Meeting Title: GTM Weekly Retro + Analysis Date: 2026-03-05 Meeting participants: Ryan Brosas, Hannah Wang, Rico Rejoso, Luke Scorziell
WEBVTT
1 00:03:27.340 ⇒ 00:03:28.430 Luke Scorziell: Hey.
2 00:03:36.900 ⇒ 00:03:42.450 Luke Scorziell: How’s it going? I guess… Yeah, sorry, I’m a minute, a couple minutes late.
3 00:03:43.880 ⇒ 00:03:45.029 Hannah Wang: No worries.
4 00:03:52.220 ⇒ 00:03:53.200 Luke Scorziell: Okay.
5 00:03:55.490 ⇒ 00:03:57.449 Luke Scorziell: Let’s see if Robert is coming.
6 00:04:36.470 ⇒ 00:04:37.670 Luke Scorziell: Sorry, did you say something?
7 00:04:40.270 ⇒ 00:04:43.140 Ryan Brosas: That’s okay. I’m just having.
8 00:04:43.980 ⇒ 00:04:44.760 Luke Scorziell: What’d you say?
9 00:04:45.210 ⇒ 00:04:46.450 Ryan Brosas: I’m just humming.
10 00:04:47.120 ⇒ 00:04:48.430 Luke Scorziell: Oh.
11 00:04:48.770 ⇒ 00:04:50.889 Luke Scorziell: A noise… noisemaker.
12 00:04:56.090 ⇒ 00:04:57.420 Ryan Brosas: Oh.
13 00:05:03.910 ⇒ 00:05:04.620 Ryan Brosas: platform.
14 00:05:15.260 ⇒ 00:05:16.200 Ryan Brosas: No one.
15 00:05:25.250 ⇒ 00:05:25.940 Ryan Brosas: Perfect.
16 00:05:36.920 ⇒ 00:05:37.630 Ryan Brosas: Excellent.
17 00:05:39.250 ⇒ 00:05:42.769 Luke Scorziell: Oh, we can just, I guess, start. I don’t,
18 00:05:44.390 ⇒ 00:05:46.869 Luke Scorziell: Trying to think of what we normally talk about on this call.
19 00:05:51.290 ⇒ 00:05:52.709 Luke Scorziell: Reviewing our butts.
20 00:05:55.830 ⇒ 00:05:57.320 Ryan Brosas: E,
21 00:06:00.760 ⇒ 00:06:10.879 Ryan Brosas: So, I can start with my buds. Yeah, I think, I already made… Progress on the…
22 00:06:11.000 ⇒ 00:06:17.319 Ryan Brosas: The lead magnet, or our… newsletter sequence.
23 00:06:17.730 ⇒ 00:06:22.330 Ryan Brosas: I just need to add, a bit of, like.
24 00:06:23.340 ⇒ 00:06:42.699 Ryan Brosas: where do I host the freebie? And also… Like, The pre-consultation offer, then, adding…
25 00:06:43.130 ⇒ 00:06:49.690 Ryan Brosas: Adding another sequence of, like, a weekly, or… I’m not sure if that is, like.
26 00:06:50.260 ⇒ 00:06:59.419 Ryan Brosas: like, irrelevant to it, because I want to also, in, like, promote our hourly…
27 00:06:59.770 ⇒ 00:07:02.240 Ryan Brosas: I will… not hourly, but our weekly…
28 00:07:02.350 ⇒ 00:07:09.259 Ryan Brosas: Office hours, on, on, on a, on a newsletter way, so…
29 00:07:09.630 ⇒ 00:07:14.870 Ryan Brosas: I’m thinking if I could add another sequence for it…
30 00:07:16.120 ⇒ 00:07:31.340 Ryan Brosas: I’m just thinking out of loud. But yeah, I think, for my bed, specifically, I’m… I already, have the automation set up, and I just need some other, you know, materials for visuals and such, and then that’s good to go.
31 00:07:36.820 ⇒ 00:07:42.470 Luke Scorziell: Yeah, thanks for setting that up. I think, yeah, we can…
32 00:07:46.990 ⇒ 00:07:53.809 Luke Scorziell: We can debrief the week, yeah, in a second,
33 00:07:55.500 ⇒ 00:07:57.490 Luke Scorziell: Trying to pull up the bets from…
34 00:07:58.090 ⇒ 00:08:02.679 Luke Scorziell: But yeah, I bought… did we not type some this week? I thought we typed some, but there’s none.
35 00:08:03.520 ⇒ 00:08:04.500 Luke Scorziell: Listed.
36 00:08:05.290 ⇒ 00:08:05.940 Luke Scorziell: Hmm.
37 00:08:05.940 ⇒ 00:08:07.450 Hannah Wang: We shared one, but…
38 00:08:09.230 ⇒ 00:08:10.880 Luke Scorziell: No, it’s, like, just in the meeting, right?
39 00:08:11.300 ⇒ 00:08:12.040 Hannah Wang: Yeah.
40 00:08:12.930 ⇒ 00:08:18.799 Luke Scorziell: Okay, yeah, so Ryan… You are focusing on a newsletter email sequence?
41 00:08:19.020 ⇒ 00:08:30.700 Luke Scorziell: Yeah, what you just explained. So looking for a place to host the free things. I’d still be curious to see, or I’d still like to see what you have, I guess, written slash made so far, just to see how you can kind of fit it into…
42 00:08:31.730 ⇒ 00:08:43.450 Luke Scorziell: Our strategy, and… Hannah, your bet was… Focusing on weed magnets.
43 00:08:44.720 ⇒ 00:08:47.389 Luke Scorziell: Especially the, Omni office hours.
44 00:08:48.200 ⇒ 00:08:54.819 Luke Scorziell: with the goal by increasing MQLs by running and for running these office hours. So, I guess, how did that bet go?
45 00:08:56.900 ⇒ 00:09:01.480 Hannah Wang: Good, I think. We got, like… 9?
46 00:09:01.990 ⇒ 00:09:08.190 Hannah Wang: NQLs from the office hours, and then we talked about what to do moving forward, so…
47 00:09:08.780 ⇒ 00:09:17.590 Hannah Wang: I’d say that’s a win. And then I’m… I’m gonna support Ryan with the newsletter stuff, with all the design.
48 00:09:17.720 ⇒ 00:09:26.249 Hannah Wang: designs as well, probably early next week before we… I don’t know when we’re gonna launch that, but…
49 00:09:26.360 ⇒ 00:09:29.060 Hannah Wang: Yeah.
50 00:09:29.350 ⇒ 00:09:31.340 Hannah Wang: So… I think.
51 00:09:31.860 ⇒ 00:09:33.630 Hannah Wang: Good for this week.
52 00:09:38.900 ⇒ 00:09:45.199 Luke Scorziell: Rico, I guess you were gonna focus on campaign execution.
53 00:09:45.850 ⇒ 00:09:49.960 Luke Scorziell: I don’t really… I guess we just bet the one…
54 00:09:50.240 ⇒ 00:09:51.640 Rico Rejoso: Where we did the…
55 00:09:51.640 ⇒ 00:09:53.150 Luke Scorziell: Kind of invite campaign.
56 00:09:55.480 ⇒ 00:10:01.520 Rico Rejoso: Yeah, my biggest bet was in, leaning towards our, lead,
57 00:10:02.180 ⇒ 00:10:08.549 Rico Rejoso: MQLs resulting to, low SQLs, and also mainly…
58 00:10:08.650 ⇒ 00:10:16.050 Rico Rejoso: getting familiar with all the tools, that is necessary when setting up campaigns and starting the campaign ASAP.
59 00:10:16.240 ⇒ 00:10:23.910 Rico Rejoso: aiming to get, like, around 3 going every week, so we can, get the volume up for our MQLs.
60 00:10:25.030 ⇒ 00:10:28.760 Luke Scorziell: Oh.
61 00:10:50.530 ⇒ 00:10:57.370 Luke Scorziell: Okay, so… just kind of sending outreach. Everybody’s, like, learning the tools right now.
62 00:10:58.470 ⇒ 00:11:02.179 Luke Scorziell: And then, kind of being able to…
63 00:11:03.050 ⇒ 00:11:08.169 Luke Scorziell: move that into sending outreach that then gets us more MQLs. Okay.
64 00:11:08.720 ⇒ 00:11:20.220 Luke Scorziell: So… Yeah, I guess my bets for this past week, Yeah, main butt was…
65 00:11:21.210 ⇒ 00:11:24.780 Luke Scorziell: Focusing on the lead magnet strategy and the, kind of.
66 00:11:25.220 ⇒ 00:11:30.250 Luke Scorziell: so I guess, like, office hours, basically, in a demo preparation for David and Goliath.
67 00:11:30.820 ⇒ 00:11:41.070 Luke Scorziell: So, I’ve, yeah, gotten to focus a lot on the office hours, which was great, and the demo went well. So hopefully I’m gonna be able to turn that into
68 00:11:50.500 ⇒ 00:11:53.340 Luke Scorziell: Yeah, a lot of content. Sorry, my brain kind of stalled out.
69 00:11:53.500 ⇒ 00:11:58.110 Luke Scorziell: And… and then,
70 00:11:59.750 ⇒ 00:12:06.920 Luke Scorziell: Yeah, so the office hours weren’t well, and was kind of tied into the demo. I guess my, like, the drop-off, maybe, from this week was…
71 00:12:08.150 ⇒ 00:12:13.430 Luke Scorziell: Some…
72 00:12:13.700 ⇒ 00:12:21.080 Luke Scorziell: like, I didn’t really get to focus as much on the newsletter, so I guess, Ryan, you’ve kind of been doing that independently, so I think that’s something that, yeah, I want to…
73 00:12:21.800 ⇒ 00:12:32.310 Luke Scorziell: Think about more, and so… Yeah, I think that’s been… That’s been great.
74 00:12:33.360 ⇒ 00:12:35.910 Luke Scorziell: And then, okay, I guess I can…
75 00:12:38.440 ⇒ 00:12:40.150 Luke Scorziell: I had cursor make me an agenda.
76 00:12:40.600 ⇒ 00:12:49.310 Luke Scorziell: So, yeah, I guess that’s… that’s kind of a main thing. What…
77 00:12:49.700 ⇒ 00:12:54.299 Luke Scorziell: I guess I would like to share or talk about is kind of on this…
78 00:12:56.510 ⇒ 00:13:01.639 Luke Scorziell: just, like, a bigger bet I want to make with the marketing team as a whole is that
79 00:13:01.810 ⇒ 00:13:05.899 Luke Scorziell: Hosting these office hour type events is gonna really fuel
80 00:13:06.290 ⇒ 00:13:11.759 Luke Scorziell: our content engine and our MQLs a lot more than some of the posts that we’ve been doing.
81 00:13:11.940 ⇒ 00:13:17.200 Luke Scorziell: So we had… I guess…
82 00:13:17.520 ⇒ 00:13:22.340 Luke Scorziell: like, 7 people came today, outside of myself.
83 00:13:23.100 ⇒ 00:13:31.070 Luke Scorziell: Or was it 6? I don’t know, 6 or 7. Myself… Hannah and Pranav, and…
84 00:13:31.660 ⇒ 00:13:37.420 Luke Scorziell: Then we had… we had 10 register, and we had several ask for,
85 00:13:38.500 ⇒ 00:13:44.680 Luke Scorziell: like, the link after we finished, that I could, yeah, send it to them. And so…
86 00:13:48.340 ⇒ 00:13:49.390 Luke Scorziell: A couple things.
87 00:13:50.930 ⇒ 00:13:59.859 Luke Scorziell: things, like, from, like, directly to pain points that people are feeling and experiencing. So Ryan, I think for you, next steps is I’m gonna want you to be able to pull
88 00:14:00.020 ⇒ 00:14:02.509 Luke Scorziell: Content from that.
89 00:14:02.690 ⇒ 00:14:05.170 Luke Scorziell: And…
90 00:14:05.520 ⇒ 00:14:10.759 Luke Scorziell: And yeah, kind of be able to, like, start turning it into posts that we can post about.
91 00:14:10.960 ⇒ 00:14:14.280 Luke Scorziell: And then…
92 00:14:18.220 ⇒ 00:14:25.020 Luke Scorziell: And then I’d like to kind of shift more of our momentum towards maybe, like, seeing what it would look like to start hosting these.
93 00:14:25.240 ⇒ 00:14:30.790 Luke Scorziell: More regularly, so obviously we are gonna do one next week for the agencies.
94 00:14:30.890 ⇒ 00:14:38.810 Luke Scorziell: And then, Ann and I also talked about doing one for data. I kind of want to flesh out the whole…
95 00:14:44.660 ⇒ 00:14:55.820 Luke Scorziell: like, process start to end before we add in too much more. So, it would look like pretty much, like, we do an office hours, Rico, you help me send out invites.
96 00:14:55.970 ⇒ 00:15:04.429 Luke Scorziell: I plan it with a certain engineer, or we have Utom or Robert do one, and then…
97 00:15:04.680 ⇒ 00:15:12.770 Luke Scorziell: After that, Ryan, you go through and kind of clip out content from that, maybe give Ray some direction on, like, which clips we’d want to see.
98 00:15:12.940 ⇒ 00:15:15.329 Luke Scorziell: And then…
99 00:15:15.700 ⇒ 00:15:20.859 Luke Scorziell: we can create posts from that, write it, and then have a CTA of, like, join us for the next one.
100 00:15:21.190 ⇒ 00:15:24.480 Luke Scorziell: And…
101 00:15:24.810 ⇒ 00:15:31.080 Luke Scorziell: So that… that is kind of a pivot that I want to make, just because this seems like…
102 00:15:31.670 ⇒ 00:15:34.140 Luke Scorziell: It’s gonna be a much clearer way.
103 00:15:34.250 ⇒ 00:15:41.140 Luke Scorziell: of getting, MQLs than just kind of… which I don’t think we have to totally tone back all of our other content, but…
104 00:15:41.330 ⇒ 00:15:45.920 Luke Scorziell: I’d like to, like, move more of our energy into doing stuff like this.
105 00:15:46.860 ⇒ 00:15:48.970 Luke Scorziell: So, I’ll stop there, and…
106 00:15:51.840 ⇒ 00:15:53.550 Ryan Brosas: Whatever.
107 00:15:53.710 ⇒ 00:15:58.159 Ryan Brosas: Yeah, so for the, I’m currently…
108 00:15:58.280 ⇒ 00:16:03.060 Ryan Brosas: Like, doing the, the, repurposing the pixel clips.
109 00:16:03.330 ⇒ 00:16:15.250 Ryan Brosas: And, well, I already got some tips from Ray, and, I’m trying to, like, direct all the CTA to the office hour.
110 00:16:15.500 ⇒ 00:16:23.540 Ryan Brosas: And, my, my, my CTA there is if you want to see something similar to this, or if you want to ask
111 00:16:23.790 ⇒ 00:16:31.649 Ryan Brosas: Something, related to this content, you can come to our office hours.
112 00:16:32.090 ⇒ 00:16:34.980 Ryan Brosas: I think that would be much more, like.
113 00:16:35.600 ⇒ 00:16:42.690 Ryan Brosas: Pushing all the energy to the office hours, because that’s going to be our… most…
114 00:16:42.820 ⇒ 00:16:49.920 Ryan Brosas: Important, like, engager, when it comes to, like, Content and such.
115 00:16:52.170 ⇒ 00:17:09.919 Ryan Brosas: I think, that is probably what I’m thinking to move towards. Like, also, the, the sequence as well, we can also, like, add here that, you know, announce on, on every day on, on, on what you call this.
116 00:17:10.349 ⇒ 00:17:15.409 Ryan Brosas: On… where… on 3rd or 2nd?
117 00:17:15.619 ⇒ 00:17:34.160 Ryan Brosas: sequence that we are doing, you know, office hours, and if you don’t have any question regarding any data or, AI question, join us, something like those, pointing towards all two office hours, because I think
118 00:17:34.450 ⇒ 00:17:53.229 Ryan Brosas: As, I observed that we got 10, and the conversion of, like, we got 7 or 6, participants, I think that’s a big win. Could the conversion of, of, from 10 is, like, you have 70%?
119 00:17:54.850 ⇒ 00:17:56.399 Ryan Brosas: I think that’s really good.
120 00:17:56.530 ⇒ 00:18:03.620 Ryan Brosas: way to get MQL Instead of just, pushing lead magnet.
121 00:18:03.740 ⇒ 00:18:09.540 Ryan Brosas: But, yeah, I think it’s kind of like, you know, a high effort, For us, but…
122 00:18:09.890 ⇒ 00:18:20.840 Ryan Brosas: Kind of, like, we can also, like, as she said, repurpose our, our, like, our office hours, and we can also use that as, you know,
123 00:18:21.630 ⇒ 00:18:26.779 Ryan Brosas: As a addition to our value on… on the sequence as well.
124 00:18:28.330 ⇒ 00:18:35.900 Luke Scorziell: Yeah. Yeah, no, that’s great, and good job with kind of factoring that the conversion rate, too. I didn’t even… or, like, yeah.
125 00:18:36.060 ⇒ 00:18:43.069 Luke Scorziell: I think that is a big win, so we can celebrate that. And I think the other thing I noticed, too, so Rico.
126 00:18:43.320 ⇒ 00:18:51.149 Luke Scorziell: you… we sent out the blot-out emails, and we also sent out the agency intelligence. I’m assuming that we still haven’t gotten any since this morning.
127 00:18:51.350 ⇒ 00:18:52.570 Luke Scorziell: Any replies?
128 00:18:56.070 ⇒ 00:18:58.999 Rico Rejoso: Yeah, upon checking it earlier today.
129 00:18:59.220 ⇒ 00:19:03.690 Rico Rejoso: I haven’t opened it yet, again, now, but I can check, just to make sure.
130 00:19:04.410 ⇒ 00:19:08.070 Luke Scorziell: And I went to, like, spam or anything? I guess I can also log on and see.
131 00:19:09.970 ⇒ 00:19:10.430 Rico Rejoso: I’m sorry.
132 00:19:10.430 ⇒ 00:19:12.650 Hannah Wang: Oh, sorry.
133 00:19:13.190 ⇒ 00:19:14.329 Rico Rejoso: Yeah, go ahead, yeah.
134 00:19:15.730 ⇒ 00:19:22.829 Hannah Wang: Before we move on from the office hour stuff, I’m just wondering, like, how much of a factor
135 00:19:23.680 ⇒ 00:19:25.800 Hannah Wang: like…
136 00:19:26.840 ⇒ 00:19:35.479 Hannah Wang: because Luke invited people from his network, I’m wondering how… or people that he knew. Like, I’m just wondering how much of a factor that was, and…
137 00:19:35.680 ⇒ 00:19:37.619 Hannah Wang: Like, let’s say the next one.
138 00:19:37.910 ⇒ 00:19:40.810 Hannah Wang: Let’s say we host, like, a data-centered one, and…
139 00:19:41.040 ⇒ 00:19:54.349 Hannah Wang: we don’t invite people from any of our network, like, how many MQLs would we get from that? Because I feel like a handful of today’s MQLs were from people Luke knew, which isn’t bad, but…
140 00:19:54.820 ⇒ 00:19:59.409 Hannah Wang: Yeah, that’s just something I’m… I would be curious to see,
141 00:20:00.180 ⇒ 00:20:06.349 Hannah Wang: Moving forward, and if we… we have the same… if the success is the same, basically.
142 00:20:06.820 ⇒ 00:20:10.840 Hannah Wang: For other ones where we don’t… Invite.
143 00:20:11.280 ⇒ 00:20:13.500 Hannah Wang: Our network, basically.
144 00:20:14.540 ⇒ 00:20:15.330 Luke Scorziell: Yeah.
145 00:20:15.430 ⇒ 00:20:17.100 Luke Scorziell: That’s… that’s the great…
146 00:20:19.130 ⇒ 00:20:24.889 Ryan Brosas: I think it’s… Depends on the visibility of our…
147 00:20:25.510 ⇒ 00:20:36.740 Ryan Brosas: push, I guess. I think that would be the most variable thing for this to be the same… with the same, result that we have. If…
148 00:20:38.570 ⇒ 00:20:51.289 Ryan Brosas: Yeah, I think that’s… that’s pretty much what I’m thinking. It really depends on, how we do content on, and then how we can, like.
149 00:20:52.150 ⇒ 00:20:59.799 Ryan Brosas: Like, provide the value on the content itself, then if they are, you know, interested to hear more.
150 00:21:00.020 ⇒ 00:21:07.970 Ryan Brosas: They could, you know, DM us, or, like, click the link on the comment section.
151 00:21:08.080 ⇒ 00:21:12.309 Ryan Brosas: But… right now, we are… Kind of, like.
152 00:21:12.750 ⇒ 00:21:17.450 Ryan Brosas: asking them to do the DM us, and I think that’s, like.
153 00:21:18.050 ⇒ 00:21:28.479 Ryan Brosas: a high effort, ask, I guess, because we tried to do it within this weekend. I think nobody messaged, within…
154 00:21:28.980 ⇒ 00:21:33.179 Ryan Brosas: Utam and, Robert’s account.
155 00:21:34.410 ⇒ 00:21:35.810 Ryan Brosas: But, yeah, I think that.
156 00:21:35.810 ⇒ 00:21:37.119 Luke Scorziell: For the office hours?
157 00:21:37.300 ⇒ 00:21:37.670 Ryan Brosas: Yeah.
158 00:21:38.290 ⇒ 00:21:38.670 Ryan Brosas: Yes.
159 00:21:38.670 ⇒ 00:21:39.150 Luke Scorziell: Yeah.
160 00:21:39.190 ⇒ 00:21:41.880 Ryan Brosas: We didn’t have any responses.
161 00:21:42.110 ⇒ 00:21:43.140 Ryan Brosas: from that…
162 00:21:43.350 ⇒ 00:21:51.619 Ryan Brosas: But if we can lower the barrier of, like, hey, register here if you want to join, or… or…
163 00:21:52.210 ⇒ 00:21:58.000 Ryan Brosas: Yeah, whatever the variables for making it low effort.
164 00:21:58.270 ⇒ 00:22:00.449 Ryan Brosas: But, yeah, let me know. That’s…
165 00:22:00.450 ⇒ 00:22:00.940 Luke Scorziell: Yeah.
166 00:22:00.940 ⇒ 00:22:02.040 Ryan Brosas: Thinking.
167 00:22:02.350 ⇒ 00:22:12.860 Luke Scorziell: Yeah, yeah, no, those are good thoughts, and I think, like, you’re right, like, leveraging the other networks, too, I guess, and that the quality of the content is gonna really matter for how
168 00:22:13.130 ⇒ 00:22:16.630 Luke Scorziell: We do this going forward. So, like, kind of what I’d like to show going forward
169 00:22:17.170 ⇒ 00:22:20.540 Luke Scorziell: And basically, what we got this time was, like, essentially, like, a case study.
170 00:22:20.670 ⇒ 00:22:26.779 Luke Scorziell: Where we… we have a recording, we have a link that we can send people, we have…
171 00:22:27.020 ⇒ 00:22:32.560 Luke Scorziell: clips that we can do for social media, and I would like this… the tone to kind of be, like.
172 00:22:33.160 ⇒ 00:22:42.710 Luke Scorziell: Like, look at this super cool event that, like, you could have access to if you just sign up. And I think that as we start promoting what we just did more on LinkedIn.
173 00:22:43.100 ⇒ 00:22:49.289 Luke Scorziell: it will… like, no one knows that those were… or, I mean, not even all of them were my… I mean, a lot of them, I guess, for my connections.
174 00:22:49.410 ⇒ 00:22:52.459 Luke Scorziell: But some of them are just, like, kind of random, or not.
175 00:22:52.760 ⇒ 00:22:56.700 Luke Scorziell: Some of the people that signed up were random. And then…
176 00:22:58.230 ⇒ 00:23:10.150 Luke Scorziell: But, like, other people on LinkedIn don’t necessarily know that, and I don’t even really think it matters as long as, like, people can see that, like, we had a valuable discussion. So that’d be one thought, is that as we start
177 00:23:10.450 ⇒ 00:23:21.489 Luke Scorziell: sharing more about this, like, we can kind of create hype around the office hours. And then,
178 00:23:23.030 ⇒ 00:23:32.059 Luke Scorziell: Second is… I… I… I think the cool thing about this is that We’re kind of getting to…
179 00:23:32.710 ⇒ 00:23:35.349 Luke Scorziell: Like, that was a lot of, like, one-on-one time.
180 00:23:35.740 ⇒ 00:23:41.620 Luke Scorziell: talking with people, and building relationships, and showing exactly what BrainForge does.
181 00:23:41.750 ⇒ 00:23:44.560 Luke Scorziell: And so… Wow.
182 00:23:45.740 ⇒ 00:23:50.320 Luke Scorziell: Whether or not they’re, like, people in our networks, necessarily.
183 00:23:50.580 ⇒ 00:23:56.840 Luke Scorziell: I don’t think I care as much about is that we’re, like, making a positive impression and leaving, like, a…
184 00:23:57.280 ⇒ 00:24:02.519 Luke Scorziell: Leaving them feeling like this was, like, a valuable thing for them, because then…
185 00:24:03.050 ⇒ 00:24:07.539 Luke Scorziell: they will… and basically teaching them how to talk about Brainforge, because then…
186 00:24:08.550 ⇒ 00:24:10.540 Luke Scorziell: You know, they’ll start to think about.
187 00:24:10.840 ⇒ 00:24:17.650 Luke Scorziell: people and their networks that they can refer us to. So, the concept there that I’d like you guys to think about is, like, building
188 00:24:17.950 ⇒ 00:24:24.909 Luke Scorziell: like, a network of, like, 100 fans, like, Brain Forge superfans. So, like, people that…
189 00:24:25.700 ⇒ 00:24:35.839 Luke Scorziell: come to the office hours, and are just, like, excited, like, doesn’t really care, like, if they’re in our ICP or not, but just, like, really, like, brain-forged, and want us to start, like.
190 00:24:36.140 ⇒ 00:24:42.930 Luke Scorziell: Sharing about it, and know how to pitch us, because then it’s like we’re kind of building, like.
191 00:24:43.410 ⇒ 00:24:47.430 Luke Scorziell: a referral network for ourselves, through this, so…
192 00:24:47.970 ⇒ 00:24:59.860 Luke Scorziell: That’s kind of… those are the two ways that I would think of this. One is, like, we’re creating a proof of concept that will get other people to join in, and two is we’re building really quality relationships with people,
193 00:25:00.170 ⇒ 00:25:05.860 Luke Scorziell: To, yeah, basically, like, teach them how to… to… Think about Brainforge.
194 00:25:07.610 ⇒ 00:25:08.650 Hannah Wang: Makes sense.
195 00:25:08.980 ⇒ 00:25:09.810 Hannah Wang: Yeah.
196 00:25:15.500 ⇒ 00:25:18.510 Luke Scorziell: Sorry, you can talk about the campaign stuff now.
197 00:25:19.080 ⇒ 00:25:23.819 Luke Scorziell: I was just gonna use the campaign stuff to kind of reinforce why I think the office hours were better.
198 00:25:24.180 ⇒ 00:25:25.230 Hannah Wang: Oh…
199 00:25:26.970 ⇒ 00:25:33.989 Luke Scorziell: yeah, I think Ryan and Rico, I’d like for you guys to…
200 00:25:34.980 ⇒ 00:25:42.700 Luke Scorziell: I don’t know, I mean, we can keep running sales campaigns that are cold outreach, I guess, like…
201 00:25:42.950 ⇒ 00:25:46.670 Luke Scorziell: It’s just a numbers game, mostly. Like, how many people do we email?
202 00:25:47.500 ⇒ 00:25:54.630 Luke Scorziell: So, that’s definitely an area… this is an area that we need to troubleshoot, because… .
203 00:25:56.450 ⇒ 00:26:06.749 Ryan Brosas: Yeah, yeah, I think we can maximize our, like, Apollo subscription. We are not even hitting the half of it.
204 00:26:07.190 ⇒ 00:26:09.119 Ryan Brosas: If you have a need, like.
205 00:26:09.320 ⇒ 00:26:22.809 Ryan Brosas: ideas about what to hit, we can definitely give that a go for emails. Typically, my suggestion, well, before, is we run this in a daily basis.
206 00:26:23.010 ⇒ 00:26:28.529 Ryan Brosas: Like, we are sending, like, 100 or 200 a day.
207 00:26:28.940 ⇒ 00:26:31.610 Ryan Brosas: But… Yeah.
208 00:26:31.610 ⇒ 00:26:34.560 Luke Scorziell: You’d like to get up to sending 100 to 200 emails per day?
209 00:26:35.010 ⇒ 00:26:47.219 Ryan Brosas: Yeah, that’s the usual way to do email marketing, or cold outreach, the typical way, but we are, like, you know, doing that.
210 00:26:47.740 ⇒ 00:26:55.230 Ryan Brosas: Because, as, as you said, that, email… cold… cold email is kind of like the…
211 00:26:55.340 ⇒ 00:27:04.829 Ryan Brosas: the numbers game, because, you know, it’s easy to do email or cold outreach, because we are in a golden age of AI.
212 00:27:04.930 ⇒ 00:27:11.510 Ryan Brosas: And… like, running, called Altreaters pretty easy right at the moment, so I think
213 00:27:11.740 ⇒ 00:27:14.780 Ryan Brosas: It will depend on the numbers as well.
214 00:27:17.170 ⇒ 00:27:21.450 Luke Scorziell: Yeah, well, what would you propose for getting up to 100 to 200 emails out a day?
215 00:27:21.940 ⇒ 00:27:27.799 Ryan Brosas: There’s a lot of campaign that we could… Deal, which is their lookalikes.
216 00:27:28.220 ⇒ 00:27:36.879 Ryan Brosas: Also, like, the new, new roles, a lot of, a lot of, like, angle that we could…
217 00:27:37.090 ⇒ 00:27:39.030 Ryan Brosas: point… towards?
218 00:27:39.770 ⇒ 00:27:41.940 Ryan Brosas: like…
219 00:27:42.490 ⇒ 00:27:53.350 Ryan Brosas: Like, more on e-commerce, or… or what… well, what, like… Yeah, I think more on other stuff that we did before, like, tech stack.
220 00:27:53.560 ⇒ 00:27:59.290 Ryan Brosas: competitors… What else?
221 00:28:00.100 ⇒ 00:28:05.140 Ryan Brosas: Yeah, I think that’s pretty much it that I can… I could think of this moment.
222 00:28:05.600 ⇒ 00:28:09.320 Luke Scorziell: Yeah, that’s a lot, that’s more than I’m thinking about. I mean, what…
223 00:28:13.140 ⇒ 00:28:18.269 Luke Scorziell: Have you run campaigns before, or, like, put them together? What is… what does that process look like for you?
224 00:28:18.650 ⇒ 00:28:21.309 Ryan Brosas: Yeah, before, I just…
225 00:28:21.710 ⇒ 00:28:28.590 Ryan Brosas: Provided, like, a brief of, like, sequence, then, then asked for, like, approval.
226 00:28:28.710 ⇒ 00:28:30.659 Ryan Brosas: from Robert.
227 00:28:30.860 ⇒ 00:28:33.130 Ryan Brosas: Then, if it’s approved, I will run it.
228 00:28:33.260 ⇒ 00:28:36.040 Ryan Brosas: But if it’s not, I will revise the brief.
229 00:28:37.280 ⇒ 00:28:41.470 Luke Scorziell: And how did those… how did that go? Did Robert have feedback in the past, or was there, like…
230 00:28:41.670 ⇒ 00:28:44.740 Luke Scorziell: A decision not to continue doing that, or why did that stop?
231 00:28:46.320 ⇒ 00:28:53.650 Ryan Brosas: the… well, it didn’t… it didn’t really land, because, as, for Robert, it’s not…
232 00:28:53.950 ⇒ 00:29:01.420 Ryan Brosas: good, I guess? My… my brief and my… my suggestion isn’t hitting on his…
233 00:29:02.050 ⇒ 00:29:07.460 Ryan Brosas: What do you call this? Like, standard, I guess, but…
234 00:29:08.330 ⇒ 00:29:12.230 Ryan Brosas: Yeah, so typically, we did,
235 00:29:12.540 ⇒ 00:29:18.090 Ryan Brosas: We did, outreach for ABC Lookalike, Eden Lookalike.
236 00:29:18.390 ⇒ 00:29:23.330 Ryan Brosas: And… I think, we didn’t really have… like…
237 00:29:23.600 ⇒ 00:29:31.530 Ryan Brosas: invest more time on it. We did outreach on ABC local, but we didn’t really follow through.
238 00:29:31.830 ⇒ 00:29:38.830 Ryan Brosas: So… yeah. I think there’s, like, a lot of mis… like, missed opportunity that we… that…
239 00:29:39.100 ⇒ 00:29:43.159 Ryan Brosas: We could do it before, but, yeah.
240 00:29:44.120 ⇒ 00:29:45.900 Luke Scorziell: You said you think there’s a lot of missed opportunity?
241 00:29:46.500 ⇒ 00:29:48.419 Ryan Brosas: Yeah, because there’s a lot of…
242 00:29:48.920 ⇒ 00:30:02.030 Ryan Brosas: the… the… the ABC Home, the… the lookalike, of, like, a campaign for ABC Home, we got a lot of, like, acceptance rates from LinkedIn, but we didn’t really…
243 00:30:02.370 ⇒ 00:30:08.670 Ryan Brosas: move forward, like, we didn’t send any… Follow up.
244 00:30:09.230 ⇒ 00:30:13.350 Ryan Brosas: Or… Like, build relation to it, and…
245 00:30:13.610 ⇒ 00:30:19.869 Ryan Brosas: But they, they, they accepted, our, like, connect request. That’s all it is.
246 00:30:20.390 ⇒ 00:30:25.660 Ryan Brosas: But I see that as a missed opportunity, because if they accepted us.
247 00:30:26.030 ⇒ 00:30:32.780 Ryan Brosas: this… they would want to know what we’re offering. That is… that is, what I see there.
248 00:30:32.980 ⇒ 00:30:36.390 Ryan Brosas: But… Yeah, we stopped that.
249 00:30:36.960 ⇒ 00:30:40.060 Luke Scorziell: Okay, I mean, I want to…
250 00:30:41.300 ⇒ 00:30:57.869 Luke Scorziell: One, I’m happy to work with you to get your briefs up to the point where they seem good enough to go out. I haven’t really seen any of your briefs, so I don’t… I’m open to working with you on that. You have a lot of good ideas, so I don’t want you to hold back on sharing those ideas with the team. I think it’s really important that
251 00:30:58.060 ⇒ 00:31:01.860 Luke Scorziell: Do you feel comfortable, like, suggesting things? Because, like, yeah…
252 00:31:02.210 ⇒ 00:31:08.479 Luke Scorziell: for me, like, I don’t have a lot of that context, so just, yeah, thank you for sharing that.
253 00:31:09.070 ⇒ 00:31:16.079 Luke Scorziell: I think… to give you guys some insight into where I’m thinking we will go…
254 00:31:16.950 ⇒ 00:31:23.949 Luke Scorziell: next… I mean, we’ll have, like, probably try to do the data side, and we’ll keep that alive too, but at least on the AI side.
255 00:31:24.370 ⇒ 00:31:29.830 Luke Scorziell: Next, I would like to do, like, some stuff surrounding home services and ABC.
256 00:31:30.160 ⇒ 00:31:32.360 Luke Scorziell: And so…
257 00:31:32.570 ⇒ 00:31:40.380 Luke Scorziell: That might look like having an event series geared towards people in the home services industry.
258 00:31:41.610 ⇒ 00:31:44.659 Luke Scorziell: Kind of similar to what we just did, but teaching them…
259 00:31:44.890 ⇒ 00:31:49.129 Luke Scorziell: how to use AI, in their businesses, and so…
260 00:31:49.800 ⇒ 00:31:55.840 Luke Scorziell: So that’s, yeah, kind of something I am interested in. So, Ryan, if you would like to…
261 00:31:56.330 ⇒ 00:31:59.459 Luke Scorziell: Put together, a campaign or two.
262 00:32:01.770 ⇒ 00:32:07.860 Luke Scorziell: I mean, I guess, honestly, if you just want to put together what you think would get us to 100 to 200 emails a day between
263 00:32:08.370 ⇒ 00:32:13.980 Luke Scorziell: some of the ABC lookalikes and e-commerce lookalikes, and then…
264 00:32:15.190 ⇒ 00:32:18.649 Luke Scorziell: If we want to do, like, Eden lookalikes.
265 00:32:19.010 ⇒ 00:32:23.129 Luke Scorziell: I’m… Totally fine with that. I don’t really want to spend a lot of time
266 00:32:23.240 ⇒ 00:32:26.059 Luke Scorziell: Trying to, like, make all of our sales outreach perfect.
267 00:32:26.170 ⇒ 00:32:30.000 Luke Scorziell: If it’s just a numbers game, so…
268 00:32:30.120 ⇒ 00:32:32.959 Luke Scorziell: Yeah, maybe you can let me know your thoughts on that.
269 00:32:33.720 ⇒ 00:32:39.809 Ryan Brosas: Yeah, definitely, I can draft some, or look on our previous brief.
270 00:32:39.820 ⇒ 00:32:54.500 Ryan Brosas: And I can send that over with you, then make, a brief, for lookalike for our previous, clients as well, so we could totally hit the…
271 00:32:54.550 ⇒ 00:32:57.800 Ryan Brosas: 200, or, you know, 100 email.
272 00:32:58.190 ⇒ 00:32:59.219 Ryan Brosas: per day.
273 00:33:01.570 ⇒ 00:33:09.700 Luke Scorziell: Great, yeah, that’d be… that’d be great. So, hopefully… Yeah.
274 00:33:09.920 ⇒ 00:33:12.110 Luke Scorziell: And then, I would think of that as, like.
275 00:33:12.320 ⇒ 00:33:23.160 Luke Scorziell: what we’ve done with the agency thing, we can pretty easily replicate across different clients. So we’re just going to want to build out our network of people in each of those industries. So.
276 00:33:24.030 ⇒ 00:33:27.460 Ryan Brosas: Also, you can also build, like.
277 00:33:27.570 ⇒ 00:33:30.990 Ryan Brosas: A good list, or, like, good enough list for…
278 00:33:31.700 ⇒ 00:33:37.319 Ryan Brosas: for Robert, for your account, and for Otam, because we…
279 00:33:37.660 ⇒ 00:33:42.200 Ryan Brosas: For me, it’s… this… it’s just for me. We are just…
280 00:33:42.390 ⇒ 00:33:52.299 Ryan Brosas: We’re not fully utilizing our tools, and then we are just running them when it’s needed.
281 00:33:52.640 ⇒ 00:34:00.110 Ryan Brosas: I think we should proactively, growing their network, or all of your account network.
282 00:34:01.080 ⇒ 00:34:04.169 Ryan Brosas: And… in a daily basis, or in a weekly basis.
283 00:34:04.530 ⇒ 00:34:09.699 Ryan Brosas: Not only on whenever there’s a campaign, So…
284 00:34:09.880 ⇒ 00:34:15.150 Ryan Brosas: We’ll… because I think that’s… it’s, like, what do you call this?
285 00:34:16.840 ⇒ 00:34:21.280 Ryan Brosas: on LinkedIn, it’s pretty good to, like.
286 00:34:21.510 ⇒ 00:34:28.130 Ryan Brosas: build your network more, because it also, like, spreads the visibility of your posts, I guess.
287 00:34:28.570 ⇒ 00:34:31.829 Ryan Brosas: Not, I guess, but that is the most,
288 00:34:32.070 ⇒ 00:34:36.920 Ryan Brosas: thing that I’m seeing, like, I usually do, like,
289 00:34:37.239 ⇒ 00:34:52.509 Ryan Brosas: connect in a daily basis, and when… when I post, it kind of, like, you know, my… like, out of, like, 20, I… I kind of, like, get 2 to 3, like, you know, engagement from the… from the recent…
290 00:34:52.650 ⇒ 00:34:57.719 Ryan Brosas: Connection, or connected, connected, need…
291 00:34:58.850 ⇒ 00:35:06.749 Luke Scorziell: Okay, I mean… You’re saying some really good ideas, Ryan, so, you know…
292 00:35:07.400 ⇒ 00:35:12.970 Luke Scorziell: Thank you for… for your ideas. I…
293 00:35:13.930 ⇒ 00:35:23.250 Luke Scorziell: Yeah, I would think it’d be super awesome to… if, on my account right now, we were sending out, like, 20 connections a day to people in the agency space.
294 00:35:23.840 ⇒ 00:35:25.059 Luke Scorziell: That would be great.
295 00:35:25.500 ⇒ 00:35:29.330 Luke Scorziell: I have no problem with that. I… I guess I would just need to know…
296 00:35:29.730 ⇒ 00:35:35.319 Luke Scorziell: what you need from me, to do that. Probably a list of agencies.
297 00:35:36.630 ⇒ 00:35:40.889 Luke Scorziell: But I don’t really want to be so granular that I have to give you guys, like.
298 00:35:41.250 ⇒ 00:35:46.279 Luke Scorziell: the specific profiles to go and connect with, because in that case, I should just go and connect with them myself.
299 00:35:46.460 ⇒ 00:35:52.000 Luke Scorziell: But I could give you, like, lists of companies and general titles.
300 00:35:56.360 ⇒ 00:36:02.069 Ryan Brosas: Yeah, definitely. I think that’s pretty much it. I… we can definitely, like, connect with
301 00:36:02.360 ⇒ 00:36:04.329 Ryan Brosas: With most of them, but…
302 00:36:04.680 ⇒ 00:36:11.050 Ryan Brosas: with the default of, like, decision maker, or the default, ICP that we have,
303 00:36:11.480 ⇒ 00:36:13.060 Ryan Brosas: So, we can have
304 00:36:13.660 ⇒ 00:36:24.829 Ryan Brosas: if you have any, like, position that you wanted to, like, connect, let me know. I’ll just draft all of my ideas first, then send that over to you, so,
305 00:36:25.190 ⇒ 00:36:39.759 Ryan Brosas: Most of it are on my, my, on my thoughts, but we’ll, we’ll, we’ll wrap it out so you can have, like, a, like, a whole view of this, and whenever, you know, you need to reiterate some stuff, that’s…
306 00:36:39.910 ⇒ 00:36:46.430 Ryan Brosas: I will, like, look at it and, think of if that is correct, and I will push back if not.
307 00:36:47.500 ⇒ 00:36:50.540 Luke Scorziell: Okay, yeah, I mean, I think for you.
308 00:36:52.960 ⇒ 00:37:01.729 Luke Scorziell: A couple things. I know that you want to work with Ray more. If you outline a whole scope of work like this, and say, we need to add connections sent to our…
309 00:37:01.980 ⇒ 00:37:06.440 Luke Scorziell: Like, measurements every week, and we need to add
310 00:37:06.890 ⇒ 00:37:11.439 Luke Scorziell: Emails sent to our, like, the weekly business review.
311 00:37:11.730 ⇒ 00:37:18.209 Luke Scorziell: then, you know, that’s adding, like, two other… two metrics that I think are high leverage, I would argue, for both of those.
312 00:37:20.550 ⇒ 00:37:29.089 Luke Scorziell: And then if you think, okay, now I need to bring in Ray to help more on the content, like, that to me makes more sense, I think, for bringing in Ray. So if you want to send out
313 00:37:29.710 ⇒ 00:37:33.730 Luke Scorziell: Or send me, like, here are all the things. Like, if you wanted to run…
314 00:37:34.830 ⇒ 00:37:43.580 Luke Scorziell: multiple campaigns a week, and basically give them to Rico, and… and then also help Ray with content. I… yeah, I will…
315 00:37:43.720 ⇒ 00:37:48.810 Luke Scorziell: Gladly work with you on that, and we’ll work with
316 00:37:49.000 ⇒ 00:37:52.639 Luke Scorziell: Robert and Tom to get you the resources that you need to…
317 00:37:53.050 ⇒ 00:37:56.020 Luke Scorziell: how to make that happen. Yeah. So…
318 00:37:57.020 ⇒ 00:38:08.010 Luke Scorziell: Yeah, so I just want you to know that I will push on that, too, because I think that you are making good observations about the company and what we need to do. So,
319 00:38:08.580 ⇒ 00:38:09.360 Luke Scorziell: Yeah.
320 00:38:10.410 ⇒ 00:38:13.480 Ryan Brosas: Yeah, I appreciate that. We’ll definitely do,
321 00:38:14.090 ⇒ 00:38:19.620 Ryan Brosas: Yeah, just… I will just rest for, an hour or two before.
322 00:38:19.620 ⇒ 00:38:25.280 Luke Scorziell: You don’t know if we do it. You don’t know how to do it right, right this second. Okay, so…
323 00:38:25.610 ⇒ 00:38:30.470 Luke Scorziell: I guess this clarifies some things. I know this is not, like, the typical retro.
324 00:38:30.960 ⇒ 00:38:35.570 Luke Scorziell: I think it’s potentially… yeah, it’s helpful.
325 00:38:41.370 ⇒ 00:38:47.030 Luke Scorziell: Yeah, so, okay, I don’t know if we have, like, too much else. Does anyone else have any thoughts, or…
326 00:38:47.800 ⇒ 00:38:49.199 Luke Scorziell: Opinions on any of this?
327 00:38:52.920 ⇒ 00:38:53.540 Hannah Wang: Nope.
328 00:38:55.780 ⇒ 00:38:56.350 Luke Scorziell: Cool.
329 00:38:56.730 ⇒ 00:38:58.790 Luke Scorziell: Okay, Rico, I’m assuming you’re also good.
330 00:39:00.000 ⇒ 00:39:00.620 Rico Rejoso: Yep.
331 00:39:02.590 ⇒ 00:39:13.409 Luke Scorziell: Okay, so two big takeaways from this. Events, positive, got us to the MQL’s goal, or is going to get us to the MQL goal that we wanted. Let’s do more of those.
332 00:39:13.790 ⇒ 00:39:18.170 Luke Scorziell: Second, Ryan, if… Sounds like you have a lot of great ideas.
333 00:39:18.360 ⇒ 00:39:23.999 Luke Scorziell: however I can help you implement them, I think will grow the business a lot. So, those are… those are my two takeaways.
334 00:39:24.430 ⇒ 00:39:33.370 Luke Scorziell: So yeah, that’s, I think, about all we need. I will…
335 00:39:35.170 ⇒ 00:39:40.150 Luke Scorziell: I’m happy to stick around for another few minutes, but otherwise, you guys are…
336 00:39:40.680 ⇒ 00:39:43.189 Luke Scorziell: Are good to… good to hop off.
337 00:39:46.230 ⇒ 00:39:49.139 Hannah Wang: Sounds good. Thank you, team.
338 00:39:49.450 ⇒ 00:39:50.319 Ryan Brosas: Thank you, guys.
339 00:39:51.460 ⇒ 00:39:52.270 Luke Scorziell: Alright.
340 00:39:52.270 ⇒ 00:39:56.829 Rico Rejoso: Luke, I can say, I just need to confirm. I just have a few questions.
341 00:39:57.250 ⇒ 00:39:57.840 Luke Scorziell: Yep.
342 00:40:02.340 ⇒ 00:40:02.880 Rico Rejoso: Okay.
343 00:40:02.990 ⇒ 00:40:08.689 Rico Rejoso: Just one thing, I forwarded, a message in sales.
344 00:40:08.830 ⇒ 00:40:09.600 Rico Rejoso: So.
345 00:40:09.600 ⇒ 00:40:10.160 Luke Scorziell: Yeah.
346 00:40:10.160 ⇒ 00:40:11.840 Rico Rejoso: Basically, he wanted to…
347 00:40:12.160 ⇒ 00:40:27.869 Rico Rejoso: see how we can, you know, a smoother handoff from sales to operations than operations to delivery. So I just have a few things that I wanted you to chime in if you think would be, you know, would not affect any processes in sales or in GTI.
348 00:40:28.020 ⇒ 00:40:30.690 Rico Rejoso: That, we can implement.
349 00:40:30.800 ⇒ 00:40:32.210 Rico Rejoso: Asap.
350 00:40:32.400 ⇒ 00:40:41.439 Rico Rejoso: So, a few things would be, like, the sales to operations, Slack notification. As you see in the sales notification channel, we have
351 00:40:41.520 ⇒ 00:40:57.309 Rico Rejoso: get reminded about the deals that we have, the next process, next stages, right? Same goes, with finance, since there’s a, there’s one OKR we want to hit where we want to, get the executives less involved with the…
352 00:40:57.320 ⇒ 00:41:14.189 Rico Rejoso: processes that we do in sales, operations, and other departments, one thing would be they always have to nudge the operations when… never they need NDA or other contracts, so we’re trying to find ways on how we can fill in the gap of… and them not having to send out a message and slap.
353 00:41:14.370 ⇒ 00:41:25.230 Rico Rejoso: for us to get those contracts going. So, was thinking whenever we move deals, we can have, like, a notification sent out to Slack. I can… I might need to, ask Ryan’s help for that.
354 00:41:25.340 ⇒ 00:41:30.179 Rico Rejoso: Since I’m not yet fun with HubSpot and how its workflow works.
355 00:41:30.370 ⇒ 00:41:38.209 Rico Rejoso: But once I can… once I get the hang of it, I can set up those automations to be sent to operations. Yeah, so…
356 00:41:38.210 ⇒ 00:41:44.830 Luke Scorziell: So, you’re talking about every time a deal moves forward in HubSpot, then we would send a… a Slack?
357 00:41:45.700 ⇒ 00:41:57.780 Rico Rejoso: Yeah. Say, for example, we tried… I also… I already discussed this with Riot through a private conversation. Like, when a deal is moved from, let’s say, Discover Call.
358 00:41:57.860 ⇒ 00:42:15.340 Rico Rejoso: to demo, we can, we can have a HubSpot notification or a Slack notification coming from HubSpot saying that this deal is moved to demo. Then, once I got that, that’s my go signal to get the NDA, ready and sent out to that client by getting their,
359 00:42:15.530 ⇒ 00:42:18.020 Rico Rejoso: emailed in HubSpot, sending out the NDA.
360 00:42:18.160 ⇒ 00:42:20.499 Rico Rejoso: Right? And, I just need, like.
361 00:42:20.800 ⇒ 00:42:28.130 Rico Rejoso: yours and Robert’s confirmation, if that is okay, if during that stage we can set out the NDA. If not, let’s… you can…
362 00:42:28.520 ⇒ 00:42:42.389 Rico Rejoso: propose a stage where we can better send those NDAs, when we’re discussing this with leads. That will not affect our, what do you call this? The retention of those deals. Because I guess my…
363 00:42:42.390 ⇒ 00:42:42.920 Luke Scorziell: Where?
364 00:42:42.920 ⇒ 00:42:51.610 Rico Rejoso: be with… would… if we send out the NDA, they might feel cautious and not proceed to the deal stages, or the other stages, such as demo call.
365 00:42:51.730 ⇒ 00:42:56.960 Rico Rejoso: Contract preparation and stuff, so if you have, like, a better, you know, proposed.
366 00:42:56.960 ⇒ 00:43:03.739 Luke Scorziell: Yeah, I… would probably defer right now to Robert and Tom.
367 00:43:04.040 ⇒ 00:43:18.990 Luke Scorziell: I think my gut instinct is… the demos… Starting to get to, like… the… point of, like, NDA…
368 00:43:20.250 ⇒ 00:43:29.130 Luke Scorziell: But I… I don’t know. But, I mean, definitely once we start talking about our services, and specifically what we’re gonna do for them, and building out, like, a roadmap, we would need…
369 00:43:29.460 ⇒ 00:43:37.719 Luke Scorziell: Maybe to do that. So, I… yeah, I’ll leave that to Robert or Tom, because I don’t… I’ve not dealt with that yet, and I don’t want to give you bad advice.
370 00:43:38.190 ⇒ 00:43:39.060 Luke Scorziell: Okay.
371 00:43:39.920 ⇒ 00:43:46.410 Luke Scorziell: But… Yeah, what… any… what else can I… how else can I be… be helpful?
372 00:43:46.410 ⇒ 00:43:52.270 Rico Rejoso: The other, the other, inquiry would be the SOW and the, SOW creation.
373 00:43:52.510 ⇒ 00:44:03.349 Rico Rejoso: I guess we’re doing this through cursor, and we have this playbook set up whenever we’re creating SOW, and that is just to simply add the roles that would be necessary for that project.
374 00:44:03.480 ⇒ 00:44:14.330 Rico Rejoso: Right? So I don’t know if you’re… if you… if you’ve done, or if you created SOW using cursor yet. I haven’t, so I don’t know if that includes all the position or necessary roles, or…
375 00:44:14.650 ⇒ 00:44:21.309 Rico Rejoso: Materials for the project, or that work that we’re working… or we’ll be offering to a client.
376 00:44:21.500 ⇒ 00:44:26.190 Rico Rejoso: So yeah, if we can have that as well, since, that helps us better
377 00:44:26.750 ⇒ 00:44:33.720 Rico Rejoso: plan, our… what do you call this? Our allocation. At the same time.
378 00:44:34.140 ⇒ 00:44:39.600 Rico Rejoso: People, if we have enough folks to, to support that client once we onboard them.
379 00:44:39.860 ⇒ 00:44:43.089 Rico Rejoso: Yeah, so just a few tweaks on the SOW patient.
380 00:44:43.730 ⇒ 00:44:53.640 Luke Scorziell: So you said, like, you said the roles, as far as, like, who, during SOW creation, include the roles needed for the project, auto-add for confirmation, CSO, and EP.
381 00:44:54.110 ⇒ 00:45:05.810 Luke Scorziell: Yeah. Selectable, addable, data engineer, AE, data product analyst, reason it makes it easier to identify who should be assigned to this project or what role is needed. Speeds up the client onboarding and reduces back and forth with execs.
382 00:45:06.100 ⇒ 00:45:13.980 Luke Scorziell: So you’re proposing that in the SOW creation, as opposed to,
383 00:45:14.760 ⇒ 00:45:23.580 Luke Scorziell: Like, or, like, when we send the SOW, sending also who would be involved in that project, so that we don’t have to, like, go and ask Robert and New Tom?
384 00:45:24.130 ⇒ 00:45:27.740 Rico Rejoso: I mean, not specifically the person who will be involved, just the role needed for that
385 00:45:27.820 ⇒ 00:45:46.570 Rico Rejoso: or what can… or what engineer is needed… is needed for that project or work stream that we’re offering. Like, yeah, we identified that these are, like, the work streams and the possible phases that we can… or that we will offer to our client. Now, who are the people involved? Automatically, we need the CSO and an engagement planner.
386 00:45:46.570 ⇒ 00:45:57.969 Rico Rejoso: Right? So that is given, but do we need to add… do we need to have a data engineer on that, or a analytics engineer? You know, so it’s just a few tweaks on the SOW creation, like, defining
387 00:45:57.980 ⇒ 00:45:59.549 Rico Rejoso: Who is needed to execute?
388 00:45:59.600 ⇒ 00:46:05.890 Rico Rejoso: Or to, deliver the deliverables, for that word stream.
389 00:46:07.790 ⇒ 00:46:11.300 Luke Scorziell: Yeah, so for me, you want to know if that already exists?
390 00:46:11.830 ⇒ 00:46:14.849 Rico Rejoso: Or if we can add that, yeah. Or confirmation if we can add that.
391 00:46:17.820 ⇒ 00:46:22.970 Luke Scorziell: I mean, again, I think, to me, that sounds fine, to add that.
392 00:46:24.860 ⇒ 00:46:32.380 Luke Scorziell: I don’t really see an issue with why not. I would maybe check, if not with Robin or Tom, maybe you could message, like.
393 00:46:33.160 ⇒ 00:46:38.389 Luke Scorziell: Greg, or DiMilate, or, Clarence, or,
394 00:46:38.940 ⇒ 00:46:46.280 Luke Scorziell: you and Pranav, but maybe just getting some input from that side, because this… yeah, the delivery stuff is a little further from me.
395 00:46:46.640 ⇒ 00:46:52.260 Luke Scorziell: So, again, like, seems like it would be good, but also I would point you in…
396 00:46:52.460 ⇒ 00:46:54.630 Luke Scorziell: Okay. In those directions.
397 00:46:54.630 ⇒ 00:47:12.619 Rico Rejoso: I guess that’s… yeah, that’s it, since this… the other… the remaining one is for the SOW title, that can be changed on… I mean, the naming convention in HubSpot, if we can change that once we move, from a certain deal, or once we determine the deal, or we proposed
398 00:47:12.720 ⇒ 00:47:19.289 Rico Rejoso: We have a proposed contract, or we’re extreme for a client, it’s just changing the Deal, name in…
399 00:47:19.820 ⇒ 00:47:34.499 Rico Rejoso: HubSpot, since HubSpot is basically the source of truth for all our deals in operating and other platforms, so if we can change it, or we can start changing it there, then it will reflect on other tools that we’re using as well, such as operating.
400 00:47:35.000 ⇒ 00:47:48.820 Rico Rejoso: So I guess this one, I don’t know. I don’t know, I think they’ve been strict with naming conventions so far, for all the deals that are coming in, so I just want to confirm if we can get this, or if this can be approved by Robert or Uptam.
401 00:47:49.320 ⇒ 00:47:53.349 Rico Rejoso: would be, I guess, the ideal person to get this confirmed.
402 00:47:54.960 ⇒ 00:47:56.639 Rico Rejoso: Yeah, those are, like, the.
403 00:47:58.140 ⇒ 00:48:08.230 Luke Scorziell: Yeah, okay, I mean, again, I… maybe in, like, a month or two, I will have more information on this stuff, but I don’t want to steer you wrong so that you do something that…
404 00:48:08.710 ⇒ 00:48:11.210 Luke Scorziell: Like it.
405 00:48:11.450 ⇒ 00:48:13.630 Luke Scorziell: again, like, I think sounds…
406 00:48:14.430 ⇒ 00:48:20.049 Luke Scorziell: And finally, I guess my question would be, how would we track SOWs across clients? Like, if we have multiple?
407 00:48:20.280 ⇒ 00:48:27.580 Luke Scorziell: As opposed to doing, like, deal number 1, deal number two, whatever.
408 00:48:27.800 ⇒ 00:48:30.509 Luke Scorziell: So, that’d probably be my question for you.
409 00:48:31.420 ⇒ 00:48:36.989 Rico Rejoso: Yeah, right now, for us, it’s getting confusing as well. Let’s say, for example, ABC.
410 00:48:37.200 ⇒ 00:48:49.379 Rico Rejoso: our ABC client, right? We offer… we have, like, 3 different work streams that we’re offering to them. We have, like, the AI and the work stream. We had a discovery, and…
411 00:48:49.470 ⇒ 00:49:03.670 Rico Rejoso: future… in future, we’ll have, like, a deal work stream to offer to them. Same with Eden, right? And currently, they… they are named as deal number 1, deal number 2, deal number 3, and 4, which makes it confusing on what to update, or let’s say.
412 00:49:04.280 ⇒ 00:49:13.429 Rico Rejoso: when would this deal close? Because if we’re going to match it with our records, and our records, we name it based off the SOW or the work stream title, right?
413 00:49:13.630 ⇒ 00:49:18.240 Rico Rejoso: So, we… I think it’ll be an issue as well to update it in HubSpot, whether that
414 00:49:18.690 ⇒ 00:49:24.530 Rico Rejoso: deal has closed or not, since it doesn’t reflect the deal name or the workstream name in HubSpot.
415 00:49:27.950 ⇒ 00:49:30.339 Luke Scorziell: Yeah, okay, I think I’m understanding, so…
416 00:49:34.300 ⇒ 00:49:37.730 Luke Scorziell: So there’s a difference between the names across
417 00:49:40.030 ⇒ 00:49:42.539 Luke Scorziell: Yeah, I mean, I think… okay, I think…
418 00:49:42.690 ⇒ 00:49:46.559 Luke Scorziell: It sounds like you’re identifying a genuine problem that is confusing.
419 00:49:47.190 ⇒ 00:49:52.909 Luke Scorziell: I think, yeah, you’re showing good leadership and bringing it up.
420 00:49:53.270 ⇒ 00:49:55.290 Luke Scorziell: And proposing these things.
421 00:49:55.460 ⇒ 00:49:56.520 Rico Rejoso: Man, I mean.
422 00:49:56.520 ⇒ 00:49:57.440 Luke Scorziell: I…
423 00:49:57.900 ⇒ 00:50:00.089 Rico Rejoso: Yeah, I’m sorry. One thing is that…
424 00:50:00.380 ⇒ 00:50:14.519 Rico Rejoso: when we need to change deals, we have to go to Ryan, because Ryan is, like, the one putting in all the deals here, right? And he’s the only one, like, what do you call this? As reference on what deal this is, depending on what you mentioned to him.
425 00:50:14.570 ⇒ 00:50:29.540 Rico Rejoso: So, I don’t want it to be, like, just capable to just one person. I mean, I myself can change the deal whenever I, you know, figure that it’s already done and stuff, so we don’t have to rely on just one person, knowing that the workload of trying has been increasing so far, right?
426 00:50:29.540 ⇒ 00:50:33.870 Luke Scorziell: So you have to go and ask Ryan about every deal and connect it to…
427 00:50:34.150 ⇒ 00:50:48.989 Rico Rejoso: Yeah, he basically knows everything on the deals that we have, ABC and stuff, and, some of it doesn’t have any description, when you open it, once you open the preview and stuff, so we can’t really identify unless you discuss it with Ryan, since he’s…
428 00:50:48.990 ⇒ 00:50:51.890 Luke Scorziell: Can you… can you screen share and show me, show me this?
429 00:50:53.960 ⇒ 00:50:55.199 Luke Scorziell: Just so I can see it.
430 00:50:56.820 ⇒ 00:50:58.410 Rico Rejoso: Let me just…
431 00:50:59.990 ⇒ 00:51:13.089 Rico Rejoso: Here, I guess so far it has been cleared, but previously, or during the last year, whenever we need to update deals, I have to go to… I have to talk to Ryan, like, hey, Ryan.
432 00:51:13.310 ⇒ 00:51:18.259 Rico Rejoso: Do you know where Andy is right now, or what deal are we with ABC?
433 00:51:18.410 ⇒ 00:51:25.730 Rico Rejoso: So, he’s gonna confirm and post-check, and since there are… there are… there are some financial literacy spreadsheet that…
434 00:51:27.300 ⇒ 00:51:39.940 Rico Rejoso: Ryan doesn’t have. He also have to sync in with me to identify those, and it’s taking time for us to just update what just closing a deal should take less than a minute or so, once we identify that a deal is done.
435 00:51:40.130 ⇒ 00:51:42.650 Rico Rejoso: And we can close it, close it out.
436 00:51:43.470 ⇒ 00:51:44.230 Rico Rejoso: Right.
437 00:51:45.220 ⇒ 00:51:59.969 Rico Rejoso: So, on the operations side, we cannot identify how many deals we are with the client. Right now, on ABC, we have 3 deals going, or I don’t know how many is active. You have to check in HubSpot as well to make sure all our… I mean, our data are…
438 00:52:00.990 ⇒ 00:52:02.559 Rico Rejoso: Are the same.
439 00:52:02.710 ⇒ 00:52:04.570 Rico Rejoso: And there’s no discrepancy.
440 00:52:07.340 ⇒ 00:52:09.439 Luke Scorziell: Yeah, okay.
441 00:52:15.500 ⇒ 00:52:20.000 Rico Rejoso: So, I guess that’s just the problem, you know, a small thing that we’re trying to fix.
442 00:52:20.290 ⇒ 00:52:20.970 Rico Rejoso: But…
443 00:52:20.970 ⇒ 00:52:27.319 Luke Scorziell: I… here’s… here’s what I would do. I would… Put together a…
444 00:52:27.430 ⇒ 00:52:32.480 Luke Scorziell: And you can use cursor to do this, or just… But maybe it just…
445 00:52:33.880 ⇒ 00:52:40.140 Luke Scorziell: put out, like, a Google document, or a Notion page, or something, and I would just show, like.
446 00:52:43.910 ⇒ 00:52:51.420 Luke Scorziell: Because, I mean, I’m tempted to just say, yeah, go for it. If you think it’s gonna save time, you should do it. I don’t really know how this… that kind of decision will affect…
447 00:52:52.100 ⇒ 00:52:59.160 Luke Scorziell: other people, in the organization. So… If you want to…
448 00:52:59.570 ⇒ 00:53:04.039 Luke Scorziell: push us along, I would just clearly highlight the pain point of
449 00:53:05.410 ⇒ 00:53:10.100 Luke Scorziell: Currently, I have to go to Ryan to check every single deal. This takes.
450 00:53:10.840 ⇒ 00:53:15.270 Luke Scorziell: Like, it adds another… one other context for him to switch to.
451 00:53:15.520 ⇒ 00:53:22.589 Luke Scorziell: And it… it delays, so I would just clearly outline, like, this is the time that it’s costing, this is the…
452 00:53:22.780 ⇒ 00:53:27.039 Luke Scorziell: Like, energy and mental capacity that it’s costing.
453 00:53:27.600 ⇒ 00:53:30.609 Luke Scorziell: This one easy fix will solve this.
454 00:53:30.820 ⇒ 00:53:32.869 Luke Scorziell: So, I mean, I don’t think it needs to be more than…
455 00:53:33.750 ⇒ 00:53:38.059 Luke Scorziell: You could just type that as a Slack message, I think, and just, but…
456 00:53:38.840 ⇒ 00:53:44.870 Luke Scorziell: I trust you, and think that what you’re observing is probably, like, true, and so…
457 00:53:45.290 ⇒ 00:53:48.259 Luke Scorziell: I would just make a case for it.
458 00:53:48.600 ⇒ 00:53:55.310 Rico Rejoso: Thank you, yeah, because I was planning to assign this to other operation team members, you know, just to get something off.
459 00:53:55.610 ⇒ 00:54:08.330 Rico Rejoso: of Ryan’s plate, because I know we… I want him to just focus on GTM and content stuff, rather than having to update deals in there, where we can… we from the operations can manage that as long as we got the
460 00:54:08.620 ⇒ 00:54:11.849 Rico Rejoso: instruction and information on how to use, Army Confirmation.
461 00:54:11.850 ⇒ 00:54:19.480 Luke Scorziell: Yeah, I mean, it sounds like you’re really thinking about it, so I don’t really, like, I don’t… I don’t… you don’t have to question yourself so much, I think.
462 00:54:20.300 ⇒ 00:54:24.090 Luke Scorziell: Yeah, just, I would…
463 00:54:26.100 ⇒ 00:54:31.329 Luke Scorziell: Send a message, you’re welcome to tag me in it, and say that we talked, and then…
464 00:54:31.730 ⇒ 00:54:41.699 Luke Scorziell: I’ll endorse it, because I don’t want Ryan spending time doing things that don’t… aren’t important. Ryan’s doing a million things also, it sounds like he didn’t really sleep last night, so…
465 00:54:42.030 ⇒ 00:54:42.700 Luke Scorziell: Ugh.
466 00:54:43.950 ⇒ 00:54:51.600 Rico Rejoso: Trying to clean this up as well, so, you know, you can just see the necessary or relevant deals that we can, or we should be working on for this year.
467 00:54:51.870 ⇒ 00:54:52.500 Rico Rejoso: So, yeah.
468 00:54:52.500 ⇒ 00:54:55.629 Luke Scorziell: Yeah, great, that’s perfect. So,
469 00:54:55.880 ⇒ 00:55:01.079 Luke Scorziell: Does that… does that give you everything you feel like you need on that? Like, do you… do you feel pretty good? Okay.
470 00:55:01.280 ⇒ 00:55:13.899 Rico Rejoso: Yeah, and I know moving forward, like, I mean, once you transition more on the sales process and stuff, you’ll be handing this out. I’m just also giving you a view on what… on where we’re at right now with HubSpot, which is a… which is a bit of a mess.
471 00:55:14.200 ⇒ 00:55:15.279 Rico Rejoso: So, in…
472 00:55:16.230 ⇒ 00:55:22.200 Luke Scorziell: Yeah, I mean, look, like, for me, if I’m handling the sales stuff, I… Like…
473 00:55:24.480 ⇒ 00:55:27.919 Luke Scorziell: You’re the one touching it. You’re the one doing stuff with it all the time.
474 00:55:28.120 ⇒ 00:55:33.210 Luke Scorziell: You’re probably the one who feels the pain the most, you and Ryan and whoever else is on.
475 00:55:33.450 ⇒ 00:55:42.179 Luke Scorziell: on the HubSpot deals, so I would just want you to make the decisions that are best for you, and I would assume that those would also be the decisions that
476 00:55:42.350 ⇒ 00:55:47.119 Luke Scorziell: would be best for me, so obviously there would be some adjustment, or like, you know, but…
477 00:55:47.320 ⇒ 00:55:48.370 Rico Rejoso: Dig it.
478 00:55:48.450 ⇒ 00:55:54.669 Luke Scorziell: Yeah, so, I mean, we’re not there yet, but, like, if you think this is more effective than what we’re currently doing.
479 00:55:55.120 ⇒ 00:56:03.589 Luke Scorziell: like, then that’s… that’s great. We should make that change, but I’m not gonna give you… I’m not the decision maker on that right now, so…
480 00:56:04.020 ⇒ 00:56:08.200 Rico Rejoso: No, no worries, yeah, I got you. I’m just gonna wait for Robert’s reply, just giving you a heads up as well.
481 00:56:08.520 ⇒ 00:56:11.609 Rico Rejoso: Alright, thank you so much, sorry for holding you up.
482 00:56:12.070 ⇒ 00:56:16.319 Luke Scorziell: No, no worries at all. Thanks for, bringing it up, and yeah, glad we got to talk about this, so…
483 00:56:16.450 ⇒ 00:56:17.790 Luke Scorziell: Alright, thanks.
484 00:56:18.160 ⇒ 00:56:20.250 Luke Scorziell: Yeah, alright, talk to you soon, Rico.
485 00:56:20.390 ⇒ 00:56:21.330 Rico Rejoso: Alright, have a good one.
486 00:56:21.770 ⇒ 00:56:22.490 Luke Scorziell: You too.