Meeting Title: GTM Weekly Retro + Analysis Date: 2026-02-13 Meeting participants: Luke Scorziell, Hannah Wang, Rico Rejoso, Robert Tseng, Ryan Brosas, Sheshu Chandrasekar, Uttam Kumaran
WEBVTT
1 00:01:02.340 ⇒ 00:01:03.450 Robert Tseng: Hey, everyone.
2 00:01:04.780 ⇒ 00:01:05.610 Luke Scorziell: Hey.
3 00:01:11.050 ⇒ 00:01:12.879 Luke Scorziell: Your Hannah finished here.
4 00:01:14.150 ⇒ 00:01:17.189 Luke Scorziell: Sorry, I don’t know if it’s an annoying finish.
5 00:01:17.950 ⇒ 00:01:18.580 Robert Tseng: Huh?
6 00:01:19.130 ⇒ 00:01:21.480 Luke Scorziell: Just… I gave Hannah a last…
7 00:01:21.700 ⇒ 00:01:29.680 Luke Scorziell: change on that case study, and I know it’s annoying to probably get Little tweaks like that.
8 00:01:29.680 ⇒ 00:01:33.949 Hannah Wang: That’s okay. I’d rather fix these things than…
9 00:01:34.640 ⇒ 00:01:41.850 Hannah Wang: use my brain to strategize something. I have brain energy for this, but not… not the latter, so…
10 00:01:42.550 ⇒ 00:01:44.030 Luke Scorziell: Yeah, not a problem.
11 00:01:45.880 ⇒ 00:01:48.029 Luke Scorziell: Really impressed with how quickly we did this.
12 00:01:49.040 ⇒ 00:01:53.600 Hannah Wang: It’s the power of two designers working different time zones.
13 00:01:54.450 ⇒ 00:01:55.100 Luke Scorziell: Yeah.
14 00:01:59.740 ⇒ 00:02:01.850 Luke Scorziell: How’s the rest of your day been, Robert?
15 00:02:03.930 ⇒ 00:02:09.490 Robert Tseng: This week has been kind of a whirlwind, so…
16 00:02:10.610 ⇒ 00:02:13.890 Robert Tseng: I’m more than just, like, deflecting things off
17 00:02:18.050 ⇒ 00:02:25.509 Robert Tseng: I like… I, like, purposely didn’t jump into the fire today, just letting the…
18 00:02:25.980 ⇒ 00:02:31.100 Robert Tseng: Just letting the delivery team just kind of burn for a bit. I just, like, need them to just…
19 00:02:31.880 ⇒ 00:02:37.749 Robert Tseng: I need them to feel… feel the… Feel the burn as well.
20 00:02:38.030 ⇒ 00:02:45.380 Robert Tseng: Now… So, I guess, like, This is… this part of the business is the… is the…
21 00:02:46.130 ⇒ 00:02:53.580 Robert Tseng: I mean, I feel much better about it this week than previous weeks, but on the delivery side, we’re not… we’re not doing well, so…
22 00:02:56.110 ⇒ 00:02:59.289 Luke Scorziell: Yeah, it’s, I guess, hard to have both at the same time.
23 00:02:59.740 ⇒ 00:03:00.950 Robert Tseng: Hopefully soon.
24 00:03:03.610 ⇒ 00:03:08.209 Robert Tseng: But… I was hoping we could just go around, maybe share…
25 00:03:10.170 ⇒ 00:03:23.060 Robert Tseng: some wins for the team? Any shout-outs for… on the go-to-market side? I know Luke had already been… had already started off with one, but I thought we could spend a few minutes kind of sharing anything else that you guys noticed.
26 00:03:23.600 ⇒ 00:03:25.719 Robert Tseng: That was… that went well this week.
27 00:03:33.450 ⇒ 00:03:37.390 Luke Scorziell: I have stuff to say, but if anyone wants to step in first… Okay.
28 00:03:37.510 ⇒ 00:03:40.870 Robert Tseng: I’m sure, but, like, Rena, thanks.
29 00:03:41.720 ⇒ 00:03:46.339 Robert Tseng: Shout out to Rico, you know, I know we’re just getting this campaign thing going.
30 00:03:46.630 ⇒ 00:03:49.110 Robert Tseng: I…
31 00:03:50.060 ⇒ 00:03:56.769 Robert Tseng: yeah, you were able to take action just off of a couple Zoom clips that I shared, and…
32 00:03:57.000 ⇒ 00:04:01.389 Robert Tseng: Yeah, I just appreciate how organized you are, even if you don’t know
33 00:04:01.900 ⇒ 00:04:10.450 Robert Tseng: necessarily what you’re doing all the time. You make it easy for someone to follow how you’re approaching it. So, I mean, maybe it’s just…
34 00:04:10.800 ⇒ 00:04:16.649 Robert Tseng: maybe our brains are just more wired more similarly, but I can… I know, kind of.
35 00:04:17.579 ⇒ 00:04:20.899 Robert Tseng: Like, what… how you made decisions, and, like, kind of…
36 00:04:21.100 ⇒ 00:04:28.760 Robert Tseng: building out some of those lead lists, and that helps me to know where… where I could do better next time.
37 00:04:28.890 ⇒ 00:04:33.210 Robert Tseng: And, yeah. So, I mean, I… there’s definitely…
38 00:04:33.620 ⇒ 00:04:38.740 Robert Tseng: A ways to go for… before we’re kind of in a stable place there, but…
39 00:04:39.480 ⇒ 00:04:41.509 Robert Tseng: Yeah, I mean, I feel like…
40 00:04:41.650 ⇒ 00:04:46.969 Robert Tseng: I was impressed that we were able to get two of them out this week, and…
41 00:04:47.090 ⇒ 00:04:56.199 Robert Tseng: I feel more confident that we’re gonna be able to get more out, we’re gonna be able to run more exper- more campaign experiments,
42 00:04:56.520 ⇒ 00:04:58.000 Robert Tseng: On a weekly basis.
43 00:05:00.120 ⇒ 00:05:04.189 Rico Rejoso: Yeah, the instruction was clear, to be honest. That’s why I was able to follow it.
44 00:05:04.870 ⇒ 00:05:05.390 Robert Tseng: Maha.
45 00:05:06.980 ⇒ 00:05:07.940 Luke Scorziell: So humble.
46 00:05:17.820 ⇒ 00:05:28.080 Robert Tseng: But yeah, I mean, from your campaign, I already booked 2 calls for next week, so, I mean, it just kind of goes to show, we don’t really need the volume. Hopefully you guys are seeing that. We only really need, like, 20…
47 00:05:28.210 ⇒ 00:05:36.549 Robert Tseng: 20 to 30 people. I mean, Rico gives me a list of 30 people, but I ended up only really maybe sending, like, 15 to 20 messages. So, like…
48 00:05:37.040 ⇒ 00:05:40.350 Robert Tseng: Yeah, like, I think that’s… that’s fine. We’re not looking…
49 00:05:40.620 ⇒ 00:05:55.739 Robert Tseng: We don’t… I don’t have that much time anyway, like, booking 10 meetings, 8 to 10 meetings a week would be ideal, and I think that’s pretty much all we have time for anyway. So, yeah, I feel good that, you know, we just run, like, 2 of these a week.
50 00:05:56.000 ⇒ 00:06:01.429 Robert Tseng: You know, we’re gonna easily book, like, we’re easily gonna be able to hit our meeting targets.
51 00:06:01.920 ⇒ 00:06:03.220 Robert Tseng: Yeah.
52 00:06:12.460 ⇒ 00:06:16.179 Luke Scorziell: Yeah, I mean, I guess,
53 00:06:17.330 ⇒ 00:06:23.149 Luke Scorziell: I’ve worked more closely with Hannah and Ryan this week, but yeah, shout out to you guys for,
54 00:06:23.820 ⇒ 00:06:30.940 Luke Scorziell: I think, like just the… the design, getting… getting each post up with a design, a CTA, And…
55 00:06:31.460 ⇒ 00:06:38.580 Luke Scorziell: like, a link, and obviously, like, maybe it’s not perfect, or we’re… we’re gonna have it fully in the future, but I think, like, that was a pretty big…
56 00:06:39.230 ⇒ 00:06:46.690 Luke Scorziell: win this week, and especially addressing that, like, lead, the lead magnet issue, I guess.
57 00:06:47.910 ⇒ 00:06:51.589 Luke Scorziell: at the beginning of the week, I think making that big push with,
58 00:06:52.820 ⇒ 00:06:57.780 Luke Scorziell: Yeah, the AI team, Hannah, yeah, really appreciated that, and so…
59 00:06:58.150 ⇒ 00:07:05.470 Luke Scorziell: Yeah, I feel like we have a lot of good data, too, on the content side to know, like, kind of what’s… what’s resonating and what we can push forward.
60 00:07:06.690 ⇒ 00:07:08.009 Luke Scorziell: Join into next week.
61 00:07:08.790 ⇒ 00:07:09.420 Robert Tseng: Yeah.
62 00:07:10.720 ⇒ 00:07:24.420 Robert Tseng: And then, Luke, I think just the knowledge-based case study, it was great, end-to-end, like, you reached out to someone in your network, an idea, went back and forth with me and Vitam on it, put together a case study, and, like, you were able to get
63 00:07:24.620 ⇒ 00:07:31.030 Robert Tseng: Pranav involved as well, so, like, awesome. Like, I think that’s, like.
64 00:07:31.220 ⇒ 00:07:34.000 Robert Tseng: Obviously, there… I mean, I don’t even know, maybe this hasn’t…
65 00:07:34.600 ⇒ 00:07:38.320 Robert Tseng: I mean, from this, you could turn it into, like, our design case study and everything.
66 00:07:38.510 ⇒ 00:07:39.420 Robert Tseng: Which I think…
67 00:07:39.420 ⇒ 00:07:43.190 Uttam Kumaran: I really think it’s what’s proving, it’s like, dude, we don’t need salespeople, like…
68 00:07:43.320 ⇒ 00:07:48.330 Uttam Kumaran: We don’t, like… what you just did is, like, what a full-time AE does.
69 00:07:49.020 ⇒ 00:08:05.279 Uttam Kumaran: that… they’re, like, that’s useless. Like, what else can they… those people do, right? This is why we’re, like, trying to build more of, like, AI solution to help power that, because if each of us just spend 20-30% of our time doing stuff like that, we will have…
70 00:08:05.400 ⇒ 00:08:14.549 Uttam Kumaran: in that time, done what, like, 2 or 3 AEs would have done, right? And they… all they can do is, like, go sell. Like, they don’t do any of this brand building.
71 00:08:14.980 ⇒ 00:08:17.560 Uttam Kumaran: thought process, blah blah blah, right? So that’s, like…
72 00:08:17.800 ⇒ 00:08:28.710 Uttam Kumaran: the underlying piece is, like, Robert and I both, like, neither of us are, like, spending full-time sales, but we’re thinking through campaigns, we’re thinking through magnets, we’re thinking through the call to action, like.
73 00:08:28.850 ⇒ 00:08:41.999 Uttam Kumaran: Right? And so I think you’re starting to see, like, oh damn, like, I actually have a network too, and I can sell, and that’s why we actually, like, are incentivizing anybody at the company, if you sell, we’ll pay you. Like, it’s as easy and as hard as that, you know?
74 00:08:43.240 ⇒ 00:08:43.580 Luke Scorziell: Yeah.
75 00:08:43.580 ⇒ 00:08:45.680 Uttam Kumaran: It’s a win-win for the company.
76 00:08:48.750 ⇒ 00:08:54.729 Luke Scorziell: Yeah, no, I appreciate that shout-out, and yeah, I think I’m excited, like, I’ve got a call,
77 00:08:54.980 ⇒ 00:08:57.290 Luke Scorziell: Two, today? Take, dude, just…
78 00:08:57.290 ⇒ 00:09:08.459 Uttam Kumaran: Do not show them how it’s done. I’m telling you, do not share a cursor. One, because there’s a ton of clients up in there, do not share a cursor, but also, if they’re so interested, they should pay us for…
79 00:09:08.460 ⇒ 00:09:08.960 Luke Scorziell: Yeah, yeah.
80 00:09:08.960 ⇒ 00:09:13.879 Uttam Kumaran: For, for, they should pay you! You know, so…
81 00:09:13.880 ⇒ 00:09:27.369 Luke Scorziell: Well, yeah, I think, like, I’ve got a call with someone at 2, and he works at another agency that’s similar in size to Eisenberg, like, 200 to 500 employees, and they…
82 00:09:27.700 ⇒ 00:09:33.640 Luke Scorziell: yeah, I think it’ll be interesting, and then I don’t… I’m kind of hyped, because, like,
83 00:09:33.910 ⇒ 00:09:35.980 Luke Scorziell: Jocelyn, who I spoke to yesterday.
84 00:09:36.130 ⇒ 00:09:52.120 Luke Scorziell: I got connected with her through another connection, and Ashley, and now Ashley is leading, like, the creative agency at Walmart. And so Jocelyn was like, oh, you should go back to Ashley and, like, send her a case study on what you guys have done, because Walmart’s trying to build out their creative agency right now.
85 00:09:52.420 ⇒ 00:09:54.370 Luke Scorziell: So I was like… Nice.
86 00:09:54.600 ⇒ 00:09:56.959 Luke Scorziell: I mean, I have no clue, like, you know, but…
87 00:09:56.960 ⇒ 00:10:03.790 Uttam Kumaran: Well, dude, well, you tell me, if you do get on these calls, and they’re like, I would like to see it, like, I’ll make you a fake one, and then you can share something small.
88 00:10:04.770 ⇒ 00:10:07.230 Luke Scorziell: Yeah, yeah. I mean, I’ll share this whitepaper thing for now.
89 00:10:07.230 ⇒ 00:10:11.889 Uttam Kumaran: Yeah, yeah, yeah. I mean, ultimately, like, the people that we tend to work with.
90 00:10:11.990 ⇒ 00:10:16.759 Uttam Kumaran: They don’t care, really, about how it’s done. They care about the fact that it’s…
91 00:10:17.250 ⇒ 00:10:21.030 Uttam Kumaran: Don and its work… their team is using it. So…
92 00:10:21.030 ⇒ 00:10:21.839 Luke Scorziell: Yeah, yeah.
93 00:10:21.840 ⇒ 00:10:25.839 Uttam Kumaran: Usually, if it’s a good indication of, like, am I talking to the right person?
94 00:10:26.290 ⇒ 00:10:30.379 Uttam Kumaran: In our world, it’s actually the less they care about the how.
95 00:10:31.180 ⇒ 00:10:36.660 Uttam Kumaran: It’s actually, like, a more indication that, like, we’re talking to the right person, unfortunately, which makes it a little bit harder, because
96 00:10:36.930 ⇒ 00:10:45.839 Uttam Kumaran: I would love to talk about how it’s done, it would actually… I could sell this thing, like, be way more important to actually abstract it up for, like, a business leader.
97 00:10:45.960 ⇒ 00:10:50.600 Uttam Kumaran: is the difficulty, I feel like, you know, in pitching our kind of technical solutions.
98 00:10:51.510 ⇒ 00:10:53.389 Luke Scorziell: Good for me, because I don’t even know how.
99 00:10:53.390 ⇒ 00:10:57.119 Uttam Kumaran: That’s also great, yeah, yeah.
100 00:10:57.590 ⇒ 00:10:58.370 Luke Scorziell: Excellent.
101 00:10:58.370 ⇒ 00:11:01.200 Robert Tseng: How did you sell Lilo on it without showing them?
102 00:11:03.030 ⇒ 00:11:07.990 Uttam Kumaran: Well, okay.
103 00:11:08.160 ⇒ 00:11:21.630 Uttam Kumaran: what we… this… the thing we built here at Brain Forge, I’ve been wanting to do, like, for 12 months, so it’s, like, it’s not really hard for me to be like, we want to do this. It’s unfortunate that, like, the people we hired to do it for us.
104 00:11:21.820 ⇒ 00:11:37.300 Uttam Kumaran: are now working for other clients, so nobody is spending time with me anymore. Little ol’ me is, like, trying to push this shit myself, but Lilo’s problem was actually not… they actually came up with this idea also, but what they lack…
105 00:11:37.560 ⇒ 00:11:40.829 Uttam Kumaran: Is that neither of them are technical, so, like, they wouldn’t… they can’t do anything…
106 00:11:41.190 ⇒ 00:11:46.650 Uttam Kumaran: They can’t do it themselves, you know, regardless, but they have the same motivations that we do.
107 00:11:46.760 ⇒ 00:11:55.600 Uttam Kumaran: But we are different. We are… we are same, but they’re still… also very different, in that I can just go do it, they can’t. So they hired an agency.
108 00:11:55.770 ⇒ 00:11:58.270 Uttam Kumaran: They worked with them. Those guys sucked.
109 00:11:58.840 ⇒ 00:12:01.570 Uttam Kumaran: then I got… someone…
110 00:12:02.120 ⇒ 00:12:09.279 Uttam Kumaran: Someone must have saw some of my posts, reached out to a friend of mine, old friend of mine, and was like, yo, connect me with these guys.
111 00:12:09.730 ⇒ 00:12:11.220 Uttam Kumaran: They called me, and they’re like.
112 00:12:11.380 ⇒ 00:12:16.610 Uttam Kumaran: We want, like, you to… here’s everything that we asked these people to build. They’ve done none of it.
113 00:12:16.860 ⇒ 00:12:21.069 Uttam Kumaran: I’ll send you the GitHub. We opened the GitHub, we were like, this is total trash.
114 00:12:21.730 ⇒ 00:12:33.829 Uttam Kumaran: they were like, really? Blah blah blah blah blah? I’m like, this is totally trash, like, I’m not even lying to you. And then… then I was like, we could do this really, really fast. And even today, we talked to them about, like, renewal and stuff like that.
115 00:12:34.030 ⇒ 00:12:37.120 Uttam Kumaran: It’s really great when you get and get a customer to be like.
116 00:12:37.250 ⇒ 00:12:47.220 Uttam Kumaran: We love the pace. It’s incredible that what you built… we built, like, almost, like, entire products that we were thinking about buying off the shelf, you guys built for us in, like, 2-3 weeks.
117 00:12:47.520 ⇒ 00:12:49.820 Uttam Kumaran: They said that out loud in, like, the meeting today.
118 00:12:50.130 ⇒ 00:12:55.079 Uttam Kumaran: Of course, then they’re gonna be like, yeah, but we wanna know the budget, blah blah blah, like, they’re gonna… but when you get a client themselves.
119 00:12:55.080 ⇒ 00:12:55.420 Luke Scorziell: So…
120 00:12:55.420 ⇒ 00:13:00.930 Uttam Kumaran: to say, we were thinking of buying this tool, and you guys just built, like, the core features we need in, like, two weeks.
121 00:13:01.380 ⇒ 00:13:07.439 Uttam Kumaran: there’s no… there’s, like… we have the leverage. No matter what they’re gonna say about price.
122 00:13:08.040 ⇒ 00:13:13.949 Uttam Kumaran: where are they gonna go? There’s… and this is where there’s nobody that can… there’s not many people that could do this type of work right now.
123 00:13:14.160 ⇒ 00:13:16.359 Uttam Kumaran: The problem is, it’s hard to see it
124 00:13:17.030 ⇒ 00:13:21.420 Uttam Kumaran: We have to do it first, and then… Then they’re like, holy shit.
125 00:13:22.110 ⇒ 00:13:28.280 Uttam Kumaran: So I’m sort of like… I mean, I always ask Robert, I’m like, should we come in low on deals, and then ratchet it up?
126 00:13:28.480 ⇒ 00:13:30.969 Uttam Kumaran: We’re coming high, and then go even higher.
127 00:13:32.210 ⇒ 00:13:34.669 Uttam Kumaran: show and tell here that it’s tough, like, you can’t…
128 00:13:35.010 ⇒ 00:13:41.140 Uttam Kumaran: not everything is clear in the demo, but what it’s like to work with us, our organization, our people, right? Like.
129 00:13:41.640 ⇒ 00:13:48.970 Uttam Kumaran: That all comes out when we start working together, but that is the money, like, you know, so… Yeah.
130 00:13:50.660 ⇒ 00:13:59.060 Robert Tseng: Yeah, I mean, we just can’t get too anchored to the first price. Like, the first… I mean, we… if we want to get in the door, we’ll get in the door, and then, like.
131 00:13:59.200 ⇒ 00:14:01.670 Robert Tseng: We just have to add, like, a…
132 00:14:02.150 ⇒ 00:14:15.380 Robert Tseng: a point where we can actually renegotiate it. So, I mean, I like our one-month, two-month kind of, like, sprints, because that gives us an opportunity to kind of price to the longer-term engagement that we want, like, with Magic Spoons.
133 00:14:16.680 ⇒ 00:14:17.210 Uttam Kumaran: Yeah.
134 00:14:18.890 ⇒ 00:14:19.800 Robert Tseng: Okay.
135 00:14:19.800 ⇒ 00:14:23.090 Uttam Kumaran: Like, for me, emotionally, it’s so hard, like, this is where I actually like…
136 00:14:23.610 ⇒ 00:14:33.959 Uttam Kumaran: This is why I’m kind of kicking pricing to you guys, because it’s hard for me to do that. I’m sort of like a weak sauce. So if you guys can just, like, price things, I will say what you say. What you write down, I will say it.
137 00:14:34.200 ⇒ 00:14:38.509 Robert Tseng: It’s very emotional for me to, like, say one price and change… it’s just still, like, big numbers.
138 00:14:38.510 ⇒ 00:14:43.729 Uttam Kumaran: So, that’s why I’m telling, like, Demolade pinged you guys for pricing on that thing.
139 00:14:44.050 ⇒ 00:14:58.009 Uttam Kumaran: I… I want delivery to have that relationship with sales, because if I’m getting emotional, think about how our guys are gonna… it’s gonna be really… this is, like, gonna be harder… really hard for them to… so I want sales to hold a responsibility of, like.
140 00:14:58.410 ⇒ 00:15:02.709 Uttam Kumaran: Delivery will tell you, like, what it’s gonna take, and then you guys price.
141 00:15:02.840 ⇒ 00:15:08.990 Uttam Kumaran: And then it creates this, like, rate separation of, like, I can go to the client and be like, sales priced it this way.
142 00:15:09.520 ⇒ 00:15:21.710 Uttam Kumaran: We are all the one company, so that’s, like, sort of made up, but, like, it’s actually helpful for the conversation to say that. Like, today, Demulati and the Magic Spoon said, the SOW has been prepared, our sales team is reviewing it.
143 00:15:21.870 ⇒ 00:15:35.149 Uttam Kumaran: not only makes us look like we’re a big company, which I guess we kind of are now, but we’re, like, a big company, but it creates a separation of concerns, so that Demolade doesn’t worry about having to think through price, and then he’s like, damn, 30K is a lot.
144 00:15:35.250 ⇒ 00:15:46.849 Uttam Kumaran: it’s like, it’s like… and, like, you know, that’s the thing that’s happening emotionally. For you guys to just say the number, and for him to deliver it, and then go from there is actually, like, I think we’re gonna make tons more money that way, so…
145 00:15:47.200 ⇒ 00:15:50.650 Uttam Kumaran: If you see that, that’s why I’m, like, sort of off… offloading it a bit.
146 00:15:51.120 ⇒ 00:16:08.250 Robert Tseng: Yeah, no, I met with him, sounds great. I already kind of gave him the proposal. I mean, I edited a couple things, but I think I’m aligned that it’s, like, 12 months, 25K a month, or 30K a month, if they want to go month-to-month, because that’s what they have with their current agency, right? So…
147 00:16:08.380 ⇒ 00:16:09.850 Robert Tseng: Yeah.
148 00:16:10.280 ⇒ 00:16:13.519 Robert Tseng: Or I said 33K a month, yeah, so…
149 00:16:14.110 ⇒ 00:16:14.660 Uttam Kumaran: Cool.
150 00:16:14.990 ⇒ 00:16:15.500 Robert Tseng: Yeah.
151 00:16:16.650 ⇒ 00:16:20.619 Luke Scorziell: nice if I don’t have to tell the client the price, I’ll just make stuff happen.
152 00:16:20.880 ⇒ 00:16:22.990 Luke Scorziell: Well, maybe I’ll make it up, but…
153 00:16:23.300 ⇒ 00:16:41.649 Uttam Kumaran: Well, you never know, dude. Sometimes robber is literally, like… I feel like it’s not, like, exactly a science, but ultimately, people are… because our market is not so liquid, there are not… you can’t shop some of these, right? You can’t be like, Brainforge gave me this price, I’m gonna go to the marketplace. It’s not like that.
154 00:16:41.850 ⇒ 00:16:52.410 Uttam Kumaran: So, we should take advantage of this illiquid mark, right, a little bit, and… but again, there’s, like, levels to that, right? We can’t just attack a zero and say it.
155 00:16:52.700 ⇒ 00:16:57.970 Uttam Kumaran: But in, like, an EdenOS-type deal, where they’re like, yo, we need this in 2 months.
156 00:16:58.540 ⇒ 00:17:14.849 Uttam Kumaran: Yeah, we do… we should tack a zero to it, right? So there’s just scenarios in where we have to be more mindful, because we… we have… we’ll eat the risk, you know? But our work… not many people can do what we do, and the combination services that we do, and we have to price
157 00:17:15.410 ⇒ 00:17:23.300 Uttam Kumaran: appropriately, right? And, I think even the past 3 weeks, like, I’ve talked to people, I’m like, dude, there’s no way you’re gonna be able to afford us.
158 00:17:23.410 ⇒ 00:17:27.310 Uttam Kumaran: Which is great, like, let’s move on. I have other people to talk to, so…
159 00:17:33.740 ⇒ 00:17:42.109 Robert Tseng: Cool. Let’s spend some time… I mean, I want to call out that we should start bringing some of these to the… to these calls, so Luke.
160 00:17:42.110 ⇒ 00:17:42.730 Luke Scorziell: Yeah.
161 00:17:42.920 ⇒ 00:17:51.189 Robert Tseng: It’s about time to start doing these. I don’t have anything prepared today. I mean, if anything, I could talk about the GTM pipeline review, so…
162 00:17:51.630 ⇒ 00:17:55.799 Robert Tseng: I mean, I don’t really have, like, a super clear structure on this, but obviously with
163 00:17:55.950 ⇒ 00:17:59.130 Robert Tseng: I guess a couple call-outs. One is, like.
164 00:17:59.820 ⇒ 00:18:10.250 Robert Tseng: on HubSpot, I think… the MCP is not really that work… I just need to… maybe I need to get it working differently, but it’s not that great for me. I don’t actually use it currently.
165 00:18:10.360 ⇒ 00:18:12.790 Robert Tseng: And…
166 00:18:12.910 ⇒ 00:18:22.090 Robert Tseng: Yeah, I feel like as far as, like, pushing… pushing deals along, it’s really just me doing it, like, at the… around the start of the week, and then towards the end of the week.
167 00:18:22.300 ⇒ 00:18:36.010 Robert Tseng: And then, you know, Utama and I are, like, pinging Ryan here and there to go and, like, make changes to HubSpot. So, I don’t really think that’s going to… that’s not really going to cut it once our volumes continue to increase on number of active deals.
168 00:18:36.290 ⇒ 00:18:38.440 Robert Tseng: So that’s something I’m…
169 00:18:38.570 ⇒ 00:18:44.289 Robert Tseng: It’s not, like, urgent yet, but I just, like, see it as, like, something that’s incoming that we need to deal with.
170 00:18:45.500 ⇒ 00:18:45.890 Luke Scorziell: Yeah.
171 00:18:45.890 ⇒ 00:19:02.399 Robert Tseng: I had this idea of, like, pipeline per content assets. I mean, I don’t really think we’re in a place to talk about it yet. We’ve just started to kind of start tracking clicks. I think… yeah, so, I mean, I don’t know if the data has really tripled in from that yet. We can save that to Monday, but…
172 00:19:02.700 ⇒ 00:19:14.119 Robert Tseng: Yeah, I mean, our primary channel is just… is LinkedIn as well. But on the campaign side, there’s gonna be… like, I asked Rico in the most recent follow-up on the insurance.
173 00:19:14.140 ⇒ 00:19:30.090 Robert Tseng: I think hitting these people on LinkedIn alone is not enough. Insurance people, white men in their 40s and 50s, are not on LinkedIn, so I need to hit them on email. And, I don’t really know if we’re… I mean, well, I just… we need that to be part of the campaigns as well, so…
174 00:19:31.150 ⇒ 00:19:51.080 Robert Tseng: Yeah, it’s okay, we don’t have to, like, aggressively go after channels, it’s just as… on a per campaign basis, if there is a channel we need to unlock, then I’m gonna just ask for it, and then you guys will kind of go figure it out for… I mean, it’s really not a big list, it’s, like, 20 to 30 at a time, right? So, that’s… that’s that.
175 00:19:51.810 ⇒ 00:20:01.019 Robert Tseng: Yeah, other channel adjustments, I know Luke has kind of suggested things like LinkedIn ads, or, like, we’ve… we’ve talked about
176 00:20:01.340 ⇒ 00:20:02.940 Robert Tseng: other…
177 00:20:03.260 ⇒ 00:20:18.239 Robert Tseng: things like newsletter. Realistically, I don’t really think those things are gonna happen this month still, so I think we can… we either defer to Q2, or, like, we can consider it in March. I feel like we still need some more
178 00:20:18.330 ⇒ 00:20:23.760 Robert Tseng: Consistency on, like, the number of campaigns that we can run, like, at
179 00:20:24.040 ⇒ 00:20:29.960 Robert Tseng: With this team, plus on the content side, like, how many things we’re able to keep up with there, so…
180 00:20:30.280 ⇒ 00:20:32.250 Robert Tseng: I think that’s…
181 00:20:32.720 ⇒ 00:20:50.490 Robert Tseng: That’s kind of the overview. I don’t have an efficiency score or anything, but I think it’s… it’s better than what it was, maybe, like, a month ago. I don’t know how often you guys are using the agents that I built. I mean, I use the pricing and the scope of work thing almost every day at this point.
182 00:20:50.760 ⇒ 00:21:02.770 Robert Tseng: And… but yeah, I guess we… maybe I can hear from other people. How are you using, kind of, the systems that we’ve been building now, and is it making your job better?
183 00:21:10.860 ⇒ 00:21:16.280 Uttam Kumaran: I mean, from the delivery side, I feel very comfortable telling my team That you can go…
184 00:21:16.590 ⇒ 00:21:21.319 Uttam Kumaran: use the platform to write SOWs and propose pricing.
185 00:21:21.770 ⇒ 00:21:26.340 Uttam Kumaran: So, like, Like, I… I’m just, like, there’s no,
186 00:21:26.900 ⇒ 00:21:29.520 Uttam Kumaran: There’s no excuses anymore on my team, so that’s, like, great.
187 00:21:30.190 ⇒ 00:21:30.630 Robert Tseng: Yeah.
188 00:21:31.320 ⇒ 00:21:38.659 Uttam Kumaran: Because our engineers are… they’re just… they would… I think if there are paper cuts in the process, they would get stumped, but I’m not able to go to all our CSOs.
189 00:21:38.870 ⇒ 00:21:44.470 Uttam Kumaran: And say, alright, You just… we just had a great call with a client on renewal or expansion.
190 00:21:44.620 ⇒ 00:21:49.590 Uttam Kumaran: go rip the SOW, run it through me, and then I’ll review, and then send it to sales. Like…
191 00:21:49.990 ⇒ 00:21:51.630 Uttam Kumaran: That’s… Great.
192 00:21:55.370 ⇒ 00:21:58.990 Luke Scorziell: Yeah, I think, I found… I got an even cursor.
193 00:21:59.320 ⇒ 00:22:06.750 Luke Scorziell: All the time, and referencing the platform and trying to pull and push, I guess,
194 00:22:07.180 ⇒ 00:22:09.119 Luke Scorziell: the different updates. I think…
195 00:22:09.250 ⇒ 00:22:18.330 Luke Scorziell: Yeah, maybe it’d be helpful for myself to just compile a list of, like, the different agents that you’ve built that I can use. So I know, like, generally in my head, like, you can use the SOW agent.
196 00:22:18.500 ⇒ 00:22:19.710 Luke Scorziell: We can evaluate.
197 00:22:19.710 ⇒ 00:22:26.380 Robert Tseng: That list should be in Cursor as well, so you can ask for that list. They should all be organized in there, so if you need to reference that.
198 00:22:26.380 ⇒ 00:22:30.290 Luke Scorziell: I just asked it, like, can you send me the current list of agents that we have?
199 00:22:30.290 ⇒ 00:22:30.870 Robert Tseng: Yeah.
200 00:22:32.160 ⇒ 00:22:35.930 Robert Tseng: And, like, how to use them. Each one has a README or, like, a guide. Yeah.
201 00:22:40.000 ⇒ 00:22:40.750 Luke Scorziell: Paul.
202 00:22:42.660 ⇒ 00:22:47.539 Luke Scorziell: I think the one thought that I did… I have been having is just on the campaigns.
203 00:22:49.680 ⇒ 00:23:00.890 Luke Scorziell: Yeah, what it looks like now that… if you’re kind of owning more of the sales process, and I’m still doing the content, like, how we generate the content in the campaign brief, if that makes sense to do still, or if it would make sense to kind of separate out.
204 00:23:01.600 ⇒ 00:23:05.300 Luke Scorziell: I think you can… whoever’s, like.
205 00:23:05.300 ⇒ 00:23:08.849 Robert Tseng: Either you and I are starting the brief, probably. They just put in the same topic.
206 00:23:09.790 ⇒ 00:23:14.970 Robert Tseng: And then, like, the content section, you can kind of just do what you want with it. I mean, I will…
207 00:23:15.900 ⇒ 00:23:30.070 Robert Tseng: if you just link out to something else, that’s fine, but, like, I would… I mean, I’ve been editing the agent to actually… to just update the messaging sequences in the brief itself, so, like,
208 00:23:30.070 ⇒ 00:23:42.260 Robert Tseng: with Rico, there were… there’s, like, we have, you know, you’ve seen the messaging sequence for mutual intros, for second-degree connections, and then I built one today that was actually a PR review. I don’t think I needed…
209 00:23:42.380 ⇒ 00:23:53.869 Robert Tseng: maybe Tom can review it, but now that it’s not in fault, I need a reviewer anytime I push code. It’s… there’s… there’s one for, like, third-degree connections. So, like.
210 00:23:54.380 ⇒ 00:24:11.439 Robert Tseng: Yeah, like, every… any time I generate a new brief, even if the account list isn’t there, which, yeah, that’s another piece to it. It’s like, okay, the account list generation is not… is not part of this yet. It’s still very much, like, I guess Ryan gets, like, the instructions, he may… he may come up with a general account list.
211 00:24:12.330 ⇒ 00:24:24.929 Robert Tseng: and then, like, I would… I would probably just… I start from there before I give Ricoh instructions. Anyway, that… that still needs to be iterated on, but I’m putting the… I’m putting my campaign messaging in… in the brief, in the brief agent.
212 00:24:30.390 ⇒ 00:24:40.479 Hannah Wang: For me, I… I haven’t needed to build a one-pager yet, so I haven’t looked at your agent, but that’s still top of mind for me for whatever campaign we…
213 00:24:40.660 ⇒ 00:24:42.870 Hannah Wang: Make one-pagers for.
214 00:24:42.980 ⇒ 00:24:44.829 Hannah Wang: Okay. And then, I have…
215 00:24:45.180 ⇒ 00:24:52.359 Hannah Wang: I have feedback for… I don’t know if Utami used an agent for the case study trimming that you did yesterday, but…
216 00:24:52.360 ⇒ 00:24:54.749 Uttam Kumaran: Yes, man, I was about to tell you, so…
217 00:24:54.750 ⇒ 00:24:55.460 Hannah Wang: Yeah.
218 00:24:55.740 ⇒ 00:25:00.359 Uttam Kumaran: Brile, who just joined on Wednesday, actually wrote that whole case study.
219 00:25:00.490 ⇒ 00:25:07.319 Uttam Kumaran: With no… Basically, no understanding of, like, our business or pool parts or anything.
220 00:25:08.300 ⇒ 00:25:09.650 Robert Tseng: That’s wild. And so…
221 00:25:09.870 ⇒ 00:25:10.280 Uttam Kumaran: Yeah.
222 00:25:10.280 ⇒ 00:25:14.930 Robert Tseng: I literally started 2 days ago, and he made that with no idea what we do.
223 00:25:15.270 ⇒ 00:25:23.610 Uttam Kumaran: Yeah. And again, mainly, one, we have all the past case studies, as you said, in the repo. Second, all of our sales context is also there.
224 00:25:23.650 ⇒ 00:25:37.490 Uttam Kumaran: third, all the past pool parts transcripts were there, and then the only thing he missed is he didn’t have access to the pool parts code, which I just… I gave it to him, and then that was the iteration that you saw. And so, I guess one layer up from that, I actually think…
225 00:25:37.910 ⇒ 00:25:42.639 Uttam Kumaran: Hannah, you and this team… And I think, Robert, you could have actually just ripped it.
226 00:25:43.320 ⇒ 00:25:43.730 Robert Tseng: Yeah.
227 00:25:43.730 ⇒ 00:25:50.690 Uttam Kumaran: And so, I think it’s like, well, I wasn’t actually, like, I didn’t… I didn’t even think that far until I saw him do it, but…
228 00:25:50.810 ⇒ 00:25:53.280 Uttam Kumaran: I just think it goes to show that, like.
229 00:25:53.790 ⇒ 00:25:58.759 Uttam Kumaran: try any… try it yourself. I also want to give one more example, and I’ll kind of put
230 00:25:58.920 ⇒ 00:26:05.940 Uttam Kumaran: Luke on blast is that he asked me, hey, I met… I connected with David from Superposition.
231 00:26:06.250 ⇒ 00:26:07.550 Luke Scorziell: Like, what?
232 00:26:07.550 ⇒ 00:26:09.239 Uttam Kumaran: What’s our relationship with him?
233 00:26:09.390 ⇒ 00:26:14.509 Uttam Kumaran: And I… I do the very annoying thing, which I type into cursor, and I screenshot
234 00:26:14.660 ⇒ 00:26:17.340 Uttam Kumaran: cursor responding, except I don’t send the response.
235 00:26:17.870 ⇒ 00:26:19.540 Luke Scorziell: Because I’m like.
236 00:26:19.860 ⇒ 00:26:28.680 Uttam Kumaran: you could… basically, you could have just asked the cursor. But again, I think part of this is not… not the, like… I didn’t mean to be rude and annoying there, but part of this is, like.
237 00:26:28.930 ⇒ 00:26:34.479 Uttam Kumaran: in… in… when you’re in doubt, or you have a question, just try cursor.
238 00:26:34.820 ⇒ 00:26:39.849 Uttam Kumaran: You… you may get… you may find it surprising that it could actually answer it.
239 00:26:39.960 ⇒ 00:26:45.039 Hannah Wang: Another way that we will be solving this on the platform is the Brainforge assistant, probably by end of month.
240 00:26:45.160 ⇒ 00:26:57.779 Uttam Kumaran: we’ll start to be able to answer very similarly to just, like, a raw cursor question, meaning it will have context on our entire thing. It’s a bit, like, we’re figuring out, like, how, because there’s a lot of stuff in there, but…
241 00:26:58.230 ⇒ 00:27:02.990 Uttam Kumaran: Ideally, some of these things you should be able to go to further Brainforge… to the Brainforge assistant for.
242 00:27:03.220 ⇒ 00:27:07.109 Uttam Kumaran: But I think that’s my only theme on both… take both of those asks.
243 00:27:07.390 ⇒ 00:27:10.890 Uttam Kumaran: You may find that the platform
244 00:27:11.080 ⇒ 00:27:13.349 Uttam Kumaran: May one-shot it, or it may actually be, like.
245 00:27:13.860 ⇒ 00:27:16.379 Uttam Kumaran: Two or more queries away from doing it, so…
246 00:27:18.340 ⇒ 00:27:22.539 Hannah Wang: So how do I, like… oh, maybe I should play around with it first.
247 00:27:22.540 ⇒ 00:27:26.619 Uttam Kumaran: No, no, no, I mean, let’s… if you walk through, I think all… all that…
248 00:27:26.900 ⇒ 00:27:33.300 Uttam Kumaran: Bryle did, and actually, he… he has all… I had him write down all the steps he went through, by the way, so he can send that to you.
249 00:27:33.300 ⇒ 00:27:34.660 Hannah Wang: He just took…
250 00:27:34.920 ⇒ 00:27:40.040 Uttam Kumaran: the SOW that Robert sent, like, the one that he’s trying to send, And…
251 00:27:40.370 ⇒ 00:27:46.750 Uttam Kumaran: took the question that Robert asked, which is, I would love a Googlebars case study on this topic, and just sent that in.
252 00:27:48.840 ⇒ 00:27:49.760 Uttam Kumaran: Like, the…
253 00:27:50.090 ⇒ 00:28:02.109 Uttam Kumaran: that’s it. And think about it, he decided, he has no clue about, like, what we do. So, I was just happy that he even tried, because I’m like, I don’t even… I don’t even know. I was like, Joe, just go try this. So tell me what you think.
254 00:28:02.210 ⇒ 00:28:09.650 Uttam Kumaran: And it worked! And so, it just, like, goes to show, I think we’re… We need… yeah, it’s… yeah.
255 00:28:10.480 ⇒ 00:28:14.039 Hannah Wang: Yeah, cursor is such a big jump from…
256 00:28:14.360 ⇒ 00:28:19.700 Hannah Wang: the easy interface that’s ChatGPT, which I was using, so I just need to…
257 00:28:20.200 ⇒ 00:28:22.849 Hannah Wang: I just need to get you the stickers, or.
258 00:28:22.850 ⇒ 00:28:27.100 Luke Scorziell: Once we get it set up, it’s easy, or it feels like… just like ChatGPT to me.
259 00:28:27.220 ⇒ 00:28:32.950 Uttam Kumaran: And if you do need setup help, tell me, I will… we can totally do a one-on-one and get you setup help.
260 00:28:32.950 ⇒ 00:28:37.979 Hannah Wang: Okay, I mean, I chatted with Mustafa, and he helped me set up. I just need to…
261 00:28:37.980 ⇒ 00:28:38.480 Uttam Kumaran: Cool.
262 00:28:38.480 ⇒ 00:28:41.250 Hannah Wang: Go and actually play with it more.
263 00:28:41.790 ⇒ 00:28:43.330 Hannah Wang: But yeah, okay.
264 00:28:45.160 ⇒ 00:28:53.669 Robert Tseng: Cool! I know we’re out of time, so I just want to flash this. Make sure you have your numbers updated for next week. I’m very looking forward to it, I think…
265 00:28:53.880 ⇒ 00:28:59.760 Robert Tseng: I mean, this number is gonna go up, it’s probably, like, at least 6 this week, so, like, we’re definitely…
266 00:28:59.760 ⇒ 00:29:00.150 Luke Scorziell: Nice.
267 00:29:00.150 ⇒ 00:29:03.890 Robert Tseng: Propulsals are keeping up, the meetings are keeping up, everything’s going up, so…
268 00:29:04.790 ⇒ 00:29:08.099 Robert Tseng: Yeah, I guess, if there are any other questions…
269 00:29:08.370 ⇒ 00:29:13.920 Robert Tseng: let me know, but otherwise, yeah, I guess this isn’t relevant to this team.
270 00:29:13.970 ⇒ 00:29:30.169 Robert Tseng: I’ll just call out that people had stuff here before, but I’ve… it’s only gonna be me, Luke, and Utop at this point on… on… on the OKRs. So you just… just think… just… just look at the… the stuff on your WBR. That’s… that’s, like, a minor change that I made.
271 00:29:33.280 ⇒ 00:29:34.120 Robert Tseng: Cool.
272 00:29:34.630 ⇒ 00:29:35.570 Luke Scorziell: Sweet.
273 00:29:36.690 ⇒ 00:29:38.170 Robert Tseng: Alright, thanks everyone.
274 00:29:38.300 ⇒ 00:29:39.160 Uttam Kumaran: Thank you.