Meeting Title: GTM Planning + Kickoff Date: 2026-03-02 Meeting participants: Hannah Wang, Ryan Brosas, Luke’s Notetaker, Robert Tseng, Rico Rejoso, Luke Scorziell
WEBVTT
1 00:01:21.390 ⇒ 00:01:22.710 Robert Tseng: Hello?
2 00:01:24.440 ⇒ 00:01:25.120 Ryan Brosas: Yay.
3 00:01:29.370 ⇒ 00:01:30.150 Rico Rejoso: Hey, guys.
4 00:01:45.520 ⇒ 00:01:50.210 Robert Tseng: I’ll give it, like, 1 minute to see if Utom’s gonna join.
5 00:02:22.760 ⇒ 00:02:26.270 Robert Tseng: Okay, let’s… Get started.
6 00:02:28.790 ⇒ 00:02:39.689 Robert Tseng: Yeah, so, overall, how we did… let me… This past week…
7 00:02:44.090 ⇒ 00:02:51.029 Robert Tseng: Yeah, I think… looks like everything is just down this past week, minus engagement, so… I guess,
8 00:02:52.150 ⇒ 00:02:53.630 Robert Tseng: on the…
9 00:02:54.450 ⇒ 00:02:59.990 Robert Tseng: I guess, kind of zooming out of the numbers a bit, kind of positive things that we saw,
10 00:03:00.200 ⇒ 00:03:07.650 Robert Tseng: Yeah, I think more and more people are taking meetings. We see that in the meetings taken, meetings booked here, you know, we have
11 00:03:07.810 ⇒ 00:03:19.909 Robert Tseng: Utah and me, obviously, then Luke taking calls. Greg is involved in some of the partners, so it’s nice that we have more coverage from the team, but yeah, I think as far as, like.
12 00:03:20.410 ⇒ 00:03:32.529 Robert Tseng: you know, this… this meeting… this week doesn’t have very many meetings booked. Things have kind of dropped off, since then. Just the push that we had, there’s always this delay, where,
13 00:03:33.120 ⇒ 00:03:34.130 Robert Tseng: I think…
14 00:03:34.490 ⇒ 00:03:51.150 Robert Tseng: as QL pipeline, and QL pipeline gets added, then in the next week or two weeks, we’ll see a spike in meetings, and then it’ll probably drop off. So, I feel like this is kind of the cycle that we’re seeing right now. So I expect this week to be lower, unless we, like, scramble to book a bunch more meetings.
15 00:03:51.250 ⇒ 00:03:57.210 Robert Tseng: But that’s okay, because we have an event that we’re throwing this week at Austin, so I’d like to…
16 00:03:57.380 ⇒ 00:04:15.910 Robert Tseng: Kind of check on the registration there and see, kind of, what we’re seeing there. So, hopefully, like, an event like that helps boost us when our campaigns are kind of, like, slowing down. So that’s another kind of positive thing. I think we are going to go forward with that event, and it looks like the turnout’s gonna be better than the MixedPanel one.
17 00:04:17.680 ⇒ 00:04:35.549 Robert Tseng: Yeah, and then I think other positive things… thank you, Ryan, for kind of adjusting the SQL pipeline valuations here, so we’re not just, like, operating under a 30K assumption. I think it’s more realistic to see kind of, like, the up and down of, like, how much we’re adding.
18 00:04:35.620 ⇒ 00:04:49.769 Robert Tseng: And, yeah, this feels more accurate to me. So, I think what we’re noticing is that the average pipeline is actually not as high. Like, the deal sizes are not as high as we think. So, I mean, that’s…
19 00:04:50.870 ⇒ 00:05:03.570 Robert Tseng: I guess that’s not necessarily a positive thing, but I think that’s a… that’s just, like, something that I feel like this is more representative of our current pipeline. I think it makes sense, some of the leads that we’re testing with the agency side, deal sizes are small.
20 00:05:03.690 ⇒ 00:05:04.390 Robert Tseng: That’s probably.
21 00:05:04.390 ⇒ 00:05:09.929 Luke Scorziell: Well, it’s interesting, Derek, because the… I mean… With, movers and shakers.
22 00:05:10.680 ⇒ 00:05:15.419 Luke Scorziell: So, I just updated in HubSpot some of those deal sizes,
23 00:05:15.870 ⇒ 00:05:28.079 Luke Scorziell: Like, they’re looking to hire someone in the next 3-6 months contract, and so that would probably be, like, at least 50,000 that they’d be spending, and then they were more interested in having us
24 00:05:28.110 ⇒ 00:05:36.349 Luke Scorziell: Or he was more interested in having us, at least on that call. And then David and Goliath told us that their budget was, like, 50 grand.
25 00:05:36.700 ⇒ 00:05:38.910 Luke Scorziell: So…
26 00:05:38.910 ⇒ 00:05:52.489 Robert Tseng: Okay. Well, since that was not reflective here, can you backfill this? Like, rather than Ryan doing it, he kind of already… looks like what he captured is not… maybe sounds like it doesn’t align with what you think, so I think if you spot the error, then
27 00:05:52.820 ⇒ 00:05:54.079 Robert Tseng: You kind of… you fix it.
28 00:05:54.950 ⇒ 00:05:55.570 Luke Scorziell: Okay.
29 00:05:55.820 ⇒ 00:05:59.320 Robert Tseng: Yeah, I mean, even if that’s true, like, I feel like,
30 00:05:59.520 ⇒ 00:06:02.870 Robert Tseng: Is this really her new sequel? So…
31 00:06:03.180 ⇒ 00:06:18.400 Robert Tseng: Yeah, maybe that would increase the… the past 2 weeks. I don’t exactly know when those opportunities are created. I think it was in the past 2 weeks, so if you update the deal sizes there, then it should probably show up on, at least in this column or that column.
32 00:06:19.460 ⇒ 00:06:20.620 Robert Tseng: Yeah.
33 00:06:21.280 ⇒ 00:06:22.080 Robert Tseng: Yeah.
34 00:06:22.550 ⇒ 00:06:28.960 Robert Tseng: And then… As far as,
35 00:06:30.500 ⇒ 00:06:37.980 Robert Tseng: what other wins did I see on my first scan here? Yeah, I think on the engagement side. So,
36 00:06:38.310 ⇒ 00:06:45.669 Robert Tseng: I’d like to see, kind of, what did we do differently? How did we, like, what did we do to drive engagement up?
37 00:06:47.820 ⇒ 00:06:51.489 Robert Tseng: Is it just people where you guys were just commenting more, or, like, what did we do differently here?
38 00:06:51.490 ⇒ 00:07:09.709 Ryan Brosas: Yeah, yeah, definitely, we are replying to the, like, to our content that is commenting as well, so I think that is helping our content to be visible, and also, like, commenting to, like, like.
39 00:07:09.840 ⇒ 00:07:11.400 Ryan Brosas: Influencer…
40 00:07:11.810 ⇒ 00:07:27.410 Ryan Brosas: As well, that, Luke, provided me, and yeah, driving more, like, conversation, like, regarding the campaign, but we kind of, like, switched back, so…
41 00:07:27.620 ⇒ 00:07:30.960 Ryan Brosas: I didn’t really… Lean toward to that.
42 00:07:32.220 ⇒ 00:07:43.889 Robert Tseng: Okay. Well, what I’m seeing is that we produce, like, probably half the posts, and the engagement has stayed the same. So, it just means, like, visitor engagement. So, just by engaging with the stuff.
43 00:07:44.070 ⇒ 00:08:03.680 Robert Tseng: that we already post out there, I think it’s kind of achieving the same reach. So, I mean, I think to me, this is a positive sign that, like, we don’t need to be posting that much to maintain this level of engagement. Obviously, we’re doing things like improving the quality of the posts or whatever, so I think that kind of confirms the hypothesis of, like.
44 00:08:03.840 ⇒ 00:08:12.470 Robert Tseng: Fewer posts, but with more… with engagement is… is going to kind of keep the… keep total visitor engagement stable.
45 00:08:12.890 ⇒ 00:08:15.180 Robert Tseng: Is that a fair reading of this?
46 00:08:16.900 ⇒ 00:08:17.610 Ryan Brosas: Yes.
47 00:08:18.050 ⇒ 00:08:19.220 Robert Tseng: Okay, great.
48 00:08:19.580 ⇒ 00:08:33.380 Robert Tseng: So yeah, I think this is healthy. We’ve seen that we’ve hit a consistent level of engagement over the past 4 weeks consecutively, so I think this is, like, that’s… yeah, I think we’re… I think, we are in a good, good place there.
49 00:08:33.630 ⇒ 00:08:40.130 Robert Tseng: Okay, and then, kind of to take the other side of things that didn’t go so well,
50 00:08:40.890 ⇒ 00:08:58.710 Robert Tseng: Yeah, I think MQL pipeline’s still a problem, so I know that we are kind of taking steps around it, but yeah, I think this is really the biggest thing to address, from… from the SEAM, from… we’ve solved the top of funnel… we’ve… we’ve kind of tackled the top of funnel engagement.
51 00:08:58.710 ⇒ 00:09:04.590 Robert Tseng: There is regular visibility, there is regular engagement, we have a regular content schedule.
52 00:09:04.590 ⇒ 00:09:11.870 Robert Tseng: So, how are you… how are we bringing MQLs in? It’s kind of a more open-ended question. I’m not, like, asking for an answer right now, but…
53 00:09:11.870 ⇒ 00:09:24.899 Robert Tseng: Yeah, I just think that it’s… it’s clear that, you know, overall, we just haven’t driven much, value, in terms of pipeline from… for marketing. So, yeah, I think that’s… that should be kind of the…
54 00:09:25.630 ⇒ 00:09:35.610 Robert Tseng: the thing that… I mean, it’s not an easy problem, but you guys should be figuring out how to do that, and I mean, obviously, I need to put some of my headspace there as well.
55 00:09:35.920 ⇒ 00:09:48.260 Robert Tseng: And then, as far as, like, new SQL pipeline that’s kind of coming up, yeah, this is surprisingly lower than I thought. I think, I made a couple, like, these are, like, a couple pushes for me.
56 00:09:48.370 ⇒ 00:09:54.690 Robert Tseng: On these two weeks, where I really, like, kind of just hustled and sent a bunch of manual messages.
57 00:09:54.690 ⇒ 00:10:12.160 Robert Tseng: But the lack of consistent outbound campaigns and whatever it is, like, I’m just not able to… I’m not just sending things. So pretty much, like, from my perspective, every time I stop doing it, we… our numbers just, like, kind of tank. So, I think, I think it continues to show me that this is a hole that, like, I…
58 00:10:13.390 ⇒ 00:10:23.320 Robert Tseng: we can plug in different ways. I mean, I don’t know if we can in different ways, we just… I just have to… I have to somehow smooth this out so that we’re consistently staying… staying up.
59 00:10:23.450 ⇒ 00:10:28.039 Robert Tseng: And, I… I’m not… I’m not the bottleneck here. So,
60 00:10:28.300 ⇒ 00:10:34.349 Robert Tseng: Yeah, I think this is helpful, especially as we’re kind of coming up at the end Q1, going into QT, Q2 budgeting.
61 00:10:34.740 ⇒ 00:10:40.460 Robert Tseng: I’m in planning, if I’m thinking about how we’re resourcing this team, like,
62 00:10:40.500 ⇒ 00:10:57.569 Robert Tseng: you know, what… what… like, what do we need to move around so that we’re able to consistently fill this pipeline? Because if pipeline is not being added, then, like, you know, the rest of the sales stuff just kind of doesn’t… doesn’t come through. So, I feel like this… this… we… as a team, we just still struggle with building a consistent pipeline.
63 00:10:58.870 ⇒ 00:11:11.499 Robert Tseng: Partner… partner SQL pipeline, yeah, arguably this is a really aggressive goal. Partner activity, like, I think it comes in waves, is kind of what we see. When we have events to activate towards, like, they’ll send us stuff.
64 00:11:11.500 ⇒ 00:11:24.679 Robert Tseng: UTAM’s jumping on calls with AEs, and they’re sharing account mapping. A lot of that stuff doesn’t… hasn’t really translated onto this yet, so this feels a little bit dry to me. I think we’re actually, like, we have a lot more
65 00:11:24.780 ⇒ 00:11:35.210 Robert Tseng: I mean, we have a lot of names and lists, but I guess this is fair, because they’re not really leads yet. They’re just, like, names and lists. So, you know, I think it’s really just how much…
66 00:11:35.210 ⇒ 00:11:45.819 Robert Tseng: how fast are we turning the lead list that we’re getting from our account… from our… from our partners, and turning them into SQL? I think that’s, like, another
67 00:11:45.840 ⇒ 00:11:49.069 Robert Tseng: opportunity. So, when I look at this, I think about…
68 00:11:49.120 ⇒ 00:11:58.459 Robert Tseng: Well, if… from a pipeline-building perspective, you know, assuming that all three channels are equal, which they may be not, I think that’s a level of… of,
69 00:11:58.610 ⇒ 00:12:11.269 Robert Tseng: kind of, like, analysis I have to do, like, which of these pipelines is more likely to convert? They all kind of converge into SQL pipelines, so I guess maybe this is not super important, but it’s like.
70 00:12:11.520 ⇒ 00:12:31.459 Robert Tseng: maybe this is the faster way to kind of build consistent pipeline, because we have all of these names, and we just need the process to be able to take the Snowflake account map, and then kind of follow up with them, do the partner. That doesn’t actually feel faster, it feels heavier than kind of doing the other stuff. But, yeah, like, some… like, some picking and choosing of, like.
71 00:12:31.460 ⇒ 00:12:32.910 Robert Tseng: Okay, of the…
72 00:12:33.300 ⇒ 00:12:51.189 Robert Tseng: bunch of different lists that we could create, or that have been given to us, which ones do we actually work to turn into, pipelines? And I think that’s a… that, to me is an open-ended question to… to kind of think about from this week that I… I did… was, yeah, that I… I should probably…
73 00:12:51.250 ⇒ 00:12:55.309 Robert Tseng: I’m just stating it out loud so it’s on the record, and then I’ll go back to this.
74 00:12:57.440 ⇒ 00:13:12.489 Robert Tseng: Yeah, so those are kind of, like, my main takeaways from kind of the core outputs. So, just to recap, which, because I feel like I’ve gotten some feedback, that rather than just running through everything, wanted to kind of make this more bite-sized for the team, so…
75 00:13:12.490 ⇒ 00:13:19.470 Robert Tseng: Yeah, we’re… the volume of meetings that we’re taking is increasing. We just have more capacity to take meetings than we expected.
76 00:13:19.580 ⇒ 00:13:31.510 Robert Tseng: frankly, this 12 number was expected for just me and Utam, so, like, I feel like we’re underutilized, and, like, you know, this target should probably shift, you know, later in Q2, assuming that, like, people like Greg, Luke.
77 00:13:31.510 ⇒ 00:13:48.300 Robert Tseng: I mean, even, like, the other CSOs, like Bernav, they’re kind of coming on calls, too. So, I think I need to change this metric in the next quarter to kind of reflect the participation from other team members, you know, now that it’s not just me and Utam jumping on calls.
78 00:13:50.160 ⇒ 00:14:05.839 Robert Tseng: Yeah, I think this number still feels about right, like, kind of 8 to 8 discovery calls. We had… we only had one week where we hit that target, so… not great. I think, you know, ideally this would be higher, but I think it’s 75% of meetings booked are discovery calls, like, I feel like that…
79 00:14:05.890 ⇒ 00:14:23.099 Robert Tseng: feels like a difficult goal, but it’s not… not impossible. We’ve achieved it before, so I feel like that’s still something that is top of mind for me on, like, how do we keep, keep that, in front and center. And then the third is, like, kind of the pipeline mix. I think we were wildly off in our estimates.
80 00:14:23.100 ⇒ 00:14:26.719 Robert Tseng: my estimates, I guess, of, like, where pipeline would come from.
81 00:14:26.720 ⇒ 00:14:40.850 Robert Tseng: and what our capability is to actually build pipelines. So, yeah, I think the name of the quarter… the description of the quarter is that we didn’t really crack marketing, and sales is inconsistent. It’s really a function of, like.
82 00:14:40.850 ⇒ 00:14:55.649 Robert Tseng: I mean, like, my, my, my effort to, like, how much I, I really… I push into the outbound, and then partners seems to come in, come in waves. So, I think those are all kind of learnings that I’ll take to, like, kind of in… in the, into the next quarter.
83 00:14:56.120 ⇒ 00:15:09.440 Robert Tseng: I mean, I’m talking about the next quarter as if it’s already here, it’s not. We still have this month to kind of turn things… I don’t really know if we’re gonna turn things around, but to see if we can make some adjustments that look like good momentum going towards the end.
84 00:15:09.550 ⇒ 00:15:15.729 Robert Tseng: But yeah, I think that those are… that’s… that to me is, like, the go-to-market story at the highest level.
85 00:15:16.790 ⇒ 00:15:21.020 Robert Tseng: Any questions on, kind of, like, what I’ve described there?
86 00:15:25.500 ⇒ 00:15:36.940 Robert Tseng: Okay, so hearing none, I’m not going to go into the specifics of these things, unless you guys want to. I think this is all, like, we kind of know what we need to do. It’s kind of belaboring the point. I’d like to spend more time on, kind of, like.
87 00:15:37.080 ⇒ 00:15:53.089 Robert Tseng: mapping out what the month looks like. In the stand-up earlier, we were talking about some things like, okay, what does the content calendar look like? What does the campaign calendar look like? What are the events that we have coming up? So I’d like to spend some time thinking through some of those things.
88 00:15:53.090 ⇒ 00:16:04.640 Robert Tseng: I don’t have stuff to necessarily show, but I mean, if you guys have a cotton calendar that you want to pull up, so maybe we start there and think about, like, what’s… what’s… what’s there, and then we can kind of
89 00:16:04.640 ⇒ 00:16:10.120 Robert Tseng: Move to the campaign tracker to see, kind of, what we have, what we have, what we have there.
90 00:16:10.190 ⇒ 00:16:14.890 Robert Tseng: I think I would like to spend some time, on that next.
91 00:16:17.250 ⇒ 00:16:21.530 Luke Scorziell: Yeah, okay. I think, well, one quick flag,
92 00:16:21.660 ⇒ 00:16:24.899 Luke Scorziell: Just with the zero M kills, and I know we were kind of getting into this on Friday.
93 00:16:25.190 ⇒ 00:16:25.680 Robert Tseng: Yeah.
94 00:16:25.680 ⇒ 00:16:26.620 Luke Scorziell: We had, like.
95 00:16:27.080 ⇒ 00:16:37.760 Luke Scorziell: just an interesting, like, side of the content that we’re putting out. We had 22 people that submitted the interview, or submitted, like, an application through the platform.
96 00:16:37.960 ⇒ 00:16:42.090 Luke Scorziell: So that, at least to me, is interesting that,
97 00:16:42.320 ⇒ 00:16:45.549 Luke Scorziell: Which I added a note on the other,
98 00:16:46.030 ⇒ 00:16:49.269 Luke Scorziell: Like, the actual number, not the dollar amount.
99 00:16:49.390 ⇒ 00:16:58.069 Luke Scorziell: So, I guess… just bouncing off the conversation that we were having on, I think it was Friday.
100 00:16:59.160 ⇒ 00:17:04.919 Luke Scorziell: like, there might be some other benefits that the content is doing outside of just MQL.
101 00:17:05.030 ⇒ 00:17:10.490 Luke Scorziell: Pipeline. So, I just thought that was worth flagging.
102 00:17:10.770 ⇒ 00:17:13.749 Luke Scorziell: Just as we think about, too, what we’re tracking next quarter.
103 00:17:15.660 ⇒ 00:17:21.849 Robert Tseng: Sure. I mean, I’m open to kind of what we track there. I mean, I’m… I think, like…
104 00:17:22.530 ⇒ 00:17:30.369 Robert Tseng: that’s why I’m not, like, turning it off, like, I… you know, if this were, like, if… I mean, yeah, I…
105 00:17:34.570 ⇒ 00:17:45.920 Robert Tseng: I mean, whatever, I guess we could talk about what that… how to measure that, how to measure that later. But yeah, I mean, I hear you that MQL is not the only thing that the marketing kind of efforts is driving towards.
106 00:17:46.410 ⇒ 00:17:49.629 Robert Tseng: I think it is the most tangible metric.
107 00:17:49.630 ⇒ 00:17:50.280 Luke Scorziell: No.
108 00:17:50.940 ⇒ 00:18:06.000 Robert Tseng: But, like, yeah, as far as, like, recruiting and the impact on the other things, it’s… it’s obviously there. But yeah, I mean, it definitely impacts, like, how much I would resource, kind of, that, that part of the… that part of the business, because, like.
109 00:18:06.270 ⇒ 00:18:13.859 Robert Tseng: I don’t know, like, enabling… I mean, I don’t know, it just… there has to be some… there has to be a sales,
110 00:18:15.650 ⇒ 00:18:25.210 Robert Tseng: there has to be a way that I can tie it to sales ROI. Like, I think that’s, you know, that’s the splendest I could say it. So, like, the other… the other parts are important, but, like, they’re… they’re not…
111 00:18:25.540 ⇒ 00:18:32.230 Robert Tseng: Like, that doesn’t help me to increase… that doesn’t help me to make a case for increasing budgets or anything there.
112 00:18:32.630 ⇒ 00:18:33.170 Luke Scorziell: Yeah.
113 00:18:33.360 ⇒ 00:18:34.140 Robert Tseng: Yeah.
114 00:18:37.110 ⇒ 00:18:40.210 Luke Scorziell: Okay, yeah, I mean, maybe we can, I think the,
115 00:18:40.960 ⇒ 00:18:44.569 Luke Scorziell: Yeah, probably the discussion on, like, content. Content will be helpful, too.
116 00:18:45.000 ⇒ 00:18:45.730 Luke Scorziell: Boom.
117 00:18:46.310 ⇒ 00:18:46.920 Robert Tseng: Yeah.
118 00:18:47.190 ⇒ 00:18:52.009 Robert Tseng: Okay, so who’s, who’s got the content calendar, up?
119 00:18:53.660 ⇒ 00:18:55.460 Luke Scorziell: Okay.
120 00:18:58.190 ⇒ 00:18:59.030 Luke Scorziell: Pull it up.
121 00:19:05.400 ⇒ 00:19:09.980 Luke Scorziell: Ryan, is the latest, right now, up-to-date on… Should be on Notion, right?
122 00:19:11.020 ⇒ 00:19:13.210 Ryan Brosas: Yeah, on Notion and Ordinal.
123 00:19:14.040 ⇒ 00:19:16.210 Luke Scorziell: Okay, so they’re both up to date.
124 00:19:22.400 ⇒ 00:19:27.420 Luke Scorziell: So, yeah, I mean, a high-level overview of this week. I can kind of add more.
125 00:19:29.530 ⇒ 00:19:30.899 Luke Scorziell: Is it? We’ve got…
126 00:19:35.140 ⇒ 00:19:38.150 Luke Scorziell: thought leadership post coming out from Utaham,
127 00:19:38.820 ⇒ 00:19:44.390 Luke Scorziell: Or, we’ve got, I guess, what is this? 1, 2… So, a little more…
128 00:19:44.390 ⇒ 00:19:45.310 Robert Tseng: Share your screen?
129 00:19:45.550 ⇒ 00:19:47.150 Luke Scorziell: Oh, shoot, wait, is it not short?
130 00:19:48.530 ⇒ 00:19:49.569 Robert Tseng: I see. Oh.
131 00:19:51.550 ⇒ 00:19:55.270 Robert Tseng: Oh, it’s in a different tab for me, for some reason. Okay, I see it now.
132 00:19:56.550 ⇒ 00:19:57.560 Luke Scorziell: So…
133 00:19:58.910 ⇒ 00:20:04.650 Luke Scorziell: Yeah, I guess we’re scheduled for 8, close this week. I guess my biggest bet going into the week is…
134 00:20:04.790 ⇒ 00:20:10.460 Luke Scorziell: More on, like, this Omni…
135 00:20:11.270 ⇒ 00:20:24.560 Luke Scorziell: Or, I mean, not specifically on the Omnipost, but I think, like, hosting kind of a… if we can get it to where it makes sense to do this week, I would be down to just, like, kind of push hard on that. I know Hannah was,
136 00:20:25.050 ⇒ 00:20:28.570 Luke Scorziell: Wants to align, under, like, the webinar type thing.
137 00:20:28.710 ⇒ 00:20:35.150 Luke Scorziell: But that’s kind of the biggest bet with content that I’m thinking, and then with the Snowflake content,
138 00:20:35.430 ⇒ 00:20:40.070 Luke Scorziell: Starting to make that in a way that we can then send to…
139 00:20:40.560 ⇒ 00:20:44.549 Luke Scorziell: Or have UTAM send to people at Snowflake. So those are kind of the two that are, like.
140 00:20:45.160 ⇒ 00:20:48.779 Luke Scorziell: In terms of, like, quality, I guess, tracking the most of my attention.
141 00:20:49.180 ⇒ 00:20:53.150 Luke Scorziell: Otherwise, like, we’ve got, like, a…
142 00:20:53.500 ⇒ 00:20:58.319 Luke Scorziell: which I think the latest feedback layer is on, port and all.
143 00:21:00.650 ⇒ 00:21:07.260 Luke Scorziell: But, like, this is, like, an interesting, like, kind of just talks about what we’re doing. The stuff on Ordinal is actually…
144 00:21:09.350 ⇒ 00:21:11.219 Luke Scorziell: Like, pretty well designed.
145 00:21:15.690 ⇒ 00:21:24.570 Luke Scorziell: Yeah, so it’s talking about… kind of… this is, like, the accessibility thing that I mentioned last week of… it’s used by everyone, not just by…
146 00:21:24.980 ⇒ 00:21:30.370 Luke Scorziell: Analysts, and then, like, this is… speaks directly to a pain point of, like.
147 00:21:30.740 ⇒ 00:21:37.829 Luke Scorziell: the help… the data team being turned into a help desk. So I actually thought this was, like, really great, design.
148 00:21:37.830 ⇒ 00:21:39.890 Robert Tseng: Nice. Yeah. Looks good.
149 00:21:40.750 ⇒ 00:21:45.000 Luke Scorziell: So this is, like, yeah, this is the type of thing that, like, I could even send to,
150 00:21:45.370 ⇒ 00:21:51.059 Luke Scorziell: I feel like we’ve had some conversations that we can send that around, too, but the other one…
151 00:21:51.330 ⇒ 00:21:55.719 Luke Scorziell: There was one that… Oh, yeah, this one kind of goes, like, again.
152 00:21:56.050 ⇒ 00:21:59.999 Luke Scorziell: Access and adoption pain point, so speaking directly to
153 00:22:01.930 ⇒ 00:22:11.470 Luke Scorziell: like, trying AI, not really seeing an ROI. I think, like, I don’t really want to rework the entire post, but this is kind of like a buried lead.
154 00:22:11.850 ⇒ 00:22:16.969 Luke Scorziell: down here that… because this is actually a quote that I got from a conversation,
155 00:22:17.430 ⇒ 00:22:19.180 Luke Scorziell: Is it, like, they…
156 00:22:19.460 ⇒ 00:22:31.649 Luke Scorziell: implement AI, and then people find that their own workflow works faster, so then they just ditch it. But then… so kind of starting to speak to that pain point of, like, what does it look like when AI implementation goes wrong?
157 00:22:33.390 ⇒ 00:22:39.390 Luke Scorziell: And… so, anyways, but I think this is a pretty good… Like, start to notice, like…
158 00:22:39.640 ⇒ 00:22:42.170 Luke Scorziell: Calling out a pattern, that we’re seeing.
159 00:22:42.370 ⇒ 00:22:48.540 Luke Scorziell: And then… This is pretty similar to…
160 00:22:49.750 ⇒ 00:22:57.170 Luke Scorziell: the post from the day before that we just mentioned. It’s kind of got a fun meme. I guess we can kind of try out how the memes work.
161 00:22:59.750 ⇒ 00:23:09.329 Robert Tseng: Does Ordinal do, like, post performance? Like, when we… can I see, like, when we put more effort into posts and, like, do this, like… like, does it actually perform better? Like, I…
162 00:23:12.940 ⇒ 00:23:18.380 Luke Scorziell: So, we can see… Ryan might be a little more familiar.
163 00:23:21.220 ⇒ 00:23:30.300 Ryan Brosas: Yeah, you can… Click the profile, and then it will show you the… Proposed performance.
164 00:23:30.940 ⇒ 00:23:34.810 Ryan Brosas: like, there’s, like, EMP, likes, comments,
165 00:23:34.810 ⇒ 00:23:35.650 Robert Tseng: I see.
166 00:23:36.270 ⇒ 00:23:43.770 Ryan Brosas: I’m not sure clicks, because clicks, I guess, is more of, like, when we are using a shortener.
167 00:23:47.190 ⇒ 00:24:01.829 Robert Tseng: Yeah, I mean, impressions are just views, that’s fine. And then, what is engagement? Why is engagement 3%? Oh, is that just likes? 8 over 254 is 3%, I see. I see. Engagement weights likes and comments equally?
168 00:24:02.000 ⇒ 00:24:05.420 Robert Tseng: I’m assuming, yeah, it does. It’s,
169 00:24:05.960 ⇒ 00:24:09.630 Robert Tseng: 66, 36, yeah, it’s about 1.9%. Okay.
170 00:24:11.100 ⇒ 00:24:12.400 Robert Tseng: Interesting.
171 00:24:21.910 ⇒ 00:24:27.710 Luke Scorziell: But impressions and stuff don’t really show up on… it’s only for UTAM’s account? I don’t really get it.
172 00:24:28.450 ⇒ 00:24:42.220 Ryan Brosas: Yeah, I’m not sure, because I think it’s delayed or something, but I will reach out to the ordinal team on how it works, so I can provide you an answer for that.
173 00:24:42.220 ⇒ 00:24:48.859 Robert Tseng: Okay, I mean, I just want you guys to be, like, you know, when you make… when you put more effort into posts, like, just…
174 00:24:49.080 ⇒ 00:24:53.120 Robert Tseng: show… show that it… show if it’s working or not. Like, I… I don’t… I’m like…
175 00:24:53.370 ⇒ 00:25:12.070 Robert Tseng: I’m, like, visually, like, it looks nice, but I’m not necessarily convinced that, like, it… it’s, like, it performs better. Like, I still don’t really know what posts performed the best. Are we learning from them? Is it the carousel? Is it the topic? Is it the style of writing? Like, what adjustments do we make, and do we see, like, better engagement from it? Like, I don’t…
176 00:25:12.070 ⇒ 00:25:14.969 Robert Tseng: I don’t really feel like I have that level of… of…
177 00:25:14.970 ⇒ 00:25:17.180 Robert Tseng: Understanding from what we’re doing here.
178 00:25:17.210 ⇒ 00:25:23.589 Robert Tseng: Other than, like, number of posts we… like, that’s the level that… that’s the only thing that I see.
179 00:25:24.780 ⇒ 00:25:26.150 Ryan Brosas: Yeah, that is not it.
180 00:25:29.010 ⇒ 00:25:33.620 Luke Scorziell: Okay.
181 00:25:33.620 ⇒ 00:25:34.770 Robert Tseng: Okay, yeah.
182 00:25:36.120 ⇒ 00:25:39.200 Luke Scorziell: Interesting, too. I guess, I don’t know if it’s giving us the full month.
183 00:25:40.590 ⇒ 00:25:42.860 Luke Scorziell: No, not really.
184 00:25:47.370 ⇒ 00:25:54.440 Luke Scorziell: Yeah, weird. Okay. So, I can start… yeah, we can start tracking that then, because I think if we’re also doing fewer,
185 00:25:56.530 ⇒ 00:26:00.470 Luke Scorziell: posts overall would be easier to look back. So maybe that’s a review that we can add.
186 00:26:03.530 ⇒ 00:26:18.879 Luke Scorziell: Because I think I’m kind of gut sensing, like, when I look at the posts and see, like, what’s doing well and what’s not. Like, I’m seeing, obviously, the partnership posts do well, the, like, more POV general posts I’m noticing are doing better.
187 00:26:19.580 ⇒ 00:26:23.529 Luke Scorziell: That take, like, a specific stance, on something.
188 00:26:24.320 ⇒ 00:26:24.840 Luke Scorziell: So…
189 00:26:24.840 ⇒ 00:26:25.250 Robert Tseng: Yeah.
190 00:26:25.680 ⇒ 00:26:34.690 Robert Tseng: Yeah, I mean, I think your intuition’s probably right on most things, I just… I just wanna… I just wanna see it, but… Yeah. I just wanna… I just want you to be able to validate it with data as well.
191 00:26:35.110 ⇒ 00:26:40.969 Luke Scorziell: So, okay, so those are… I mean, that’s kind of… this is, I guess, what we’ve got. I mean, I can run through all of them, but…
192 00:26:41.150 ⇒ 00:26:41.889 Luke Scorziell: somewhere there.
193 00:26:41.890 ⇒ 00:26:46.840 Robert Tseng: No, yeah, we don’t need to run through them all. It’s just, you know, anything that you want to call out about, like, the week.
194 00:26:46.840 ⇒ 00:26:47.190 Luke Scorziell: We’re doing…
195 00:26:47.190 ⇒ 00:26:49.210 Robert Tseng: Wing, this number, yeah, whatever, like, so…
196 00:26:49.210 ⇒ 00:26:56.340 Luke Scorziell: I think just the Omni post and the Snowflake post are the two that I see kind of being the experiment ones this week.
197 00:26:56.340 ⇒ 00:26:56.980 Robert Tseng: Okay.
198 00:26:57.340 ⇒ 00:27:07.850 Luke Scorziell: And then hosting the webinar. So, I think we could throw together, like, an MVP webinar by Thursday. Hannah, I’ll talk with you about it. I don’t… again, I don’t think it’s, like…
199 00:27:08.350 ⇒ 00:27:10.190 Luke Scorziell: Yeah, we can…
200 00:27:10.190 ⇒ 00:27:12.879 Hannah Wang: Do you mean? Sorry, not a webinar?
201 00:27:12.880 ⇒ 00:27:14.019 Luke Scorziell: Yeah, sorry, office hours.
202 00:27:14.020 ⇒ 00:27:14.410 Hannah Wang: personal.
203 00:27:14.410 ⇒ 00:27:15.100 Luke Scorziell: webinar.
204 00:27:15.100 ⇒ 00:27:15.760 Hannah Wang: Sure.
205 00:27:17.570 ⇒ 00:27:18.290 Robert Tseng: Cool.
206 00:27:20.160 ⇒ 00:27:22.360 Luke Scorziell: Did you want to see anything else?
207 00:27:23.170 ⇒ 00:27:28.259 Robert Tseng: Yeah, no, on the content side, I mean, just that makes sense that that’s what’s coming.
208 00:27:28.430 ⇒ 00:27:37.649 Robert Tseng: Yeah, I mean, you guys have had some time to kind of sit with some of this stuff, like, I wanted to ask about the Blot Out campaign specifically, if we’re gonna transition the campaigns now.
209 00:27:37.810 ⇒ 00:27:40.490 Robert Tseng: I want to know, kind of, like, how our…
210 00:27:41.570 ⇒ 00:27:50.150 Robert Tseng: you know, when I say campaign, it’s, I guess it’s a bit confusing, but I view a campaign as, like, anything involving a
211 00:27:50.490 ⇒ 00:27:54.959 Robert Tseng: a list that we’re specifically going after. So that could be, like.
212 00:27:55.150 ⇒ 00:28:12.930 Robert Tseng: it’s usually an outbound situation, and it’s probably LinkedIn… it starts LinkedIn, and sometimes we’re including email in some situations now, and I think LinkedIn email is always going to be kind of the mix that we have. We’re not doing any cold calls yet, so I don’t think this is that complicated, so…
213 00:28:12.930 ⇒ 00:28:24.019 Robert Tseng: Yeah, I… my… I’m aware that this is the one campaign that’s out right now, other than the agency one, so, like, kind of, what’s… what’s… what’s, how are we performing on both campaigns?
214 00:28:26.500 ⇒ 00:28:27.180 Luke Scorziell: Yeah.
215 00:28:33.330 ⇒ 00:28:38.359 Luke Scorziell: Anna, do you want to pull up the… or I guess we don’t really need the sheet, but it might be helpful to look at if you have it.
216 00:28:38.600 ⇒ 00:28:39.190 Luke Scorziell: Andy.
217 00:28:39.190 ⇒ 00:28:43.310 Hannah Wang: I mean, the blot-out isn’t on the sheet, but I can pull it up.
218 00:28:47.460 ⇒ 00:28:52.430 Hannah Wang: I don’t think any of these numbers are updated.
219 00:28:55.080 ⇒ 00:29:03.569 Hannah Wang: I mean, I’ve been touching this sheet just to add, like, upcoming partnership-related events, but then in terms of, great. Yeah.
220 00:29:03.740 ⇒ 00:29:08.170 Hannah Wang: In terms of, like, actual sales, like, service campaigns, I haven’t…
221 00:29:08.480 ⇒ 00:29:21.040 Hannah Wang: I haven’t been super in the loop for that, so if maybe, Rico, you can add them here, I think that’d be helpful for me and the team.
222 00:29:22.910 ⇒ 00:29:23.620 Hannah Wang: So…
223 00:29:23.620 ⇒ 00:29:30.810 Luke Scorziell: Yeah, we haven’t had a good workflow necessarily around this. I think the blot-out and agency ones,
224 00:29:31.970 ⇒ 00:29:34.120 Hannah Wang: Okay, they’re in progress, right?
225 00:29:34.410 ⇒ 00:29:35.030 Luke Scorziell: Yeah.
226 00:29:35.200 ⇒ 00:29:41.410 Luke Scorziell: And then, I mean, we kinda… I don’t know that we have, like, more data since…
227 00:29:41.600 ⇒ 00:29:47.210 Luke Scorziell: This morning, does that… Yeah, the,
228 00:29:51.450 ⇒ 00:29:55.400 Luke Scorziell: The two… I think I was sending out…
229 00:29:55.610 ⇒ 00:29:59.700 Luke Scorziell: Tomorrow is the… the date that… that…
230 00:30:02.610 ⇒ 00:30:07.110 Luke Scorziell: the warming up was supposed to finish, I believe, of the account.
231 00:30:07.590 ⇒ 00:30:09.110 Luke Scorziell: Okay, that’s true.
232 00:30:09.110 ⇒ 00:30:10.749 Robert Tseng: Feet is helpful.
233 00:30:12.130 ⇒ 00:30:13.090 Robert Tseng: Yeah, go ahead.
234 00:30:14.410 ⇒ 00:30:16.940 Luke Scorziell: Oh, I mean, I could give you an,
235 00:30:17.720 ⇒ 00:30:21.549 Luke Scorziell: We could look at the number of people that we’re reaching out to.
236 00:30:21.550 ⇒ 00:30:27.789 Robert Tseng: I mean, it doesn’t seem like you guys are ready to read out on it, so I don’t really want to kind of wait for us to go into poll and stuff.
237 00:30:28.910 ⇒ 00:30:32.880 Luke Scorziell: Yeah, so I think, like, this is helpful for us, like, to…
238 00:30:33.600 ⇒ 00:30:36.109 Luke Scorziell: Like, I think going through this with Ryan and Rico.
239 00:30:37.110 ⇒ 00:30:41.910 Luke Scorziell: particularly Ryan helping Rico, with some of the stuff, I think.
240 00:30:43.410 ⇒ 00:30:46.659 Luke Scorziell: I have the confidence now, a little more, that we can just…
241 00:30:46.990 ⇒ 00:30:50.020 Luke Scorziell: Like, I know what I need to do, which is build out a list.
242 00:30:50.280 ⇒ 00:30:56.700 Luke Scorziell: I guess, which I already… we’ve already, like, known, but just in theory, but in practice, I guess, being able to do it with Ricoh.
243 00:30:56.920 ⇒ 00:30:59.340 Luke Scorziell: It’s helpful to… to launch both of these.
244 00:31:01.350 ⇒ 00:31:15.089 Robert Tseng: Okay, great. I mean, I don’t have an action item to, like, basically draft campaigns for the next month, month out, so, I’m gonna create some briefs, we’re gonna put it in here, and, we’re gonna have to just go through an exercise. Like, we can’t have, like.
245 00:31:15.090 ⇒ 00:31:23.960 Robert Tseng: you know, 10 things and proposed or whatever, like, we just gotta have to… we have to sequence them a bit more. So, I think this is, like, it’s good that I… we brought this back to attention, but…
246 00:31:23.960 ⇒ 00:31:27.830 Robert Tseng: I would say that probably moving forward on the week… on a weekly, like.
247 00:31:27.830 ⇒ 00:31:48.709 Robert Tseng: we may not always pull this up on every WBR, but I think we should, like, we should have this ready. So, we can pull it up and see how many campaigns are we running currently, which ones are about to end, like, you know, where do we slot things in? So, we were running it like that before, and I just feel like we… I mean, seems like we’re not really tracking anything right now, so, yeah.
248 00:31:48.710 ⇒ 00:31:53.989 Robert Tseng: It’s, it’s like the scaffolding is there, but this is, like, doesn’t really tell me much right now.
249 00:31:55.780 ⇒ 00:31:56.330 Luke Scorziell: Yeah.
250 00:31:56.330 ⇒ 00:32:13.749 Hannah Wang: Rico, when you… I know you have another sheet for tracking lead lists, but I like to add them here, so if you just add them here with the date of the start or the event, then we can have, like, a running list of all of them in one place.
251 00:32:14.080 ⇒ 00:32:16.099 Rico Rejoso: That’s just a call out there.
252 00:32:16.780 ⇒ 00:32:17.780 Rico Rejoso: Okay. Got it, Jess.
253 00:32:17.780 ⇒ 00:32:18.450 Robert Tseng: Zero.
254 00:32:18.940 ⇒ 00:32:19.520 Hannah Wang: Yeah.
255 00:32:20.230 ⇒ 00:32:33.869 Robert Tseng: Okay, great. So we’re at 10 people with the event, so that was the minimum threshold for us to run it, so I think we’re good, but it’s crazy. Austin just had a shooting yesterday, so I wonder if people are gonna be, like, kind of…
256 00:32:34.050 ⇒ 00:32:47.520 Robert Tseng: worried about that, so… and it’s, like, not… it’s pretty close to, this event, so… kind of… kind of scary. But hopefully… hopefully that, you know, it’s just…
257 00:32:48.030 ⇒ 00:32:49.150 Robert Tseng: It’s okay.
258 00:32:49.730 ⇒ 00:33:01.919 Hannah Wang: Yeah. I don’t know if you want to approve these. I added more info about these two. I think these are not friends of Brainforge, question mark. I think Ian is the
259 00:33:02.040 ⇒ 00:33:03.590 Hannah Wang: Insurance guy.
260 00:33:03.790 ⇒ 00:33:13.849 Robert Tseng: Okay, well, yeah, they should accept it. I mean, I’m sorry, I mean, if you… if you… I would just say use your judgment if you think he’s the right… if they’re… if they’re, like, remotely close to being a lead, then I would just bring him in.
261 00:33:13.850 ⇒ 00:33:18.270 Hannah Wang: automatically. Okay. Sure.
262 00:33:18.270 ⇒ 00:33:22.840 Robert Tseng: Oh, it’s in the list? Oh, I see. Okay, you want me to just click into? Okay, sure, fine, you can do that.
263 00:33:25.640 ⇒ 00:33:28.310 Luke Scorziell: And did we track these as MQLs for this week?
264 00:33:28.830 ⇒ 00:33:29.600 Luke Scorziell: Or…
265 00:33:29.600 ⇒ 00:33:35.020 Hannah Wang: I didn’t. I don’t… Do they count? I can’t… I don’t really know.
266 00:33:37.170 ⇒ 00:33:39.150 Robert Tseng: Yeah, I would consider them an MQL.
267 00:33:39.480 ⇒ 00:33:42.280 Hannah Wang: Oh, okay, then we have, like, 6.
268 00:33:42.680 ⇒ 00:33:43.250 Hannah Wang: Yeah.
269 00:33:43.250 ⇒ 00:34:02.420 Robert Tseng: Like, I want you guys to feel like your effort is bringing people in, if it’s a… to me, it’s a high-intended action, like, so it’s not… I’m not trying to just give you guys time. You guys are just not taking credit for things. That’s why I’m looking at it as I’m like, okay, looks like it’s zero, like, what do you want me to say?
270 00:34:03.980 ⇒ 00:34:06.050 Hannah Wang: We’re too humble.
271 00:34:07.040 ⇒ 00:34:08.190 Hannah Wang: Okay, yeah.
272 00:34:08.229 ⇒ 00:34:13.329 Luke Scorziell: And what, 6 times… 10, so 60,000, so it was actually a pretty good week.
273 00:34:13.840 ⇒ 00:34:24.339 Robert Tseng: Yeah, like, this is a good week. This should incentivize us to be like, huh, maybe we should run some of these. Like, this was just Hannah putting together a Luma last Monday, and then we sent it out, you know, we could…
274 00:34:24.350 ⇒ 00:34:43.809 Robert Tseng: if that’s gonna bring us people to us, and we can meet all of them in the same setting, that’s great. I mean, we’re gonna qualify all of them, all in that, you know, in that event, and, you know, we’ll see what happens afterwards. I actually think both of those people are good fits. They’re both founders, or, you know, they have networks in Austin, so we should let them both in.
275 00:34:45.159 ⇒ 00:34:49.329 Hannah Wang: And then I’m gonna approve Ian. Okay. Yay!
276 00:34:50.409 ⇒ 00:34:56.269 Luke Scorziell: That’s pretty… yeah, okay, so, yeah, because I was… I’m like, I… I feel like we’re not just, like…
277 00:34:56.589 ⇒ 00:35:01.019 Luke Scorziell: turning, or, like, spinning wheels, I feel like. But yeah, okay, that’s helpful.
278 00:35:01.870 ⇒ 00:35:10.410 Robert Tseng: I was pretty surprised myself that, you know, I have to come up here and say a story, so, you know, that’s… that’s the… you guys helped me to tell a better story.
279 00:35:12.030 ⇒ 00:35:19.220 Luke Scorziell: Yeah, and I mean, this… so… which I think we already are talking about, but it’s like, how are we gonna switch
280 00:35:19.550 ⇒ 00:35:23.989 Luke Scorziell: Or, kind of, if events are more of where it’s at, and the…
281 00:35:24.440 ⇒ 00:35:28.700 Luke Scorziell: The office hour thing, or if it’s, like, We’d have, like, a…
282 00:35:28.920 ⇒ 00:35:34.770 Luke Scorziell: I don’t know, once a month, like, happy hours or just simple things, I feel like that would be better than…
283 00:35:35.920 ⇒ 00:35:42.280 Robert Tseng: Yeah, I would prefer, like, the takeaway to be, like, look, when we do these events, like, we’re able to edit.
284 00:35:42.280 ⇒ 00:35:58.230 Robert Tseng: That way, I don’t have to go back to UTAM and be like, hey, the only way for us to grow pipeline is to add another person, and that’s just, like, another salary headcount to do it. I would rather take that money and put it into an events budget, or to put it into… if we need… if we want to test a LinkedIn ad, which…
285 00:35:58.230 ⇒ 00:36:11.779 Robert Tseng: I still think I’m interested in testing in Q2. It’s just like taking our best performing post or something about Brain Forge, and we just put it on… we just promote it with however many dollars per week, and it just kind of sits there as an evergreen post that’s always…
286 00:36:11.780 ⇒ 00:36:25.190 Robert Tseng: always there, and then my… I think those are more interesting, like, brand awareness things that are not, like, a flash-in-the-pan, like, post that we do. So, like, I think those are all things that we should… we should be trying to, like.
287 00:36:25.190 ⇒ 00:36:37.409 Robert Tseng: think about strategically, like, I… yeah, so… and I… I don’t always want to look at something and be like, well, we’re not good at this, so that means we need to hire somebody, because, like, I don’t actually think that’s the answer, so…
288 00:36:37.490 ⇒ 00:36:41.290 Robert Tseng: For a lot of… for a lot of situations. Sometimes we actually do, but…
289 00:36:41.750 ⇒ 00:36:49.590 Luke Scorziell: Well, there’s… yeah, okay, so this is helpful, because I feel like the story from last week coming, at least when we did our, kind of like, Friday…
290 00:36:49.820 ⇒ 00:36:57.550 Luke Scorziell: stand up, check-in, like, was it, I think, between Hannah, Ryan, and I think Rico too, but, and I, it’s just that…
291 00:36:58.130 ⇒ 00:37:06.679 Luke Scorziell: Like, it feels like there’s more momentum, more alignment on what we’re doing, and that we’re actually starting to make
292 00:37:07.500 ⇒ 00:37:09.519 Luke Scorziell: more progress, whereas…
293 00:37:10.130 ⇒ 00:37:22.500 Luke Scorziell: Yeah, so it seems like we’re kind of calibrating and dialing in as a team, like, how we work well together, and and how we can best support each other. So for me, that felt like a big win from last week, and…
294 00:37:22.830 ⇒ 00:37:24.989 Luke Scorziell: And I think the result of that is that…
295 00:37:25.960 ⇒ 00:37:45.100 Luke Scorziell: we’re kind of… we decided, let’s stop producing a ton of lead magnets and slim down and just try it. Like, Ryan is taking a lot more ownership over content, which has been great. And then that’s allowed me to then kind of focus on some of the agency stuff and the calls with,
296 00:37:45.250 ⇒ 00:37:48.069 Luke Scorziell: With them, and then thinking more about,
297 00:37:48.300 ⇒ 00:37:52.900 Luke Scorziell: how we can be strategic with some of the events. So that, like, coming off last week.
298 00:37:53.310 ⇒ 00:37:57.179 Luke Scorziell: Well, like, we have… we have good momentum coming into this week, to me.
299 00:37:58.160 ⇒ 00:37:58.780 Robert Tseng: Yeah.
300 00:38:01.250 ⇒ 00:38:02.070 Luke Scorziell: But…
301 00:38:02.070 ⇒ 00:38:14.530 Robert Tseng: Okay. Cool, I mean, and then, like, you know, I don’t want to be… I mean, I have… the start of the month is usually, I kind of think a little bit, I look… I look further into the future a little bit. So yeah, I mean…
302 00:38:14.890 ⇒ 00:38:29.670 Robert Tseng: we’re still gonna kind of lay out some of these things for the rest of the month, so, like, that stuff is still gonna happen this week. Yeah, no one can run at the same speed 24-7 forever, so, you know, you gotta use this week to kind of recalibrate. If you… if momentum is taking you in a certain direction.
303 00:38:29.670 ⇒ 00:38:35.460 Robert Tseng: Luke, you’ve already articulated your bets, like, you know, that’s, you know, we’re gonna transition over to making the bets conversation. I wanna…
304 00:38:35.460 ⇒ 00:38:37.290 Robert Tseng: Want to make sure that we’re aligned there.
305 00:38:37.290 ⇒ 00:38:54.230 Robert Tseng: But yeah, I mean, these calls, like, I mean, I… you know, just… just want to reiterate, like, try to come to these calls more prepared, guys, like, if you’re… I’m obviously gonna look at the data beforehand. I basically set aside 30 minutes before this call, and I just read it, and I just try to unders… try to… I try to, like.
306 00:38:54.230 ⇒ 00:39:06.450 Robert Tseng: put together the story, then I run it by you guys, like, in this call. I just kind of read out how I’m interpreting it, and if you don’t have an opinion, if you’re like, that doesn’t feel right, that’s not giving enough credit because of whatever, then…
307 00:39:06.450 ⇒ 00:39:23.950 Robert Tseng: we need to be able to… you need to be able to, like, push back and tell me that, like, hey, actually, MQL pipeline is higher. Like, we… it feels like if we didn’t go through, kind of, checking all these other things, like, it would have just, you know… it’s a totally different story. So, yeah, I, you know, I think that this is, like, not…
308 00:39:24.190 ⇒ 00:39:26.700 Robert Tseng: Yo, I mean, I hope that you guys will just…
309 00:39:27.310 ⇒ 00:39:43.470 Robert Tseng: I mean, fill it in earlier, or, like, I don’t know what it is, meet before you… before you come to this meeting, just, like, make sure that, like, by the time I look at the data, it’s, like, pretty accurate. Obviously, things can change, and we can adjust it, like, this is… it’s not a board meeting, so, like, nothing is, like.
310 00:39:43.470 ⇒ 00:39:59.099 Robert Tseng: even though everything is recorded, this is not going out to a bunch of shareholders and, like, locked in… locked in stone. But, like, can you imagine if this was, like, we had to do quarterly reports to, like, our… our VCs, or, like, to VCs, investors, or… or shareholders, and then in the middle of the call, I have to, like.
311 00:39:59.260 ⇒ 00:40:07.839 Robert Tseng: change the story, because the team is, like, backfilling data as I’m talking. That would not… that would not fly, right? So, we kind of just…
312 00:40:07.840 ⇒ 00:40:09.440 Luke Scorziell: Yeah, watch, yeah.
313 00:40:09.440 ⇒ 00:40:10.470 Robert Tseng: Wait, wait, please.
314 00:40:10.470 ⇒ 00:40:10.890 Luke Scorziell: What?
315 00:40:10.890 ⇒ 00:40:13.100 Robert Tseng: Please just help represent yourself better.
316 00:40:14.270 ⇒ 00:40:28.370 Luke Scorziell: Yeah, which… so we… I mean, this week… last week and this week, I think, were the first times we did meet before. This week was more just kind of co-working, putting stuff in, making sure we got it all. And then last week, a little more, like, I kind of…
317 00:40:28.820 ⇒ 00:40:35.320 Luke Scorziell: I think we had the data in earlier, and then I kind of went through the… The story,
318 00:40:36.090 ⇒ 00:40:41.799 Luke Scorziell: So, yeah, I think just with all, yeah, probably all of us, there’s, like, Having the confidence that we’re…
319 00:40:42.160 ⇒ 00:40:44.769 Luke Scorziell: Doing a good job, so I think, yeah, just.
320 00:40:44.770 ⇒ 00:40:55.130 Robert Tseng: Yeah, you should know the metric that your name is on better than I do. Like, I’m not, like, in it every day. Like, I… maybe I will be more this week, because things are a little slower on the client side, but
321 00:40:55.300 ⇒ 00:41:12.389 Robert Tseng: But yeah, I mean, ultimately, like, this helps us to make the strategic decisions we need to make, to impact, you know, performance. If we want to issue bonuses, we want to, like, give good… give good things to the team. So, like, it’s, and we also need to know, like.
322 00:41:12.390 ⇒ 00:41:16.340 Robert Tseng: can we re… can we rely on this to make staffing decisions? Like.
323 00:41:16.340 ⇒ 00:41:30.320 Robert Tseng: Rico’s time is a little bit more freed up now because Kayla’s here, so, like, do we move Rico more into sales, or do we, like… I mean, he also has more responsibilities somewhere else. Like, those are some of the conversations that we have behind the scenes that, like, I…
324 00:41:30.320 ⇒ 00:41:49.760 Robert Tseng: you know, if I don’t have the right story, then I’m gonna make… I’m just gonna make the wrong decision, probably. So, I… I think, you know, that’s how you guys should, try to… try to think about this. Okay, well anyway, I’m not gonna spend too much more time on, kind of, just the… it’s not like everything was irrelevant, it just kind of changed the story for the MQLs, which is… which is good.
325 00:41:49.800 ⇒ 00:42:05.030 Robert Tseng: So I’m glad we… at least we… we caught that. But yeah, let’s gotta move into bets for the week. Yeah, I mean, would like to just hear, you know, something from each person. Maybe just pick one, and we don’t have to… we don’t have to do three. I think sometimes…
326 00:42:05.030 ⇒ 00:42:10.630 Robert Tseng: we don’t end up getting to everyone with just… with just one. So, just kind of pick one thing that…
327 00:42:11.140 ⇒ 00:42:17.729 Robert Tseng: Maybe, yeah, like a… whether it’s a ticket, or, like, kind of a hypothesis, or whatever it is that you’re working on that
328 00:42:17.860 ⇒ 00:42:28.440 Robert Tseng: you know, you’re… I just want to know, like, what’s, like, the main thing that when I catch up with you later in the week, I can ask you about, like, hey, how did that go?
329 00:42:34.030 ⇒ 00:42:41.619 Hannah Wang: I can go first, sorry, I had a brain fart. Mine is…
330 00:42:41.970 ⇒ 00:42:49.560 Hannah Wang: working on the lead magnets, so probably that Omni one, is probably top of mind for me, so I’ll…
331 00:42:49.730 ⇒ 00:42:54.170 Hannah Wang: I’ll work with the team to get that out the door, and hopefully…
332 00:42:54.420 ⇒ 00:42:56.780 Hannah Wang: We have more MQLs next week.
333 00:42:57.180 ⇒ 00:42:57.850 Hannah Wang: That’s it.
334 00:42:57.850 ⇒ 00:43:00.660 Robert Tseng: Okay. But what is the Omni Lead Manage exactly?
335 00:43:01.310 ⇒ 00:43:04.249 Hannah Wang: It’s like an office hour that we want to hold.
336 00:43:04.250 ⇒ 00:43:05.410 Robert Tseng: That one, okay, sure.
337 00:43:06.690 ⇒ 00:43:14.260 Robert Tseng: Are they doing anything to promote it forward with us? Or, like, we call it the Omni thing, but, like, is it just us doing a demo, or, like, talking about Omni?
338 00:43:15.740 ⇒ 00:43:18.310 Luke Scorziell: I had this idea this morning, so we haven’t really…
339 00:43:19.270 ⇒ 00:43:24.090 Luke Scorziell: run their way as much, but I was just thinking that instead of just
340 00:43:24.200 ⇒ 00:43:28.050 Luke Scorziell: Because I’m like, because we’re gonna post about Omni every week, I don’t just want to post, like, a…
341 00:43:28.330 ⇒ 00:43:35.530 Luke Scorziell: an ad about, oh, Omni’s, like, the greatest, whatever. It’s like, I like the idea of doing a post this week that’s, like.
342 00:43:36.850 ⇒ 00:43:45.139 Luke Scorziell: here’s something we’re doing in Omni, come… we’re gonna be on Zoom for 30 minutes, Thursday at whatever time,
343 00:43:45.480 ⇒ 00:43:47.699 Luke Scorziell: Like I said, I need to check with you guys,
344 00:43:48.060 ⇒ 00:43:54.660 Luke Scorziell: to… to run through it with you. And then, whether or not Omni wants to join, we can…
345 00:43:54.790 ⇒ 00:44:01.170 Luke Scorziell: maybe have them promote it. And if this is, like, too soon of a turnaround for
346 00:44:01.320 ⇒ 00:44:02.750 Luke Scorziell: Omni for this week?
347 00:44:03.040 ⇒ 00:44:11.640 Luke Scorziell: I guess we could just do it next week and ask if someone wants to join with us, and then just have, like, a generic office hours. I just wanted us to practice the, like.
348 00:44:12.720 ⇒ 00:44:17.339 Luke Scorziell: What does it look like to do this motion so that we can kind of
349 00:44:17.640 ⇒ 00:44:22.260 Luke Scorziell: See if it works, and then if it does work, then we can ingrain it a little more deeply into
350 00:44:22.550 ⇒ 00:44:23.450 Luke Scorziell: our rhyth.
351 00:44:24.640 ⇒ 00:44:25.310 Robert Tseng: Okay.
352 00:44:31.170 ⇒ 00:44:34.220 Ryan Brosas: For me, I think…
353 00:44:34.520 ⇒ 00:44:49.299 Ryan Brosas: it will be based on the MQL, so, the one thing that we want to push is the newsletter, sequence, like, a 5-days, email, like.
354 00:44:49.470 ⇒ 00:44:50.990 Ryan Brosas: Regarding to, like.
355 00:44:51.470 ⇒ 00:45:02.709 Ryan Brosas: promoting, or the goal is to provide awareness and also, like, inform them why data is important to having AI.
356 00:45:02.850 ⇒ 00:45:06.880 Ryan Brosas: And I think that would be my… my focus, and also, like.
357 00:45:07.370 ⇒ 00:45:26.520 Ryan Brosas: like, thinking of a way of, like, how we can increase that more, like, including some template, including anything that would, would, like, it’s like, when you’re, when you’re, you’re bartering something, like, it would be, like, a good value for their email.
358 00:45:26.630 ⇒ 00:45:35.369 Ryan Brosas: I’m thinking of that, how we can bring, like, templates and such, and other, resources that we have.
359 00:45:35.610 ⇒ 00:45:42.690 Ryan Brosas: So, we can have those, you know, MQLs on our weekly… on our weekly basis.
360 00:45:47.400 ⇒ 00:45:47.930 Luke Scorziell: Great.
361 00:45:48.480 ⇒ 00:45:49.100 Robert Tseng: Okay.
362 00:45:54.650 ⇒ 00:45:57.140 Rico Rejoso: Yeah, for mine, I can go next, I’m sorry.
363 00:45:57.480 ⇒ 00:45:58.540 Robert Tseng: Yeah. Yep.
364 00:45:58.540 ⇒ 00:46:09.370 Rico Rejoso: For mine will be to ramp up with the tools that I’ve been, syncing in with Ryan, instantly clear and such, so I can execute campaign solo and, you know, take a…
365 00:46:09.890 ⇒ 00:46:19.460 Rico Rejoso: maybe take up more campaign as we move through it, and, you know, take some burden off Ryan’s as well, when it comes to launching for, marketing.
366 00:46:21.030 ⇒ 00:46:23.770 Rico Rejoso: I guess that’s the only one bet I have.
367 00:46:24.700 ⇒ 00:46:25.270 Robert Tseng: Okay.
368 00:46:29.400 ⇒ 00:46:37.660 Luke Scorziell: Yeah, I guess my biggest bet is that trimming down the lead magnet strategy to just the…
369 00:46:37.970 ⇒ 00:46:46.530 Luke Scorziell: email sequence that Ryan mentioned, and the office hour type thing will drive up our MQLs from content.
370 00:46:47.630 ⇒ 00:46:50.159 Luke Scorziell: So that, yeah, I guess my biggest…
371 00:46:50.690 ⇒ 00:46:53.699 Luke Scorziell: But at least, yeah, specific to here is.
372 00:46:53.700 ⇒ 00:46:54.710 Robert Tseng: It’s driving.
373 00:46:55.120 ⇒ 00:46:58.860 Luke Scorziell: Driving both of those forward, and then… Second.
374 00:46:59.020 ⇒ 00:47:01.040 Luke Scorziell: I know we’re only doing one, but .
375 00:47:01.040 ⇒ 00:47:01.710 Robert Tseng: Okay.
376 00:47:02.320 ⇒ 00:47:06.669 Luke Scorziell: Yeah, doing… doing, pranav and I have the demo call tomorrow.
377 00:47:06.810 ⇒ 00:47:12.149 Luke Scorziell: I think we both… I’ve never done a demo before, so I was like.
378 00:47:12.900 ⇒ 00:47:18.749 Luke Scorziell: Yeah, I think we had a good prep call in realizing that we were not prepped.
379 00:47:18.900 ⇒ 00:47:23.289 Luke Scorziell: Enough this morning, and Tom gave us some good feedback.
380 00:47:23.480 ⇒ 00:47:25.540 Luke Scorziell: So…
381 00:47:26.020 ⇒ 00:47:30.599 Luke Scorziell: Yeah, I think I just… I want to make sure that we go into tomorrow with, like, something that’s,
382 00:47:31.250 ⇒ 00:47:39.280 Luke Scorziell: Good, so I just, I built, like, a cursor app, to show, so… Yeah, I think…
383 00:47:39.550 ⇒ 00:47:45.850 Luke Scorziell: Learning more of the sales stuff will… is, like, a sub… sub-bet as I go through this agency campaign.
384 00:47:46.390 ⇒ 00:47:49.869 Robert Tseng: Nice, yeah, yeah, I mean, I’m… as you…
385 00:47:50.150 ⇒ 00:48:03.370 Robert Tseng: there’s no… I mean, as you’re talking to leads, like, that’ll force you to fill in the gaps that you need, because you need to persuade someone, and that’s… that is ultimately the bar for all of… for all the stuff that we’re doing. So…
386 00:48:03.780 ⇒ 00:48:11.300 Robert Tseng: Okay, and then for me, I think it’s really the partnerships thing that I was talking about earlier, this, at the stand-up, so…
387 00:48:12.260 ⇒ 00:48:26.189 Robert Tseng: yeah, how do we accelerate the qualification partners and, like, drive towards, kind of co-marketing? So it’s really just, like, cycling through those, like, qualification bronze, silver tier people, and…
388 00:48:26.280 ⇒ 00:48:40.739 Robert Tseng: yeah, like, what’s really worth putting our time into. So, yeah, I think, like, we’ve already trimmed down the partner list, but I could see it creeping up, because we always talk to people who are, like, kind of connecting us to new partners as well, so…
389 00:48:42.480 ⇒ 00:48:49.529 Robert Tseng: Yeah, I just feel like no matter what we do, just being… we can’t get away from partnerships, and we just need, like, a more, like,
390 00:48:50.230 ⇒ 00:48:57.809 Robert Tseng: me a more streamlined way of, like, going… of, like, of channeling our… our efforts, our energy in the partner efforts, so…
391 00:48:57.970 ⇒ 00:49:15.320 Robert Tseng: still just gonna keep UTAP focused on just Snowflake, and Omni, I don’t want him thinking about anybody else, unless it, like, becomes up to a point where it’s necessary for him to just jump in and talk about things. So, like, how do we really keep the momentum going on every… on everyone else?
392 00:49:15.320 ⇒ 00:49:20.370 Robert Tseng: So I think that’s… that’s kind of the biggest thing that I feel like I… I need to figure out.
393 00:49:20.380 ⇒ 00:49:24.630 Robert Tseng: This week. So… Okay.
394 00:49:24.910 ⇒ 00:49:33.049 Robert Tseng: Cool. Well, we don’t have to use it the full time. I think that’s pretty much what we have. I guess for those of you that weren’t at the…
395 00:49:33.490 ⇒ 00:49:39.779 Robert Tseng: Yeah, I think I can share this out as well.
396 00:49:40.500 ⇒ 00:50:00.109 Robert Tseng: Yeah, I just want to give some perspective as you guys are kind of qualifying leads, like, I know the ICP exercise is just, like, one part. Those of you that are building lead lists and… and, you know, you’re looking at accounts and just trying to see, like, does they actually fit, like, like, somebody that Brainforge would work with? Like, I think this is a helpful, kind of.
397 00:50:00.180 ⇒ 00:50:03.860 Robert Tseng: view. This is the weekly business review rolled up to the monthly.
398 00:50:04.020 ⇒ 00:50:07.219 Robert Tseng: Oh, thanks, Rico, I see you doing that. Oh, great! I am…
399 00:50:07.350 ⇒ 00:50:11.399 Robert Tseng: Yes, this is exactly what I want to see, yeah.
400 00:50:11.680 ⇒ 00:50:20.000 Robert Tseng: That would be helpful. Okay, well anyway, not to rush you, you’ll get to it when you get to it, but this is great. This is exactly what I was hoping, hoping to see.
401 00:50:20.030 ⇒ 00:50:33.080 Robert Tseng: Yeah, so, like, I am paying attention to, like, what our close rate is for our active pipeline. And, and then, like, you can see, kind of from data that Rico helped me pull.
402 00:50:33.080 ⇒ 00:50:42.029 Robert Tseng: what our average, like, contract… what kind of the trajectory of the… of the deals that we’re signing, from a… just purely valuation perspective. So…
403 00:50:43.540 ⇒ 00:50:52.109 Robert Tseng: throughout Brain Forge history, the total contract value, average contract value is, like, around 15.
404 00:50:52.240 ⇒ 00:51:08.070 Robert Tseng: Now, with kind of the deals that we are kind of working with and that are active, our pipeline of those, those that we’ve kept around, the average monthly contract value has more than doubled since the inception of… we’re just, like, you know, we’re… we’re… we’ve definitely moved into a different tier.
405 00:51:08.500 ⇒ 00:51:25.279 Robert Tseng: Which, you know, I consider this to be kind of, like, the 50K a month… 20 to 50K a month range. We have the… we have the infrastructure to kind of… to serve this type of clients, in terms of, like, the diversity of skill sets on our delivery team.
406 00:51:25.280 ⇒ 00:51:35.360 Robert Tseng: we can manage complex projects, you know, that involve, you know, 3-plus people, or probably, like, 3 to 7 people on a client, and that seems to be our sweet spot. I don’t really want to…
407 00:51:35.360 ⇒ 00:51:39.620 Robert Tseng: I don’t really know if we’re gonna take on a bigger deal under the current way we’re structured.
408 00:51:39.620 ⇒ 00:51:55.449 Robert Tseng: Yeah, at this point. And then, yeah, just from as far as new business closed in the past 3 months, it’s around, kind of, you know, it’s around probably a similar thing. So, it’s really, like, the past 3 months of effort have really just pushed us into a different tier.
409 00:51:55.600 ⇒ 00:52:03.610 Robert Tseng: we’re working with fewer… we’re working with fewer clients, though, and so I think the… the big risk that we took was that
410 00:52:05.500 ⇒ 00:52:21.240 Robert Tseng: Yeah, in Q1, we raised rates across the board, just like, we just raised the floor. We’re like, we’re not gonna work with anybody less than 15K a month. And that meant we lost a bunch of deals, and you can see that our pipeline to close rate kind of dropped, significantly. So…
411 00:52:21.240 ⇒ 00:52:26.810 Robert Tseng: I think this is, like, feedback that I’m giving to Utam, and kind of just our go-to-market advisor, and it’s like.
412 00:52:26.810 ⇒ 00:52:38.539 Robert Tseng: I think we made the jump too… too abruptly. Like, we didn’t really have something to catch leads that we were closing previously consistently, just because we kind of… we priced… we priced them out, so…
413 00:52:38.540 ⇒ 00:52:56.089 Robert Tseng: And to close a, you know, a deal at this size, it just takes… takes longer. So, I think there’s, like, kind of, some direction that we’re… some adjustments that we’re making so that, we can still let in deals that are smaller than this size, while also keeping our average
414 00:52:56.090 ⇒ 00:53:05.320 Robert Tseng: contract value around… around $30K. Like, I think this is probably where Grain Forge will stay at, at least, you know, for the foreseeable future. So,
415 00:53:05.620 ⇒ 00:53:10.419 Robert Tseng: I think that’s… that’s something, you know, Yeah, that’s… that’s what I’ve…
416 00:53:10.430 ⇒ 00:53:24.159 Robert Tseng: that’s what I learned from, kind of, us tracking this data the past… the past two months. So, yeah, I mean, this is another view from all the data points that you guys are capturing and filling the WBR that I’m able to, kind of, help
417 00:53:24.160 ⇒ 00:53:34.520 Robert Tseng: it helps me to see the business in this way. Yeah, so anyway, like, I… it may not affect your day-to-day right now, but, like, yeah, just thinking in terms of
418 00:53:34.600 ⇒ 00:53:51.640 Robert Tseng: what is the… yeah, what’s the average monthly contract value that we want? It’s… it’s around $30K. Like, that’s kind of what we want. Not every deal starts there. They could start smaller, and we grow it to that point, and we have a history of doing that. So, you know, even if we are talking to… we’re…
419 00:53:51.670 ⇒ 00:54:04.209 Robert Tseng: the leads that we’re adding are starting at, kind of, 10K contract value, and we’re kind of, you know, negotiating things there. That gives us, you know, a month to 3 months to, work with the client.
420 00:54:04.210 ⇒ 00:54:13.220 Robert Tseng: figure out, like, what the longer-term play is, and then we can… we can move up. So, this is exactly the point that Element is at. They started at 15K a month for 3 months.
421 00:54:13.220 ⇒ 00:54:31.570 Robert Tseng: It’s a really long discovery, in my opinion. But now we’re… we’re trying to get them to sign, like, a 9-month contract, right? So, you know, I asked them to sign a 90K a month contract. They push back, and, you know, I think we’ll land somewhere in the middle, but I do think overall it’ll be… it’ll be higher than this. So, I think that’s,
422 00:54:31.660 ⇒ 00:54:44.290 Robert Tseng: you know, that’s kind of… you know, just wanted to at least share that with you guys, so you know how I’m thinking about, like, the portfolio of our deals, kind of, like, what tier of service we’re in currently.
423 00:54:44.290 ⇒ 00:55:00.790 Robert Tseng: What’s the… what mix that we… we’re thinking about? What happens when we adjust pricing the way that we have been doing? So, I think these are all kind of, things that, you know, I think about, and adjustments that I’ll be making moving forward.
424 00:55:01.030 ⇒ 00:55:05.659 Robert Tseng: But yeah, any questions on, kind of, what I’m showing you here?
425 00:55:09.990 ⇒ 00:55:13.610 Luke Scorziell: Yeah, I guess I’m curious, like, what do you think the profile just, like.
426 00:55:14.610 ⇒ 00:55:16.760 Luke Scorziell: Pain points, problems that we’re solving.
427 00:55:16.970 ⇒ 00:55:22.319 Luke Scorziell: Like, what is kind of the messaging that’s different about going after someone with a, like, $30,000…
428 00:55:22.840 ⇒ 00:55:25.989 Luke Scorziell: Contract size, or monthly contract versus, like.
429 00:55:26.320 ⇒ 00:55:36.419 Luke Scorziell: a 10K, like, are we solving a different problem? Are they just a different tier of company, and they care more, so they’re willing to pay more? Or… yeah, how does it… how does what you’re saying kind of translate into?
430 00:55:36.930 ⇒ 00:55:52.920 Robert Tseng: Yeah, I think, like, the 10 to 15K a month, like, that seems to be a starting point for once we’re able to, like, you know, from, like, a discovery perspective, it’s general, like, we’ve maybe earned the trust of the, you know, somebody at the company to let us to go and
431 00:55:52.920 ⇒ 00:56:09.329 Robert Tseng: and do an audit, learn what the problem is more deeply. Once we actually bump them up, it’s because we’ve mapped out a very specific outcome that we’re gonna drive with them. And so they’re gonna actually throw… they’re gonna put more money into it. I would say the 10 to 15K a month, people are looking at us like.
432 00:56:09.330 ⇒ 00:56:22.879 Robert Tseng: kind of like what you were saying. Oh, they’re gonna… this agency lead is going to hire a contractor, you know, 3 months from now, whatever. They’re, like, comparing Brainforge to somebody’s salary. Like, that’s not really… like, that’s…
433 00:56:22.880 ⇒ 00:56:30.780 Robert Tseng: That’s okay for the first start, if that just helps us get the foot in the door, but that’s definitely not where we want to stay, because we don’t want them to just view
434 00:56:30.870 ⇒ 00:56:32.769 Robert Tseng: the Brainforge team.
435 00:56:33.000 ⇒ 00:56:34.580 Robert Tseng: As a full-time employee.
436 00:56:36.700 ⇒ 00:56:39.929 Luke Scorziell: In order to move up in value, we need to…
437 00:56:39.930 ⇒ 00:56:41.660 Robert Tseng: Needs to be, like, a clear outcome.
438 00:56:42.250 ⇒ 00:56:43.930 Robert Tseng: So,
439 00:56:46.790 ⇒ 00:56:56.449 Robert Tseng: And an outcome isn’t just, like, a one-time goal. It could be, like, running a net new workstream that they didn’t even know existed before. That’s what we do on Eden. The biggest value
440 00:56:56.450 ⇒ 00:57:16.209 Robert Tseng: half of Eden’s contract is really just Zoran, doing Zoran things. His work is so valuable to them, they’re willing to pay 20K a month for him to spend, like, whatever, how much time he spends there. He’s spending quite an amount of time, because there’s a lot of meetings, so I need to get him out of that a bit more, so I’m bringing in other people in so that he can actually do his work for other clients.
441 00:57:16.630 ⇒ 00:57:21.170 Robert Tseng: But yeah, it took… it took a while to, like, really identify
442 00:57:21.170 ⇒ 00:57:38.179 Robert Tseng: this is actually the very specific thing that Eden never asked for that’s really high value to them, and we’re undercharging for, as you can see, compared to, like, what we’re doing with Amble. And any… and every next deal that I put Zoran in for his specific work, I think needs to… needs to be higher, and I’m learning how to price that better.
443 00:57:38.210 ⇒ 00:57:41.019 Robert Tseng: For Element, it’s like…
444 00:57:41.070 ⇒ 00:57:49.350 Robert Tseng: Yeah, also, very specific, kind of skill set. It’s like, they’re doing something very specifically with retail and wholesale data.
445 00:57:49.360 ⇒ 00:57:55.819 Robert Tseng: UTAM has retail experience, I have wholesale experience. We have a lens into their business that their current teams don’t have.
446 00:57:55.820 ⇒ 00:58:20.229 Robert Tseng: They need our support, very… and they need that hand-holding to, like, build the, build the strategy for their team, because they’re trying to grow from, like, a two- to five-person team to 10 people, possibly, in both of these departments. So, yeah, like, I think that’s, like, another wedge that we’ve, like, figured out, like, in the discovery process. For ABC, it’s gonna be something else, but it just seems like we need that, like.
447 00:58:20.460 ⇒ 00:58:34.720 Robert Tseng: month to three months of being in a client to, like, really know where is that unique opportunity that we can, find. And maybe we’re pricing ourselves out of those discovery opportunities early. So I think that’s why, like.
448 00:58:34.720 ⇒ 00:58:45.069 Robert Tseng: not everybody’s gonna be able to afford a 600 million business. But, you know, are we saying no to
449 00:58:45.070 ⇒ 00:58:50.899 Robert Tseng: But we’re pricing out a bunch of other really solid businesses that are, like, you know, at least 10 million.
450 00:58:50.900 ⇒ 00:59:03.169 Robert Tseng: in sales that, like, could use our help that’s, like, pretty low lift, while we also can find another opportunity with that. And so it’s just kind of trying to see how much of a…
451 00:59:03.340 ⇒ 00:59:15.700 Robert Tseng: like, range do we want to go for? Like, this global VetLink lead that we’re… that we’re… that we’re closing, that Ricoh is kind of helping kind of get over the line. They’re, like, a $70 million a year business,
452 00:59:15.980 ⇒ 00:59:28.589 Robert Tseng: it’s… they’re not willing to sign the same deal that we… I asked Element to sign, but, yeah, like, I… I still think what they’re asking us to do is really easy. We could do it in 10 hours, and, like.
453 00:59:28.590 ⇒ 00:59:43.079 Robert Tseng: why not? Just go in there, try to poke around, try to see if we can actually… to grow it. So, I think, I… anyway, that was a long-winded way of kind of answering kind of your question, but I was trying to go at it from a few different angles.
454 00:59:44.070 ⇒ 00:59:48.189 Luke Scorziell: No, that’s helpful. So it’s, like, building the trust to get in with them, that we can…
455 00:59:48.540 ⇒ 00:59:59.219 Luke Scorziell: or, like, credible and can help solve a problem, and then when we get in, then we can find more specific. I guess I’m just trying to think of, like, how does… how does that affect, like, content, event.
456 00:59:59.790 ⇒ 01:00:01.790 Luke Scorziell: It’s, like, the type of, like.
457 01:00:01.900 ⇒ 01:00:04.639 Robert Tseng: So I guess, like, bait that we use to attract…
458 01:00:04.810 ⇒ 01:00:07.279 Luke Scorziell: Like, those kind of leads.
459 01:00:07.710 ⇒ 01:00:27.190 Robert Tseng: Yeah, I mean, I think it’s… so much of the work is, like, people don’t really know what their problems are until we go and solve it. Like, we can solve the thing that they say is painful, but then, like, the bigger… there’s always a bigger problem than what they realize. And… and I think, like, this goes against… sorry, I’ll say one more thing, I have to jump to a call. I have a… I have a discovery call now. But,
460 01:00:27.440 ⇒ 01:00:29.960 Robert Tseng: Yeah, I think people, miss…
461 01:00:30.950 ⇒ 01:00:33.359 Robert Tseng: what was I gonna say?
462 01:00:34.230 ⇒ 01:00:47.750 Robert Tseng: Yeah, we actually got, like, some bad advice, I think, from Vixel. Vixel was like, you need to go in at a higher contract value, because the deal’s only going to get smaller after that. And now that I’m realizing that a lot of agencies out there.
463 01:00:47.750 ⇒ 01:00:59.760 Robert Tseng: They… they, like, hustle hard to make themselves look good so that they go and they get their foot in the door, but the quality of the work is actually terrible. And they just know, as soon as they sign that deal, it’s… the value of that deal is going down.
464 01:00:59.930 ⇒ 01:01:22.890 Robert Tseng: and we’ve replaced certain partners on some of our clients, like with Magic Spoons. They signed, like, a crappy deal with another data vendor who basically came in, they did one… worked for one month, and then just kind of, like, didn’t do anything for, like, the past two months. So that’s why they urgently, like, kind of switched over to Brainforge. And so they view, like, you know, they’re just chasing… they’re always chasing new deals, expecting that the thing that they signed
465 01:01:22.890 ⇒ 01:01:25.479 Robert Tseng: Is the best value that they’re ever gonna get on the client.
466 01:01:25.480 ⇒ 01:01:36.039 Robert Tseng: That’s not how you build long-term relationships. And sure, I think where our long-term relationship isn’t that great, 3 months is a little lower than I want. I want this to be closer to 6-month average contract length.
467 01:01:36.050 ⇒ 01:01:38.099 Robert Tseng: But that… our mentality is.
468 01:01:38.160 ⇒ 01:01:54.550 Robert Tseng: you know, we can go in, and we have the ability to go and figure out more opportunities, and we’re betting on ourselves to be able to find a better, you know, find more opportunities and grow the relationship with the client. I think that’s a very unique, attitude in this industry.
469 01:01:55.010 ⇒ 01:02:11.050 Robert Tseng: that, like, we are… that we’ve… that we’ve been able to… able to do. So, I don’t know if do is the right word, but anyway, I was… I’m trying to, like, fumble through this so I can jump to my next call. But we can… we can talk about this more later, but hopefully that gives you another, like, difference that, like.
470 01:02:11.050 ⇒ 01:02:28.040 Robert Tseng: I do think it takes time to really discover problems well, and we’re different because we actually believe that when we go into a client situation, we’re going to find opportunities. And, that’s just not… I don’t think that’s just… that’s just not how most people in this industry, like, think about their work.
471 01:02:29.750 ⇒ 01:02:30.460 Luke Scorziell: Cool.
472 01:02:31.660 ⇒ 01:02:34.369 Robert Tseng: Okay, cool. Alright, talk to you guys later.
473 01:02:34.370 ⇒ 01:02:34.720 Luke Scorziell: But…
474 01:02:34.720 ⇒ 01:02:35.240 Robert Tseng: Right.