.289 Robert Tseng: Yeah. Worry about keeping the WBR and then the OKRs.
410 00:39:04.290 ⇒ 00:39:09.950 Uttam Kumaran: This… this, really, the core use case is for us to see all of the responsibilities
411 00:39:10.520 ⇒ 00:39:24.450 Uttam Kumaran: mainly to see, like, how do we start to… how are we… how does it informing recruiting? And then, on a monthly level, we’re like, did this happen or not? Yes or no? What’s the change? The OKR, as Robert said, is like the metrics. Like, there’s no…
412 00:39:24.570 ⇒ 00:39:31.060 Uttam Kumaran: this is, like, is it just… are we doing a… okay, are we doing it good at, like, defining the vision, right? It’s like…
413 00:39:31.060 ⇒ 00:39:31.680 Luke Scorziell: Yeah.
414 00:39:31.680 ⇒ 00:39:35.350 Uttam Kumaran: Right, so that’s how I would use… so yes, please use the other doc.
415 00:39:35.830 ⇒ 00:39:43.049 Uttam Kumaran: And yeah, it’s, like, pretty quick to just go fill this out, and then with a light commentary, and you can kind of see how… I want to show you guys how I’m going through the commentary, which is, like.
416 00:39:43.230 ⇒ 00:39:47.499 Uttam Kumaran: here’s what happened, here’s why I think it happened, here’s what I think we should do.
417 00:39:47.700 ⇒ 00:39:51.090 Uttam Kumaran: what do you guys think? Like, that’s a perfect way to think about it, so…
418 00:39:51.940 ⇒ 00:39:55.770 Luke Scorziell: Cool. Yeah, I just used the… the notion,
419 00:39:56.050 ⇒ 00:39:59.489 Luke Scorziell: like, outline to prep today, and then, I…
420 00:39:59.490 ⇒ 00:39:59.910 Uttam Kumaran: Okay.
421 00:40:00.310 ⇒ 00:40:01.120 Sheshu Chandrasekar: Yeah, I agree.
422 00:40:01.120 ⇒ 00:40:01.689 Uttam Kumaran: That’s what…
423 00:40:01.850 ⇒ 00:40:06.510 Uttam Kumaran: Yeah, well, I’ll book… I’ll book addition… I have to just run to the same… I’ll book additional time, and then we can keep going, that’s fine, yeah.
424 00:40:06.510 ⇒ 00:40:07.100 Luke Scorziell: Okay.
425 00:40:07.530 ⇒ 00:40:09.509 Uttam Kumaran: Okay, okay. Alright, thank you guys.
426 00:40:09.510 ⇒ 00:40:10.189 Robert Tseng: See you guys.
427 00:40:10.190 ⇒ 00:40:10.830 Sheshu Chandrasekar: Talk soon.