Meeting Title: WBR Prep and MQL Discussion Date: 2026-03-09 Meeting participants: Luke Scorziell, Rico Rejoso, Ryan Brosas, Hannah Wang
WEBVTT
1 00:01:21.160 ⇒ 00:01:22.039 Rico Rejoso: Hey, Luke.
2 00:01:22.790 ⇒ 00:01:24.160 Luke Scorziell: Hey, Rico, how’s it going?
3 00:01:24.650 ⇒ 00:01:28.610 Rico Rejoso: Good, just seeing your feedback on the…
4 00:01:29.090 ⇒ 00:01:30.889 Rico Rejoso: One that I filled out, I’m sorry.
5 00:01:31.130 ⇒ 00:01:38.480 Luke Scorziell: No, no, I mean, don’t apologize. I just… you know, we did a lot of work this week, so we need to… we need to take credit for it.
6 00:01:39.090 ⇒ 00:01:43.350 Rico Rejoso: I was thinking of it, actually, even before, like.
7 00:01:43.510 ⇒ 00:01:45.840 Rico Rejoso: There’s no way I can look at, or I can…
8 00:01:46.050 ⇒ 00:01:50.160 Rico Rejoso: Take note of those that were… that were rescheduled since the,
9 00:01:50.570 ⇒ 00:02:00.200 Rico Rejoso: calendar invite was changed, right? So there’s no way I can track that, unless it’s on default, or… I mean, it’s… if there’s a note in default that it’s been rescheduled.
10 00:02:00.310 ⇒ 00:02:02.209 Rico Rejoso: So I was looking at default as well.
11 00:02:02.730 ⇒ 00:02:09.559 Luke Scorziell: Yeah, I’m less… well, I guess, yeah, Robert wants to know the rescheduled ones.
12 00:02:11.170 ⇒ 00:02:22.880 Rico Rejoso: So unless I check in with you guys, or if you proactively provide your comments or feedback in regards to the meeting that were listed out, and, you know, stating which were rescheduled, I guess there’s no other way that we can track that.
13 00:02:23.610 ⇒ 00:02:24.470 Rico Rejoso: Right.
14 00:02:26.400 ⇒ 00:02:27.950 Luke Scorziell: Yeah.
15 00:02:30.970 ⇒ 00:02:37.269 Rico Rejoso: I don’t know if you want to create a new notification in Slack that lets us know if a meeting was rescheduled.
16 00:02:37.560 ⇒ 00:02:48.690 Rico Rejoso: If it was booked in default, right? Because I guess we have that in recruitment, whenever a candidate, rescheduled their meeting with an interviewer, we get informed through Slack.
17 00:02:48.690 ⇒ 00:02:54.569 Luke Scorziell: Yeah, I mean, if it’s easy to build out, I think we should just do that, really, you know, it doesn’t need to be a huge…
18 00:02:55.350 ⇒ 00:03:01.719 Rico Rejoso: Yeah, definitely, I can run… I can build that out and, send it to sales notification channel, right?
19 00:03:02.590 ⇒ 00:03:11.180 Luke Scorziell: Yes, yeah, that’s… yeah, that works good. And then I think we should maybe also have, like, a meeting booked that goes to everyone, just… that might make things easier as well.
20 00:03:11.670 ⇒ 00:03:15.740 Rico Rejoso: Yep, we’ll do it, got you. Yeah, I can get that, I can get that set up.
21 00:03:15.850 ⇒ 00:03:23.869 Rico Rejoso: I just need Robert’s, I guess Robert’s discovery call link, or, sales link.
22 00:03:24.160 ⇒ 00:03:27.659 Rico Rejoso: It’s not on default, or it is maybe what
23 00:03:27.780 ⇒ 00:03:34.209 Rico Rejoso: on his personal account. It’s not shared with the team, so I can’t get that. I can only put in yours.
24 00:03:34.420 ⇒ 00:03:39.769 Rico Rejoso: I don’t know if Utam has a link for the, sales call as well.
25 00:03:40.510 ⇒ 00:03:41.009 Luke Scorziell: Okay, got it.
26 00:03:41.010 ⇒ 00:03:41.550 Rico Rejoso: Right now.
27 00:03:42.150 ⇒ 00:03:46.540 Luke Scorziell: Yeah, let’s… let’s, we can do those after… after the WBR.
28 00:03:46.760 ⇒ 00:03:52.580 Luke Scorziell: I think for now, like, it’s okay that if we don’t have all the… .
29 00:03:55.580 ⇒ 00:03:56.829 Rico Rejoso: Gotcha, yep, definitely.
30 00:03:57.220 ⇒ 00:03:59.969 Luke Scorziell: Yeah, let’s just, yeah, let me just finish.
31 00:03:59.970 ⇒ 00:04:04.369 Rico Rejoso: with me. I can, get those going after,
32 00:04:05.490 ⇒ 00:04:07.890 Rico Rejoso: Oh, maybe later today, yeah. And I’m good.
33 00:04:07.890 ⇒ 00:04:09.880 Luke Scorziell: Perfect, yeah, no, that’s great, okay.
34 00:04:11.460 ⇒ 00:04:14.039 Rico Rejoso: Yeah, I’ll probably hop off this meeting, I’m working on something.
35 00:04:14.210 ⇒ 00:04:15.459 Luke Scorziell: Okay, sounds good.
36 00:04:15.820 ⇒ 00:04:16.660 Rico Rejoso: Thank you, guys.
37 00:04:16.930 ⇒ 00:04:17.550 Luke Scorziell: Yep.
38 00:04:21.420 ⇒ 00:04:22.510 Luke Scorziell: Ryan.
39 00:04:24.340 ⇒ 00:04:31.640 Ryan Brosas: Hang, yeah, so…
40 00:04:32.400 ⇒ 00:04:40.210 Ryan Brosas: I think we didn’t really did… I’m not sure if we did… oh, yeah, it’s… we did 7 posts last week.
41 00:04:41.110 ⇒ 00:04:42.350 Ryan Brosas: Not…
42 00:04:48.640 ⇒ 00:04:57.720 Ryan Brosas: Yeah, I need to… I need help with the engagement part. I think that’s something we aren’t doing, and also, I haven’t…
43 00:04:58.370 ⇒ 00:05:05.869 Ryan Brosas: Done the profile view, A sequence, or the campaign for that?
44 00:05:06.840 ⇒ 00:05:11.749 Ryan Brosas: Yeah, there’s, like, a lot of moving parts here.
45 00:05:12.490 ⇒ 00:05:13.470 Ryan Brosas: Bye!
46 00:05:13.470 ⇒ 00:05:18.279 Luke Scorziell: I can help you… why don’t I help you fill out the MQLs, because I think we got a lot more than 5.
47 00:05:20.570 ⇒ 00:05:22.060 Ryan Brosas: Yeah, mmm.
48 00:05:24.470 ⇒ 00:05:28.530 Ryan Brosas: But, yeah, it’s affect… it’s… well, for me, it’s affecting…
49 00:05:28.690 ⇒ 00:05:31.669 Ryan Brosas: the visibility, I guess, because we did…
50 00:05:32.170 ⇒ 00:05:38.669 Ryan Brosas: We just got, like, a huge… like… How many, like.
51 00:05:39.450 ⇒ 00:05:44.230 Ryan Brosas: minus 30 plus, total visitor, I guess?
52 00:05:46.370 ⇒ 00:05:50.920 Ryan Brosas: So, I think I need to focus more on the engagement and content.
53 00:05:51.550 ⇒ 00:05:58.420 Ryan Brosas: Or I can… Lip, ray?
54 00:05:58.840 ⇒ 00:06:04.169 Ryan Brosas: on that… While doing the, campaign and such.
55 00:06:12.540 ⇒ 00:06:18.200 Luke Scorziell: Yeah, let’s… let’s get that all set up for after, and then let’s just, right now, kind of get the…
56 00:06:18.780 ⇒ 00:06:20.010 Luke Scorziell: Get the data.
57 00:06:20.300 ⇒ 00:06:27.750 Luke Scorziell: input, so I’ll work on the… Qls, and then.
58 00:06:31.440 ⇒ 00:06:32.440 Ryan Brosas: Park now.
59 00:06:33.800 ⇒ 00:06:38.770 Ryan Brosas: One… And also, I want to…
60 00:06:39.000 ⇒ 00:06:45.190 Ryan Brosas: Provide more content on your site as well, because…
61 00:06:45.970 ⇒ 00:06:50.549 Ryan Brosas: To also, like, provide more visibility for your polls.
62 00:06:50.710 ⇒ 00:06:53.689 Ryan Brosas: So, we have… we’re not just basing
63 00:06:53.830 ⇒ 00:06:59.349 Ryan Brosas: we only have, like, a strong one profile, which is Utam, and we want to have 3.
64 00:06:59.750 ⇒ 00:07:05.500 Ryan Brosas: And… To make that happen is to increase our…
65 00:07:06.140 ⇒ 00:07:13.310 Ryan Brosas: engagement to all, to Robert’s account and to your account as well?
66 00:07:14.390 ⇒ 00:07:19.480 Ryan Brosas: So, I’m not sure how can I make that happen, because, you know,
67 00:07:20.070 ⇒ 00:07:28.689 Ryan Brosas: I’m only… well, I can… I can definitely use, Ray, but I think he’s kind of limited to 4 hours a day.
68 00:07:29.250 ⇒ 00:07:35.680 Ryan Brosas: But, yeah, let me know if you have any idea how we can make that happen, because… I think…
69 00:07:37.340 ⇒ 00:07:45.590 Ryan Brosas: pushing all the weekly office should be… well, it would… it would really help for the MPOL, and also the…
70 00:07:45.720 ⇒ 00:07:48.330 Ryan Brosas: The office hours as well.
71 00:07:49.080 ⇒ 00:07:52.520 Ryan Brosas: But yeah, that’s pretty much what I’m thinking.
72 00:07:52.520 ⇒ 00:07:54.670 Luke Scorziell: Yeah. Yeah, do we have,
73 00:07:56.640 ⇒ 00:07:59.590 Luke Scorziell: Okay, yeah, let’s, let’s, talk about that after.
74 00:08:00.010 ⇒ 00:08:02.969 Luke Scorziell: So, we’ll make a note to talk about Ray, and…
75 00:08:03.890 ⇒ 00:08:11.740 Ryan Brosas: 3, 4… Okay, this is good. One, both leadership, one…
76 00:08:12.610 ⇒ 00:08:20.550 Ryan Brosas: Book storage is not on… Selush, my server.
77 00:08:23.480 ⇒ 00:08:24.840 Ryan Brosas: Okay, that’s good.
78 00:08:25.280 ⇒ 00:08:27.359 Ryan Brosas: I’m listening.
79 00:08:35.299 ⇒ 00:08:37.609 Ryan Brosas: Oh, that’s nice to get that.
80 00:08:39.309 ⇒ 00:08:44.250 Ryan Brosas: privilege aware… That’s hands.
81 00:08:49.770 ⇒ 00:08:50.650 Ryan Brosas: folder…
82 00:08:56.160 ⇒ 00:08:57.270 Ryan Brosas: Gmail arm.
83 00:09:05.680 ⇒ 00:09:06.440 Ryan Brosas: Aye.
84 00:09:08.370 ⇒ 00:09:09.040 Ryan Brosas: Meh?
85 00:09:11.660 ⇒ 00:09:12.530 Ryan Brosas: Nope.
86 00:09:13.110 ⇒ 00:09:13.970 Ryan Brosas: Yay.
87 00:09:41.350 ⇒ 00:09:42.489 Ryan Brosas: I invest the money.
88 00:09:53.410 ⇒ 00:09:55.130 Ryan Brosas: Oh, God.
89 00:09:57.280 ⇒ 00:10:05.170 Ryan Brosas: Okay, so I’m done with the WBR… Almost done. Estry oil here.
90 00:10:10.950 ⇒ 00:10:11.660 Ryan Brosas: Huh.
91 00:10:23.190 ⇒ 00:10:24.220 Ryan Brosas: Yes.
92 00:10:24.670 ⇒ 00:10:26.329 Ryan Brosas: It feels like technology.
93 00:10:28.790 ⇒ 00:10:30.679 Ryan Brosas: Oh, pertaining like this.
94 00:10:45.670 ⇒ 00:10:47.120 Ryan Brosas: All 65.
95 00:11:31.530 ⇒ 00:11:32.510 Ryan Brosas: Yay.
96 00:12:15.800 ⇒ 00:12:17.160 Ryan Brosas: Yeah, that’s fine.
97 00:12:18.920 ⇒ 00:12:22.220 Ryan Brosas: How pain… Understand.
98 00:15:32.130 ⇒ 00:15:34.670 Luke Scorziell: I need to quickly restart my computer, so I’ll be right back.
99 00:15:35.650 ⇒ 00:15:36.310 Ryan Brosas: Okay.
100 00:15:49.880 ⇒ 00:15:51.670 Ryan Brosas: What else?
101 00:16:13.910 ⇒ 00:16:14.820 Ryan Brosas: Yay.
102 00:16:48.990 ⇒ 00:16:51.759 Ryan Brosas: I see, see.
103 00:16:54.450 ⇒ 00:16:54.950 Ryan Brosas: Hmm…
104 00:17:33.640 ⇒ 00:17:35.930 Ryan Brosas: What should do we…
105 00:17:39.890 ⇒ 00:17:41.030 Ryan Brosas: No, no.
106 00:17:41.610 ⇒ 00:17:42.550 Ryan Brosas: Wait a minute, girl.
107 00:18:18.810 ⇒ 00:18:19.890 Luke Scorziell: Okay, I’m back.
108 00:18:23.080 ⇒ 00:18:29.209 Luke Scorziell: Wait, Hannah, why… or can you explain to me your message of why they… why they wouldn’t be MQLs?
109 00:18:30.840 ⇒ 00:18:33.880 Hannah Wang: I thought MQLs, we have to be more…
110 00:18:34.690 ⇒ 00:18:39.519 Hannah Wang: discerning about whether they’re an RICP, and I don’t think any of them are.
111 00:18:40.700 ⇒ 00:18:45.379 Hannah Wang: Or that was just my… Quick glance at them, at their profiles.
112 00:18:52.180 ⇒ 00:18:53.490 Luke Scorziell: Lowering the…
113 00:19:50.480 ⇒ 00:19:53.869 Luke Scorziell: So for… well, for high intent engagement, I guess…
114 00:20:00.990 ⇒ 00:20:04.109 Hannah Wang: I logged them there, but not in MQLs.
115 00:20:04.900 ⇒ 00:20:05.540 Luke Scorziell: Okay.
116 00:24:00.570 ⇒ 00:24:06.079 Luke Scorziell: Yeah, so, well, I don’t know if we had… I mean, I guess for, like, needing to qualify, but we had 26…
117 00:24:07.380 ⇒ 00:24:15.270 Luke Scorziell: people message or engage with at least the office hours, and then the event that I went to, and then I guess, if there’s only one
118 00:24:15.590 ⇒ 00:24:25.990 Luke Scorziell: So, not everyone that was at the event that I went to is, like, necessarily a buyer, but I would think… I think that there would be good people that could connect us to buyers.
119 00:24:27.570 ⇒ 00:24:36.760 Luke Scorziell: So… I’m… Like, a little… More interested in seeing, like.
120 00:24:36.870 ⇒ 00:24:39.340 Luke Scorziell: The volume of people that are engaging.
121 00:24:40.380 ⇒ 00:24:45.919 Luke Scorziell: meaningfully with these events, rather than… like, I think it’s kind of hard for us to… I mean, I guess we can just look through each
122 00:24:46.070 ⇒ 00:24:52.050 Luke Scorziell: profile and see, what title and position and where are they at, but it’s like…
123 00:24:53.480 ⇒ 00:24:56.719 Luke Scorziell: I don’t know, in some ways that feels very limiting to me.
124 00:24:57.180 ⇒ 00:25:00.010 Luke Scorziell: I don’t know if you guys have thoughts on the MQLs.
125 00:25:03.030 ⇒ 00:25:07.729 Hannah Wang: I’m forgetting what we said. I feel like we hashed it out in the meeting.
126 00:25:08.140 ⇒ 00:25:17.890 Hannah Wang: Last week, we were… Couple weeks ago. I don’t know, maybe…
127 00:25:19.090 ⇒ 00:25:23.019 Hannah Wang: It needs to… I don’t know, like, I don’t know what…
128 00:25:23.470 ⇒ 00:25:24.070 Luke Scorziell: Yeah.
129 00:25:24.070 ⇒ 00:25:25.910 Hannah Wang: Robert, once.
130 00:25:26.980 ⇒ 00:25:27.770 Hannah Wang: Amazing.
131 00:25:28.030 ⇒ 00:25:38.439 Ryan Brosas: But if there’s, like, opportunity, like, an intro or, like, a path to, like, a decision maker, I guess that’s…
132 00:25:39.140 ⇒ 00:25:45.229 Ryan Brosas: account as an MQL, I guess, but it will be transitioned to an SQL if
133 00:25:45.520 ⇒ 00:25:53.350 Ryan Brosas: we have been intro’d to the decision maker. I guess that’s… the…
134 00:25:54.830 ⇒ 00:25:57.139 Ryan Brosas: the… what I call this distinction, I guess?
135 00:25:58.360 ⇒ 00:26:03.849 Ryan Brosas: If you’re going to, like, like, if we’re going to Engel, like, like.
136 00:26:04.070 ⇒ 00:26:20.350 Ryan Brosas: prospecting someone or, like, you know, a company that is fit to our ICP company, which is more on 10M to above, I think that would be much more better, I guess, if we can… if we want to, like, qualify
137 00:26:20.460 ⇒ 00:26:23.239 Ryan Brosas: like, attendees as MQL.
138 00:26:26.320 ⇒ 00:26:28.829 Luke Scorziell: If we’re gonna prospect their accounts?
139 00:26:29.730 ⇒ 00:26:31.980 Ryan Brosas: The, their, their company.
140 00:26:33.500 ⇒ 00:26:43.219 Luke Scorziell: Yeah, well, I mean, like, okay, Alice gave us, like, a very specific, detailed problem that she’s having at her group, so I feel like that’s, like, a group that we can prospect.
141 00:26:46.110 ⇒ 00:26:51.520 Luke Scorziell: Troy can introduce us to other agencies. Leo does… is working at a marketing company.
142 00:26:51.690 ⇒ 00:26:55.580 Luke Scorziell: So Leo Tom is not an MQL, so Leo, Leo, like, runs…
143 00:26:58.400 ⇒ 00:27:09.859 Luke Scorziell: digital marketing at his company, and they’re essentially, like, an in-house agency. Donovan is too small for us, but I think… yeah, so maybe we would not necessarily qualify him.
144 00:27:10.260 ⇒ 00:27:23.040 Luke Scorziell: but he… theoretically can’t introduce us to people. Kyle was one of Utam’s… references, Brandon was there. So…
145 00:27:23.910 ⇒ 00:27:31.830 Luke Scorziell: I don’t know, I’m… at least with MQLs, I’m… More interested in being, like, A little bit, like…
146 00:27:32.950 ⇒ 00:27:35.129 Luke Scorziell: Giving some wiggle room to,
147 00:27:36.070 ⇒ 00:27:37.640 Luke Scorziell: The people who are gonna come.
148 00:27:37.900 ⇒ 00:27:40.170 Luke Scorziell: Or who are… who are counting, because I think if…
149 00:27:44.110 ⇒ 00:27:49.190 Luke Scorziell: Yeah, I don’t know, I guess I can try to get your Tom… or Robert’s… or your Tom’s thinking on that, too.
150 00:27:51.200 ⇒ 00:27:52.070 Hannah Wang: Yeah.
151 00:27:52.470 ⇒ 00:27:55.449 Luke Scorziell: But, okay, well, we can hop over to the other meeting, I think.
152 00:28:05.750 ⇒ 00:28:06.820 Luke Scorziell: True.
153 00:28:11.820 ⇒ 00:28:14.170 Luke Scorziell: Okay, let’s… yeah, let’s just go over there.
154 00:28:14.790 ⇒ 00:28:15.570 Hannah Wang: Okay.