Meeting Title: GTM Weekly Retro + Analysis Date: 2026-02-20 Meeting participants: Luke Scorziell, Pranav Narahari, Robert Tseng, Hannah Wang, Rico Rejoso, Ryan Brosas
WEBVTT
1 00:00:19.790 ⇒ 00:00:20.740 Pranav Narahari: Hey, Luke?
2 00:00:21.020 ⇒ 00:00:22.380 Luke Scorziell: Hey, how’s it going?
3 00:00:22.820 ⇒ 00:00:38.580 Pranav Narahari: Pretty good. Yeah, so I just talked to Robert, actually, right before this about the, demo, and yeah, we’re good to go. I’m just gonna, like, basically just scrub, like, the branding and, any data, and we should be fine. But maybe we can talk more about just exactly, like.
4 00:00:39.400 ⇒ 00:00:44.599 Pranav Narahari: I mean, I think that should be good enough. It’s pretty low lift, depending on, like, what we’re looking for.
5 00:00:45.070 ⇒ 00:00:47.219 Pranav Narahari: But, yeah, we can talk about that later, too.
6 00:00:47.790 ⇒ 00:00:53.719 Luke Scorziell: Yeah, I mean, okay, sweet. I think, like, if we could… me and you just have, like, a meeting flow of, like.
7 00:00:54.150 ⇒ 00:00:59.740 Luke Scorziell: I kind of talked to him, and then he’s… he’s an IT guy, so I’m sure that he’s gonna ask a lot of questions that, like.
8 00:01:00.300 ⇒ 00:01:09.769 Luke Scorziell: I… I would not be good at answering, and I’d rather have you, like, speak to the technical side. And then, yeah, I mean, just showing him, like.
9 00:01:10.790 ⇒ 00:01:18.249 Luke Scorziell: what kind of… I mean, we can look on, like, case studies that David and Goliath is doing. I mean, like, this is the kind of agency that, if we got to work with them.
10 00:01:19.220 ⇒ 00:01:20.670 Luke Scorziell: It would open up, like.
11 00:01:21.110 ⇒ 00:01:30.250 Luke Scorziell: like, then we could just… if we could use them in their name, then we could go to other agencies and say, hey, we did this for David and Goliath. So, I don’t know that VLO is that big, but David, this is like a…
12 00:01:31.030 ⇒ 00:01:35.480 Luke Scorziell: So, I have no clue. I mean, we don’t want to get too attached, I think, like Robert said, to one weed, but…
13 00:01:35.860 ⇒ 00:01:40.130 Luke Scorziell: Yeah, good practice for us, and .
14 00:01:40.130 ⇒ 00:01:45.269 Robert Tseng: Yeah. Yeah, you guys go and do it together. I’m excited for you.
15 00:01:45.690 ⇒ 00:01:47.609 Luke Scorziell: Yeah, I’m hyped up. And then…
16 00:01:48.010 ⇒ 00:01:54.000 Luke Scorziell: I was just like, if this is the kind of profile that’s gonna respond, then I’ll just reach out to a bunch more, so I sent out.
17 00:01:54.460 ⇒ 00:01:59.780 Luke Scorziell: more emails yesterday, but… I mean, he literally responded within, like, 5 minutes of me sending the email, I think.
18 00:02:01.930 ⇒ 00:02:05.160 Robert Tseng: Yeah, sometimes just catch people at the right time. That’s the…
19 00:02:05.330 ⇒ 00:02:08.109 Robert Tseng: That’s the strategy that you don’t plan for, so…
20 00:02:08.110 ⇒ 00:02:09.750 Luke Scorziell: Yeah, yeah.
21 00:02:10.490 ⇒ 00:02:15.610 Luke Scorziell: To start sending emails at, like, 6.30, I don’t know, whatever, yeah.
22 00:02:16.000 ⇒ 00:02:18.630 Robert Tseng: Yeah, not when everyone else is sending emails, pretty much.
23 00:02:19.080 ⇒ 00:02:22.679 Luke Scorziell: Yeah, but… it was cool.
24 00:02:23.480 ⇒ 00:02:28.969 Luke Scorziell: So, and then I think if we have some demo videos, Pranav, then we can start posting them on…
25 00:02:29.790 ⇒ 00:02:37.400 Luke Scorziell: On LinkedIn, I’m kind of thinking, like, one a week for the next, like, 3 weeks would be cool, and then they can just talk about whatever video we did.
26 00:02:37.670 ⇒ 00:02:41.220 Luke Scorziell: For the rest of the week. Yeah.
27 00:02:42.370 ⇒ 00:02:44.860 Luke Scorziell: Yeah, so… Good stuff.
28 00:02:46.220 ⇒ 00:02:46.840 Pranav Narahari: Cool.
29 00:02:48.040 ⇒ 00:02:55.720 Robert Tseng: Cool. So I think for those of you who didn’t know, Pranav is, engineer on the AI.
30 00:02:55.860 ⇒ 00:03:07.769 Robert Tseng: So, like, whatever, AI engineer, and, he is gonna… he’s interested in helping, with sales. So, I invited him to these retros, and then also probably…
31 00:03:07.980 ⇒ 00:03:16.260 Robert Tseng: I mean, I don’t know, I’ll make them optional on planning, but, I think on these… on these calls, we’re just gonna recap the bets that we made at the beginning of the week.
32 00:03:16.430 ⇒ 00:03:27.159 Robert Tseng: You can go and take a look at the spreadsheet later, I’m not gonna kinda go through it too much. And then Luke and I met earlier this week about ICP, so I think he’s gonna do a bit of a segment talking about
33 00:03:27.330 ⇒ 00:03:40.980 Robert Tseng: yeah, what he’s been learning about ICPs. He’ll share that with the team. And then… yeah, I think any remaining time, like, I’ll kind of cover in our, like, in some… just some, like, a retro on the week.
34 00:03:41.120 ⇒ 00:03:50.420 Robert Tseng: So, yeah, why don’t we just kinda… I didn’t post your bets in Slack, I just assumed that you guys kinda know what you… what you were talking about earlier this week.
35 00:03:50.560 ⇒ 00:03:53.689 Robert Tseng: So, why don’t we kind of start with that?
36 00:03:55.870 ⇒ 00:03:58.790 Robert Tseng: What was the bet, and kind of how… how did it go?
37 00:04:01.640 ⇒ 00:04:12.910 Robert Tseng: Oh, I guess I can acknowledge that I wanted to send out two campaigns this week, didn’t happen, so… sorry, Rico. I just, like… I just got slammed when UTAM was out these past few days.
38 00:04:14.510 ⇒ 00:04:15.719 Rico Rejoso: Got it, nowhere else, yeah.
39 00:04:15.960 ⇒ 00:04:16.510 Robert Tseng: Yeah.
40 00:04:19.779 ⇒ 00:04:21.489 Luke Scorziell: Yeah, that’s kind of fun.
41 00:04:22.590 ⇒ 00:04:35.279 Robert Tseng: Yeah, we can… someone asked platform. I think another thing I said was around pipeline and just meetings booked, so… I added a bunch to the pipeline, and I haven’t… there’s still, like, a couple more from…
42 00:04:35.700 ⇒ 00:04:43.550 Robert Tseng: the… the call I just have. So, yeah, I think our numbers are gonna… pipeline’s gonna look good next week. I haven’t…
43 00:04:43.760 ⇒ 00:04:45.379 Robert Tseng: I haven’t queried it yet, but…
44 00:04:45.490 ⇒ 00:04:52.210 Robert Tseng: I’ve… I feel like it’s… I mean, yeah, I… I was… I’ve… I did a lot on… on just, like.
45 00:04:52.720 ⇒ 00:05:03.979 Robert Tseng: sending my own outreach out, talking and jumping on calls with people. So, yeah, even though it wasn’t, like, a campaign that we ran, but I did…
46 00:05:04.330 ⇒ 00:05:07.700 Robert Tseng: Kind of do the… do the dirty work of
47 00:05:07.950 ⇒ 00:05:11.179 Robert Tseng: manually doing… sending… sending stuff like I said I would.
48 00:05:15.410 ⇒ 00:05:17.950 Luke Scorziell: It’s giving me a very formal summary of our bets.
49 00:05:21.370 ⇒ 00:05:25.159 Luke Scorziell: I’ll put it in the Slack.
50 00:05:30.020 ⇒ 00:05:30.690 Ryan Brosas: Why not?
51 00:05:31.060 ⇒ 00:05:35.530 Luke Scorziell: It’s not… Format, okay. You wanna go, Ryan?
52 00:05:36.730 ⇒ 00:05:49.890 Ryan Brosas: Yeah, for my bet, I did the variation, like, adding, like, you know, video parcel, and adding a bit more, like.
53 00:05:50.020 ⇒ 00:05:52.650 Ryan Brosas: Variety of… to our content.
54 00:05:53.020 ⇒ 00:06:01.779 Ryan Brosas: But, I kind of dropped off the second bet, which is, adding more engagement, because I think,
55 00:06:01.910 ⇒ 00:06:04.570 Ryan Brosas: middle of the week, I am off.
56 00:06:04.910 ⇒ 00:06:10.110 Ryan Brosas: And then got distracted with the AI stuff, so…
57 00:06:10.220 ⇒ 00:06:17.670 Ryan Brosas: what I will do is, like, do this on… over the weekend, so I can still hit this bet.
58 00:06:17.810 ⇒ 00:06:22.120 Ryan Brosas: And the assist part is,
59 00:06:22.650 ⇒ 00:06:30.910 Ryan Brosas: Yeah, as, I’m assisting with Luke with putting all the deals on HubSpot, I’m still…
60 00:06:31.030 ⇒ 00:06:49.190 Ryan Brosas: doing this, and the default one, I’m trying to, like, figure this out, or what would be the best approach on this, because they are currently using, the… what do you call this, the landing form, the… what do you call, the shortener.
61 00:06:49.530 ⇒ 00:06:56.379 Ryan Brosas: And, direct to our platform as well, so I think that is kind of confusing, so…
62 00:06:57.360 ⇒ 00:07:02.409 Ryan Brosas: I need to, like, collaborate with Luke and Hannah with that.
63 00:07:02.530 ⇒ 00:07:16.460 Ryan Brosas: to, like, consolidate what would we… what would be the best approach, or what would be the best, integration for, email gating, and having them push out to HubSpot directly.
64 00:07:23.360 ⇒ 00:07:32.880 Robert Tseng: Okay, I… one… one piece of feedback. So, I know you said that you put engagement… you deprioritize engagement to build the AI, like, second brain thing.
65 00:07:33.000 ⇒ 00:07:49.549 Robert Tseng: I would say that was not a great call, because, like, I think the engagement is what we need. I think the second brain system is, like, nice to have when you have time, but, like, I don’t really think it really moves the needle on the things that we’re doing.
66 00:07:49.860 ⇒ 00:07:59.809 Robert Tseng: We’re also, like, not publishing as much content. We don’t need to be doing 12 pieces, or… I mean, I know you guys are posting… sounds like 3 every day?
67 00:07:59.960 ⇒ 00:08:05.709 Robert Tseng: That’s, like, 15. I just don’t really think that… I mean, I think based on our Monday call.
68 00:08:05.840 ⇒ 00:08:08.850 Robert Tseng: More content doesn’t mean, like.
69 00:08:09.380 ⇒ 00:08:21.950 Robert Tseng: like, the whole point of the content is to generate MQLs, and if we’re not focused on engagements, and we’re… like, there’s not… I mean, we’ll see how Monday goes, I’m not gonna do all of this too much, like.
70 00:08:22.060 ⇒ 00:08:26.410 Robert Tseng: maybe we just… maybe this was a fluke week, but, like, I… I think that we…
71 00:08:26.870 ⇒ 00:08:28.809 Robert Tseng: I thought we decided that, like.
72 00:08:29.210 ⇒ 00:08:32.129 Ryan Brosas: We’re gonna slow down on content published.
73 00:08:32.130 ⇒ 00:08:41.720 Robert Tseng: We’re just focused on get what we need to do to get engagement up, because we want to see more MQLs. Like, I think that’s… that’s… that’s the point. Like, we’re still, like, quite low on MQL, right?
74 00:08:42.030 ⇒ 00:08:43.279 Ryan Brosas: Yeah, that is not it.
75 00:08:44.260 ⇒ 00:08:50.049 Luke Scorziell: Which we did some engagement, or, well, I did engagement more throughout the week,
76 00:08:50.270 ⇒ 00:08:58.180 Luke Scorziell: And then Ryan and I had… I think… Monday, Tuesday did engagement, so… We should have.
77 00:08:58.500 ⇒ 00:09:05.319 Luke Scorziell: Okay, yeah, it wasn’t, like, a full gap. And then I think I… it’s… yeah, I think close to, like, 10 still a week, because it’s…
78 00:09:05.910 ⇒ 00:09:07.140 Luke Scorziell: 1…
79 00:09:08.020 ⇒ 00:09:13.330 Luke Scorziell: Or, yeah, maybe it might have been 12 again this week. Or, no, I think it was a little lower, because I don’t think we did…
80 00:09:14.090 ⇒ 00:09:19.609 Luke Scorziell: a post yesterday on either your or Tom’s count.
81 00:09:19.890 ⇒ 00:09:26.820 Robert Tseng: Okay, I mean, nope. We’ll see, we’ll see what happens when the numbers trickle in on Monday. There you go.
82 00:09:30.820 ⇒ 00:09:40.519 Luke Scorziell: Yeah, I think for me, bets-wise was the edge to activation content, getting that relaunched, so I got Ryan…
83 00:09:41.190 ⇒ 00:09:42.690 Luke Scorziell: 12 outlines.
84 00:09:43.140 ⇒ 00:09:49.000 Luke Scorziell: For, like, the next, basically, a month, I guess, worth of edge activation content.
85 00:09:49.560 ⇒ 00:09:55.629 Luke Scorziell: Thinking that we can do, like, Two-ish a week.
86 00:09:56.220 ⇒ 00:10:00.089 Luke Scorziell: And then that’ll be, like, across the different accounts.
87 00:10:03.150 ⇒ 00:10:05.479 Luke Scorziell: And then,
88 00:10:09.450 ⇒ 00:10:14.459 Luke Scorziell: Yeah, I think that good call on… I know we talked initially about me launching
89 00:10:14.830 ⇒ 00:10:24.589 Luke Scorziell: a bunch of campaigns, I think it was… that was just too much to think through, like, being able to launch legal agency, like, it’s, like, all new services, but I think we,
90 00:10:28.170 ⇒ 00:10:33.489 Luke Scorziell: Yeah, so that was ambitious, which did not happen in that way, but I think the…
91 00:10:34.560 ⇒ 00:10:38.840 Luke Scorziell: like, what I am coming out of this week with is,
92 00:10:39.920 ⇒ 00:10:47.229 Luke Scorziell: Yeah, wanting to plan… like, today we’ll plan content similar to how I did for the second Edge Activation campaign.
93 00:10:47.540 ⇒ 00:10:52.880 Luke Scorziell: I’m just gonna bulk plan, like, agent… more agency content.
94 00:10:53.080 ⇒ 00:10:55.290 Luke Scorziell: some Omni content for the next month.
95 00:10:55.420 ⇒ 00:10:57.510 Luke Scorziell: Snowflake content for the next month.
96 00:10:57.850 ⇒ 00:11:02.919 Luke Scorziell: Mother Duck, and Amplitude content, and then maybe we can launch the sales motion campaign.
97 00:11:03.150 ⇒ 00:11:09.290 Luke Scorziell: And so… Yeah, I think that was the,
98 00:11:10.620 ⇒ 00:11:19.749 Luke Scorziell: But then I’m also seeing that the, like, white paper was fairly effective in, I think, sending to people, so that might be something that I’m…
99 00:11:20.660 ⇒ 00:11:24.290 Luke Scorziell: Curious to bet on again this coming week of what we can.
100 00:11:24.750 ⇒ 00:11:25.410 Luke Scorziell: Like, how I…
101 00:11:25.410 ⇒ 00:11:26.660 Robert Tseng: The agency white paper?
102 00:11:27.120 ⇒ 00:11:28.200 Luke Scorziell: Yeah, the agency white paper.
103 00:11:28.850 ⇒ 00:11:30.180 Robert Tseng: Yeah, okay.
104 00:11:32.080 ⇒ 00:11:38.690 Luke Scorziell: Just because it gives us, like, especially with warm leads, like, something that I can just send and… Yeah.
105 00:11:43.060 ⇒ 00:11:51.569 Hannah Wang: Let’s see… I think my bet was the Mixpanel event, which…
106 00:11:51.830 ⇒ 00:11:57.080 Hannah Wang: We can do a short retro of that right now, or later.
107 00:11:58.290 ⇒ 00:12:02.540 Robert Tseng: Yeah, we can do a short retro now. I know we’ve talked here and there, but just to kind of recap.
108 00:12:02.820 ⇒ 00:12:05.160 Robert Tseng: What… yeah, what, what you think.
109 00:12:06.280 ⇒ 00:12:08.150 Hannah Wang: I…
110 00:12:08.150 ⇒ 00:12:10.679 Robert Tseng: when we’ll get differently next time, yeah.
111 00:12:10.900 ⇒ 00:12:19.209 Hannah Wang: Yeah. Well, we had to cancel, which is not… not fun. I feel like there were…
112 00:12:19.630 ⇒ 00:12:22.229 Hannah Wang: Various factors, number one.
113 00:12:22.640 ⇒ 00:12:40.670 Hannah Wang: I just feel like we weren’t super in sync with the Mixpanel team. I feel like Kara was doing her own separate thing, and then we were doing our thing, but maybe we should have aligned a little bit more, because we don’t know the emails that she sent on her side, and who they kind of…
114 00:12:41.220 ⇒ 00:12:49.490 Hannah Wang: when… after, I’m assuming it’s current MixedPanel customers, because we don’t really have insight into that, but…
115 00:12:49.830 ⇒ 00:13:00.609 Hannah Wang: Yeah, maybe a syncing with their team a little bit more would have been helpful, but at the same time, this is kind of an extraneous circumstance, because she was probably off-boarding.
116 00:13:02.420 ⇒ 00:13:14.189 Hannah Wang: And so, yeah, I don’t really know what was going on with their… their side. So I feel like we weren’t getting as much support as we could have gotten with… from the Mixpanel team.
117 00:13:14.730 ⇒ 00:13:19.869 Hannah Wang: So that’s one thing. I think the second thing is that after…
118 00:13:21.050 ⇒ 00:13:26.370 Hannah Wang: the planning, initial agenda and topic planning of the event, I think.
119 00:13:26.930 ⇒ 00:13:30.440 Hannah Wang: It was just… mostly me pushing.
120 00:13:30.830 ⇒ 00:13:34.989 Hannah Wang: execution, which I’m happy to do, but I think…
121 00:13:37.210 ⇒ 00:13:44.560 Hannah Wang: my capacity isn’t as high, so maybe I didn’t push as hard as I should have, so I feel like the invites…
122 00:13:45.090 ⇒ 00:13:52.180 Hannah Wang: went out a little too late. Like, maybe we should have started outreach a little bit earlier.
123 00:13:55.310 ⇒ 00:14:01.779 Robert Tseng: I’m seeing that they’re still flying out their Director of Account Management, and he wants to meet with our two leads.
124 00:14:01.970 ⇒ 00:14:07.740 Hannah Wang: Yeah, so he’s going to Austin for something else, so he would have come regardless.
125 00:14:07.820 ⇒ 00:14:09.020 Robert Tseng: I see.
126 00:14:09.080 ⇒ 00:14:11.359 Hannah Wang: So, yeah, like, should…
127 00:14:12.250 ⇒ 00:14:18.880 Hannah Wang: do you… because I know you wanted to reach out to our leads kind of separately. What do you think we should say to that?
128 00:14:19.000 ⇒ 00:14:21.290 Hannah Wang: Of him meeting with… with them.
129 00:14:21.940 ⇒ 00:14:24.789 Robert Tseng: So we have two, do we know who the two are?
130 00:14:25.200 ⇒ 00:14:29.589 Hannah Wang: We have 3, actually, that signed up, and yes, we do.
131 00:14:29.590 ⇒ 00:14:30.549 Robert Tseng: For the three.
132 00:14:31.020 ⇒ 00:14:34.160 Hannah Wang: Yeah, let me… Pull it up.
133 00:14:34.160 ⇒ 00:14:36.239 Robert Tseng: I think they’re all… I think they’re all my contacts.
134 00:14:36.670 ⇒ 00:14:38.640 Hannah Wang: One of them is Jake Hay.
135 00:14:38.750 ⇒ 00:14:47.949 Hannah Wang: from Swipe Health. The other one is someone from… she’s a director of product design from Realtor.com. I think that was from…
136 00:14:48.360 ⇒ 00:14:50.070 Hannah Wang: what Ryan scraped.
137 00:14:50.650 ⇒ 00:14:50.990 Robert Tseng: Oh.
138 00:14:51.000 ⇒ 00:15:00.329 Hannah Wang: And then the last one, also, I think Ryan scraped, and we sent a message via Tom’s account. So one of them is yours, and two of them was from just…
139 00:15:00.970 ⇒ 00:15:03.139 Robert Tseng: It wasn’t Aditya? Aditya didn’t sign up?
140 00:15:03.140 ⇒ 00:15:17.760 Hannah Wang: Oh, -oh, let me… sorry. Let me pull up Luma. It was…
141 00:15:18.870 ⇒ 00:15:21.709 Hannah Wang: Oh yeah, it is Aditya. Is that your contact?
142 00:15:21.920 ⇒ 00:15:22.490 Robert Tseng: Yeah.
143 00:15:22.840 ⇒ 00:15:25.010 Hannah Wang: Okay, yeah. So, Jake…
144 00:15:25.010 ⇒ 00:15:31.370 Robert Tseng: I mean, he’s like… That’s… oh, man. Okay.
145 00:15:32.370 ⇒ 00:15:32.840 Hannah Wang: Ugh.
146 00:15:36.200 ⇒ 00:15:56.190 Robert Tseng: No, Aditya’s a good contact. I, I met him… I mean, he, he was, like, VP of Product at The Knot, which is, like, that wedding company, and then now he’s… now he’s basically, like, VP of product at, like, a PE firm based in Austin, so I, I just think… I think he’s a very good… he’s…
147 00:15:56.280 ⇒ 00:16:04.279 Robert Tseng: He’s a… yeah, not… I mean, I would like to work with him, so I think he’s… he’s a highly qualified lead, in my opinion. Like, he’s.
148 00:16:04.280 ⇒ 00:16:04.830 Hannah Wang: Okay.
149 00:16:04.830 ⇒ 00:16:06.130 Robert Tseng: Yeah,
150 00:16:06.430 ⇒ 00:16:11.349 Robert Tseng: I… I might just tell him, I’ll just… I wanna… I’ll meet with him when I come to Austin, maybe…
151 00:16:11.470 ⇒ 00:16:15.149 Robert Tseng: Yeah, we can decide what to do… what to do about it.
152 00:16:15.160 ⇒ 00:16:28.540 Hannah Wang: So, with Aditya, he registered after I talked… we talked to the new marketing person at Mixpanel, so they don’t know that he registered. So, I could keep it that way. Like, they know about Jake and Ava.
153 00:16:28.610 ⇒ 00:16:37.119 Hannah Wang: But they don’t know about Aditya, so I don’t have to tell… I don’t know if that’s, like, shady, but I don’t have to tell them that he signed up.
154 00:16:37.610 ⇒ 00:16:39.630 Robert Tseng: Yeah.
155 00:16:39.880 ⇒ 00:16:44.160 Luke Scorziell: Well, I think ideally we would be able to talk with the leads together.
156 00:16:44.330 ⇒ 00:16:45.130 Luke Scorziell: like.
157 00:16:45.350 ⇒ 00:16:55.399 Luke Scorziell: Or, I mean, it’s either us, because, like, we did… we’re kind of the ones that brought them in, so it’s like, we, you know, I don’t know, I don’t know that we want to just hand off to MixedPanel, like, all of our…
158 00:16:55.520 ⇒ 00:16:56.060 Luke Scorziell: are leaving.
159 00:16:56.060 ⇒ 00:16:56.440 Hannah Wang: Yeah.
160 00:16:57.280 ⇒ 00:17:02.059 Robert Tseng: Yeah, we’re not gonna do that. They haven’t given us anything. So,
161 00:17:02.370 ⇒ 00:17:08.189 Robert Tseng: Okay, we can… let’s kind of keep going, like, we’ll come back to this, yeah.
162 00:17:08.730 ⇒ 00:17:13.020 Robert Tseng: I… yeah, we’ll talk about this after the call.
163 00:17:13.690 ⇒ 00:17:14.359 Hannah Wang: Okay.
164 00:17:14.880 ⇒ 00:17:15.430 Robert Tseng: Yeah.
165 00:17:15.630 ⇒ 00:17:17.640 Hannah Wang: Yeah, so those are just my…
166 00:17:18.020 ⇒ 00:17:24.209 Hannah Wang: observations from this event, I think. Just lack of support, I think, from the Mixpanel team, and then…
167 00:17:24.680 ⇒ 00:17:29.010 Hannah Wang: maybe I could have gotten more support from our team, as well, to drive.
168 00:17:29.560 ⇒ 00:17:32.750 Hannah Wang: And do things earlier. That’s it.
169 00:17:34.430 ⇒ 00:17:38.900 Luke Scorziell: I think, like, a reflection I have, and yeah, it’s probably on… on…
170 00:17:39.240 ⇒ 00:17:48.619 Luke Scorziell: Me too, but just of, yeah, I was never super clear on the point person, and then I also… I just didn’t assign myself or someone, like, directly as, like.
171 00:17:49.150 ⇒ 00:17:52.669 Luke Scorziell: the point person, so I think going forward for events,
172 00:17:53.580 ⇒ 00:17:57.730 Luke Scorziell: one, like, I think just seeing where it’s fitting strategically into what we’re doing.
173 00:17:58.120 ⇒ 00:18:02.410 Luke Scorziell: would be helpful, and then also, yeah, just, like, I think I need to…
174 00:18:03.450 ⇒ 00:18:12.160 Luke Scorziell: either just take the lead and help, you in the future, if it’s you, Hannah, just drive events versus, yeah, I think this one I was, like.
175 00:18:13.450 ⇒ 00:18:16.619 Luke Scorziell: I guess it’s just gonna happen, because we just threw out events, but then it… yeah.
176 00:18:17.140 ⇒ 00:18:18.570 Luke Scorziell: It’s like, okay.
177 00:18:18.570 ⇒ 00:18:29.979 Hannah Wang: No, I mean, you were… you were… when the thick of planning this event was happening, you were still onboarding, and also you were more heavily involved in sales, so it didn’t really make sense for you to…
178 00:18:30.210 ⇒ 00:18:34.620 Hannah Wang: Kind of stretch yourself and help with… with this.
179 00:18:34.820 ⇒ 00:18:38.499 Hannah Wang: So, it’s okay, but I think we’re aligned, moving forward.
180 00:18:38.740 ⇒ 00:18:45.209 Hannah Wang: especially with, for example, like, the Omni one, we can work together if we want to do that one.
181 00:18:45.570 ⇒ 00:18:48.299 Luke Scorziell: Yeah, sweet. Would definitely like to do that.
182 00:18:53.880 ⇒ 00:18:55.470 Robert Tseng: Okay, cool. Yeah.
183 00:18:55.950 ⇒ 00:19:03.789 Robert Tseng: Well, we’ve got, like, 10 minutes left, Luke, so you can kind of take the rest of the time to give your spiel to the team, and then I think we’ll wrap up there.
184 00:19:04.500 ⇒ 00:19:05.630 Luke Scorziell: Yeah.
185 00:19:05.630 ⇒ 00:19:06.150 Robert Tseng: Yeah.
186 00:19:06.570 ⇒ 00:19:07.790 Luke Scorziell: Let me pull up…
187 00:19:16.480 ⇒ 00:19:21.590 Luke Scorziell: So kind of like, I mean, I guess what I was getting at today…
188 00:19:22.820 ⇒ 00:19:32.520 Luke Scorziell: with what we talked about, or with what I talked about in the go-to-market update to the whole team, I think was kind of a little bit of what Robert and I had talked about.
189 00:19:32.750 ⇒ 00:19:37.930 Luke Scorziell: But I think earlier this week, and I think as we’re thinking about our ICP’s
190 00:19:38.360 ⇒ 00:19:44.300 Luke Scorziell: I guess I also started to have this conversation a little bit with you, Hannah, and Ryan, just about, like, our lead magnets.
191 00:19:44.500 ⇒ 00:19:49.369 Luke Scorziell: is I think it’s, like, important for us to know that there’s…
192 00:19:50.450 ⇒ 00:19:57.060 Luke Scorziell: like, the main problems that we’re solving for Brainforge are gonna then translate into
193 00:19:57.320 ⇒ 00:20:04.510 Luke Scorziell: specific emotional pain points that different people are dealing with. I mean, emotional and just work-wise. So, like, if we look at, like, the
194 00:20:04.830 ⇒ 00:20:06.670 Luke Scorziell: insurance,
195 00:20:08.320 ⇒ 00:20:22.679 Luke Scorziell: campaign, for instance, like, that’s… the pain point is that they’re spending tens of thousands of dollars, not hundreds of thousands of dollars, on people that are literally just kind of taking information from one document and putting it in another document.
196 00:20:22.880 ⇒ 00:20:29.059 Luke Scorziell: And… that… Like, if you think of, like, the…
197 00:20:29.380 ⇒ 00:20:33.570 Luke Scorziell: specific ICP that we’re reaching out to, I would think of them in, like, the middle layer.
198 00:20:33.680 ⇒ 00:20:38.679 Luke Scorziell: of, like, this specific persona is…
199 00:20:39.370 ⇒ 00:20:46.660 Luke Scorziell: here, but then on the layer above that is the specific pain point that they’re dealing with. So, like, documentation and
200 00:20:46.880 ⇒ 00:21:01.299 Luke Scorziell: Spending time copy-pasting is something that happens across different industries, and is a pain point that we can speak to to people that are in insurance, but also in legal, and also in the agency space.
201 00:21:01.530 ⇒ 00:21:07.600 Luke Scorziell: And, yeah, it’s, like, similar thing for, like, the knowledge base and stuff like that. So I think as we’re thinking about
202 00:21:08.160 ⇒ 00:21:11.590 Luke Scorziell: Specifically, like, content, brand, and how we’re messaging.
203 00:21:11.700 ⇒ 00:21:16.580 Luke Scorziell: like, I’d like… us to Start thinking more of, like, what are the…
204 00:21:16.910 ⇒ 00:21:24.020 Luke Scorziell: What are the pain points as a whole that we’re solving at Brainforge, and then how do those translate into specific personas?
205 00:21:25.830 ⇒ 00:21:36.399 Luke Scorziell: that we’re messaging. So, that’s maybe, like, a little bit of a spiel. I’d be curious to hear, I guess, Hannah, Ryan, and Pranav, feel free to chime in, too. Just,
206 00:21:37.570 ⇒ 00:21:42.860 Luke Scorziell: What, yeah, if that spurs kind of thinking or ideas, or where that lands with you.
207 00:21:45.980 ⇒ 00:21:54.180 Hannah Wang: I think that makes sense, like, it’s similar to the story brand work that I think…
208 00:21:54.480 ⇒ 00:22:04.189 Hannah Wang: our team did last year, of, like, painting Brainforge as a hero, and pinpointing, like, a villain, basically.
209 00:22:05.610 ⇒ 00:22:07.879 Hannah Wang: Yeah, because if we don’t speak to…
210 00:22:08.620 ⇒ 00:22:15.559 Hannah Wang: A particular pain point, like, no one’s gonna… want to… Get, like, buyer services, or…
211 00:22:16.180 ⇒ 00:22:18.869 Hannah Wang: work with us, so I think…
212 00:22:19.340 ⇒ 00:22:31.149 Hannah Wang: yeah, that imagery of the layer above the ICP and the pain points like that, that makes sense, and I think can help with, like, the storytelling of our…
213 00:22:31.480 ⇒ 00:22:39.040 Hannah Wang: of our collateral, because, like I mentioned to you, I think, before, Before, when creating.
214 00:22:39.140 ⇒ 00:22:44.430 Hannah Wang: marketing assets. It was just me kind of shoving things into AI, and then…
215 00:22:44.820 ⇒ 00:23:00.439 Hannah Wang: not really thinking about the story as much, as… more so as, like, just pushing out the one-pager, for the sake of speed. So, I think it’s good to think about the narrative that we’re telling. So, I agree.
216 00:23:00.710 ⇒ 00:23:01.870 Hannah Wang: With everything.
217 00:23:04.050 ⇒ 00:23:07.809 Ryan Brosas: It… I think that will be much more, like.
218 00:23:07.970 ⇒ 00:23:16.890 Ryan Brosas: it will make us much more grounded, or more relatable, because, you know, data and AI is something, like, complicated, and…
219 00:23:17.040 ⇒ 00:23:25.380 Ryan Brosas: If we are, like, relating to their pain points, it’s much more understandable, or much more translatable.
220 00:23:25.510 ⇒ 00:23:34.159 Ryan Brosas: If you are just talking to our Vantage, and that is going to be, like, you know,
221 00:23:35.230 ⇒ 00:23:36.920 Ryan Brosas: What do they call this?
222 00:23:37.300 ⇒ 00:23:39.650 Ryan Brosas: We are not talking to the right person.
223 00:23:39.770 ⇒ 00:23:48.750 Ryan Brosas: And I think that would be a really interesting to, to apply on all of our marketing efforts as well.
224 00:23:50.250 ⇒ 00:23:52.209 Luke Scorziell: Yeah, I mean, I think, like.
225 00:23:53.180 ⇒ 00:23:57.059 Luke Scorziell: Pranav, also feel free to pop in, too. Just quickly, like, the…
226 00:23:57.370 ⇒ 00:24:01.969 Luke Scorziell: It’s like when you’re… when you’re speaking to someone, it’s… and they’re pitching you on something.
227 00:24:02.190 ⇒ 00:24:12.990 Luke Scorziell: You’re kind of like, but if you’re speaking to someone and you feel like they know, like, a specific problem or pain point that you’re experiencing, that’s kind of the moment that starts to build trust.
228 00:24:13.230 ⇒ 00:24:19.150 Luke Scorziell: And so that’s kind of what I was saying with our lead magnets, is that I would like them to…
229 00:24:20.010 ⇒ 00:24:32.779 Luke Scorziell: be something that, like, someone looks at and says, like, oh my gosh, I’ve been thinking about that a lot, and, like, this company is now speaking my language, and then I want to see what they’re talking about, since they understand my problem.
230 00:24:32.990 ⇒ 00:24:37.330 Luke Scorziell: So well, but yeah, for now, we’ll let you.
231 00:24:37.510 ⇒ 00:24:44.869 Pranav Narahari: Yeah, I have more of, like, kind of question, clarification, like, I’m probably the least experienced on these type of calls, right? But…
232 00:24:44.980 ⇒ 00:24:46.070 Pranav Narahari: just like…
233 00:24:46.730 ⇒ 00:25:02.229 Pranav Narahari: if I think about this, when you have, like, and I don’t know if it’s, like, a 30-minute call, like, 60-minute call, how do you think about… when you think about, like, the hero and villain thing, like, how do you start the conversation that way, and then end the convers… like, where do you want to…
234 00:25:02.260 ⇒ 00:25:10.520 Pranav Narahari: end the conversation. Like, you want to end the conversation probably as, like, Brainforge is your hero, is my guess? Like, what are, like, the steps along…
235 00:25:10.620 ⇒ 00:25:26.149 Pranav Narahari: like, in between? Is it just really just that one step, you’re just trying to gain that trust, or is there, like, other steps along that path where you’re like, like, okay, maybe… like, I don’t know, I guess that’s just, like, how can we add, like, maybe additional structure to that, if you already have thought about that?
236 00:25:26.340 ⇒ 00:25:33.540 Luke Scorziell: Yeah, yeah, I mean, you might find the StoryBrand framework interesting, but it’s basically, like, a hero.
237 00:25:33.660 ⇒ 00:25:36.260 Luke Scorziell: Who’s always your customer, has a problem.
238 00:25:36.500 ⇒ 00:25:41.659 Luke Scorziell: That’s both inter… there’s an external manifestation of the problem and an internal manifestation of the problem.
239 00:25:41.830 ⇒ 00:25:48.760 Luke Scorziell: They meet a guide, who is your company, who gives them a plan, like a specific, like, 1, 2, 3.
240 00:25:48.940 ⇒ 00:25:53.800 Luke Scorziell: That calls them to action, and then you actually would end on,
241 00:25:55.080 ⇒ 00:26:02.600 Luke Scorziell: you kind of give them an image of success, and then you show them a little bit of, like, what failure would look like if they don’t take action. And so…
242 00:26:02.910 ⇒ 00:26:10.409 Luke Scorziell: Like, with the agency pitch, it could look, you know, initially you’re…
243 00:26:10.540 ⇒ 00:26:18.440 Luke Scorziell: We kind of know, generally, okay, they have this problem with brief generation, and… I wanna know, like.
244 00:26:18.570 ⇒ 00:26:24.990 Luke Scorziell: that’s kind of the external problem that’s manifesting, is that a lot of people are spending time on briefs. What is, like, the more personal problem?
245 00:26:25.120 ⇒ 00:26:29.960 Luke Scorziell: that the person that we’re talking to is struggling, like… like, the IT guy, like, is…
246 00:26:30.190 ⇒ 00:26:34.830 Luke Scorziell: Is he looking to find ways to cut budget? Like, are they,
247 00:26:35.060 ⇒ 00:26:39.920 Luke Scorziell: Like, what is personally kind of on the line for him, and you kind of want to ask questions to identify that.
248 00:26:40.050 ⇒ 00:26:42.680 Luke Scorziell: And then as you do, identify, like.
249 00:26:43.240 ⇒ 00:26:49.710 Luke Scorziell: the problem and flush it out, then you kind of position Brainforge and say, Brainforge,
250 00:26:50.450 ⇒ 00:26:59.400 Luke Scorziell: You know, we’ve done this for other agency clients, and we, like,
251 00:27:00.070 ⇒ 00:27:06.050 Luke Scorziell: And, like, we know exactly what you’re talking about, like, this is a solution that we would love to, like, step into with you.
252 00:27:06.440 ⇒ 00:27:12.500 Luke Scorziell: And solve. And then you give them, like, a specific plan, just for kind of getting started, of, like.
253 00:27:12.610 ⇒ 00:27:20.550 Luke Scorziell: Hey, let’s, like… after this call on Tuesday, it could be, like, you know.
254 00:27:21.020 ⇒ 00:27:23.469 Luke Scorziell: We’ll send… we’re gonna send you a…
255 00:27:24.150 ⇒ 00:27:27.820 Luke Scorziell: I don’t know, I guess we already sent him a white paper. We’ll send you these video demos.
256 00:27:29.160 ⇒ 00:27:35.609 Luke Scorziell: maybe you can connect us with someone else that might be interesting to talk to, and then we can set up a meeting. So it’s, like, 3 pretty simple things.
257 00:27:35.850 ⇒ 00:27:52.429 Luke Scorziell: And then success, you know, then we say, like, success, like, okay, like, yeah, success in this is, like, we’d love to be able to build you a system that, like… I know he’s pretty concerned with privacy, it looks like, based on his LinkedIn, like, the honor is just, like, the privacy and data that you guys have, and then…
258 00:27:52.650 ⇒ 00:27:56.340 Luke Scorziell: Is able to build something out that helps your team speed up its processes.
259 00:27:57.060 ⇒ 00:27:57.670 Pranav Narahari: Gotcha.
260 00:27:57.940 ⇒ 00:28:05.349 Luke Scorziell: But failure would be like, yeah, I just want to make sure that you guys don’t get left behind, in the AI race, because this stuff’s moving quickly.
261 00:28:06.080 ⇒ 00:28:10.749 Pranav Narahari: Gotcha. So it’s kind of a little bit of, alignment that we need to have, like.
262 00:28:11.180 ⇒ 00:28:16.380 Pranav Narahari: During the call, too, like, we’re kind of both gonna be discovering the villain.
263 00:28:16.590 ⇒ 00:28:30.809 Pranav Narahari: In that call, and then we need to make sure that we both see the same thing, like, basically me just being aligned with you with, like, what you recognize as being the villain, I guess. Just so, like, also when I’m, like, explaining, like, technical things.
264 00:28:30.950 ⇒ 00:28:37.959 Pranav Narahari: it doesn’t come across as, like, okay, they don’t care about that. And so I will probably automatically just be aligned on that.
265 00:28:38.150 ⇒ 00:28:45.259 Pranav Narahari: And I’ll… and Hannah, yeah, I’ll definitely read this notion, too, just so, like, I understand this more, but…
266 00:28:45.410 ⇒ 00:28:46.510 Pranav Narahari: Yeah, okay.
267 00:28:46.970 ⇒ 00:28:54.129 Luke Scorziell: Yeah, yeah, yeah. And, let’s, let’s think, too, because I think this would be a helpful conversation to have,
268 00:28:54.450 ⇒ 00:28:56.100 Luke Scorziell: together, so…
269 00:28:56.670 ⇒ 00:29:01.600 Luke Scorziell: Yeah, and then I guess a few… I know we’re kind of at time, so we can…
270 00:29:01.820 ⇒ 00:29:15.909 Luke Scorziell: I’ll wrap up, but yeah, so that’s kind of on, like, messaging and positioning, and especially, like, just whenever we’re talking to someone, like, kind of having that framework of, like, how are we speaking to their problems? I think, like, more specific things that maybe,
271 00:29:16.320 ⇒ 00:29:19.720 Luke Scorziell: Yeah, Robert and I covered, it’s just…
272 00:29:20.040 ⇒ 00:29:23.339 Luke Scorziell: It might be a little bit less relevant to you guys, but,
273 00:29:24.860 ⇒ 00:29:34.529 Luke Scorziell: Yeah, like, the trimming out maybe some of the different ICPs that we’ve had, and really focusing on, like, the CMOs, so the edge activation stuff is working really well.
274 00:29:34.690 ⇒ 00:29:39.600 Luke Scorziell: And so, honing that even to, like, heads of growth at companies.
275 00:29:39.700 ⇒ 00:29:42.220 Luke Scorziell: I think the insurance stuff will keep…
276 00:29:42.470 ⇒ 00:29:47.270 Luke Scorziell: Maybe it sounds like another week, and then kind of… probable.
277 00:29:47.440 ⇒ 00:29:50.739 Luke Scorziell: evaluate and… Closer… closer to killing it.
278 00:29:52.470 ⇒ 00:29:57.760 Luke Scorziell: But, yeah, I don’t know that you guys need as much, like, Specific.
279 00:29:57.900 ⇒ 00:30:00.239 Luke Scorziell: But yeah, it just seems like legal…
280 00:30:01.220 ⇒ 00:30:07.389 Luke Scorziell: The product analytics… yeah, just a few of the verticals that we had up were not really performing as, as great, so…
281 00:30:07.820 ⇒ 00:30:12.390 Luke Scorziell: Yeah.
282 00:30:13.360 ⇒ 00:30:16.040 Luke Scorziell: So, any final questions, reflections?
283 00:30:16.420 ⇒ 00:30:20.199 Luke Scorziell: I know Hannah and Ryan will be meeting again in a very short amount of time.
284 00:30:28.330 ⇒ 00:30:35.860 Robert Tseng: No, I think that’s… good for the first ICP kind of reflection. I think,
285 00:30:37.310 ⇒ 00:30:51.880 Robert Tseng: Probably for the next one, just try to… I would say, try to come something with a little bit more… more prep and structure, just, like, something to show the team. Like, I feel like people are giving their feedback, which is fine, but I just wanted to make sure they know, like, where their feedback is going.
286 00:30:52.240 ⇒ 00:30:53.850 Luke Scorziell: Yeah. Okay. Yeah.
287 00:30:54.310 ⇒ 00:30:58.650 Luke Scorziell: Cool. That makes sense.
288 00:30:59.430 ⇒ 00:31:01.020 Luke Scorziell: Yeah, go forward.
289 00:31:01.320 ⇒ 00:31:06.870 Luke Scorziell: Like, I feel like, I guess maybe I can just pose the question to y’all, too, and maybe Robert, like, how…
290 00:31:07.350 ⇒ 00:31:12.129 Luke Scorziell: Because I know we had chatted about just how helpful is it to dive in specifically to, like.
291 00:31:12.310 ⇒ 00:31:16.380 Luke Scorziell: Which vertical, and, oh, like…
292 00:31:16.540 ⇒ 00:31:21.250 Luke Scorziell: like, the specific ICP profiles and what we’re looking at, like, is that something that…
293 00:31:23.130 ⇒ 00:31:32.300 Robert Tseng: Yeah, I view this more as, like, your opportunity to showcase your learnings, like, you’re the strategy person on this team, so, like, I kind of feel like you should come showing, like, what
294 00:31:32.580 ⇒ 00:31:43.319 Robert Tseng: like, what you’re learning about ICPs, and, like, how do you teach that to people who are executing, but don’t actually really think about, like, who our ICPs are. So, that’s kind of how I see it.
295 00:31:44.030 ⇒ 00:31:48.859 Luke Scorziell: Yeah, I think then the, yeah, the biggest thing is, it’s like, if you speak their pain point, then…
296 00:31:49.170 ⇒ 00:31:52.350 Luke Scorziell: Regardless of, kind of, what their title is.
297 00:31:52.770 ⇒ 00:31:56.120 Luke Scorziell: Yeah, it’s… I’m learning that that’s converting more, so…
298 00:31:56.800 ⇒ 00:32:01.310 Robert Tseng: Yeah, and then people are gonna speak from, like, their positions of, like.
299 00:32:01.310 ⇒ 00:32:20.120 Robert Tseng: okay, when I’m, like, writing copy, like, how do I actually follow that? Or, like, when I’m engaging with partners and thinking about CTAs or hooks and, like, how does that cascade down? Like, I think that’s more helpful, like, or that’s… I mean, not more helpful, that’s what I would like to see, how the team engages with this kind of stuff.
300 00:32:20.220 ⇒ 00:32:34.069 Robert Tseng: Otherwise, like, yeah, we can… we can stay in strategy way, and just in the leads, like, it’ll just be me, Luke, and Utam, and we’ll just never share the strategy with other people, like, it doesn’t really matter. We can just go off the tickets, but I think this is really…
301 00:32:34.070 ⇒ 00:32:40.879 Robert Tseng: I mean, for me to see that if this is helpful for the team, like, I would want to see, like, people trying to take what
302 00:32:41.050 ⇒ 00:32:52.609 Robert Tseng: you’re, like, kind of synthesizing and… and… and trying to give… give their perspective from… from their role, like, what… like, why does that matter to them, you know? So,
303 00:32:53.210 ⇒ 00:33:01.349 Robert Tseng: Yeah, but anyway, like, I didn’t prescribe what this should look like, so I don’t really have any other thoughts for now, but,
304 00:33:02.300 ⇒ 00:33:03.080 Robert Tseng: Yeah.
305 00:33:03.530 ⇒ 00:33:13.199 Robert Tseng: I would like to action the mix panel thing, so if people want to hop, that’s totally fine, but I would say, Hannah and Luke, if we could just stay on to finish… finish this out.
306 00:33:14.530 ⇒ 00:33:19.369 Robert Tseng: I’d rather just, like, kind of knock it out in a couple minutes, rather than going back and forth on Slack.
307 00:33:20.350 ⇒ 00:33:21.040 Pranav Narahari: You guys…
308 00:33:21.500 ⇒ 00:33:22.290 Luke Scorziell: Okay.
309 00:33:22.290 ⇒ 00:33:22.850 Robert Tseng: deal.
310 00:33:24.370 ⇒ 00:33:32.389 Robert Tseng: Yeah, so I guess, like, I was poking around, so a couple things that I’m not unclear on. One, I’ve looked at the spreadsheet, so I kind of know
311 00:33:33.320 ⇒ 00:33:37.039 Robert Tseng: what we have here,
312 00:33:41.180 ⇒ 00:33:44.079 Robert Tseng: Okay, so this is the spreadsheet,
313 00:33:46.890 ⇒ 00:33:52.740 Robert Tseng: two people here. Question is, where are all the emails that they sent… they claim to have sent?
314 00:33:55.220 ⇒ 00:33:57.660 Luke Scorziell: Yeah, I don’t think they…
315 00:33:59.170 ⇒ 00:34:00.270 Luke Scorziell: Well, I mean, Hannah, unless you…
316 00:34:00.270 ⇒ 00:34:01.219 Hannah Wang: doesn’t know.
317 00:34:01.910 ⇒ 00:34:02.590 Luke Scorziell: Yeah.
318 00:34:02.590 ⇒ 00:34:06.539 Robert Tseng: Never shared it with us. Okay. And then to,
319 00:34:06.660 ⇒ 00:34:12.949 Robert Tseng: We sent 30, 40 messages, 70 messages? I don’t know, I saw a bunch of numbers floating around. Where are all those people?
320 00:34:13.139 ⇒ 00:34:16.499 Luke Scorziell: Probably close to about 95, there, and…
321 00:34:16.500 ⇒ 00:34:18.100 Hannah Wang: They’re in the Marketing Hub.
322 00:34:19.380 ⇒ 00:34:23.570 Hannah Wang: We… Build lead list there.
323 00:34:23.750 ⇒ 00:34:27.800 Robert Tseng: Okay, I’m assuming that you guys have… you actually have that list, so…
324 00:34:27.800 ⇒ 00:34:28.120 Hannah Wang: Yeah.
325 00:34:28.120 ⇒ 00:34:33.319 Robert Tseng: Yeah, I think, like, we have the… we saw the venue for next week.
326 00:34:33.949 ⇒ 00:34:35.960 Robert Tseng: Or, like, we’re trying to figure out how to cancel it.
327 00:34:36.290 ⇒ 00:34:39.380 Robert Tseng: Is it possible to move it a week back? It’s already canceled.
328 00:34:39.580 ⇒ 00:34:40.100 Hannah Wang: Yeah.
329 00:34:40.380 ⇒ 00:34:46.949 Robert Tseng: Okay. Now we’re just trying to get the refund, or what?
330 00:34:48.699 ⇒ 00:34:50.079 Hannah Wang: Yes.
331 00:34:50.080 ⇒ 00:34:50.420 Robert Tseng: Okay.
332 00:34:50.420 ⇒ 00:34:55.869 Hannah Wang: That’s the large chunk of message that I sent you last night. Yeah. But yeah.
333 00:34:56.420 ⇒ 00:35:02.859 Robert Tseng: What’s our sunk cost? Like, how much have we sunk? Like, between, like, what are… how much… what… yeah.
334 00:35:03.970 ⇒ 00:35:09.240 Hannah Wang: Total was 500 per team.
335 00:35:11.820 ⇒ 00:35:14.919 Robert Tseng: They’re gonna pay 500?
336 00:35:16.110 ⇒ 00:35:23.229 Hannah Wang: I… they… Landon didn’t make it very clear, but I was assuming, because he was like, oh, how do I pay you back, basically?
337 00:35:23.380 ⇒ 00:35:23.940 Hannah Wang: So…
338 00:35:23.940 ⇒ 00:35:32.490 Luke Scorziell: Maybe, like, he was going to pay for us, or pay that, and then if we can… I mean, I think they should give us the 50% off still, because that’s what…
339 00:35:33.080 ⇒ 00:35:37.510 Luke Scorziell: I guess I saw your message, Hannah, but, like.
340 00:35:39.340 ⇒ 00:35:50.660 Robert Tseng: Okay, so we’re down 1,000, and then… like, yeah, I guess my… I’m gonna be in Austin the week afterwards on the 5th. I would kind of want to run it back,
341 00:35:51.070 ⇒ 00:36:04.479 Robert Tseng: like, I’ll just run, like, an LA-style event. So, we don’t need… we can take Mixed Panel’s name off of it. I want to hit the same list that we had. We can tell them that, hey, actually, whatever, some excuse, something came up, we’re actually pushing it a week back.
342 00:36:04.710 ⇒ 00:36:10.380 Robert Tseng: And then I will personally reach out to, like, the 3 people that we have, Ava, Jake, and Aditya.
343 00:36:10.510 ⇒ 00:36:18.129 Robert Tseng: And invite them to meet with me and UTM the week afterwards. I think that’s how we can… how we can try to still salvage it.
344 00:36:18.470 ⇒ 00:36:19.550 Hannah Wang: But basically…
345 00:36:19.550 ⇒ 00:36:21.120 Robert Tseng: would kick Mixpanel out of it.
346 00:36:21.470 ⇒ 00:36:30.629 Hannah Wang: I see. Do you want me to try to message the… the venue and see if we can just reschedule to the week that you’re here?
347 00:36:31.230 ⇒ 00:36:42.440 Robert Tseng: Yeah, so that’s what I’m thinking. We can either… like, I’ll try to give you, like, a message to tell them, like, hey, no, we’re gonna… we’re expecting the 50% refund, or what… Okay. Like, we’re expecting the refund.
348 00:36:42.510 ⇒ 00:36:51.640 Robert Tseng: However, if you won’t honor… if you don’t… if you won’t honor it for us, like, we’re willing to kind of, take… take it for the fifth. That’s basically kind of how I want to see it.
349 00:36:51.640 ⇒ 00:36:52.400 Hannah Wang: 5th.
350 00:36:52.400 ⇒ 00:37:06.209 Robert Tseng: If they don’t end up accepting that, like, that’s fine. We all… we’ll do the… we’ll do the credit… we’ll do the credit dispute, and then we’ll… we’ll host the… the fifth at a different… at a different place. Which that invite can go out early next week, that’s totally fine.
351 00:37:06.440 ⇒ 00:37:08.160 Robert Tseng: We don’t have to send it today.
352 00:37:10.390 ⇒ 00:37:10.960 Hannah Wang: Okay.
353 00:37:11.570 ⇒ 00:37:12.690 Hannah Wang: Yeah.
354 00:37:13.320 ⇒ 00:37:14.780 Hannah Wang: I’m just thinking…
355 00:37:16.280 ⇒ 00:37:28.280 Hannah Wang: just, like, in the messaging, because I want to make it clear, like, oh, this is the location, like, I just feel like I want to lock down the… whatever venue we’re gonna do it at before we send out the message. So hopefully.
356 00:37:28.560 ⇒ 00:37:29.720 Robert Tseng: Do you have another one?
357 00:37:30.480 ⇒ 00:37:39.120 Hannah Wang: No, I don’t. I was just saying, like, oh, it’s either that brewery that was the OG venue, or we would just look for another…
358 00:37:39.400 ⇒ 00:37:44.189 Hannah Wang: like… Happy hour type of place.
359 00:37:46.100 ⇒ 00:37:49.769 Hannah Wang: I need to think through how to assist you with that.
360 00:37:49.770 ⇒ 00:37:52.599 Robert Tseng: I don’t think that needs to be sent until early next week, so it’s okay.
361 00:37:52.600 ⇒ 00:37:52.930 Hannah Wang: Okay.
362 00:37:52.930 ⇒ 00:37:53.610 Robert Tseng: Like.
363 00:37:53.610 ⇒ 00:37:54.110 Hannah Wang: Okay.
364 00:37:54.270 ⇒ 00:37:58.399 Robert Tseng: Yeah, but I think… I do think the message to the brewery should be sent today.
365 00:37:58.400 ⇒ 00:37:59.400 Hannah Wang: Sure.
366 00:37:59.580 ⇒ 00:38:00.450 Hannah Wang: Yeah.
367 00:38:00.950 ⇒ 00:38:04.380 Robert Tseng: Okay.
368 00:38:04.380 ⇒ 00:38:15.239 Hannah Wang: Yeah, if you can just help me craft that in a way that’s appealing and firm, then I can… I can scent it. Okay. In the… yeah.
369 00:38:15.240 ⇒ 00:38:21.190 Robert Tseng: Yeah, for… but for Mixpanel, like, next steps on Mixpanel. So…
370 00:38:21.390 ⇒ 00:38:22.000 Luke Scorziell: Yeah.
371 00:38:22.480 ⇒ 00:38:30.429 Robert Tseng: we should respond to Landon, like, I don’t know if we want to burn this bridge now, like, if we say no, then, like, that’s… that’s that.
372 00:38:30.570 ⇒ 00:38:37.850 Robert Tseng: I don’t think you guys have anything else on the calendar with them, like, I… like, I think we need to have some sort of…
373 00:38:38.220 ⇒ 00:38:50.229 Robert Tseng: like, we don’t have to commit to anything, I think, but I don’t know what… like, I think we should… we should come up with a… we shouldn’t leave him hanging. Yeah. So… Yeah.
374 00:38:50.720 ⇒ 00:38:54.070 Robert Tseng: What’s, what’s the, what’s the, what’s the thought here?
375 00:38:56.080 ⇒ 00:38:58.039 Luke Scorziell: Yeah, I mean, I think…
376 00:38:58.240 ⇒ 00:39:04.819 Luke Scorziell: he suggested having… I mean, he’s, like… I think this is literally, like, his second day that we talked to him, so…
377 00:39:04.870 ⇒ 00:39:18.450 Luke Scorziell: I, like, he’s just probably throwing out whatever ideas. So he, he suggested we could do something next quarter. I think, like, in the immediate for that message. I mean, would it make sense to just say, like, Robert is actually going to be in town?
378 00:39:18.600 ⇒ 00:39:23.540 Luke Scorziell: the following week? I mean, I guess we’re not really wanting to share the event with them, but…
379 00:39:24.570 ⇒ 00:39:29.980 Luke Scorziell: like, would it make sense to just say, I think we’ll just meet with them? I mean, kind of the reality is, like.
380 00:39:30.430 ⇒ 00:39:35.340 Luke Scorziell: we worked to get those leads, I guess, so it’s like… I don’t know.
381 00:39:35.910 ⇒ 00:39:37.680 Robert Tseng: Yeah,
382 00:39:42.460 ⇒ 00:39:47.129 Robert Tseng: I’ll send the message to Landon. I think I’m gonna say something along the lines of,
383 00:39:49.050 ⇒ 00:40:02.129 Robert Tseng: No, I’m actually gonna come in the following week. We’re gonna actually do a separate event then. I don’t know if that’s the right way, because I don’t want to be like, hey, we canceled your event, we’re just doing something else on our own. Like, I don’t know if that’s what I want to say, or I probably should just not say anything.
384 00:40:02.550 ⇒ 00:40:04.719 Robert Tseng: I’m not really sure.
385 00:40:04.720 ⇒ 00:40:08.340 Luke Scorziell: I don’t know, because I think reflecting on it deeper, it’s like.
386 00:40:10.600 ⇒ 00:40:23.170 Robert Tseng: But I do want to call them out and be like, look, you guys sent 100 emails and didn’t give us any leads. Like, how is this… like, this should entirely be on you. Like, I don’t, like, I’m… I’m not happy with, like, this level of collaboration from them either.
387 00:40:24.020 ⇒ 00:40:33.670 Luke Scorziell: Yeah, yeah, I mean, and that’s kind of the other thing, too, that I was telling Hannah, is that we wanted, like, 70-80% MixedPanel customers to be at the event, so to me, it’s like.
388 00:40:34.100 ⇒ 00:40:40.690 Luke Scorziell: the best people to get Mixpanel customers are gonna be the people at Mixpanel that know their customer list, you know?
389 00:40:40.690 ⇒ 00:40:41.480 Robert Tseng: Yeah.
390 00:40:41.480 ⇒ 00:40:44.509 Luke Scorziell: So not just us, like, guessing. So…
391 00:40:44.700 ⇒ 00:40:51.010 Luke Scorziell: Yeah, I don’t know, I think on a bigger picture, I’m curious how you see Mixpanel fitting in.
392 00:40:51.490 ⇒ 00:40:53.840 Luke Scorziell: As, like… like, is this, like, a…
393 00:40:54.410 ⇒ 00:40:58.510 Luke Scorziell: pretty valuable partnership is this one that we’re kind of like.
394 00:40:59.310 ⇒ 00:41:04.839 Luke Scorziell: just keeping alive on, like, life support? I don’t know, like, it seems like there’s more excitement with some of our…
395 00:41:04.840 ⇒ 00:41:06.049 Robert Tseng: It’s not gold tier.
396 00:41:06.490 ⇒ 00:41:08.209 Robert Tseng: It’s like silver.
397 00:41:08.950 ⇒ 00:41:09.580 Luke Scorziell: Yeah.
398 00:41:10.070 ⇒ 00:41:10.590 Robert Tseng: Yeah.
399 00:41:13.010 ⇒ 00:41:20.419 Robert Tseng: it’s like, they should get, I mean, monthly, quarter… bronze is, like, quarterly. Silver is, like, monthly.
400 00:41:21.190 ⇒ 00:41:23.089 Robert Tseng: Gold is, like, weekly.
401 00:41:23.260 ⇒ 00:41:23.890 Luke Scorziell: Yeah.
402 00:41:28.420 ⇒ 00:41:29.629 Luke Scorziell: In terms of…
403 00:41:30.710 ⇒ 00:41:32.610 Robert Tseng: In terms of, like, our attention, yeah.
404 00:41:32.610 ⇒ 00:41:33.820 Luke Scorziell: Yeah. Okay.
405 00:41:38.480 ⇒ 00:41:39.059 Luke Scorziell: I mean, I…
406 00:41:39.060 ⇒ 00:41:40.720 Hannah Wang: Are they just… sorry.
407 00:41:40.720 ⇒ 00:41:41.979 Luke Scorziell: Or, you can go, Hannah.
408 00:41:42.570 ⇒ 00:41:44.580 Hannah Wang: Oh, I just feel like they’re not…
409 00:41:44.690 ⇒ 00:41:50.410 Hannah Wang: reciprocating, or I don’t know, like, Jay was the primary contact.
410 00:41:50.780 ⇒ 00:41:53.439 Hannah Wang: For the partnership stuff, and then…
411 00:41:53.680 ⇒ 00:42:03.849 Hannah Wang: he kinda just let Kara take care of everything. I guess since it’s event planning and it’s more marketing, maybe that’s why he did that, and he’s probably busy, but…
412 00:42:04.720 ⇒ 00:42:11.989 Hannah Wang: I don’t know, like, as compared to, like, Hugo, for example, who, like, sends messages and interacts with us, like.
413 00:42:12.200 ⇒ 00:42:16.299 Hannah Wang: I don’t know, Jay doesn’t really… do that,
414 00:42:17.360 ⇒ 00:42:19.589 Hannah Wang: I just wanted to say that. That’s it.
415 00:42:20.430 ⇒ 00:42:26.490 Robert Tseng: Yeah, yeah, I mean, different, different level. I think Jay leads all partnerships, so, like, I feel like…
416 00:42:27.160 ⇒ 00:42:32.550 Robert Tseng: Hugo was, like, landed level, so I would kind of expect them to be…
417 00:42:32.950 ⇒ 00:42:35.129 Robert Tseng: Yeah, like, that doesn’t surprise me.
418 00:42:35.220 ⇒ 00:42:36.480 Hannah Wang: Yeah. I mean…
419 00:42:39.590 ⇒ 00:42:48.929 Robert Tseng: But, yeah, I mean, I feel like we need to acknowledge that, like, this event was a flop. There were some clear issues. Mixpanel didn’t do their, like.
420 00:42:48.930 ⇒ 00:43:02.130 Robert Tseng: they didn’t give us, like, what they said they would, like, or, like, I wasn’t collaborative if they didn’t put any… if they didn’t share any, like, lead lists with us. But then, also, it doesn’t look great because we didn’t have our list of 70
421 00:43:02.130 ⇒ 00:43:08.960 Robert Tseng: leads that we reached out to in the sheet either. I mean, they may not know that, they may not care, so I don’t know, I just…
422 00:43:08.960 ⇒ 00:43:20.749 Robert Tseng: there’s a give and take. I think we have to acknowledge what didn’t go well, show that we’re still willing to work with them, and then ask them to put something else on the calendar. We’re gonna… and then, like, we’re… we’re still gonna be doing something the following week.
423 00:43:20.770 ⇒ 00:43:32.429 Robert Tseng: We’ll try to connect with those folks then, but otherwise, like, we’re… we’re kind of off… we’re off the hook, and we’re not doing the thing at all next week. Like, that’s… that’s… that’s generally what… those are… that’s basically what I want to say to them.
424 00:43:33.340 ⇒ 00:43:33.990 Luke Scorziell: Yeah.
425 00:43:34.420 ⇒ 00:43:35.080 Hannah Wang: Yeah.
426 00:43:35.080 ⇒ 00:43:38.160 Luke Scorziell: I think that makes sense. I mean, I think if we own our end of, like.
427 00:43:38.300 ⇒ 00:43:40.120 Luke Scorziell: Totally see that we didn’t…
428 00:43:40.840 ⇒ 00:43:46.119 Luke Scorziell: like, there were areas that we dropped the ball on, and also, like, I think we.
429 00:43:46.120 ⇒ 00:43:49.340 Robert Tseng: So what did we drop the ball in? Like, what should I acknowledge?
430 00:43:56.390 ⇒ 00:43:58.180 Luke Scorziell: Yeah.
431 00:43:58.720 ⇒ 00:44:02.039 Luke Scorziell: Could it… I mean, even just, like, a… just, like.
432 00:44:02.170 ⇒ 00:44:06.670 Luke Scorziell: For the sake of the relationship, like, I don’t know that they… Needs to be, like.
433 00:44:07.680 ⇒ 00:44:12.330 Luke Scorziell: But I think that we could have, like, if it’s that we could have shared our leads list, you know.
434 00:44:12.980 ⇒ 00:44:16.979 Luke Scorziell: Or… but I thought, didn’t we have a shared spreadsheet with them, Hannah, that we were sharing?
435 00:44:17.480 ⇒ 00:44:19.989 Robert Tseng: Is that what You guys, like, there’s nothing here.
436 00:44:20.410 ⇒ 00:44:25.090 Hannah Wang: Why don’t we just put our leads here, and then we’ll just… then I’ll write my message.
437 00:44:26.500 ⇒ 00:44:27.550 Hannah Wang: And I don’t care if they.
438 00:44:27.550 ⇒ 00:44:28.629 Robert Tseng: I see the leaves, yeah.
439 00:44:29.140 ⇒ 00:44:33.679 Hannah Wang: Oh, okay. I just thought that this would be the list. I… This would…
440 00:44:33.680 ⇒ 00:44:35.720 Robert Tseng: Because we invited those 70 people, right?
441 00:44:36.060 ⇒ 00:44:37.160 Hannah Wang: Yes, but I just…
442 00:44:37.160 ⇒ 00:44:37.490 Robert Tseng: Which is…
443 00:44:37.490 ⇒ 00:44:51.549 Hannah Wang: would be the list of people who actually registered, because I don’t… I thought they wouldn’t care about the other ones that we sent messages to, and that didn’t register. But yeah, I can totally add the 74 or whatever remaining ones.
444 00:44:51.550 ⇒ 00:45:00.969 Robert Tseng: I think we just leave them with that. If they want to go hit them, they can go hit them themselves, but we’re just… yeah, like, I… I don’t think they will, and I think it’s… I think it’s fine. They’re just names at the end of the day.
445 00:45:01.560 ⇒ 00:45:04.110 Luke Scorziell: Can we just… can we ask them for any of…
446 00:45:04.260 ⇒ 00:45:07.119 Luke Scorziell: like, their leads list, too? I don’t know. Or is that…
447 00:45:07.860 ⇒ 00:45:17.169 Robert Tseng: Well, yeah, that’s kind of what I’m trying to show in the message. I mean, okay, like, how about, like, I’ll write the message, just kind of put the leads in here. I’ll write the message.
448 00:45:18.100 ⇒ 00:45:18.650 Hannah Wang: Okay.
449 00:45:18.650 ⇒ 00:45:19.170 Robert Tseng: Yeah.
450 00:45:20.720 ⇒ 00:45:21.550 Robert Tseng: Okay.
451 00:45:22.650 ⇒ 00:45:23.520 Robert Tseng: Thanks.
452 00:45:26.010 ⇒ 00:45:35.049 Hannah Wang: I’ll let you know when I’m done adding them, because I need to finagle the fields and stuff, but I’ll update you when I’m done with it.
453 00:45:35.840 ⇒ 00:45:37.100 Robert Tseng: Okay, thank you.
454 00:45:37.460 ⇒ 00:45:38.030 Hannah Wang: Yeah.
455 00:45:39.080 ⇒ 00:45:39.890 Robert Tseng: Yeah.