2026-02-23_gtm_planning_kickoff_d2bbfa7f

Meeting Title: GTM Planning + Kickoff Date: 2026-02-23 Meeting participants: Uttam Kumaran, Luke Scorziell, Ryan Brosas, Rico Rejoso, Robert Tseng, Hannah Wang

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WEBVTT

1 00:00:18.810 ⇒ 00:00:19.730 Ryan Brosas: Hi, guys.

2 00:00:20.470 ⇒ 00:00:21.460 Luke Scorziell: Hey, how’s it going?

3 00:00:21.460 ⇒ 00:00:22.010 Uttam Kumaran: -Oh.

4 00:00:27.010 ⇒ 00:00:28.670 Ryan Brosas: I’m fine. How about you guys?

5 00:00:30.260 ⇒ 00:00:31.540 Luke Scorziell: Feeling good.

6 00:01:09.030 ⇒ 00:01:09.900 Robert Tseng: Yay!

7 00:01:13.640 ⇒ 00:01:15.620 Luke Scorziell: Where’s it going? Did you get to go sledding yet?

8 00:01:16.320 ⇒ 00:01:24.200 Robert Tseng: No, no, I’m gonna… It did stop snowing, so maybe after this call, before the sun sets.

9 00:01:27.790 ⇒ 00:01:31.890 Luke Scorziell: Nice We still have a…

10 00:01:32.300 ⇒ 00:01:35.760 Luke Scorziell: I mean, I still do, I guess, but my parents’ house has, like, a driveway that…

11 00:01:35.950 ⇒ 00:01:41.870 Luke Scorziell: It’s very steep, right next to us. Goes down, like, 3 different lots, so we would always sled on that.

12 00:01:42.420 ⇒ 00:01:43.550 Luke Scorziell: Oh, I just noticed.

13 00:01:43.800 ⇒ 00:01:45.200 Luke Scorziell: Amazing.

14 00:01:46.110 ⇒ 00:01:54.700 Robert Tseng: Yeah, this is great. This is the window to do it. I’m gonna go… I already… I went to the basement and grabbed a cardboard box, so…

15 00:01:54.900 ⇒ 00:01:58.310 Robert Tseng: Gonna… gonna run out there and just… Send it.

16 00:02:02.130 ⇒ 00:02:03.610 Luke Scorziell: Living like a child.

17 00:02:04.160 ⇒ 00:02:08.789 Robert Tseng: Yeah, I gotta do it. I think this is… hopefully, I think it’s the last one of the season, so…

18 00:02:11.620 ⇒ 00:02:12.460 Luke Scorziell: Thanks.

19 00:02:13.180 ⇒ 00:02:15.580 Luke Scorziell: I know, I’ve been slightly jealous of the…

20 00:02:15.770 ⇒ 00:02:19.800 Luke Scorziell: People living in colder weather climates, hockey and sledding, I guess.

21 00:02:21.640 ⇒ 00:02:25.480 Robert Tseng: It’s been raining a good amount in LA, probably snows back where your home is, right?

22 00:02:26.330 ⇒ 00:02:28.719 Luke Scorziell: Yeah, I just haven’t… haven’t made the time to go up yet.

23 00:02:28.720 ⇒ 00:02:29.370 Robert Tseng: Yeah.

24 00:02:32.080 ⇒ 00:02:36.840 Robert Tseng: Cool. Yeah, let’s kick things off. I would say,

25 00:02:37.160 ⇒ 00:02:46.830 Robert Tseng: Yeah, overall momentum last week, yeah, I think we can go around, maybe just between me and Luke, and we can just share a little bit, but from my perspective.

26 00:02:47.460 ⇒ 00:02:50.530 Robert Tseng: As far as, like.

27 00:02:50.730 ⇒ 00:03:05.590 Robert Tseng: hitting two campaigns, launching two direct sales campaigns. We didn’t do that last week. I mean, that’s on me, I just didn’t end up pushing, pushing them. Got caught up, in… in other areas, so… I feel like momentum there was slow.

28 00:03:05.700 ⇒ 00:03:20.060 Robert Tseng: But I did have a bunch of meetings that were booked and follow-ups from, like, the previous week, so I feel like that’s just kind of the… the give and take, where we make a big campaign push, then for the week, next two weeks, if it’s… if the… if it was good, then…

29 00:03:20.250 ⇒ 00:03:28.030 Robert Tseng: I just… my calendar gets filled, and I have to go in and, handle those proposals and move those… those… move those conversations along.

30 00:03:28.520 ⇒ 00:03:40.910 Robert Tseng: Luke shared kind of more of the learnings from the ICP side last week, so, yeah, we’re continuing to dial in on that. We know certain service offerings that have picked up traction.

31 00:03:41.050 ⇒ 00:03:50.209 Robert Tseng: I mean, I think there’s a good chance that we can keep hitting the edge to activation thing. So I gave a campaign idea to Luke earlier this morning.

32 00:03:51.820 ⇒ 00:04:07.540 Robert Tseng: Yeah, and then obviously Luke’s discovering the agency, kind of, like, possible target as well. He’s jumped on some calls. I’m sure he’ll share some… some stuff there. So, yeah, we are definitely, like, learning, about, about different, different,

33 00:04:07.980 ⇒ 00:04:18.959 Robert Tseng: different folks, and I mean, I want to share more about some of the leads that we talked to over the past week, so I’ll get to that when we start to go through the actual WBR.

34 00:04:19.640 ⇒ 00:04:26.569 Robert Tseng: Yeah, and then overall, you know, we did this retro last week on the events, and just on the marketing side,

35 00:04:26.640 ⇒ 00:04:39.769 Robert Tseng: yeah, I think we could… we’re in a good pace now from the content perspective, just getting things out consistently. Obviously the partner event with Mixpanel didn’t work out, but we have some learnings, things that we want to do better.

36 00:04:39.790 ⇒ 00:04:52.729 Robert Tseng: Yeah, so as we look at Omni… Omni events and the horizon, Mixpanel’s still open to doing something with us, so, you know, nothing’s a closed door when it comes to partners. I think the people are quite forgiving, so…

37 00:04:52.730 ⇒ 00:05:04.270 Robert Tseng: Obviously it wasn’t our fault, but just the fact that we’re able to find other ways to do business together. Yeah, it just seems like, you know, especially after Utam and I talked to our advisor last week.

38 00:05:04.290 ⇒ 00:05:14.070 Robert Tseng: Yeah, we’re thinking of maybe put… making a more concerted shift to, like, actually devoting more resources to partner marketing, not just, like, partner…

39 00:05:14.350 ⇒ 00:05:25.040 Robert Tseng: ops and maintaining a list of partners there. So, no specific, like, kind of budget or, like, initiative change right now, but it’s something that we’re actively thinking about.

40 00:05:25.430 ⇒ 00:05:30.790 Robert Tseng: Yeah, so I would say that was kind of this past week.

41 00:05:31.250 ⇒ 00:05:35.910 Robert Tseng: we can kind of jump into the WBR and start to go through it piece by piece, then.

42 00:05:36.670 ⇒ 00:05:41.059 Robert Tseng: Any questions on, kind of, anything that I’ve just kind of… briefly touched on.

43 00:05:42.820 ⇒ 00:05:44.959 Uttam Kumaran: Yeah, I kinda wanted to ask, like.

44 00:05:45.140 ⇒ 00:05:54.869 Uttam Kumaran: and maybe we can get to this if we talk about, like, bets for this week, but I feel like, Luke, one of your takeaways from last week that I mentioned, like, we should just talk about is, like.

45 00:05:55.510 ⇒ 00:06:01.410 Uttam Kumaran: Spending time, again, doubling down in different ways on activities with our gold partners.

46 00:06:01.680 ⇒ 00:06:06.030 Uttam Kumaran: So it’s something that I would like to talk about in this meeting.

47 00:06:06.040 ⇒ 00:06:07.250 Robert Tseng: Yeah. As, like, a pot…

48 00:06:07.250 ⇒ 00:06:08.369 Uttam Kumaran: As, like, a shift.

49 00:06:08.670 ⇒ 00:06:15.719 Uttam Kumaran: and in particular, whenever we’re talking about, like, shift, like, where is that time coming from? So that’s why I want us to just, like.

50 00:06:16.190 ⇒ 00:06:21.679 Uttam Kumaran: part of the, again, probably a learning from the MixPanel thing is, like, just continuing to get our sense of capacity.

51 00:06:21.960 ⇒ 00:06:29.630 Uttam Kumaran: Right? Like, and so, I do want, if you’re like, hey, okay, cool, I want to go deeper on partners, what’s gonna get dropped?

52 00:06:29.880 ⇒ 00:06:35.089 Uttam Kumaran: And, like, that’s sort of, like, probably the only thing on my mind. Right.

53 00:06:36.370 ⇒ 00:06:37.900 Uttam Kumaran: And then I have some HubSpot.

54 00:06:38.780 ⇒ 00:06:42.700 Uttam Kumaran: things that I’ll… I’m kind of changing and cleaning up, so…

55 00:06:43.660 ⇒ 00:06:44.250 Robert Tseng: Okay.

56 00:06:44.410 ⇒ 00:06:49.810 Robert Tseng: Yeah, let’s address that, Luke, when we get to the section in the WBR. But, yeah, thanks for bringing it up.

57 00:06:50.190 ⇒ 00:06:51.240 Luke Scorziell: Yeah, sounds good.

58 00:06:51.630 ⇒ 00:06:57.750 Robert Tseng: Okay, so, I mean, I’ll just drive, just because it would be easier.

59 00:06:57.900 ⇒ 00:07:00.579 Robert Tseng: So, as far as meetings booked,

60 00:07:00.950 ⇒ 00:07:04.450 Robert Tseng: Did we actually… we hit 9 this past week?

61 00:07:04.620 ⇒ 00:07:12.669 Robert Tseng: Yeah, it was great. I think, I think there’s more than just this, but for my side, it definitely took more than one meeting, but, sure, I think these are…

62 00:07:13.340 ⇒ 00:07:19.890 Robert Tseng: Good, I mean, Omni, I would say, doesn’t count as one, as our partner, so I’d probably take that one off.

63 00:07:20.130 ⇒ 00:07:28.000 Robert Tseng: And then… yeah, I feel like on my calendar, there’s more… there was definitely more than one. I would guess it’s probably, like, 3 or 4. So, I feel like we’re missing something there.

64 00:07:28.480 ⇒ 00:07:32.589 Robert Tseng: yeah, I’m gonna assume everything else is kind of…

65 00:07:33.200 ⇒ 00:07:41.250 Robert Tseng: Council the meeting that’s booked. So, let’s just update that later on. Meetings that were taken, sure, I think that is fair.

66 00:07:44.200 ⇒ 00:07:51.920 Robert Tseng: I… I guess, like, the difference between these two, I would call out once again, is, like, so on default, you should be able to track, like, when

67 00:07:52.350 ⇒ 00:07:57.049 Robert Tseng: a meeting was booked. Like, there were two meetings that were booked last week that ended up on my calendar this week.

68 00:07:57.190 ⇒ 00:08:15.719 Robert Tseng: I would have expected those to show up in this number, which they’re not. I don’t expect them to show up here, because I don’t… I’m not actually taking them until this week. So, I think there’s some… something off with our reporting here, but I want to know what the lag is from, like, when we’re booking meetings to when we’re taking them, or if they’re getting rescheduled and things like that, so…

69 00:08:15.740 ⇒ 00:08:30.180 Robert Tseng: I don’t believe that this is zero, like, this must be at least one, because Jake actually rescheduled me. He was supposed to talk to me on Monday of last week and rescheduled to Friday. So, I mean, these are just, like, small things that I’m noticing, but I would like

70 00:08:30.290 ⇒ 00:08:38.839 Robert Tseng: I guess whoever’s updating this, it says it’s Rico, can we just make sure that that’s… that’s kind of, we’re a little bit more attentive to that moving forward.

71 00:08:42.929 ⇒ 00:08:45.149 Robert Tseng: Is this Rico booking it, or is it you, Luke?

72 00:08:45.580 ⇒ 00:08:59.060 Luke Scorziell: Rico did, and then I kind of went back through, and it was pretty low, I think, when, like, it seemed lower than, like, the meetings that I had had, but I hadn’t looked, I don’t think I had it at your week.

73 00:08:59.170 ⇒ 00:09:05.070 Luke Scorziell: I think I was just the past week. So we need to look in default. I think that’s something that I’m noticing, is that…

74 00:09:05.530 ⇒ 00:09:12.799 Luke Scorziell: We’ve got meetings booked, discovery calls, the ICP conversations, and then the meetings booked from actions that

75 00:09:13.180 ⇒ 00:09:18.099 Luke Scorziell: Anna’s tracking. I guess they’re all tracking different sides of the same…

76 00:09:18.370 ⇒ 00:09:22.580 Luke Scorziell: thing, maybe, but I just noticed a lot of the same people are getting put, at least for me, in…

77 00:09:23.170 ⇒ 00:09:24.750 Luke Scorziell: In each of those categories.

78 00:09:25.230 ⇒ 00:09:34.009 Robert Tseng: Yeah, so to me, like, a discovery call is, like, you know what?

79 00:09:34.750 ⇒ 00:09:40.969 Robert Tseng: Yeah, well, I mean, partner… partner call shouldn’t be on here, there’s just… I don’t… well, maybe they should, maybe there’s an argument for that.

80 00:09:40.970 ⇒ 00:09:44.609 Uttam Kumaran: Unless a partner call directly talks about a client, I wouldn’t put it on here.

81 00:09:45.050 ⇒ 00:09:50.789 Uttam Kumaran: Because their… their client… their partner calls where we’re like, hey, we’re gonna… Contextual’s gonna bring us into Archway.

82 00:09:51.060 ⇒ 00:09:56.830 Uttam Kumaran: Yeah. Let’s… let’s… let’s understand what that’s gonna look like. I would… those, I feel like, qualify.

83 00:09:57.560 ⇒ 00:10:02.780 Uttam Kumaran: Otherwise, I think that’s… Marketing touchpoints, like, with partners, right?

84 00:10:03.000 ⇒ 00:10:05.580 Luke Scorziell: Well, in my mind, there’s, like, meetings booked as, like.

85 00:10:06.950 ⇒ 00:10:13.889 Luke Scorziell: Like, whatever happened this past week in terms of meetings, and then whatever the next stage down is would be.

86 00:10:14.350 ⇒ 00:10:20.769 Luke Scorziell: like, so, like, partners, whatever, but then I would say, like, the next stage down is, like, a discovery call would be…

87 00:10:21.130 ⇒ 00:10:27.559 Luke Scorziell: You had a meeting that you specifically talked about a BrainForge service to that’s hopefully going to lead to a follow-up meeting.

88 00:10:27.710 ⇒ 00:10:29.880 Luke Scorziell: And then…

89 00:10:29.880 ⇒ 00:10:30.260 Robert Tseng: Yeah.

90 00:10:30.260 ⇒ 00:10:39.690 Luke Scorziell: I think we could track, like… I would find it helpful to track at least marketing-related conversations that we had, week over week with partners.

91 00:10:40.200 ⇒ 00:10:48.409 Robert Tseng: Yeah, yeah, I guess I may… I think because we have this discovery call, which is more, kind of, sales-qualified leads that, like, these calls, like.

92 00:10:48.470 ⇒ 00:11:05.860 Robert Tseng: I feel like we can keep this broader, and just every… every external meeting, partner, sale, like, anybody that’s adjacent to sales, like, we should. Obviously, you got, like, your random catch-up with… I mean, a random catch-up with somebody, or, like, internal meetings don’t come in here, but I think I would actually probably say we should.

93 00:11:05.860 ⇒ 00:11:08.849 Uttam Kumaran: Oh, then yeah, then I have a… then I certainly have a few, like, I have.

94 00:11:08.850 ⇒ 00:11:09.230 Robert Tseng: Yeah.

95 00:11:09.230 ⇒ 00:11:10.509 Uttam Kumaran: I had two calls with…

96 00:11:10.510 ⇒ 00:11:14.599 Robert Tseng: to know how how many… how much time are we spending in external meetings overall?

97 00:11:14.600 ⇒ 00:11:15.149 Uttam Kumaran: Yeah, I see.

98 00:11:15.150 ⇒ 00:11:16.979 Robert Tseng: sales team, yeah.

99 00:11:17.240 ⇒ 00:11:29.360 Robert Tseng: you know, if we’re booking, like, a bunch of meetings, and it’s, like, taking up a bunch of time, and a lot of them are not discovery calls, then I think that’s something about, like, hey, maybe we need to adjust who we’re saying yes to on the calls that we’re taking.

100 00:11:30.490 ⇒ 00:11:30.970 Uttam Kumaran: Okay.

101 00:11:30.970 ⇒ 00:11:36.129 Robert Tseng: Yeah, Luke, I think… I think, I think you’re right on this, so I apologize, I should… I took out Omni, but we should put that…

102 00:11:36.640 ⇒ 00:11:37.810 Luke Scorziell: No, you’re good.

103 00:11:37.810 ⇒ 00:11:38.490 Robert Tseng: Okay.

104 00:11:39.250 ⇒ 00:11:44.030 Luke Scorziell: operating with this now for a little bit, and so I think I’m, yeah, maybe just starting to pick up, like.

105 00:11:44.180 ⇒ 00:11:48.430 Luke Scorziell: Where are the… where are the glitches that we can kind of iron out?

106 00:11:49.080 ⇒ 00:12:03.860 Robert Tseng: Okay, so yeah, let’s kind of keep that in mind moving forward. So, any external meeting that’s adjacent to sales, I guess, partners included, marketing, marketing, sales, even, like, a marketing person, some, a lead that just tells you, hey, I want to learn more, jump… jumping on a call.

107 00:12:03.860 ⇒ 00:12:09.809 Robert Tseng: Even if they’re not qualified, in the sense that you’re pitching them a proposal or talking about a scope of work, they should end up in here.

108 00:12:09.810 ⇒ 00:12:14.859 Robert Tseng: And then, discovery calls are only with SQLs. So, I think that’s pretty clear.

109 00:12:15.340 ⇒ 00:12:22.640 Robert Tseng: Okay, cool. And then, as far as pipeline added, what… who goes in this? Like, who… what’s… what’s the marketing pipeline here?

110 00:12:23.200 ⇒ 00:12:24.880 Robert Tseng: In terms of new MQLs.

111 00:12:25.790 ⇒ 00:12:29.540 Ryan Brosas: For that, we got…

112 00:12:29.830 ⇒ 00:12:31.320 Ryan Brosas: What do you call it?

113 00:12:40.240 ⇒ 00:12:47.510 Ryan Brosas: Originally we have two MQL, but we are kind of, like, Confused what would be the…

114 00:12:48.120 ⇒ 00:12:53.750 Ryan Brosas: accurate, the MQL, lead is, so…

115 00:12:53.990 ⇒ 00:13:00.849 Ryan Brosas: We just included all of the possible, leads that we could potentially, like.

116 00:13:01.220 ⇒ 00:13:09.690 Ryan Brosas: what do you call this? We just put the… leads, or, like… What’s it, sorry.

117 00:13:11.350 ⇒ 00:13:13.889 Ryan Brosas: Let me check here, sorry.

118 00:13:16.150 ⇒ 00:13:16.790 Ryan Brosas: So…

119 00:13:16.790 ⇒ 00:13:22.839 Robert Tseng: All good. I mean, I think, like, Luke’s note on, like, meaningful action showing

120 00:13:23.080 ⇒ 00:13:33.109 Robert Tseng: some of our… what we’ve defined as a high-intent action, I would consider to be an MQL. So, a download, DM, whatever, yeah, sure, that can… those are all MQLs, because those are all

121 00:13:33.650 ⇒ 00:13:34.999 Robert Tseng: thought we were all thought.

122 00:13:35.000 ⇒ 00:13:38.030 Luke Scorziell: Do we need their contact information for them to be in MQL?

123 00:13:38.350 ⇒ 00:13:38.850 Ryan Brosas: Yes.

124 00:13:38.850 ⇒ 00:13:44.339 Robert Tseng: Yeah, because if we don’t have their… if we don’t have their contact info, we can’t… we can’t convert them into an SQL.

125 00:13:44.340 ⇒ 00:13:52.270 Luke Scorziell: Yeah, okay. Yeah. Which, so… Maybe to get on the same page for everyone, MQL is just someone that

126 00:13:52.600 ⇒ 00:13:57.660 Luke Scorziell: We kind of… we bring in, we get their contact information, and then a sales qualified lead is in one spot.

127 00:13:57.660 ⇒ 00:14:17.509 Robert Tseng: I took one of these actions, which is pretty broad. Like, it’s anybody that’s shown some sort of intent with engaging with us will probably be able to identify them. Either they give us their email, we have their LinkedIn, maybe we get their phone for some reason, or even, like, if it’s a kind of an introduction, hey, you should talk to this person, or whatever, like, and we just get a name. I think those are all considered MQLs.

128 00:14:18.740 ⇒ 00:14:22.899 Luke Scorziell: Okay. So that’s kind of where I’m, like, wondering if we’ve been under-tracking, then.

129 00:14:23.000 ⇒ 00:14:25.169 Luke Scorziell: On some of that.

130 00:14:27.030 ⇒ 00:14:27.730 Ryan Brosas: Yeah.

131 00:14:27.730 ⇒ 00:14:42.230 Robert Tseng: You guys gotta take credit for it, otherwise it’s gonna just look… look low, and I’m not gonna… I mean, I feel like this was very generous in knocking it down to… to this number. Like, I… I thought it was kind of ridiculous, but like, I mean, yeah, we should…

132 00:14:42.230 ⇒ 00:14:48.310 Robert Tseng: if we’re gonna be… like, I… I think I was… well, anyway, like, I wouldn’t need to adjust any of the targets now, but…

133 00:14:48.310 ⇒ 00:14:56.870 Robert Tseng: Yeah, like, I care about MQL to SQL conversion. Like, you know, the number is, like, 30% of those people

134 00:14:56.870 ⇒ 00:15:09.630 Robert Tseng: should end up becoming SQLs, and if not, then we… the quality of the MQL is not very high, or maybe we’re over-tracking, or… we’ve never run into that problem yet, so I haven’t really pushed on that.

135 00:15:10.480 ⇒ 00:15:11.060 Luke Scorziell: Huh.

136 00:15:12.500 ⇒ 00:15:22.480 Ryan Brosas: I think, thank you for that clarification, because we are, like, confused what, what is the basis of MQL, and yeah, so, yeah, I think,

137 00:15:22.590 ⇒ 00:15:30.530 Ryan Brosas: if we are basing on with contact information, we got, like, 4, MQL last week.

138 00:15:31.540 ⇒ 00:15:46.399 Robert Tseng: Okay, great. So I don’t know how you’re assigning dollar value to it, you guys should just have a default, like, dollar. I mean, I think you should just call it 10K, because we don’t take any deals under 10K, but unless it’s, like, a deal from a big account or whatever, like, you should just… like, to me.

139 00:15:46.540 ⇒ 00:15:50.909 Robert Tseng: I mean, I would… I would assume that this is, like, 12 leads, so I… I just…

140 00:15:51.020 ⇒ 00:16:01.109 Robert Tseng: I don’t know. And, like, in order for it to be an MQL, it can’t just be, like, like, somebody adding us on LinkedIn, right? Like, somebody engaging with our content. I think…

141 00:16:01.730 ⇒ 00:16:15.909 Robert Tseng: they need… there needs to be some filtering process, like, they have to fit within some… they’re not a job seeker, they’re not, like, a random person that’s, like, just connecting with us on LinkedIn. Like, they’re engaging in a high-intent action.

142 00:16:15.920 ⇒ 00:16:35.139 Robert Tseng: they’re not one of our friends, like, it can’t be, like, one of my friends downloading, like, our AI agency, like, guide, or whatever. So, like, I… there still needs to be some light level of qualification here. So, if you guys don’t have the structure to build that, please build that. Like, I think that’s… that’s important for measuring your own, like, KPI, and, like.

143 00:16:35.180 ⇒ 00:16:41.679 Robert Tseng: We make decisions off of, like, how to move budget around off this, so you guys need to get this number right at this point.

144 00:16:42.010 ⇒ 00:16:42.640 Luke Scorziell: Yeah.

145 00:16:43.970 ⇒ 00:16:46.280 Ryan Brosas: That’s… that’s helpful, thank you very much.

146 00:16:46.770 ⇒ 00:16:53.919 Luke Scorziell: Which I think the floor number does reflect that we had, like, two people submitted a form, I set up the call with one of the…

147 00:16:53.920 ⇒ 00:16:55.430 Robert Tseng: Four seems right, yeah.

148 00:16:55.900 ⇒ 00:17:05.109 Luke Scorziell: one of the people, and then, I did count Michaela Delane that connected with Utam, but mainly because she was pretty much, like, exactly in the…

149 00:17:05.599 ⇒ 00:17:13.340 Luke Scorziell: Profile for the marketing agencies, and we have, like, we messaged her on LinkedIn.

150 00:17:14.240 ⇒ 00:17:33.909 Robert Tseng: Yeah, I mean, right now, the volume isn’t so high, like, it’s all below 10, you guys can just manually qualify. Like, I don’t… we’re not gonna build an agent for this at this point. Like, I think you guys should engage with anybody who’s… who’s, you know, you should be at least looking at anybody who’s performing any of these actions, and you’ll be able to filter through, like, do they count as MQL or not? So…

151 00:17:34.080 ⇒ 00:17:36.030 Robert Tseng: I think that’s… that makes sense.

152 00:17:36.370 ⇒ 00:17:49.340 Robert Tseng: Okay, great. And then as far as news, SQL pipeline, yeah, I mean, I feel like I made a concerted push and added a bunch of deals, so this feels right to me in terms of, like, seeing a spike here.

153 00:17:51.410 ⇒ 00:17:58.980 Robert Tseng: Yeah, I think, of the calls that I jumped on, like, we can go and pull up HubSpot, oops.

154 00:18:00.930 ⇒ 00:18:04.659 Robert Tseng: just slash HubSpot,

155 00:18:08.080 ⇒ 00:18:16.520 Robert Tseng: deals in progress, and I’ll spend a few minutes here talking about Where we’re at,

156 00:18:22.480 ⇒ 00:18:33.469 Robert Tseng: Yeah, okay, so all of this needs to be turned into a Feb 2026. The Feb 2020 doesn’t make any sense. So, whoever did this, just please follow the naming convention.

157 00:18:35.680 ⇒ 00:18:44.130 Robert Tseng: But, as far as, I want to filter by adding the same sort by…

158 00:18:44.700 ⇒ 00:18:47.589 Robert Tseng: Created, I think.

159 00:18:48.480 ⇒ 00:18:50.650 Robert Tseng: Great date, most recent.

160 00:18:51.360 ⇒ 00:19:07.169 Robert Tseng: Great, yeah, so a few things that we’ve added. I think you’ll notice that, yeah, so this is Jake Sandler, Small Gray Ventures. I just talked to him on Friday. They’re working on a… yeah, they… and they passed me…

161 00:19:07.470 ⇒ 00:19:15.470 Robert Tseng: Which I don’t actually see on this. Did it not make it in? Should be Sunshine…

162 00:19:17.330 ⇒ 00:19:21.460 Robert Tseng: Huh. Sunshine? What’s it called? Sunshine Therapies?

163 00:19:23.480 ⇒ 00:19:27.810 Robert Tseng: Oh, sunstone Therapies. Why did that not make it onto here?

164 00:19:28.210 ⇒ 00:19:35.330 Robert Tseng: to do research pre-qual. Okay, it’s just gonna be a disco call.

165 00:19:39.320 ⇒ 00:19:44.630 Robert Tseng: Great. Okay, so… Yeah, so Jake…

166 00:19:45.370 ⇒ 00:19:54.339 Robert Tseng: runs, like, a marketing… they’re not… I wouldn’t call them a growth marketing agency, but he’s, like, a marketing strategist, works with primarily health clients.

167 00:19:54.440 ⇒ 00:20:11.250 Robert Tseng: I think there’s a good pitch for the AI agency work that Luke is also scoping out to him, but my original conversation with him was talking to him about a deal where he just needed someone to set up data for, like, a health… for a health client. So that’s two proposals that I’m going to be sending to this guy later today.

168 00:20:11.350 ⇒ 00:20:22.070 Robert Tseng: And then, throughout our conversation, I think it went well, I can share the transcript as well, but he also teed up another lead that he had made an intro to today as well. So, Sunstone Therapies,

169 00:20:22.310 ⇒ 00:20:32.459 Robert Tseng: is kind of like a function health, type of client. They just raise $150 million, and they need, some… they need some data…

170 00:20:32.710 ⇒ 00:20:47.470 Robert Tseng: but they want… actually, they want to build, like, a whole, they need to build, like, the whole… a system from the ground up. So, I think there are some learnings from previous clients, both with building out Eden’s EMR system this pa… these past two months, plus,

171 00:20:47.760 ⇒ 00:21:04.679 Robert Tseng: the work that we did for Hype Access last, last quarter, I think those two, like, medical, like, tech platform, data platform build-outs are great fits for case studies for this client, and I think it’s a big deal. So I priced it at $100K. So I’m gonna be chasing this one for sure.

172 00:21:04.910 ⇒ 00:21:20.759 Robert Tseng: And then, yeah, Reg Labs, AI, this was, yeah, just through networks from my school, talked to this dude. It’s a pretty complicated product, it’s basically, like, compliance software,

173 00:21:20.940 ⇒ 00:21:30.089 Robert Tseng: I mean, their average deal size is $500,000, and… yeah, in order for this to be effective, they plugged into,

174 00:21:31.710 ⇒ 00:21:46.689 Robert Tseng: like, organizations need to get their data in a good place in order for them to actually be able to benchmark against the data in the product that they’ve built out. It’s a really poorly designed product, to be honest, like, it’s just really ugly, but, like, I guess the finance industry is just like that.

175 00:21:46.690 ⇒ 00:21:51.920 Robert Tseng: And yeah, I think, like, there’s a potential deal where

176 00:21:51.950 ⇒ 00:22:10.619 Robert Tseng: they’re losing deals because their customers, or their leads, need, like, 3 to 6 months before they’re ready to use their product. And so, if Brainforce can basically come in and help them get their… their customers’ data ready faster, then they can actually start using their product. I think it’s actually a good

177 00:22:10.620 ⇒ 00:22:15.339 Robert Tseng: it could be a good fit. So, what I’m learning is that there are these specialty, like.

178 00:22:15.340 ⇒ 00:22:31.890 Robert Tseng: AI or data platform companies that, in order for them to be effective for their customers, like, the customers that they’re working with, their own data is amassed themselves, and so if we can end up kind of being there to help them with their sale process, like, that could actually be a good fit for us.

179 00:22:32.230 ⇒ 00:22:43.840 Robert Tseng: So, I qualified it just because I thought the deal size was big enough, and, like, you know, maybe there’s something for us to do there. So, we have a demo with their product later this week to see if that ends up being something.

180 00:22:44.580 ⇒ 00:22:51.810 Robert Tseng: Openbb, I don’t remember what this was, what was this one?

181 00:22:52.760 ⇒ 00:23:02.110 Robert Tseng: Oh, right, so this is a similar one, not for compliance, but it’s basically… like…

182 00:23:02.330 ⇒ 00:23:06.660 Robert Tseng: Also in the finance space, but you can think of it, like.

183 00:23:08.170 ⇒ 00:23:11.970 Robert Tseng: Harvey, or kind of what we built, like, Brainforge platform.

184 00:23:12.400 ⇒ 00:23:30.900 Robert Tseng: for, like, finance institutions, so it’s kind of like a chat-based interface with MCP capabilities, and then, like, it just puts out, like, charts. So, I’m talking to them tomorrow. Similar… I got intro to them through Reg Labs, but seems like this is a common pain point, where these, like.

185 00:23:31.030 ⇒ 00:23:46.709 Robert Tseng: AI-native data platform things, like, once again, like, they’re… it’s… it’s hard for them to onboard customers quickly, because their customers, like, have their… their own data as a mess internally. So, similar type of, deal, or a kind of sell there, so we’ll see how that call goes.

186 00:23:46.710 ⇒ 00:23:51.870 Robert Tseng: I’m not gonna go through the rest of them. I think those are generally, kind of, a couple ones that I wanted to highlight.

187 00:23:51.880 ⇒ 00:24:03.999 Robert Tseng: Guideposts is a former client that we worked with before. I just reconnected with, the CEO there last week, and so, yeah, we may get another deal with them. They’re just… yeah, so I’m…

188 00:24:04.000 ⇒ 00:24:14.630 Robert Tseng: And they introduced me to two, like, legal clients, just because I originally reached out to him for intros, and didn’t really expect another deal to come onto the table. But they’re actually going through

189 00:24:14.630 ⇒ 00:24:17.969 Robert Tseng: like, a big CDP migration right now,

190 00:24:18.490 ⇒ 00:24:21.290 Robert Tseng: So, I think it could actually be something that we could help with.

191 00:24:24.730 ⇒ 00:24:30.920 Robert Tseng: Cool. So those are type… those are a few of the leads that kind of came into play, this past week.

192 00:24:31.790 ⇒ 00:24:49.279 Robert Tseng: yeah, once again, not from any campaign, really just through, like, individually, like, manually reaching out to people, reconnecting with people in my network and stuff, so, I’m gonna keep doing a bit of that, and, you know, I think that I just got… it was just a lucky week that I was able to get a bunch of intros that way.

193 00:24:52.390 ⇒ 00:24:58.919 Luke Scorziell: Yeah. I mean, that’s where a lot of my calls have been coming from, too, is just reaching out and setting up networking calls, and then getting next.

194 00:25:00.070 ⇒ 00:25:01.969 Luke Scorziell: referrals, too, so I don’t know if there’s…

195 00:25:03.360 ⇒ 00:25:09.599 Luke Scorziell: Yeah, that’d be interesting to think of how we strategize around that. Obviously, we can’t just rely on our own networks for everything, but…

196 00:25:12.260 ⇒ 00:25:25.849 Robert Tseng: Yeah. Well, I guess, like me, it’s like, the pipeline is filling up, so we’re seeing about 27, it’s probably more than we can handle. So, we still have a problem with deal stage, in terms of… oh, 6 days? I guess we moved a bunch along.

197 00:25:26.050 ⇒ 00:25:36.929 Robert Tseng: Recently. So, there’s an agent that I had the, go-to-market, or, like, the AI team review. It’s basically, like, a nurturing sequence agent to basically

198 00:25:36.940 ⇒ 00:25:52.859 Robert Tseng: help whoever is in this role, like, know how many… like, when to follow up. So, yeah, I did build that out. I think the AI team’s helped me put something together there, so hopefully that’s gonna help keep this number below 10 days moving forward.

199 00:25:53.250 ⇒ 00:25:59.970 Robert Tseng: Yeah, I think this is fair to… we did lose two deals, this past week, so…

200 00:26:00.460 ⇒ 00:26:02.899 Robert Tseng: Yeah, I think this is… this… this…

201 00:26:03.400 ⇒ 00:26:05.670 Robert Tseng: This makes sense to me.

202 00:26:07.380 ⇒ 00:26:16.240 Robert Tseng: Yeah, and then now we are about referral active… Sales, delivery… Okay.

203 00:26:16.350 ⇒ 00:26:26.580 Robert Tseng: Yeah, interesting mix, no comment on this right now. I think, I think this was… like Luke said, we can’t really, like, bank on this. This is just, like, people in our network giving us leads, and…

204 00:26:26.580 ⇒ 00:26:37.669 Robert Tseng: we won’t know unless we talk to them, but we can’t be spending all of our time doing networking calls either, so I don’t expect this to be 20% all the time. Like, this is just like a… this was just a lucky week, I guess.

205 00:26:39.000 ⇒ 00:26:45.930 Robert Tseng: Okay, and then as far as ICP conversations, generally speaking,

206 00:26:47.130 ⇒ 00:27:05.549 Robert Tseng: Yeah, whether they are… these are ICPs or not, I mean, it’s fine. Like, I think the number is roughly there. I’ll probably adjust this. I’ll add some of the leads that I just talked about in there. I don’t know how you’re qualifying your agency ads, or your agency ones. I still don’t have a sense of budget from any of the deals that you’re talking about, Luke. Like, I don’t really know…

207 00:27:06.060 ⇒ 00:27:19.219 Robert Tseng: what’s their deal size? Like, as you can see, as I was going through my list, like, they only made it on here because, like, I know the size of the deal of their customer, or, like, I know how much we paid them before. Like, Guidepost was, like, a 15K a month client before previously.

208 00:27:19.220 ⇒ 00:27:29.749 Robert Tseng: I know how much money they raised, like, kind of the sizing of it, so I think there needs to be some sort of, like, like, revenue or, like, kind of qualification to your step… to your step, otherwise, like.

209 00:27:29.770 ⇒ 00:27:34.919 Robert Tseng: I don’t really know what you’re assigning for your total contract value with the leads that you’re talking about.

210 00:27:35.350 ⇒ 00:27:37.179 Luke Scorziell: Okay, yeah, that makes sense.

211 00:27:41.660 ⇒ 00:27:44.079 Robert Tseng: Yeah, I don’t have a sense of it right now.

212 00:27:48.910 ⇒ 00:27:56.890 Luke Scorziell: Yeah, I mean, so with the agency stuff, and this is something I want to talk with about, or, yeah, I would, like, talk with you, I guess, and maybe, Tom,

213 00:27:57.340 ⇒ 00:28:04.289 Luke Scorziell: So, the DNG conversation is kind of the first one that’s like, With the stakeholder that…

214 00:28:04.560 ⇒ 00:28:09.399 Luke Scorziell: Seems to be, like, the person that we can size the deal to, so then I guess, like.

215 00:28:09.550 ⇒ 00:28:11.509 Luke Scorziell: I would then maybe need context.

216 00:28:11.790 ⇒ 00:28:13.429 Luke Scorziell: on, like, Lilo, or how to…

217 00:28:13.660 ⇒ 00:28:17.599 Luke Scorziell: how to price it, or whatnot, and then we have… and then Clarence, I know, like.

218 00:28:17.930 ⇒ 00:28:22.960 Luke Scorziell: got in touch with me on Friday, and he has a lot of other ideas. I’m a little, like…

219 00:28:24.470 ⇒ 00:28:31.190 Luke Scorziell: Yeah, there’s a couple things going on with the agency stuff, where I feel like I haven’t started to have the conversations that are

220 00:28:31.560 ⇒ 00:28:33.690 Luke Scorziell: Maybe more,

221 00:28:34.120 ⇒ 00:28:44.560 Luke Scorziell: getting at pricing and what an actual deal would look like as far as the first two conversations with, like, John and Jocelyn were kind of the… so maybe they wouldn’t be ICP, is that then,

222 00:28:45.410 ⇒ 00:28:51.359 Luke Scorziell: those… those two can connect me with the next person. So, like, John is gonna connect me with…

223 00:28:51.470 ⇒ 00:28:59.039 Luke Scorziell: the head of, ops and innovation at Movers and Shakers, but he’s not, like, the decision maker.

224 00:28:59.040 ⇒ 00:29:06.399 Robert Tseng: Yeah, I would say your DNG contact probably is, like, I think he… I took a look at his network, like, he’s the…

225 00:29:06.450 ⇒ 00:29:19.050 Robert Tseng: I don’t know if he is the budget controller, but he’s the head of tech there, or whatever, and it seems like the decision maker. So yeah, I mean, that makes sense to me. But yeah, I think people who just connect you to other people do not count as ICP.

226 00:29:19.050 ⇒ 00:29:19.630 Luke Scorziell: Okay.

227 00:29:19.750 ⇒ 00:29:29.210 Luke Scorziell: And then the Around the Cycle guy, runs, like, a bike shop in Pasadena that is pretty…

228 00:29:29.350 ⇒ 00:29:33.750 Luke Scorziell: I do a lot of online sales, so I talked to him last week about,

229 00:29:33.940 ⇒ 00:29:38.109 Luke Scorziell: Which I didn’t… yeah, I didn’t need to look at the budget there, but…

230 00:29:38.390 ⇒ 00:29:41.530 Luke Scorziell: I don’t think that, you know, they’re not a small bike shop.

231 00:29:42.610 ⇒ 00:29:47.629 Luke Scorziell: So… But I know that’s not specific numbers.

232 00:29:48.570 ⇒ 00:30:05.209 Robert Tseng: Okay, cool. I mean, I would say by default, like, every deal starts at $10K. If you don’t think it’s a 10K deal, then I wouldn’t put it on there. I think there’s a couple examples where there’s smaller ones, if it’s just, like, hey, they just want to pay for, like, a small audit, you can go lower then, like, but,

233 00:30:05.210 ⇒ 00:30:18.439 Robert Tseng: Yeah, I think that’s… that’s generally what I don’t know how to qualify, like, the value of a client that is… they haven’t… we haven’t named budget yet, but there’s, like, we have a scope that we’re working towards, like, that’s… that’s the minimum that I would put there.

234 00:30:20.180 ⇒ 00:30:26.590 Robert Tseng: Yeah, unless they explicitly tell you that it’s under. In which case, if it’s under 5, then probably don’t include it, like…

235 00:30:27.020 ⇒ 00:30:29.560 Robert Tseng: Yeah, we’re just not gonna do, like,

236 00:30:30.660 ⇒ 00:30:34.669 Robert Tseng: Pay to talk to somebody for a few hours type of deal at this point.

237 00:30:35.430 ⇒ 00:30:36.020 Luke Scorziell: Yeah.

238 00:30:39.280 ⇒ 00:30:47.260 Robert Tseng: Okay, cool. Yeah, so probably still more, like, kind of refining to do on this section. I think that’s fine, we can work through that.

239 00:30:47.850 ⇒ 00:30:56.959 Robert Tseng: And active SQL pipeline? Yeah, this number feels right, like, as far as active, like, I think we’re climbing up there.

240 00:30:57.130 ⇒ 00:31:03.650 Robert Tseng: Partner stuff, no new partners, SQLs.

241 00:31:04.340 ⇒ 00:31:08.869 Robert Tseng: I believe that’s right. I think Utam mentioned something about…

242 00:31:10.180 ⇒ 00:31:27.640 Robert Tseng: Snowflake, Lisma, UIDisco, so… yeah, I think those need to be added in. I don’t really see them here yet. Maybe it was just really late because he sent that message 10 minutes ago. But yeah, I don’t believe that it should be zero this past week. Like, I did see a few deals kind of come into, like, my email or across Slack.

243 00:31:28.870 ⇒ 00:31:38.020 Robert Tseng: But yeah, it’s just not tracked well. They just end up going to Utam most of the time, and so, I understand that Ryan didn’t have…

244 00:31:38.140 ⇒ 00:31:39.580 Robert Tseng: The data to fill it in.

245 00:31:40.470 ⇒ 00:31:59.419 Robert Tseng: Okay, I think that kind of covers all of that. That’s kind of the state of our sales pipeline currently. So, doing better, which is great, and yeah, there’s a lot of deal movement going on. So, we’re sending at least, like, I guess it’s 3 proposals a week. I feel like it’s probably, like, 3 to 5 a week, which is…

246 00:31:59.560 ⇒ 00:32:12.919 Robert Tseng: healthy, like, I think we’re gonna, you know, we… we’ll see how the numbers hold out, but we close… I would expect, once the proposal is sent, we’re closing at least 20% of them. So, we’ll see if that really, ties out over the next week or two weeks.

247 00:32:13.970 ⇒ 00:32:19.249 Robert Tseng: Okay, so I’ll turn it over. Luke, you want to kind of run through the marketing stuff, and then.

248 00:32:19.250 ⇒ 00:32:19.680 Luke Scorziell: Yeah.

249 00:32:19.680 ⇒ 00:32:23.260 Robert Tseng: Yeah, anybody else that can jump in that you want to loop in?

250 00:32:24.000 ⇒ 00:32:29.649 Luke Scorziell: Yeah, so I think, like we’ve kind of mentioned on the stand-up call, the MQLs

251 00:32:30.590 ⇒ 00:32:36.869 Luke Scorziell: yeah, just, I think, seems to be the area that’s lagging, if we just look at it, like, if we’re trying to get to 16. So I don’t know…

252 00:32:37.430 ⇒ 00:32:41.979 Luke Scorziell: If we need to adjust the target, or yeah, if it’s building out better infrastructure,

253 00:32:42.350 ⇒ 00:32:48.219 Luke Scorziell: between… with us and the AI team to make sure that we’re tracking MQLs.

254 00:32:48.370 ⇒ 00:32:52.039 Luke Scorziell: But, yeah, so that’s kind of the main area of…

255 00:32:52.830 ⇒ 00:32:59.100 Luke Scorziell: lack that I’m seeing, but then I guess if we look down at, like, the high engagement, and I know this includes, like, friends and…

256 00:32:59.700 ⇒ 00:33:14.729 Luke Scorziell: people that, like, might randomly be clicking. Like, we are getting pretty close to the target, so 22. This past week, I think, is a lot, like, we’re getting a lot higher. And then the agency white paper had 11 views,

257 00:33:15.030 ⇒ 00:33:21.180 Luke Scorziell: And so, I think that’s kind of something that…

258 00:33:22.280 ⇒ 00:33:28.840 Luke Scorziell: Yeah, that we can look at there. So then, content, we drop down to…

259 00:33:29.040 ⇒ 00:33:36.500 Luke Scorziell: 10… or I think we did… did we end up doing 12 last… I think we did 12 last week, and then this week we have 10 scheduled, so we’re… we’re…

260 00:33:37.390 ⇒ 00:33:39.229 Luke Scorziell: Lowering it,

261 00:33:39.910 ⇒ 00:33:46.319 Luke Scorziell: Okay. Less, yeah, and then we talked on Friday and kind of did a working session together, and I think that’ll give Ryan…

262 00:33:46.480 ⇒ 00:33:55.540 Luke Scorziell: space, like we talked about, to do more engagement. So we did… we’re able to bump up engagement, a bit more, too, this past week. I mean.

263 00:33:55.900 ⇒ 00:33:57.100 Luke Scorziell: not from…

264 00:33:57.730 ⇒ 00:34:09.469 Luke Scorziell: not quite back up to 76, but, yeah, the 53. So we did… that was from commenting on other people’s posts, responding to comments that people had on our posts,

265 00:34:09.800 ⇒ 00:34:12.089 Luke Scorziell: So I think, like, as far as it goes with

266 00:34:13.100 ⇒ 00:34:18.299 Luke Scorziell: the content that I can see, oh, and then I… well, yeah, before we get into that…

267 00:34:18.670 ⇒ 00:34:21.609 Luke Scorziell: We are kind of the total visitor engagement.

268 00:34:22.870 ⇒ 00:34:30.060 Luke Scorziell: Versus the profile views. I don’t… could you explain that a little bit? I don’t… we weren’t really sure what… like, why there’s a multiplier.

269 00:34:30.320 ⇒ 00:34:32.030 Luke Scorziell: I think Ryan needed a…

270 00:34:32.960 ⇒ 00:34:35.400 Robert Tseng: Why is there a multiplier? Isn’t it just.

271 00:34:38.690 ⇒ 00:34:39.269 Ryan Brosas: I think you.

272 00:34:39.270 ⇒ 00:34:40.330 Robert Tseng: It should just be a sum.

273 00:34:43.560 ⇒ 00:34:45.380 Luke Scorziell: Oh, cool. Okay, that makes more sense.

274 00:34:48.850 ⇒ 00:34:55.960 Robert Tseng: Yeah, and I don’t know why these formulas are still wrong. I thought I fixed them, but okay, I’ll change those. The growth numbers don’t really make any sense.

275 00:34:59.300 ⇒ 00:35:05.099 Luke Scorziell: Yeah, so I think from, like, a brand perspective, and, like, just awareness.

276 00:35:05.920 ⇒ 00:35:07.509 Luke Scorziell: I think we’re, like, doing pretty…

277 00:35:07.770 ⇒ 00:35:10.940 Luke Scorziell: Well, in the sense of,

278 00:35:11.230 ⇒ 00:35:15.970 Luke Scorziell: Like, people are engaging, engagement’s going up, we’re able to engage,

279 00:35:16.840 ⇒ 00:35:23.069 Luke Scorziell: And I think, like, yeah, so that… that side, I think, is good, but I guess the goal…

280 00:35:23.220 ⇒ 00:35:28.640 Luke Scorziell: And you can… Yeah, maybe this is just what… what we also need to talk about is… is…

281 00:35:29.090 ⇒ 00:35:36.619 Luke Scorziell: It seems like our goal is more to drive leads and MQLs than it is to just drive general brand awareness.

282 00:35:36.770 ⇒ 00:35:42.179 Luke Scorziell: I mean, I… that’s kind of what I would say. So I don’t know if,

283 00:35:42.920 ⇒ 00:35:44.719 Luke Scorziell: Yeah, is that kind of the same?

284 00:35:44.850 ⇒ 00:35:46.220 Luke Scorziell: Pages, Robert.

285 00:35:46.870 ⇒ 00:35:50.100 Robert Tseng: Yeah, I mean, I think,

286 00:35:50.830 ⇒ 00:36:02.840 Robert Tseng: Brand awareness is only really, like, I… I think, like, brand awareness, I think, would…

287 00:36:04.170 ⇒ 00:36:10.089 Robert Tseng: If, like, this number stays flat, like 10, and engagement continues to increase.

288 00:36:10.540 ⇒ 00:36:22.009 Robert Tseng: I think that’s a product of better content, and I think that’s a product of… and… and also just more brand awareness. If there’s more traffic coming to Brain Forge, because it’s reaching more people, it’s like, our…

289 00:36:22.010 ⇒ 00:36:34.909 Robert Tseng: our net is wider than, like, I think this number will continue to go up. So, like, I think we can… we can only control the inputs, so we can keep trying to experiment with different types of content, improving the quality of the content, whatever.

290 00:36:34.910 ⇒ 00:36:41.520 Robert Tseng: But yeah, I don’t really want to do more. Like, I think we should just maintain. We should just stick with 10, and then…

291 00:36:41.520 ⇒ 00:36:56.949 Robert Tseng: like, I think we’ll see that… we’ll see, like, if… if this number continues to go up, I think better… better… it’ll be higher… higher quality, higher quality content, or just higher brand awareness. But brand awareness, to me, like, needs to turn into leads. If it’s not… if it doesn’t turn into leads, like.

292 00:36:57.330 ⇒ 00:37:07.639 Robert Tseng: I don’t really care about that much about investing in the Brain Forge brand. I’d rather put… I’d rather devote more of your guys’ time into cross-promoting with event… with… with events,

293 00:37:07.900 ⇒ 00:37:16.420 Robert Tseng: yeah, even with the Mixpanel situation, and like, sure, like, to me, well, at least we got 4 signups out of that over the past 2 weeks, and…

294 00:37:16.650 ⇒ 00:37:26.060 Robert Tseng: Yeah, I think you guys, like, shared a couple white papers, stuff that was, like, related to, or this was the agency one, but,

295 00:37:27.000 ⇒ 00:37:38.259 Robert Tseng: I guess we haven’t done a co-branded one yet, but, like, the point is, like, I’d rather kind of piggyback off of the traffic that the… that our partners are getting, and… and turn that… turn those into… turn those into leads.

296 00:37:38.650 ⇒ 00:37:45.260 Luke Scorziell: Yeah, okay. Which… and, Ryan, you unmuted, so I don’t know if you were gonna pop in there or something.

297 00:37:48.490 ⇒ 00:37:58.380 Ryan Brosas: Yeah, you already said most of the stuff that I already addressed, earlier, which is, if we’re going to cut, like, content,

298 00:37:58.380 ⇒ 00:38:10.690 Ryan Brosas: is, are we, like, looking on the variables of, like, visibility and, you know, as you said that, you know, brand awareness. But yeah, I agree that, brand awareness should, you know, contribute to the result.

299 00:38:10.870 ⇒ 00:38:30.840 Ryan Brosas: But yeah, on the marketing or in the content side, this is to build, relationship, to build, or… or to build awareness of us building in the public, or even, you know, showing our stuff. Well, building, that’s the same thing, but…

300 00:38:30.870 ⇒ 00:38:39.509 Ryan Brosas: Making us more visibility will, you know, will make us much more credible, and,

301 00:38:40.820 ⇒ 00:38:57.520 Ryan Brosas: Yeah, I agree with what you said, that, you know, it should be, contribute on something, and I think, focusing on quality and doing engagement would, you know, drastically, improve those as well.

302 00:38:57.840 ⇒ 00:39:01.600 Ryan Brosas: And, that will be my focus, this weekend as well.

303 00:39:02.030 ⇒ 00:39:02.570 Luke Scorziell: Yeah.

304 00:39:02.570 ⇒ 00:39:09.719 Robert Tseng: Right, yeah, I’m not… sorry, one more thing. It’s just like, this… maintaining this is good, like, this establishes the credibility. I mean.

305 00:39:09.820 ⇒ 00:39:13.729 Robert Tseng: By how much? We can’t quantify it yet. I think I…

306 00:39:13.770 ⇒ 00:39:26.210 Robert Tseng: I don’t think we’ve done, like, a great job of, like, sharing, resharing our content by going up to a lead, having a sophisticated enough sequence to be like, hey, we just wrote this article, or we just made this post, thought of you, or whatever, and letting

307 00:39:26.210 ⇒ 00:39:48.729 Robert Tseng: And there aren’t that many people, like, I can recall, like, one every few months where people… somebody is… not every… not every few months, but once every couple weeks… few weeks, where somebody is like, hey, saw your post, and reaches out to us directly. So, those things that you guys should get credit for, like, I think those are… those are inbound leads tied to marketing. Those are MQLs, so I think that should reflect in…

308 00:39:48.730 ⇒ 00:39:52.420 Robert Tseng: Especially these DMs specifically, which I think you guys are…

309 00:39:52.420 ⇒ 00:39:57.390 Robert Tseng: supposed to be capturing. So, yeah, I think that’s… that’s where it helps, but then…

310 00:39:57.580 ⇒ 00:40:15.689 Robert Tseng: I think that’s diminishing returns at this point. Like, our brand is still nobody, we don’t really have much, much, much press or whatever, like, we’re not gonna amplify it that much more by driving… by increasing the number of pieces that we put out. So, yeah, the other levers that you guys have, which are engagement, like, we can be doing more to…

311 00:40:15.690 ⇒ 00:40:22.190 Robert Tseng: That one week when we actually kind of prioritize external engagement, we have the most,

312 00:40:22.310 ⇒ 00:40:28.499 Robert Tseng: like, these were us, kind of, commenting on other people’s stuff. That was the week we had the most engagement.

313 00:40:28.630 ⇒ 00:40:35.720 Robert Tseng: didn’t necessarily translate to the most, like, MQLs, I mean, at that point, but I just… I see this as, like, a…

314 00:40:36.020 ⇒ 00:40:52.140 Robert Tseng: this is a signal that, like, we… we’re… like, we kind of dropped off on. So, like, if we… if we… if this isn’t a good place now, we maintain, then you guys should try to figure out how to get this to a consistent place. And, I mean, we’re… we’re now at a better place with the high intent engagement.

315 00:40:52.140 ⇒ 00:41:13.130 Robert Tseng: the more events that you guys do, webinars, things that we activate around partners, that’s what’s going to keep this number up. Like, I think all of this stuff is related to the white papers we’re pushing out, the events that we were pushing with partners. That’s what’s driving the high intent engagement. So, I think that definitely needs to be on our roadmap. Like, that’s more so than just doing pure content.

316 00:41:13.130 ⇒ 00:41:16.050 Robert Tseng: Pure content didn’t get us really, the same

317 00:41:16.050 ⇒ 00:41:20.100 Robert Tseng: Quality of, like, the engagement that we saw, as you guys could see from the previous weeks.

318 00:41:23.470 ⇒ 00:41:26.590 Luke Scorziell: Yeah, okay, that’s some… that makes sense, and I think,

319 00:41:27.280 ⇒ 00:41:35.430 Luke Scorziell: like, we’ve got the agency event coming up, and then we can… I mean, maybe with Mixpanel, it just makes more sense to just schedule a virtual

320 00:41:35.600 ⇒ 00:41:37.040 Luke Scorziell: event, too.

321 00:41:37.320 ⇒ 00:41:45.769 Luke Scorziell: then we don’t have to wait as long, and then if we’re gonna do the shop talk with Omni, then we have that event, too. So, Ryan, Hannah, and I set up a time

322 00:41:46.040 ⇒ 00:41:49.600 Luke Scorziell: Later today, to think through…

323 00:41:50.600 ⇒ 00:41:58.400 Luke Scorziell: events and event planning, and kind of the goal would be to create, like, a calendar that we can, like you’ve mentioned in the stand-up to,

324 00:41:58.990 ⇒ 00:42:02.800 Luke Scorziell: So we can start marketing more around events, too.

325 00:42:04.050 ⇒ 00:42:09.820 Robert Tseng: Yeah, I mean, on that note, let’s just kind of go back to what I brought up before he dropped off.

326 00:42:12.240 ⇒ 00:42:26.920 Robert Tseng: So, I think that’s kind of related to what you’re talking about, so let’s just have that discussion now. We just went through the WBR. Yeah, we just went through the WBR, so I guess that’s typically when we start to talk about bets, but let’s just kind of focus on that conversation that you wanted to have earlier.

327 00:42:28.800 ⇒ 00:42:30.739 Uttam Kumaran: Yeah, maybe I’ll tee it up, like…

328 00:42:31.550 ⇒ 00:42:44.120 Uttam Kumaran: I think there were two things that, like, caused me to sort of think about this further. One is, like, when we talked to Scott, and he mentioned, like, his emphasis on partners, and marketing directly to partners.

329 00:42:44.370 ⇒ 00:42:48.719 Uttam Kumaran: And then second is, like, seeing Luke’s success with Omni.

330 00:42:49.350 ⇒ 00:42:58.529 Uttam Kumaran: And then our simultaneous unsuccess… our simultaneous L with Mixpanel was like, okay, I think

331 00:42:59.200 ⇒ 00:43:06.479 Uttam Kumaran: should we go… should we go further? I think we did a… we did a great job, I think, by cutting down the partners just two.

332 00:43:07.090 ⇒ 00:43:14.199 Uttam Kumaran: I think… like, seeing Luke’s muscle there, we’re basically kind of encompassing

333 00:43:14.300 ⇒ 00:43:25.479 Uttam Kumaran: Omni from, like, two different angles. From marketing, and then I’m coming in directly on the salespeople, like, hitting them. There’s probably, like, a third angle, which is, like, the execs.

334 00:43:25.750 ⇒ 00:43:31.899 Uttam Kumaran: are, like, you know, that’s probably where I should probably move into more, is just, like, being friendly with those guys. But…

335 00:43:32.500 ⇒ 00:43:39.690 Uttam Kumaran: it’s showing, like, what’s possible, and I think I’m gonna… I think I’m gonna probably be a month or two away from having some type of relationship

336 00:43:39.840 ⇒ 00:43:44.390 Uttam Kumaran: weekly with Snowflake, and so… Part of this is a resourcing thing.

337 00:43:44.700 ⇒ 00:43:50.709 Uttam Kumaran: part of this is also, like, okay, is that… is that the ROI on that time that goes there actually better?

338 00:43:50.710 ⇒ 00:43:51.150 Robert Tseng: Yeah.

339 00:43:51.150 ⇒ 00:43:52.810 Uttam Kumaran: Than, than broad outbound.

340 00:43:53.430 ⇒ 00:43:54.990 Uttam Kumaran: So that’s…

341 00:43:54.990 ⇒ 00:43:55.380 Luke Scorziell: Yeah.

342 00:43:55.380 ⇒ 00:43:56.040 Uttam Kumaran: discussion.

343 00:43:56.380 ⇒ 00:44:02.589 Luke Scorziell: Well, I mean, I think the interesting thing is if we land a… if we land a partner who likes us, and that we can…

344 00:44:02.730 ⇒ 00:44:08.060 Luke Scorziell: You know, one partner is gonna be like a pond, whereas every time we… we,

345 00:44:08.500 ⇒ 00:44:15.670 Luke Scorziell: cast out our hook, or whatever, it’s like, we catch a fish with the outbound, but if we have a partner that’s, like.

346 00:44:15.810 ⇒ 00:44:18.999 Luke Scorziell: kind of funneling us leads, I think that could be…

347 00:44:19.630 ⇒ 00:44:25.210 Luke Scorziell: like, I don’t know, to me that seems more valuable, but then I think this is also going back to the content discussion, like.

348 00:44:26.110 ⇒ 00:44:28.799 Luke Scorziell: I mean, I could see a world even where we go down to, like.

349 00:44:30.460 ⇒ 00:44:37.129 Luke Scorziell: fewer posts than 10, but we have higher quality, like, if Ryan, myself, and Ray want to work together to get, like.

350 00:44:37.440 ⇒ 00:44:40.070 Luke Scorziell: High-quality posts out that have videos.

351 00:44:40.450 ⇒ 00:44:46.540 Luke Scorziell: Each week, and we’re just doing demos with our different partners, and we’re kind of specifically focusing on those, too.

352 00:44:46.670 ⇒ 00:44:52.789 Luke Scorziell: Like, that’s… that’s kind of where I see the… like, the… like, I’m thinking more of the content in that way of, like.

353 00:44:53.160 ⇒ 00:44:56.399 Luke Scorziell: We’re building relationships with the partners and kind of buttering them up.

354 00:44:56.560 ⇒ 00:45:04.879 Luke Scorziell: than, like, I mean, obviously, another goal is to get people to book calls with us, but,

355 00:45:05.810 ⇒ 00:45:17.039 Luke Scorziell: Yeah, like, just even going and liking, like, comments that Tam from Omni makes, or, like, they all went to Cabo for a week, and, like, I’ve commented on those posts. It’s just, yeah, just little things like that, I feel like.

356 00:45:17.400 ⇒ 00:45:21.830 Luke Scorziell: are gonna be… In my mind, higher leverage over the long term.

357 00:45:21.940 ⇒ 00:45:25.230 Luke Scorziell: So, I guess that’s my initial thought.

358 00:45:26.270 ⇒ 00:45:42.260 Robert Tseng: Yeah, so I guess the decision that Luke, Tim, and I, we need to make, we need to decide, okay, if we’re going to allocate more resourcing over to partner-centric marketing, what does that look like? Where are things gonna, you know, where are things gonna get dropped? Does that mean we lower the number of content, maybe we change this to 8, or something, or like…

359 00:45:42.480 ⇒ 00:45:45.799 Robert Tseng: And then, like, engagement, like, I think…

360 00:45:46.010 ⇒ 00:46:00.939 Robert Tseng: My question up to this point has always been, like, what is the true capacity of this team? Like, it took us, like, a few, like, 6 weeks to, like, really ramp up. Like, are we there yet? Can we… is this… is this max capacity for us? Like, does this really, like, tell me, like.

361 00:46:01.000 ⇒ 00:46:08.439 Robert Tseng: I mean, I’ve yet to see… I mean, past 2 weeks have been kind of consistent, so I kind of want to see, like, 3 or 4 weeks in a row, just to see, like.

362 00:46:08.630 ⇒ 00:46:10.290 Robert Tseng: You know, is this really, kind of, like.

363 00:46:10.290 ⇒ 00:46:10.700 Uttam Kumaran: Yeah.

364 00:46:10.700 ⇒ 00:46:21.570 Robert Tseng: we’re able to do with the team before we make a decision, like, a big decision like that. But I mean, still, we can… we can make small adjustments, like reduce the number of posts from 10 to 8, and, like.

365 00:46:22.260 ⇒ 00:46:24.659 Robert Tseng: Because time is getting more absorbed by partners, yeah.

366 00:46:24.660 ⇒ 00:46:28.890 Uttam Kumaran: Yeah, maybe there’s two things from my angle. One is, like, even at a higher level.

367 00:46:29.860 ⇒ 00:46:44.349 Uttam Kumaran: did hearing what Scott said about how difficult it was for them to actually kick off net new marketing, should we actually allocate our time based on the percentage revenue expectation? Like, we’re expecting 50% of our revenue to come from

368 00:46:44.580 ⇒ 00:46:48.929 Uttam Kumaran: partner source deals. Are we… should we think about marketing

369 00:46:49.410 ⇒ 00:46:52.450 Uttam Kumaran: Time and energy also allocated based on that.

370 00:46:52.760 ⇒ 00:47:06.219 Uttam Kumaran: Because, in my opinion, it will be easier for us to spin up… it has been, and will continue to be easier. Like, it has been easy… it has been easier to get partners moving.

371 00:47:06.350 ⇒ 00:47:12.330 Uttam Kumaran: Which then implies that if we add more time there, it will get easier. Building the brand.

372 00:47:12.450 ⇒ 00:47:13.690 Uttam Kumaran: Has been tough.

373 00:47:13.800 ⇒ 00:47:19.120 Uttam Kumaran: And it was like… but, of course, as, like, a moat for the company.

374 00:47:19.580 ⇒ 00:47:22.280 Uttam Kumaran: The building the brain thing is the holy grail.

375 00:47:22.500 ⇒ 00:47:24.570 Uttam Kumaran: Like, that’s like…

376 00:47:24.970 ⇒ 00:47:39.910 Uttam Kumaran: it is really, really important, and the fact that Scott and other people don’t have success doesn’t mean anything to me. I think they suck at marketing. So, like, I’m kind of, like, in… I’m kind of wrangling with both of those thoughts at the same time. I built partnerships alone here.

377 00:47:39.910 ⇒ 00:47:52.840 Uttam Kumaran: With, like, nothing. I just, like, called friends for a while. Now we have, like, a machine, and the industry trends towards 50% benchmark. Is that because the industry sucks at marketing and didn’t under-invested?

378 00:47:52.880 ⇒ 00:47:55.339 Uttam Kumaran: Or is that because, truly, it’s, like, hard?

379 00:47:56.470 ⇒ 00:47:56.970 Uttam Kumaran: you know.

380 00:47:56.970 ⇒ 00:47:57.570 Robert Tseng: Yeah.

381 00:47:59.970 ⇒ 00:48:00.520 Luke Scorziell: Yeah.

382 00:48:00.520 ⇒ 00:48:13.030 Uttam Kumaran: Because the best thing we could do is have our own deals that we go get without partner support. Because that’s actually going to help, that’s the reason why I’m able to talk to partners, because we’re coming into business. Yeah, because they want that from you. We don’t beg, we don’t beg.

383 00:48:13.030 ⇒ 00:48:13.570 Robert Tseng: Yeah.

384 00:48:13.570 ⇒ 00:48:15.059 Uttam Kumaran: We don’t beg that much.

385 00:48:15.790 ⇒ 00:48:19.230 Uttam Kumaran: So, there is… it’s valuable for us to have our own deals.

386 00:48:19.670 ⇒ 00:48:22.140 Uttam Kumaran: it’s… I don’t know whether…

387 00:48:22.300 ⇒ 00:48:25.540 Uttam Kumaran: Yeah, like, those are just, like… that’s just the thoughts.

388 00:48:26.140 ⇒ 00:48:26.760 Robert Tseng: Yeah.

389 00:48:27.310 ⇒ 00:48:36.410 Luke Scorziell: Yeah, I mean… I do think, like, I’ve had some questions about… Just the volume of, like.

390 00:48:36.960 ⇒ 00:48:40.850 Luke Scorziell: I mean, I don’t think our content is all AI slop, but I’m not, like…

391 00:48:41.580 ⇒ 00:48:48.939 Luke Scorziell: oh, I would really stand on business with this content. If someone, like, you know, like, like, I’m personally not like, I don’t know that I want this…

392 00:48:49.220 ⇒ 00:48:53.350 Luke Scorziell: like, on my LinkedIn, which…

393 00:48:53.510 ⇒ 00:48:59.970 Luke Scorziell: then maybe I was like, well then, should I be putting that on Robert and who Tom’s LinkedIn?

394 00:48:59.970 ⇒ 00:49:06.339 Uttam Kumaran: Do you feel that because, like, we’re using AI, or do you feel that because you believe the content is sloped?

395 00:49:07.850 ⇒ 00:49:24.080 Luke Scorziell: I… we got a comment a few, like, last week or the week before from someone that they were… and it, like, again, it was one comment, so I don’t think it’s reflective of all of our content, but they were like, we’re using AI to generate this comment? And then it’s like.

396 00:49:24.380 ⇒ 00:49:26.459 Luke Scorziell: Sorry, I was tagging Robert, and then…

397 00:49:26.460 ⇒ 00:49:27.679 Uttam Kumaran: Oh, on the comment.

398 00:49:27.860 ⇒ 00:49:32.439 Luke Scorziell: Yeah, I mean, but see, this is where I’ll differ. The comments are super soft.

399 00:49:32.520 ⇒ 00:49:34.500 Uttam Kumaran: Like, I don’t like them that much.

400 00:49:34.670 ⇒ 00:49:41.269 Uttam Kumaran: I don’t know what to do. I think that’s up to you, Luke, to be like, the comments are slop. The posts are no longer slop.

401 00:49:41.350 ⇒ 00:49:42.970 Luke Scorziell: Yeah, well, I think there’s…

402 00:49:42.970 ⇒ 00:49:44.110 Uttam Kumaran: We’ve eclipsed that.

403 00:49:44.110 ⇒ 00:49:47.290 Luke Scorziell: Like, this is what I would… I would argue, that there’s a difference between

404 00:49:47.620 ⇒ 00:49:58.420 Luke Scorziell: like, I’m not saying that we should stop with AI or anything like that, but if we’re able to even just put out… like, whenever I spend time writing a, like, hook, and then just a nice post, or, like, Robert gave this reflection.

405 00:49:58.570 ⇒ 00:50:09.260 Luke Scorziell: last week, but then Ryan did use AI to write. Like, those posts are turning into the better ones. I think the ones… like, I just think it’s easy for people to read, and then just skip over.

406 00:50:09.260 ⇒ 00:50:12.819 Uttam Kumaran: But then this… but then if I play the other side, if you want me to write.

407 00:50:12.950 ⇒ 00:50:14.370 Uttam Kumaran: 10 posts a week.

408 00:50:14.370 ⇒ 00:50:18.160 Luke Scorziell: That we’re not… you’re not gonna… you’re not gonna hit those numbers, and we’re not going anywhere.

409 00:50:18.160 ⇒ 00:50:24.869 Uttam Kumaran: So, like, we’re making… we’re making a conscious decision to lower the quality in order to do what we can do with the team we have.

410 00:50:25.190 ⇒ 00:50:29.339 Uttam Kumaran: But I will tell you, ask Ryan about how the content looked a year ago.

411 00:50:29.890 ⇒ 00:50:32.119 Uttam Kumaran: This content is pretty decent.

412 00:50:32.210 ⇒ 00:50:50.420 Uttam Kumaran: For not even ever entering my mouth. And the other thing I’m gonna tell you, dude, I’ve been talking at this company for 3 years. All 3 years of transcripts are in the platform. So, I’ve talked enough. Like, everything I’ve ever said has been recorded. So, like, I’m gonna push back on, like, you don’t need… there’s nothing net new I’m saying these days.

413 00:50:50.600 ⇒ 00:50:58.999 Uttam Kumaran: Really. I’m telling you, all my takes are in the platform sitting somewhere. So, the comments… okay, I agree with you. Like, comments, I agree.

414 00:50:59.310 ⇒ 00:51:07.220 Uttam Kumaran: But I don’t… looking at… I read all our content, and this is also why I ask for approval, because I come in at the end, I change things every time.

415 00:51:07.370 ⇒ 00:51:11.530 Uttam Kumaran: And then I strip it, because it looks like… I’m like, this is basically what I would have written.

416 00:51:11.760 ⇒ 00:51:12.649 Uttam Kumaran: You know?

417 00:51:13.320 ⇒ 00:51:15.860 Uttam Kumaran: So… Well, I’m… yeah.

418 00:51:16.150 ⇒ 00:51:19.049 Luke Scorziell: I… I will… I guess we can do the… the…

419 00:51:19.270 ⇒ 00:51:22.230 Luke Scorziell: I don’t know that I, like, fully 100% disagree with you at all, but…

420 00:51:22.230 ⇒ 00:51:29.510 Uttam Kumaran: No, no, no, no, I think I would have disagree… I would have agreed with you about it 6 months or a year ago. It’s a lot better now.

421 00:51:30.200 ⇒ 00:51:30.590 Luke Scorziell: Dude, bro!

422 00:51:30.590 ⇒ 00:51:42.009 Uttam Kumaran: with you that if I actually spent time, it would get… it would… we would hit the max. The gap there is… is a lot less, and I don’t, like, we just don’t have the time, so in three months, I think I’ll have more time to do that, but…

423 00:51:42.830 ⇒ 00:51:43.370 Luke Scorziell: Yeah.

424 00:51:43.820 ⇒ 00:51:48.859 Luke Scorziell: Well, I think… I think we can keep going on the track that Ron. I know, Ryan, you wanted to hop in too, but

425 00:51:49.300 ⇒ 00:51:55.329 Luke Scorziell: I think it’s, like… In my mind, if we’re gonna do stuff with partners.

426 00:51:55.940 ⇒ 00:51:59.479 Luke Scorziell: I would like it to look… Not that it… again, not.

427 00:51:59.480 ⇒ 00:51:59.970 Uttam Kumaran: Yes.

428 00:51:59.970 ⇒ 00:52:00.849 Luke Scorziell: AI, but for that one…

429 00:52:00.850 ⇒ 00:52:01.700 Uttam Kumaran: I can agree with.

430 00:52:01.830 ⇒ 00:52:02.210 Luke Scorziell: I’d like.

431 00:52:02.210 ⇒ 00:52:02.550 Uttam Kumaran: That guy.

432 00:52:02.550 ⇒ 00:52:18.909 Luke Scorziell: I’d like to put, like, effort into doing, like, a nice demo video, having a nice graphic, like… like, those… the service-oriented posts, for me, are basically experimentation to see if people are engaging with them, and so those I care less about them being, like.

433 00:52:19.260 ⇒ 00:52:20.220 Luke Scorziell: Like, obviously, I don’t know.

434 00:52:20.220 ⇒ 00:52:36.489 Uttam Kumaran: That, I agree with, I agree with, yeah. Okay, so my other question is, do you feel like you are… last week and the week before, was 80-20? Like, what was the split in your time? And try to be as honest, or, like, try to reflect. What was the split in your time on, like, outbound?

435 00:52:37.500 ⇒ 00:52:41.090 Uttam Kumaran: Like, our own brand building versus partners.

436 00:52:42.220 ⇒ 00:52:44.480 Uttam Kumaran: And what is your bet on an adjustment?

437 00:52:44.700 ⇒ 00:52:49.109 Uttam Kumaran: It doesn’t have to be 100 and 0, but, like, what would your bet be on an adjustment?

438 00:52:49.320 ⇒ 00:52:51.220 Luke Scorziell: Wait, explain more where that, like.

439 00:52:51.220 ⇒ 00:52:58.609 Uttam Kumaran: Like, if you’re, like, last week, I spent 50% of my time thinking about outbound and doing content and organization around outbound.

440 00:52:59.420 ⇒ 00:53:01.949 Uttam Kumaran: and then I did 50% of my time on…

441 00:53:02.050 ⇒ 00:53:05.789 Uttam Kumaran: partnerships-related stuff. I would like that to be 30-70.

442 00:53:06.280 ⇒ 00:53:08.040 Uttam Kumaran: Like, 70 to partnerships.

443 00:53:08.860 ⇒ 00:53:14.109 Luke Scorziell: Yeah, no, I mean, we’re definitely not… we’re definitely not there right now. I mean, it’s, like, I think that the thing that’s…

444 00:53:14.270 ⇒ 00:53:17.489 Luke Scorziell: I’ll try to give you a percentage, but maybe just me processing through it first would be helpful.

445 00:53:17.490 ⇒ 00:53:18.170 Uttam Kumaran: Yeah, yeah, yeah.

446 00:53:19.760 ⇒ 00:53:33.029 Luke Scorziell: the most mental context switching that I’m having to do is between, okay, we’re running the edge activation campaign, then we’re… also, I’m running the agency campaign, then I need to figure out those with Pranav.

447 00:53:33.140 ⇒ 00:53:40.269 Luke Scorziell: Or Clarence, Clarence gave me a whole new, like, OS that I can use, which is great, but then I’m like, okay, well.

448 00:53:40.640 ⇒ 00:53:42.939 Luke Scorziell: So, you know, so then it’s like, I would say it’s like.

449 00:53:43.090 ⇒ 00:53:47.490 Luke Scorziell: It could even be, like, 80%, 70% to 80% outbound.

450 00:53:47.490 ⇒ 00:53:47.929 Uttam Kumaran: Hmm, I don’t.

451 00:53:47.930 ⇒ 00:53:51.910 Luke Scorziell: our stuff, just because I’m having to code context switch between.

452 00:53:52.450 ⇒ 00:53:52.950 Uttam Kumaran: It’s different.

453 00:53:52.950 ⇒ 00:53:58.949 Luke Scorziell: service that we’re offering, and that, I think, is the main blocker for me of time, where it’s like.

454 00:53:59.080 ⇒ 00:54:08.200 Luke Scorziell: if I can just think about Omni, the Omni event, and… and then just check in with Ryan to make sure that we’re putting out content, like…

455 00:54:08.200 ⇒ 00:54:18.519 Uttam Kumaran: So, so, yeah. So, put it another way, put another way, like, think of it like lanes on a highway. Do we have, like, 5 lanes right now? Like, meaning, are we running, like, 5 active campaigns?

456 00:54:19.440 ⇒ 00:54:20.790 Uttam Kumaran: Is that about right?

457 00:54:20.960 ⇒ 00:54:22.289 Uttam Kumaran: We’re running Edge.

458 00:54:24.940 ⇒ 00:54:25.710 Robert Tseng: No, it’s less.

459 00:54:25.710 ⇒ 00:54:26.870 Luke Scorziell: Edge…

460 00:54:26.870 ⇒ 00:54:29.170 Uttam Kumaran: I mean, we’re kind of finishing up… That’s like agency.

461 00:54:29.170 ⇒ 00:54:29.789 Robert Tseng: 2 or 3.

462 00:54:30.100 ⇒ 00:54:33.299 Luke Scorziell: The agency one, and then.

463 00:54:33.300 ⇒ 00:54:35.299 Uttam Kumaran: Edge agency, OmniStuff…

464 00:54:35.450 ⇒ 00:54:46.989 Luke Scorziell: thought leadership, and then partners. Like, to me, it doesn’t really matter if it’s a campaign, or… like, if it’s a specific service campaign, it doesn’t really make that much of a difference in my mind between

465 00:54:47.180 ⇒ 00:54:50.929 Luke Scorziell: Like, we’re running the sales campaign, and then we’re running a partnership campaign.

466 00:54:50.930 ⇒ 00:55:03.560 Uttam Kumaran: It doesn’t matter, it doesn’t matter in terms of effort, but what I’m trying to get a sense of, like, we can do 5, like, things, like, five campaigns across anything at one time, is, like, our current capacity.

467 00:55:04.210 ⇒ 00:55:11.269 Uttam Kumaran: And right now, one of those, like, if you think of it like slots in your brain, you have five slots. Right now, one of those is partnerships.

468 00:55:11.270 ⇒ 00:55:11.940 Luke Scorziell: Yes.

469 00:55:12.160 ⇒ 00:55:15.249 Uttam Kumaran: for our brain… for our Brainforge-owned.

470 00:55:15.720 ⇒ 00:55:18.810 Uttam Kumaran: Yes, yeah. And so your proposal could be…

471 00:55:19.160 ⇒ 00:55:22.630 Luke Scorziell: And I’m trying to get more in the, like, I was trying to push…

472 00:55:22.630 ⇒ 00:55:26.219 Uttam Kumaran: You only have 5, this will say, what I don’t want to hear is, like, okay, let’s do 6.

473 00:55:26.350 ⇒ 00:55:38.820 Uttam Kumaran: Because then I’m going to say, where is the 6, right? So we’re assuming that 5 is all we can do. That’s the first thing, just to say that, like, do we feel like… this is what Robert’s question was, do we feel like there is more capacity?

474 00:55:39.980 ⇒ 00:55:45.630 Luke Scorziell: I think… I think that at least I am at capacity, and not because

475 00:55:45.930 ⇒ 00:55:49.199 Luke Scorziell: I can’t output more, but because of the context.

476 00:55:49.200 ⇒ 00:55:59.349 Uttam Kumaran: Context switching, yes. So that is, like… so think about on the delivery side, I can’t have humans on more than 3 clients at a time, because it is too much context switching.

477 00:55:59.410 ⇒ 00:56:10.010 Uttam Kumaran: Not because, given just math, they couldn’t handle it. It’s a lot to switch between three. So we don’t put on any… we don’t put anyone on more than three. Everybody’s mostly on 2.

478 00:56:10.650 ⇒ 00:56:12.580 Uttam Kumaran: like, I’m on 6,

479 00:56:12.700 ⇒ 00:56:22.990 Uttam Kumaran: But, like, it’s too much for me. And so I’m like, okay, what is a healthy amount? It’s 3, right? So there’s a… there is that. So what you’re saying is that, like, max 5 that we can context switch from.

480 00:56:23.520 ⇒ 00:56:24.330 Uttam Kumaran: You know?

481 00:56:25.620 ⇒ 00:56:27.830 Uttam Kumaran: I feel like that’s… that seems like…

482 00:56:29.310 ⇒ 00:56:40.569 Luke Scorziell: Yeah, and I mean, I think it’s just in my mind, I’m trying to… it’s like, I’m still learning and experimenting, like, are the services ones going to play… like, is the agency one gonna… like, I don’t have enough runway on.

483 00:56:40.570 ⇒ 00:56:49.269 Uttam Kumaran: But I guess here’s the… here’s the other thing, Luke, if you’re like… because I know you’re talking to some people about bringing people on, the way you can articulate it is, like, this gives us two more slots.

484 00:56:50.280 ⇒ 00:56:51.320 Luke Scorziell: Yeah. Right.

485 00:56:51.320 ⇒ 00:56:56.349 Uttam Kumaran: That’s the way to articulate, is like, if we bring this person on, we can now run 7.

486 00:56:56.790 ⇒ 00:56:59.790 Luke Scorziell: Well, that’s what I thought, that’s kind of what I was thinking. Yeah, yeah.

487 00:56:59.790 ⇒ 00:57:01.070 Uttam Kumaran: Yeah, or it’s like…

488 00:57:01.260 ⇒ 00:57:08.519 Uttam Kumaran: we can… because ultimately, in marketing, you can’t… this is, I think, also probably something we should discuss, is, like, if we switch every week.

489 00:57:08.680 ⇒ 00:57:18.749 Uttam Kumaran: it’s hard to know whether it worked. And so I kind of do, like, what Robert said, which is, like, do we even know, like, should we just continue to run one workstream that’s partnerships.

490 00:57:18.970 ⇒ 00:57:25.540 Uttam Kumaran: And then we do that at least for another 2 weeks to see, like, what our run rate capacity is. So that’s one option. Second is, like.

491 00:57:25.650 ⇒ 00:57:29.770 Uttam Kumaran: Hey, we ran these two weeks, we’re really confident that the next two weeks.

492 00:57:30.040 ⇒ 00:57:33.640 Uttam Kumaran: Like, we’re gonna be able to get the same outputs, but the results…

493 00:57:33.840 ⇒ 00:57:40.799 Uttam Kumaran: we’re not… we’re unsure about. Okay. Or the last piece is, like, hey, we should swap a slot for partnerships.

494 00:57:41.200 ⇒ 00:57:47.560 Uttam Kumaran: it’s… it’s kind of maybe more of a win-win. The real heavy thing here is, like, let’s go four-slots partnerships.

495 00:57:48.770 ⇒ 00:57:49.490 Luke Scorziell: Yeah.

496 00:57:49.690 ⇒ 00:57:50.420 Luke Scorziell: Well…

497 00:57:50.420 ⇒ 00:57:51.509 Uttam Kumaran: Oh, you know.

498 00:57:51.840 ⇒ 00:57:57.189 Luke Scorziell: And, I mean, I don’t know, take this, like, with a grain of salt, I guess, but, like, the Mixed panel event.

499 00:57:57.490 ⇒ 00:58:06.779 Luke Scorziell: crashed and burned, essentially. I mean, that’s probably dramatic, but… but we still got… we still got, what, 3 or 4 people who submitted? So…

500 00:58:06.790 ⇒ 00:58:07.730 Uttam Kumaran: Yeah, yeah, yeah.

501 00:58:07.790 ⇒ 00:58:12.670 Luke Scorziell: Versus, like, we’ve been running a lot of these campaigns for…

502 00:58:12.880 ⇒ 00:58:15.210 Luke Scorziell: the last month, I guess, and…

503 00:58:16.040 ⇒ 00:58:19.619 Luke Scorziell: Well, I guess we… I mean, we did land the one.

504 00:58:19.620 ⇒ 00:58:29.020 Uttam Kumaran: I guess my question… my question for you is, like, it’s not working, but why? And can we solve that why, or can we afford to make the next pivot?

505 00:58:30.470 ⇒ 00:58:34.980 Uttam Kumaran: Like, should we pivot? Should we make a change to existing owned channels?

506 00:58:35.530 ⇒ 00:58:39.399 Uttam Kumaran: Or should we, instead of even just, like, doing anything, should we just drop them?

507 00:58:39.720 ⇒ 00:58:42.660 Uttam Kumaran: Doing both is not… it’s not possible, right? Like…

508 00:58:46.730 ⇒ 00:58:48.170 Luke Scorziell: Yeah.

509 00:58:48.850 ⇒ 00:58:54.490 Uttam Kumaran: For me, I think, like, spending another slot on Snowflake.

510 00:58:54.600 ⇒ 00:59:00.340 Uttam Kumaran: Spending one slot on Omni, And then you have 3 slots for…

511 00:59:00.940 ⇒ 00:59:04.240 Uttam Kumaran: Own channels is, like, a good pivot this week.

512 00:59:07.110 ⇒ 00:59:09.860 Luke Scorziell: What do you mean? What are you… when you’re saying owned, what are you talking about?

513 00:59:10.100 ⇒ 00:59:14.039 Uttam Kumaran: Owned channels is, like, our LinkedIn, our events.

514 00:59:14.910 ⇒ 00:59:18.489 Luke Scorziell: So, are you talking about me building relationships with Snowflake and Omni?

515 00:59:18.910 ⇒ 00:59:19.680 Uttam Kumaran: Well…

516 00:59:19.900 ⇒ 00:59:29.070 Uttam Kumaran: I’m trying to have two categories, like partners or own channels. Owned channels is thought leadership, our own networking, our own LinkedIn accounts.

517 00:59:29.670 ⇒ 00:59:33.020 Uttam Kumaran: Omni and Snowflake are all partnerships.

518 00:59:33.490 ⇒ 00:59:33.890 Luke Scorziell: Yeah.

519 00:59:33.890 ⇒ 00:59:38.210 Uttam Kumaran: I would do 5, I can give you 5 other partners, we don’t have capacity, we only have 5 slots, right?

520 00:59:39.550 ⇒ 00:59:46.390 Luke Scorziell: Well, for me, like, I would love to have, like, a clean demo going out every week on Omni that they feel really proud to…

521 00:59:46.610 ⇒ 00:59:48.759 Luke Scorziell: Put their $500 behind.

522 00:59:48.760 ⇒ 00:59:51.600 Uttam Kumaran: Okay, then you’re gonna… then you’re gonna need more time, for sure.

523 00:59:51.600 ⇒ 00:59:58.519 Luke Scorziell: Yeah, and then I would love to have a clean demo that we put out for Snowflake each week that then gets the Snowflake reps thinking, like.

524 00:59:59.220 ⇒ 01:00:00.389 Uttam Kumaran: These guys are at, yeah.

525 01:00:00.390 ⇒ 01:00:03.230 Luke Scorziell: These guys already know what they’re talking about. And then… and then…

526 01:00:03.360 ⇒ 01:00:06.209 Luke Scorziell: I would… you know, in my mind, that’s, like, too…

527 01:00:06.780 ⇒ 01:00:09.600 Luke Scorziell: Almost each of those is, like, two slots, and then…

528 01:00:09.830 ⇒ 01:00:17.490 Luke Scorziell: one slot is kind of experimenting with campaigns, because the thing that I’m thinking about, too, I know we’re kind of just… but is, like,

529 01:00:19.220 ⇒ 01:00:25.310 Luke Scorziell: like… when we’re doing these service-oriented content campaigns, at least, on LinkedIn.

530 01:00:25.470 ⇒ 01:00:27.659 Luke Scorziell: Like, we’re… we’re kind of shooting…

531 01:00:28.310 ⇒ 01:00:32.640 Luke Scorziell: in the dark, just to see, like, who’s there. When we post a…

532 01:00:33.060 ⇒ 01:00:37.220 Luke Scorziell: piece of content that highlights one of our partners, and I, like.

533 01:00:37.890 ⇒ 01:00:47.649 Luke Scorziell: significant way. We 100% know, and I guess we’ve known this already, but we 100% know that they will engage with that, they’ll like that, and so I think, like.

534 01:00:48.080 ⇒ 01:00:56.560 Uttam Kumaran: Okay, so to put it another way, like, put it in the data way, like, how it shows up in the spreadsheet, the average engagement and the average impression

535 01:00:56.860 ⇒ 01:00:58.160 Uttam Kumaran: Should be higher.

536 01:00:58.780 ⇒ 01:01:09.959 Uttam Kumaran: Where we just… we can’t post every day about Omni, right? So that’s, like, that’s how… again, like, all this spreadsheet is is a math problem towards one outcome. So you can say, look, like, engagement is…

537 01:01:10.230 ⇒ 01:01:11.900 Uttam Kumaran: Engagement is important.

538 01:01:12.020 ⇒ 01:01:14.569 Uttam Kumaran: Our engagement on our own stuff has been low.

539 01:01:14.910 ⇒ 01:01:18.960 Uttam Kumaran: Our average engagement on our partner-related stuff has been higher.

540 01:01:19.130 ⇒ 01:01:24.139 Uttam Kumaran: I believe that we will have, actually, like, no net change towards the outcome.

541 01:01:24.400 ⇒ 01:01:30.599 Uttam Kumaran: You see what I mean? Like, the trade-off is actually, when you put it that way, doesn’t seem like it’s much of a trade-off. It’s just an energy trade-off.

542 01:01:30.710 ⇒ 01:01:35.919 Uttam Kumaran: Because if the average Omni thing is getting in front of the RICPs 5x better.

543 01:01:36.670 ⇒ 01:01:41.640 Uttam Kumaran: Then posting once a week, doesn’t matter, right? It’s the same thing.

544 01:01:42.410 ⇒ 01:01:45.009 Luke Scorziell: Yeah, well, yeah, which is helpful to clarify.

545 01:01:45.010 ⇒ 01:01:45.410 Uttam Kumaran: That’s what I mean.

546 01:01:45.410 ⇒ 01:01:46.690 Luke Scorziell: the data away.

547 01:01:46.690 ⇒ 01:01:47.280 Uttam Kumaran: Yeah.

548 01:01:48.030 ⇒ 01:01:55.570 Luke Scorziell: Cause… This has been the good growth point, being at Brainforge, just thinking, challenging my…

549 01:01:55.570 ⇒ 01:02:13.099 Uttam Kumaran: No, you’re gonna… you’re gonna say a feeling, and I’m gonna… we’re gonna… I’m gonna turn it into a number on a spreadsheet for your… for what you’re feeling emotionally, because I… I think like a… I… like, I think like a computer. I’m like, I have 12 hours to try my best, how am I gonna split up my time to move the business forward? It’s really robotic.

550 01:02:13.160 ⇒ 01:02:18.090 Uttam Kumaran: So, I’m like, this team has this amount of time, we have 5 slots running.

551 01:02:18.490 ⇒ 01:02:27.270 Uttam Kumaran: okay, what’s our current split, you know, and what should it be? And then, ultimately, like, Robert, you’ve been quiet, like, it’s your gut instinct on, like, what you think

552 01:02:27.470 ⇒ 01:02:31.649 Uttam Kumaran: because I’m… I’m also very biased, because I… I like the partnership stuff, I think

553 01:02:32.120 ⇒ 01:02:42.009 Uttam Kumaran: I think it’s working off very little investment, but I… it’s also totally, like, we’re leaching, you know, and what does that have to do with our long term? So, I don’t know.

554 01:02:42.360 ⇒ 01:02:45.259 Luke Scorziell: Well, I can add one more thing, and then I’ll…

555 01:02:45.420 ⇒ 01:02:48.119 Luke Scorziell: Oh, Robert, you hop in.

556 01:02:48.120 ⇒ 01:02:49.650 Robert Tseng: Yeah, then I’ll close that out, yeah.

557 01:02:49.650 ⇒ 01:02:51.230 Luke Scorziell: I think the thing that I’m…

558 01:02:52.500 ⇒ 01:03:02.449 Luke Scorziell: Yeah, this is just helpful, because I’m just, like, I’m a little more fueled out, like, on the Myers-Briggs, whatever thing, it’s like, I’m, like, the P. And

559 01:03:02.620 ⇒ 01:03:07.900 Luke Scorziell: But what I’m, I guess, feeling or seeing is that

560 01:03:08.000 ⇒ 01:03:26.149 Luke Scorziell: the thought leadership posts do better, and I think there is data to back this up. Like, like, the post that Robert did, did really well. The posts that we did on the hiring posts did well. Like, and the… a couple of the other posts, like, the posts that I did that talked about, like, my mom coding did well, and…

561 01:03:26.340 ⇒ 01:03:44.319 Luke Scorziell: I think, like, on the brand side, the reason that… I would say those are more valuable than the service posts, because they build the impression that we’re, like, trustworthy and we’re thoughtful in people’s minds, and that… and we’re getting a lot of engagement. So, whether or not that leads directly to an ICP seeing that specific post…

562 01:03:44.490 ⇒ 01:04:02.479 Luke Scorziell: we’re seeing, like, when someone comes and clicks on our profile, then they can directly see how Robert thinks, what he’s been reflecting on, how Tom thinks, what he’s been reflecting on, because at the end of the day, it’s, do I trust this person to do business with? And that’s where I’m saying, I think, that the fully, like, AI-generated stuff.

563 01:04:02.890 ⇒ 01:04:03.859 Uttam Kumaran: I see, okay.

564 01:04:03.860 ⇒ 01:04:07.069 Luke Scorziell: I think it’s hot. It’s just, like, when I see…

565 01:04:07.230 ⇒ 01:04:12.359 Luke Scorziell: A post a day going out from an account, and they’re all, like, long, and it’s like…

566 01:04:12.550 ⇒ 01:04:19.660 Luke Scorziell: I know that this guy’s either just sitting, writing LinkedIn posts, or he’s, like, feeding it all to an AI bot, which there might not be anything wrong with, but it’s like…

567 01:04:19.660 ⇒ 01:04:38.159 Uttam Kumaran: I guess my push… my pushback on the volume thing, though, is all I did is I called everybody I know that runs ads and runs big LinkedIn and Twitter accounts for people, and the one thing they told me was to just make sure you hit volume, because the algorithm is going to give you the favor, but to what you’re saying, is that the type

568 01:04:38.330 ⇒ 01:04:41.380 Uttam Kumaran: of content to hit the volume, we should shift.

569 01:04:43.020 ⇒ 01:04:49.139 Luke Scorziell: Yeah, I think a little bit, and I… Ryan was probably jumping up and down with joy at me saying all this stuff, but.

570 01:04:50.410 ⇒ 01:05:11.979 Ryan Brosas: Yeah. So, for our experience and, well, the type of content that we are pushing, yeah, the… the data says that, you know, we are… the… the number, or the impression, or engagement is better on, you know, building brand or, thought leadership. Okay. But…

571 01:05:11.980 ⇒ 01:05:16.780 Ryan Brosas: Yeah, I believe that there’s, like, a balance of, like, you know, pushing

572 01:05:16.780 ⇒ 01:05:21.360 Ryan Brosas: Sales campaign content, like, once or twice a week.

573 01:05:21.360 ⇒ 01:05:26.070 Ryan Brosas: Would be really good, but, like, spamming, like, sales…

574 01:05:26.270 ⇒ 01:05:34.180 Ryan Brosas: Content, like, within the week will be, like, going to hurt us, or our engagement

575 01:05:34.410 ⇒ 01:05:42.319 Ryan Brosas: To be perfectly honest with you, so I already, like, pushed back on that. But yeah, on the content perspective, you should…

576 01:05:42.590 ⇒ 01:05:43.450 Ryan Brosas: like…

577 01:05:43.880 ⇒ 01:05:51.380 Ryan Brosas: Be creative of it, like, switch it… switch to another stuff, like building in public, like, building, like, your…

578 01:05:51.380 ⇒ 01:06:10.039 Ryan Brosas: throwing your thought, your, your, your background, where, where the, the origin, story, that’s kind of, like, what’s interested, like, interesting within the AI age, which is being more personal. That’s, I think that’s why Luke has wanted to push that.

579 01:06:10.850 ⇒ 01:06:13.250 Luke Scorziell: Yeah, and I think the…

580 01:06:13.880 ⇒ 01:06:24.060 Luke Scorziell: What we want our partners to think about us is that we’re, like, critical thinkers that know how to implement their products in hard-to-implement situations.

581 01:06:24.280 ⇒ 01:06:29.760 Luke Scorziell: So that, like, I would just like us to feel like, wow, like, the guys at Brainforge are super…

582 01:06:30.090 ⇒ 01:06:37.140 Luke Scorziell: super intelligent and super smart, and I, like, need them. So that’s… yeah, I… yeah, I don’t think we need, like.

583 01:06:37.540 ⇒ 01:06:41.920 Luke Scorziell: like, story time with Robert and Utom, overweight.

584 01:06:41.920 ⇒ 01:06:45.879 Uttam Kumaran: No, no, no, I’m just saying I can’t give you that right now. That’s not possible for me.

585 01:06:46.010 ⇒ 01:06:49.650 Uttam Kumaran: So even if you ask for it, it’s not… I can’t, like… or, like…

586 01:06:49.860 ⇒ 01:06:55.599 Uttam Kumaran: So yeah, like, that’s the thing, is that’s the constraint. I would give you story time if I could, but…

587 01:06:56.290 ⇒ 01:07:03.359 Uttam Kumaran: And I know it performs well, because it’s, like, really real, like, new ideas, but it’s tough, like, that’s a constraint we’re up against.

588 01:07:04.230 ⇒ 01:07:04.840 Luke Scorziell: Yeah.

589 01:07:05.850 ⇒ 01:07:07.840 Luke Scorziell: Robert, do you want to give your…

590 01:07:08.000 ⇒ 01:07:21.199 Robert Tseng: Yeah, well, so, I mean, we’re a little bit over, so I want to close this out. Yeah, so I think, like, we’re not gonna do the traditional bets and things, I think you guys should just write it ad hoc, at least 1 to 3 for each person for the week. At least let that be reflected in the…

591 01:07:21.200 ⇒ 01:07:28.210 Robert Tseng: in Slack, so the next time Luke doesn’t have to just go and pull an AI transcript and throw it on there last minute when we’re talking on Friday.

592 01:07:28.210 ⇒ 01:07:40.119 Robert Tseng: But yeah, as far as, like, as a team, the adjustment that we’re making, yeah, I think, like, we’re saying, sure, like, post-volume, I mean, how much we want to reduce it, let’s come to a decision on that, like.

593 01:07:41.020 ⇒ 01:07:55.500 Robert Tseng: if you guys are gonna post 8 instead of 10, like, that’s fine. Like, I think we can… we can do a 20% reduction. The whole, like, lanes thing that, like, Utam’s talking about, I think that’s one… that’s one dimension. I think the other dimension is that…

594 01:07:55.640 ⇒ 01:08:11.030 Robert Tseng: Yeah, when we’re promoting our own stuff, there… there needs to be… there needs to be a longer runway. With partner stuff, they’re constantly posting and promoting their own brand, so they already kind of, like, have that, and they already have people that are generally looking at their stuff.

595 01:08:11.030 ⇒ 01:08:29.550 Robert Tseng: And so when we, like, kind of repost their stuff, we’re capitalizing on their timing, their networking, and all that. Whereas, like, if we’re doing a service-oriented campaign, or we’re doing, like, that, that takes some warm-up, because, like, people need to see multiple messages in sequence to really bite onto it. So I think… I think there’s, like, just, like, this… we don’t really… we’ve never really talked much about

596 01:08:29.899 ⇒ 01:08:34.479 Robert Tseng: Like, how long each type of campaign really takes.

597 01:08:34.580 ⇒ 01:08:44.009 Robert Tseng: I think we just kind of view every post as a standalone post, and I don’t actually think that’s how it works in the engagement. So, but I think, like.

598 01:08:44.410 ⇒ 01:08:53.350 Robert Tseng: one service line, like, I mean, you guys, I mean, Luke, you should come back to us with the mix, like, you should tell us, like, okay, of the 8 that we’re doing, like.

599 01:08:53.430 ⇒ 01:09:05.339 Robert Tseng: 50% of it is gonna be partner content. Two posts are gonna be personal or thought leadership things from Utam and Robert, and then maybe two more are gonna be of the same service line. We’re both talking about the same service line.

600 01:09:05.479 ⇒ 01:09:20.330 Robert Tseng: That way, we don’t have to do multiple service line kind of experiments all the time, and yeah, like, we can’t be talking about insurance and edge activation at the same time. They can happen, like, two weeks apart from each other, whatever, but we were already moving in that direction, so…

601 01:09:20.330 ⇒ 01:09:26.640 Robert Tseng: Yeah, I think that’s… that’s, I think that’s, like, a adjustment that you guys can make.

602 01:09:26.649 ⇒ 01:09:34.420 Robert Tseng: I… I mean, I would say that MQLs is still number one. Like, I don’t think 16 is, like, unreasonable, like, I…

603 01:09:34.470 ⇒ 01:09:42.930 Robert Tseng: I mean, 4… maybe 16 is a little bit high, but, like, I don’t know, I still think that 4 is too low, like, we’re just not there. We can’t have…

604 01:09:43.430 ⇒ 01:09:50.529 Robert Tseng: We can’t have 3 people full-time working on, like, go-to-market stuff and marketing, and, like, only getting 4 leads out of it.

605 01:09:50.529 ⇒ 01:10:13.539 Robert Tseng: not even 4 leads, 4 MQLs with a less than 30% conversion to SQL. So realistically, out of this four, only one of them becomes a sales-qualified lead. That, to me, doesn’t make sense, because I can sit here and just, like, message a bunch of people, Luke’s messaged a bunch of people, and us, like, randomly asking our network has pulled in 9 this week. So, like, that… that, to me is, like, what I care about, like, from

606 01:10:13.750 ⇒ 01:10:25.419 Robert Tseng: you know, we can make these content adjustments, decide, like, how we shift the effort, but the goal is really to kind of make, like, what’s our true capacity for bringing in MQLs on the team? And I don’t think we’ve made…

607 01:10:25.420 ⇒ 01:10:34.530 Robert Tseng: we still need to make adjustments to, like, hit a higher number here. So, it doesn’t seem like it’s the high intent engagement, like, we can keep this up.

608 01:10:34.530 ⇒ 01:10:44.709 Robert Tseng: we can also kind of drop this, like, I think there’s… there’s something, like, the… it’s somewhere in the middle here, and so I think we just… if we need to take more time to go and actually, like.

609 01:10:44.980 ⇒ 01:11:01.510 Robert Tseng: say… say… spell it out exactly what is changing, like, I feel like we’ve already thrown a lot of the ideas out in this meeting, but I will kind of put it on Luke’s plate to kind of come back to us, with, like, what adjustments you’re gonna make, and yeah, like, you know, by the end of this

610 01:11:01.880 ⇒ 01:11:04.729 Robert Tseng: I’m… yeah, like, well, anyway, so let’s.

611 01:11:04.730 ⇒ 01:11:06.689 Uttam Kumaran: I mean, today, we should just make a decision today.

612 01:11:06.690 ⇒ 01:11:07.200 Robert Tseng: Yeah.

613 01:11:07.200 ⇒ 01:11:12.369 Luke Scorziell: Yeah. Yeah. I mean, like, yeah, sorry, I know we’re over by a lot, but

614 01:11:14.290 ⇒ 01:11:29.180 Luke Scorziell: Yeah, like, the primary service that we’re providing people is really forging the brain type thing, so I know we… this was, like, the conversation Robert and I had way back, I think, in, like, December. So, like, if… because doing that allows us to…

615 01:11:29.910 ⇒ 01:11:31.040 Luke Scorziell: talk about.

616 01:11:31.470 ⇒ 01:11:42.290 Luke Scorziell: all of the different services that we offer. So, we’re creating one singular source of truth, and as an agency, that means that you can generate briefs that have context as,

617 01:11:42.660 ⇒ 01:11:47.780 Luke Scorziell: Growth Marketer, that means that you have accurate data that is coming into

618 01:11:48.530 ⇒ 01:12:01.120 Luke Scorziell: from each channel that you’re marketing from. And so, the way that we can help you with that brain is the… so that, like, in my mind, it’s like, if we’re gonna talk about one service a week, then I think we just really start honing that, like.

619 01:12:01.310 ⇒ 01:12:08.750 Luke Scorziell: we’re brain forge, like, we will forge your company brain. And then, I think the mix that we just talked about is… is,

620 01:12:09.080 ⇒ 01:12:16.259 Luke Scorziell: Honestly, like, pretty good, so… Yeah, I can… I can put that together and send it today.

621 01:12:16.750 ⇒ 01:12:41.660 Robert Tseng: Okay, yeah, so look on the content adjustments. On the budgeting, on John’s question, on how do we shift our resourcing, I’ll take that question on. I think I… I have enough data to do, like, an expected value of the pipeline versus, like, the actual bet pipeline, so I want to look at that to see… I want to run some numbers on, like, what is the value of the pipeline from each of these channels, and then, like, against, like, the 50% partner target, that was just, like.

622 01:12:41.660 ⇒ 01:12:58.300 Robert Tseng: arbitrarily decided, maybe off of a benchmark that we heard from previous service companies, but I wanted to actually kind of do that exercise of, like, seeing what do we know from the data that we’ve been looking at the past eight weeks. So, I think we can make a budgeting decision on, like, anything that needs to shift this week.

623 01:12:58.860 ⇒ 01:13:05.179 Uttam Kumaran: The other… the other question to add, I just wanted to say is, like, right now on partnerships, it’s really just me.

624 01:13:05.490 ⇒ 01:13:13.710 Uttam Kumaran: And so, like, I really… I realistically cannot do more than two, so I have to go tell

625 01:13:14.170 ⇒ 01:13:19.440 Uttam Kumaran: I want to go tell everybody that we can’t… we don’t have capacity.

626 01:13:19.620 ⇒ 01:13:24.259 Uttam Kumaran: Because I don’t want what mixed panel thing to happen again, where it’s, like, sort of, like.

627 01:13:25.360 ⇒ 01:13:27.329 Uttam Kumaran: Let’s just keep pushing them along.

628 01:13:27.860 ⇒ 01:13:28.990 Uttam Kumaran: So…

629 01:13:29.290 ⇒ 01:13:37.500 Uttam Kumaran: like, I want to just go deeper on Snowflake and Omni. Like, I will go call Greg this week, I’ll… I have 3 Snowflake calls this week, I will just say no to, like.

630 01:13:38.100 ⇒ 01:13:41.010 Uttam Kumaran: on Amplitude, onto Lismo, I’ll just kick them off.

631 01:13:41.010 ⇒ 01:13:46.130 Robert Tseng: You don’t have to say no… I mean, you can… I mean, just… you can just push them to qualify the partners, yeah.

632 01:13:46.420 ⇒ 01:13:54.240 Uttam Kumaran: No, no, I guess… but then that’s what I need to know, is that, like, okay, what do I do with those? Because I can’t… I don’t want to promise them time and effort to things.

633 01:13:54.430 ⇒ 01:13:57.889 Uttam Kumaran: Because eventually they’re gonna say, like, yo, what are we doing here?

634 01:13:58.100 ⇒ 01:13:58.930 Uttam Kumaran: You know?

635 01:13:59.820 ⇒ 01:14:11.529 Robert Tseng: Yeah, no, it’s… it’s… I… I can… I can help push those. I mean, they’re… they’re lighter touch, so, I mean, like, yes, you should just focus on those two, like, that’s fine. But, like, you… you don’t need to be, like, I own partnerships alone, like, you know, I think, like…

636 01:14:11.530 ⇒ 01:14:26.890 Robert Tseng: you have Luke’s support here, and then obviously with the mixed panel thing, and I’m gonna be… I can be more involved there, like, I just treat it like another, like, lead, pretty much. So, I… I feel like it’s… we are narrowing our list, I’m not saying yes to more, but, like, for example.

637 01:14:26.920 ⇒ 01:14:47.889 Robert Tseng: I haven’t responded to them in a week, but, like, Moengage is, like, when we’re still kind of qualifying. I still think that I… they’re early enough that I can try to get some… something going with them. If they end up panning out, then we’d like to. If MixedPanel wants to do an event next quarter, I feel like we can still do that, but, like, we just need to… the execution of that needs to be better, and perhaps… I mean, I just need to be more involved in it. But, like, I guess…

638 01:14:48.090 ⇒ 01:14:52.000 Robert Tseng: Yeah, I mean, for your purposes, you should just focus on those two.

639 01:14:52.000 ⇒ 01:14:58.080 Uttam Kumaran: If you want to wake up and spend two hours on partnerships per day, it’s gonna be on those two. Yeah, it should just be those two for you. Yeah.

640 01:14:58.580 ⇒ 01:15:01.909 Robert Tseng: You should only focus on the goal. Slacks don’t count.

641 01:15:01.910 ⇒ 01:15:07.410 Uttam Kumaran: Slack… Slack doesn’t count. If I can Slack my way into a partnership, that’s fine. That’s whatever.

642 01:15:07.640 ⇒ 01:15:09.270 Uttam Kumaran: Some meetings that are tough.

643 01:15:09.530 ⇒ 01:15:14.320 Robert Tseng: Yeah. No, but I agree, you should draw a line in the sand for yourself. You should only be talking to the gold.

644 01:15:15.370 ⇒ 01:15:15.930 Uttam Kumaran: Okay.

645 01:15:16.840 ⇒ 01:15:26.690 Robert Tseng: Okay, cool. I’d like to wrap this meeting up, so, I think, that’s for everyone. Please send them in Slack, and then we have a couple follow-ups here.

646 01:15:27.130 ⇒ 01:15:27.790 Luke Scorziell: Okay.

647 01:15:29.350 ⇒ 01:15:29.840 Robert Tseng: Thanks, all.

648 01:15:29.840 ⇒ 01:15:30.439 Uttam Kumaran: Thank you.

649 01:15:30.930 ⇒ 01:15:31.500 Ryan Brosas: days?