Meeting Title: Sales Strategy Sync with Luke Date: 2026-02-20 Meeting participants: Robert Tseng, Pranav Narahari
WEBVTT
1 00:01:21.960 ⇒ 00:01:23.290 Robert Tseng: Hey, Brunov.
2 00:01:23.290 ⇒ 00:01:25.399 Pranav Narahari: Yo, yo, how’s it going?
3 00:01:25.760 ⇒ 00:01:34.290 Robert Tseng: Good, how are you? Sorry I missed you in New York last time, and yeah, also sorry for the delay here. This guy talked a lot longer than I thought.
4 00:01:34.640 ⇒ 00:01:47.560 Pranav Narahari: All good. I’m actually going to be… so that was the beginning of, like, a road trip, and I’ve been in Austin for the past almost 2 months, and as of tomorrow, like, 5 AM, I’m driving back.
5 00:01:47.840 ⇒ 00:01:53.350 Pranav Narahari: From Austin to Chicago, and then on Monday, driving from Chicago to New York.
6 00:01:53.950 ⇒ 00:01:55.469 Robert Tseng: Oh, really? Yeah. Okay.
7 00:01:55.470 ⇒ 00:01:58.049 Pranav Narahari: So, Tuesday, if you’re around, maybe we can do something.
8 00:01:58.050 ⇒ 00:02:00.370 Robert Tseng: Yeah, I’ll be around, let’s meet up. Perfect.
9 00:02:00.370 ⇒ 00:02:02.419 Pranav Narahari: Yeah, we’ll plan something then.
10 00:02:02.420 ⇒ 00:02:02.970 Robert Tseng: Okay.
11 00:02:03.380 ⇒ 00:02:04.080 Pranav Narahari: But…
12 00:02:04.080 ⇒ 00:02:07.270 Robert Tseng: These are long drives. What’s, what’s the… what’s the deal?
13 00:02:07.460 ⇒ 00:02:13.819 Pranav Narahari: So, I used to live in Austin for, like, 2 years, then, I moved back home to just spend more time with my mom and sister.
14 00:02:13.820 ⇒ 00:02:14.430 Robert Tseng: Oh, okay.
15 00:02:14.430 ⇒ 00:02:15.349 Pranav Narahari: And,
16 00:02:15.690 ⇒ 00:02:25.539 Pranav Narahari: But I got a new car, like, it’s a… it’s self-driving, like the Tesla, so I was just like, let me test it out, and it’s actually, like, it makes road trips so much easier, like…
17 00:02:25.540 ⇒ 00:02:26.100 Robert Tseng: Huh.
18 00:02:26.100 ⇒ 00:02:30.659 Pranav Narahari: Yeah, yeah. And since I was spending so much time in Austin, like, it was just nice to have a car.
19 00:02:30.790 ⇒ 00:02:33.559 Pranav Narahari: And so I was like, let me try driving.
20 00:02:34.000 ⇒ 00:02:34.530 Pranav Narahari: Yeah.
21 00:02:34.530 ⇒ 00:02:35.140 Robert Tseng: Yeah.
22 00:02:35.920 ⇒ 00:02:36.400 Pranav Narahari: Worked out.
23 00:02:36.400 ⇒ 00:02:37.080 Robert Tseng: That’s awesome.
24 00:02:37.080 ⇒ 00:02:38.120 Pranav Narahari: Yeah, yeah.
25 00:02:38.530 ⇒ 00:02:47.499 Robert Tseng: My parents are about to get a Tesla with the whole, like, full self-driving thing. I haven’t actually sat in it yet, so I’m curious when I see them next, what that’ll be like.
26 00:02:47.660 ⇒ 00:02:51.679 Pranav Narahari: Yeah, I think you’ll like it. I feel like working at an AI company, you’re gonna appreciate it.
27 00:02:51.680 ⇒ 00:02:53.230 Robert Tseng: Yeah.
28 00:02:53.990 ⇒ 00:02:55.399 Pranav Narahari: Yeah,
29 00:02:55.560 ⇒ 00:03:01.940 Pranav Narahari: But yeah, it’s been a long time. I feel like, I kept on thinking in the back of my head, like, I need to sync with Robert. Yeah.
30 00:03:02.060 ⇒ 00:03:08.750 Pranav Narahari: I’ve been… and then finally, like, Uten messaged me too, and I was like, yeah, like, what’s taken me so long? Let me reach out to
31 00:03:09.500 ⇒ 00:03:15.339 Pranav Narahari: And so, yeah, I’m happy we were able to, like, talk today. I do have, like, the stop, at the
32 00:03:15.810 ⇒ 00:03:18.340 Pranav Narahari: what? Oh, shoot, in, like, 11 minutes?
33 00:03:18.490 ⇒ 00:03:19.539 Robert Tseng: Yeah, yeah, all good.
34 00:03:19.860 ⇒ 00:03:22.149 Pranav Narahari: Okay, perfect. One thing that.
35 00:03:22.150 ⇒ 00:03:24.139 Robert Tseng: It’s a quick intro today, yeah.
36 00:03:24.140 ⇒ 00:03:35.799 Pranav Narahari: Perfect, yeah, yeah, yeah. I did want to just, like, ask one thing real quick. So I’ve been working with Luke a little bit about, like, kind of the sales strategy and, like, discovery calls and things of that nature. Sure.
37 00:03:35.900 ⇒ 00:03:48.340 Pranav Narahari: One kind of clarifying question that I think he mentioned that I can ask you is, with Lilo, we’ve built them, like, a really cool product that he feels like would be really useful as, like, content for sales, and so…
38 00:03:48.620 ⇒ 00:03:58.180 Pranav Narahari: I just don’t know, like, what I’m allowed to do and not with that. I assume, though, like, if I remove, like, branding and all their proprietary data and just use, like, sample stuff.
39 00:03:58.410 ⇒ 00:04:04.420 Pranav Narahari: I’m good to go with just, like, a demo. Is… Yeah. Okay, perfect. I’ll let Luke know that then.
40 00:04:04.660 ⇒ 00:04:23.989 Robert Tseng: And I’ll give you something even more specific. I just kind of pitched that work to the guy I just talked to. So, I think they’re asking for a smaller funnel-specific version of what you did for Lilo. So, similar agency, couple together flow of, like, whatever. There’s, like, I guess, like, their situation is, like.
41 00:04:24.100 ⇒ 00:04:28.150 Robert Tseng: lead gen or research, right? It’s like they’re trying to,
42 00:04:29.490 ⇒ 00:04:48.599 Robert Tseng: help their clients, like, drive ads to a landing page, and they, like, run some custom… some custom, like, survey or intake form or whatever there that eventually collects emails and some answers, and then it routes that to a thank you page, right? So, it’s like…
43 00:04:48.600 ⇒ 00:04:49.280 Pranav Narahari: Excellent.
44 00:04:49.280 ⇒ 00:05:11.319 Robert Tseng: used for lead gen, used for market research, it’s just, like, this really, like, haphazard thing that they put together that they implement with their clients. I feel like a lot of agencies do something like that, because they don’t just buy traffic and spend, like, ads, right? But they’re actually designing and at least putting, like, some custom landing page or something on their client’s site.
45 00:05:11.320 ⇒ 00:05:18.399 Robert Tseng: I’m not actually sure if that’s what you did for… I know you’re doing more back-end stuff for, for Lilo, but I’m saying, like.
46 00:05:18.400 ⇒ 00:05:24.230 Robert Tseng: that… hopefully this is much simpler, like, this is kind of, like, what… Yeah. That’s an example of something
47 00:05:24.430 ⇒ 00:05:35.110 Robert Tseng: that, like, this… this guy I just talked to, would… would want… would want to see, and I think Luke’s… the… the people that Luke’s talking to at their size, that’s, like, pretty much all they would need to see.
48 00:05:35.860 ⇒ 00:05:37.550 Pranav Narahari: Oh, okay. Interesting.
49 00:05:37.550 ⇒ 00:05:43.629 Robert Tseng: Yeah, I was thinking the… the interest was more so in aggregating all of this data and creating.
50 00:05:44.150 ⇒ 00:05:47.729 Pranav Narahari: A few different things, one of them being a forecasting tool.
51 00:05:47.870 ⇒ 00:05:54.580 Pranav Narahari: So that they can, like, forecast, like, ad spend, or even just, like, revenue projections for, like, the next…
52 00:05:54.690 ⇒ 00:06:09.390 Pranav Narahari: few… like, that’s kind of what we did with Lilo, and so that can… forecasting, though, can be applied to any type of field, doesn’t need to just be e-commerce, it can be anything. So, I thought that was more of the ask. I can align with Luke on that, or…
53 00:06:09.890 ⇒ 00:06:22.670 Pranav Narahari: Yeah, because that’s what Stitch… I mean, so, the thing is called Stitch Platform, but that’s what Lilo’s, like, been asking for. Also, like, a chatbot where, like, it’s integrated with MCP servers from all of these different…
54 00:06:22.670 ⇒ 00:06:33.060 Pranav Narahari: data sources, so, like, you can query, like, your Google Ads campaign, your email campaigns, your Shopify orders from whatever time frame you want using natural language.
55 00:06:33.060 ⇒ 00:06:33.740 Robert Tseng: Yeah.
56 00:06:34.270 ⇒ 00:06:35.839 Robert Tseng: Yeah, definitely that, yeah.
57 00:06:35.840 ⇒ 00:06:36.460 Pranav Narahari: Okay.
58 00:06:36.870 ⇒ 00:06:39.769 Pranav Narahari: Okay. Okay, that’s super interesting. Okay, then, that’s good to know.
59 00:06:40.030 ⇒ 00:06:51.680 Robert Tseng: Yeah, oh yeah, the forecasting piece, okay, that is really unique to Lilo. Did Luke’s… I don’t think Luke’s leads are gonna… he asked me about forecasting. They’re smaller than Lilo, I don’t really think they’re doing anything forecasting related.
60 00:06:52.590 ⇒ 00:06:57.849 Pranav Narahari: Yeah, he mentioned, so he was like, would like to demo, and then give me a list,
61 00:06:58.060 ⇒ 00:07:01.990 Pranav Narahari: Yeah, he mentioned, like, the brief generator was one thing. Yeah.
62 00:07:02.920 ⇒ 00:07:10.870 Pranav Narahari: Yeah, client intelligence using knowledge bases. So maybe that’s how he’s viewing, like… the MCP servers?
63 00:07:10.870 ⇒ 00:07:11.540 Robert Tseng: Yeah.
64 00:07:11.540 ⇒ 00:07:31.490 Pranav Narahari: The chat with the MCP, yeah. Yeah, and it’s, like, something you could easily toggle in and off, so if they have different knowledge bases, you can toggle them on and off. Yeah. And then he also did mention, though, like, a reports and insight analysis, and that’s kind of, I think, how he was thinking, like, this forecasting feature that we were making would be able to, like.
65 00:07:31.630 ⇒ 00:07:33.490 Pranav Narahari: By demoing that, he could, like…
66 00:07:33.620 ⇒ 00:07:37.579 Pranav Narahari: Bring in interest for, like, the reports and an insight analysis thing.
67 00:07:37.650 ⇒ 00:07:38.600 Robert Tseng: I see.
68 00:07:38.600 ⇒ 00:07:39.400 Pranav Narahari: Yeah.
69 00:07:40.540 ⇒ 00:07:48.169 Robert Tseng: Yeah, I mean, I don’t want to, like, kind of rule out what he’s saying. I think maybe we’ll have to align that on that a bit more. Cool.
70 00:07:48.170 ⇒ 00:07:55.660 Pranav Narahari: And worst case, I just create a demo for this, like, it’s not that huge of a lift. It’ll be useful at some point, I’m sure. Maybe just not for this client.
71 00:07:56.050 ⇒ 00:07:56.990 Robert Tseng: Sure.
72 00:07:56.990 ⇒ 00:07:57.630 Pranav Narahari: Yeah.
73 00:07:58.070 ⇒ 00:08:04.080 Robert Tseng: Yeah, I mean, I… I would… I… okay, well, anyway, we can… we can talk about requirements a bit more later.
74 00:08:04.080 ⇒ 00:08:05.740 Pranav Narahari: Yeah. It’s, like, separately.
75 00:08:05.740 ⇒ 00:08:23.129 Robert Tseng: But yeah, I know you wanted to get more involved in sales, maybe I’ll kind of address that a bit more. So, I think he’s… Luke’s bringing you onto a call, I think that would be helpful, because I feel like he doesn’t… he doesn’t have the technical background to pitch it. So yeah, I think that’s one way to be involved, that when we’re doing, like.
76 00:08:23.470 ⇒ 00:08:34.779 Robert Tseng: discovery calls with AI leads, we try to pull you in and kind of have you be a part of that conversation. Obviously kind of setting up demos, I think, to…
77 00:08:35.100 ⇒ 00:08:42.549 Robert Tseng: I think would be a helpful way as well. Although, I think the problem with just doing demos is, like.
78 00:08:44.870 ⇒ 00:08:53.989 Robert Tseng: Well, we’ve made… in platform, we have other demos that we’ve built out before. I mean, you said it’s not a big lift, I think it’s… I guess…
79 00:08:55.760 ⇒ 00:09:09.409 Robert Tseng: A lot of the time, I feel like deals get stuck at the demo, because then they’re, like, asking us to, like, oh, can you, like, change this X, Y, and Z thing to, like, make it more tailored to us? They’re basically asking us to do a lot of the pre-work up front.
80 00:09:09.410 ⇒ 00:09:20.780 Robert Tseng: So, I… I mean, that’s my worry, that, like, I mean, and I will give this feedback to Luke as well. I don’t want him to be so reliant on you, like, showing in order to sell, like, I think that’s… that’s just not…
81 00:09:20.910 ⇒ 00:09:32.859 Robert Tseng: really… I just don’t think that’s a good use of our resourcing as well. Like, I mean, I think having some of these different flavors is good enough, but yeah, I think that that’s something that I would…
82 00:09:33.410 ⇒ 00:09:50.090 Robert Tseng: I think that slowed down, like, some of our selling process before, where we were custom building demos for, like, every conversation that we were having, and, like, I just remember that being kind of, not that good of a use of our time.
83 00:09:50.230 ⇒ 00:09:51.040 Robert Tseng: Yeah.
84 00:09:51.070 ⇒ 00:09:55.319 Robert Tseng: Yeah, and then obviously kind of reviewing proposals, just making sure that
85 00:09:55.320 ⇒ 00:10:17.600 Robert Tseng: like, the sequencing of, like, how we’re talking about the project makes sense to you. You don’t obviously have to build out a Gantt chart or do anything like that. I know your CSO, kind of, for Lilos, so you kind of know the different rituals that we go through. I think, like, a scope of work that we end up sending to a lead before they sign is usually a lot earlier than us actually, like.
86 00:10:17.770 ⇒ 00:10:25.630 Robert Tseng: turning it into a Gantt chart with… with milestones and timeline and stuff. So, yeah, I think definitely having you be able to review there.
87 00:10:25.910 ⇒ 00:10:36.789 Robert Tseng: Would be helpful. So, I think that’s kind of how I feel like you could start to be involved. Does that… does that sound good? I don’t know what else you had on…
88 00:10:36.790 ⇒ 00:10:41.749 Pranav Narahari: Great. Yeah. Especially if, like, if you feel like that is, like, kind of, like.
89 00:10:42.020 ⇒ 00:10:57.850 Pranav Narahari: a bottleneck right now, and so, like, how does that look, basically? Like, I work kind of with Luke, Luke kind of brings in the leads, he has, like, like, the… the meeting planned. I’m guessing he’ll be running the meetings, but, like, some of these materials is where I would kind of fill in.
90 00:10:58.120 ⇒ 00:11:01.799 Robert Tseng: Yeah, yeah, so it’ll be Luke, me, or Tom, I guess, like…
91 00:11:01.800 ⇒ 00:11:02.320 Pranav Narahari: Gotcha.
92 00:11:02.320 ⇒ 00:11:04.389 Robert Tseng: Yeah, I mean…
93 00:11:04.730 ⇒ 00:11:18.389 Robert Tseng: When Utom talks to someone, he usually doesn’t need to bring… bring you in. I think he can kind of do… hold his own. Me probably is in a lot of conversations as well, but definitely pairing with Luke would be helpful, as he… as he’s learning as well.
94 00:11:18.390 ⇒ 00:11:21.410 Robert Tseng: And… yeah, I guess, like…
95 00:11:21.410 ⇒ 00:11:41.009 Robert Tseng: you know, it sounds like you won’t be at our sales, retro in a few minutes, but also, if you’re interested in learning about that part of the business and how we sell, then I would say just, like, watching our planning and our retro videos, even if you can’t join them, is probably a good way of getting a sense of where we’re at, and
96 00:11:41.050 ⇒ 00:11:44.020 Robert Tseng: Like, basically how I’ve been running sales here.
97 00:11:44.020 ⇒ 00:11:50.550 Pranav Narahari: Gotcha. I actually… that was the meeting that I had. I forgot that you… this is the meeting you sent me, so I can… Oh, okay.
98 00:11:50.550 ⇒ 00:11:59.519 Robert Tseng: Okay, great. Yeah, yeah. So, yeah, I’m basically gonna have… well, we’ll jump to that meeting, together then, and
99 00:11:59.690 ⇒ 00:12:16.939 Robert Tseng: Yeah, I guess… yeah, Monday, Monday, Friday, usually the two, like, main touchpoints that I have with the team. I’ll do a little extra kind of intro, on that call, so you can kind of be familiar with some of the things that the team’s already been seeing me report on, but… but yeah.
100 00:12:17.720 ⇒ 00:12:22.379 Pranav Narahari: Cool. Alright, perfect. Yeah, I do think that’s where I could probably, like, be of the…
101 00:12:22.650 ⇒ 00:12:33.600 Pranav Narahari: like, most help, like, day one, just kind of, like, yeah, creating those SOWs, just being kind of, like, the… the technical, like, kind of could answer questions, or, like, give some… Yeah.
102 00:12:33.720 ⇒ 00:12:36.360 Pranav Narahari: direction in a call.
103 00:12:36.470 ⇒ 00:12:53.999 Pranav Narahari: Yeah, and I think Luke and I will probably find that balance, like, you know, he’ll be the one leading, but, like, when I can step in would be good, and then maybe just… I’ll probably just have, like, some questions about, like, okay, when necessarily do I step in? I don’t want to take over the entire call by talking about anything technical.
104 00:12:54.290 ⇒ 00:12:54.870 Robert Tseng: Yeah.
105 00:12:55.210 ⇒ 00:13:01.630 Pranav Narahari: Yeah. There’s probably, like, some stuff in the platform where I can look at, like, your calls or Utam’s calls to see how you, like.
106 00:13:01.810 ⇒ 00:13:08.330 Pranav Narahari: Basically, dance to, like, kind of be somewhat technical, but also, like, not getting too in the… in the weeds.
107 00:13:08.850 ⇒ 00:13:10.760 Robert Tseng: Yeah, exactly.
108 00:13:11.430 ⇒ 00:13:16.919 Robert Tseng: I will send you this transcript that I just had, too. I think we run that through.
109 00:13:16.920 ⇒ 00:13:19.929 Pranav Narahari: Yeah, if you have any good examples like that, yeah, that’s… that would be great.
110 00:13:20.410 ⇒ 00:13:22.939 Robert Tseng: Yeah, like, this one, I…
111 00:13:23.420 ⇒ 00:13:41.619 Robert Tseng: I wish I… it wasn’t… it was on their Zoom, so I didn’t actually have a video of it, I just have the transcript, but I’ll just tee it up, I’ll send you the transcript, but basically, I went in knowing, yeah, they’re an agency, they need data help on some, like, health plan. So in my mind, I came prepared with a couple names that I wanted to drop.
112 00:13:41.730 ⇒ 00:13:51.399 Robert Tseng: But let… obviously, let… let them do a lot of the talking, talk about what systems they’re looking at, so getting a sense of that, being able to… I picked one example from
113 00:13:51.990 ⇒ 00:14:09.939 Robert Tseng: Of a client that we’ve worked with, that I started to talk about, to try to, like, match, like, hey, we’ve seen this before. Then he, like, was, like, more… he bit… he bit into that more, and then he went into more detail, like, okay, this is actually the stage for the project, and so we started to kind of talk a little bit about sequencing, because he wanted to just know how we worked.
114 00:14:09.940 ⇒ 00:14:16.640 Robert Tseng: I did deflect a couple things, where he was like, oh, like, would you be able to show me X? And I’m like, no, like, and we’re not gonna…
115 00:14:16.640 ⇒ 00:14:29.919 Robert Tseng: I’m not saying no, but I’m, like, kind of steering the conversation in a different direction, where I just really want to go know where the opportunities are. Like, I don’t want us to get stuck, which I think sometimes the engineers, like, when I bring Zoran onto a call.
116 00:14:30.170 ⇒ 00:14:41.189 Robert Tseng: the first time, like, he kind of got derailed, because a lead was like, he showed me how it works, and then he just starts to kind of talk about it. I’m like, you don’t need to tell him that, it’s okay, like, just,
117 00:14:41.190 ⇒ 00:14:58.319 Robert Tseng: Yeah, I think the more that we understand what they’re looking for, and like, we can keep some of that stuff close to our chest, until we get further along in conversations. So, yeah, I guess, like, you’ll see that my next step was really just to figure out what does he need to see on a proposal.
118 00:14:58.320 ⇒ 00:15:04.849 Robert Tseng: what, like, what opportunities does he actually have in mind to bring us onto? Turns out he had 2 deals, and…
119 00:15:04.850 ⇒ 00:15:25.240 Robert Tseng: His… and then his own work he wanted to… he was interested in our AI work for. So that, to me, is 3 leads off of that call, and I know what I want to put in each of those proposals. So that, to me, is a good meeting, because I know, like, what I’m gonna give him afterwards, and we can kind of keep things moving along. So, anyway, like, these are things that you’ll pick up as you sit on more calls.
120 00:15:25.240 ⇒ 00:15:26.489 Robert Tseng: But… but yeah.
121 00:15:27.280 ⇒ 00:15:29.039 Pranav Narahari: Cool. Yeah, no, I like that.
122 00:15:29.370 ⇒ 00:15:35.479 Pranav Narahari: Luke and I will probably, like, like I said, figure out where I step in. I think I’m probably just gonna…
123 00:15:35.590 ⇒ 00:15:43.399 Pranav Narahari: err more towards, like, me talking less than talking more, because things are going pretty well, and then…
124 00:15:43.610 ⇒ 00:15:53.769 Pranav Narahari: probably just having, like, Luke, you know, if he’s like, okay, this is a technical point, he can just, like, be like, oh, Prana, what do you think about this? You know? Yeah. And then I can start yapping about something. Exactly.
125 00:15:53.770 ⇒ 00:15:54.270 Robert Tseng: Exactly.
126 00:15:54.270 ⇒ 00:16:01.129 Pranav Narahari: Okay, yeah, that sounds… that sounds like it’s a pretty easy playbook, but we’ll… we’ll figure it out as the weeks go on.
127 00:16:01.360 ⇒ 00:16:02.470 Robert Tseng: Yeah, no, excited.
128 00:16:02.470 ⇒ 00:16:04.319 Pranav Narahari: I think it was like a… like an in…
129 00:16:04.670 ⇒ 00:16:09.690 Pranav Narahari: time do you think that’ll be per week? Like, do you think it’ll be, like, 3 calls per week? Like, less, more?
130 00:16:09.960 ⇒ 00:16:28.300 Robert Tseng: Well, I guess it’s kind of dependent on how many calls Luke is booking. I mean, I’m… I mean, our goal as a team is 10 calls per week, so it’s probably not that much. I mean, you’re not going to be on all 10 calls, but yeah, I would say up to 3 calls a week is a good estimate for you, yeah.
131 00:16:28.520 ⇒ 00:16:30.049 Pranav Narahari: Yeah, good to know.
132 00:16:30.580 ⇒ 00:16:33.770 Robert Tseng: Cool. Alright, we’ll jump over to the other call, see you soon.
133 00:16:34.030 ⇒ 00:16:34.720 Pranav Narahari: Sounds good, yeah.