Meeting Title: GTM Weekly Retro + Analysis Date: 2026-03-12 Meeting participants: Ryan Brosas, Rico Rejoso, Luke Scorziell, Hannah Wang
WEBVTT
1 00:00:26.850 ⇒ 00:00:28.600 Luke Scorziell: Hello? Hello?
2 00:00:34.760 ⇒ 00:00:35.540 Rico Rejoso: Hey, guys.
3 00:00:37.050 ⇒ 00:00:38.510 Hannah Wang: Hello? Can you hear me?
4 00:00:40.930 ⇒ 00:00:41.635 Luke Scorziell: What?
5 00:00:42.720 ⇒ 00:00:49.690 Hannah Wang: Hey, Luke, we need to talk, bro. You told me you were slacking off, so, I’m the new HR person.
6 00:00:49.690 ⇒ 00:00:52.420 Luke Scorziell: You know, I’m so confused right now.
7 00:00:52.750 ⇒ 00:00:57.759 Hannah Wang: Dude, you just… it just hasn’t been enough, bro. And, I’m here to tell you.
8 00:00:58.510 ⇒ 00:00:59.800 Hannah Wang: Gotta chop chop.
9 00:01:00.010 ⇒ 00:01:02.520 Hannah Wang: Yeah? Can you agree to that?
10 00:01:03.250 ⇒ 00:01:04.040 Luke Scorziell: Oh my god.
11 00:01:05.770 ⇒ 00:01:06.840 Hannah Wang: You know, location.
12 00:01:06.840 ⇒ 00:01:12.059 Luke Scorziell: That’s my roommate, Brian Enrico. Hey! Hey, Kat! Hi!
13 00:01:13.770 ⇒ 00:01:16.509 Luke Scorziell: Oh my gosh, that’s so funny. I was like…
14 00:01:16.780 ⇒ 00:01:20.700 Luke Scorziell: Was that Caleb on the screen? I was like, why is Caleb on my screen?
15 00:01:23.840 ⇒ 00:01:27.060 Hannah Wang: I’m here to empower you after that constructive feedback.
16 00:01:27.800 ⇒ 00:01:28.889 Hannah Wang: You gotta sleep.
17 00:01:28.910 ⇒ 00:01:31.829 Luke Scorziell: Truth and grace. You got this.
18 00:01:31.830 ⇒ 00:01:35.129 Hannah Wang: Wow. I didn’t know this is the Hannah.
19 00:01:35.940 ⇒ 00:01:38.920 Luke Scorziell: I didn’t mind repeating him, no.
20 00:01:39.040 ⇒ 00:01:44.070 Hannah Wang: We met for the first time today. I was just working with Kat and Nathan.
21 00:01:45.150 ⇒ 00:01:47.550 Luke Scorziell: Wait, but is Nathan in Panama right now, too?
22 00:01:48.470 ⇒ 00:01:49.550 Hannah Wang: No, he’s here.
23 00:01:50.580 ⇒ 00:01:54.419 Hannah Wang: He’s over there in the other room. He’s working. Oh, he’s coming. He’s coming.
24 00:01:54.970 ⇒ 00:01:56.690 Luke Scorziell: Oh, where is this video from, then?
25 00:01:56.690 ⇒ 00:01:59.659 Hannah Wang: in your meeting?
26 00:01:59.660 ⇒ 00:02:01.710 Luke Scorziell: Video from college that you sent me?
27 00:02:02.140 ⇒ 00:02:15.669 Hannah Wang: It’s from COVID. Wait, you sent him? Oh my! That’s Robert, drilling. 2020. Oh, you sent him it? Oh my. Dude, I saw that video, you have a cool boss.
28 00:02:15.670 ⇒ 00:02:20.739 Luke Scorziell: That’s funny, I was like, wow, that’s so… that’s what Robert’s up to, right? I thought it was, like, right now, but then I was like.
29 00:02:20.740 ⇒ 00:02:22.500 Hannah Wang: Oh, no, no.
30 00:02:22.620 ⇒ 00:02:27.219 Hannah Wang: He has very creative ideas that may or may not work.
31 00:02:28.300 ⇒ 00:02:29.299 Hannah Wang: What is this meeting about?
32 00:02:29.300 ⇒ 00:02:30.070 Luke Scorziell: to know.
33 00:02:31.250 ⇒ 00:02:34.530 Luke Scorziell: This is our weekly go-to-market retro.
34 00:02:37.380 ⇒ 00:02:43.220 Luke Scorziell: Which is, like, reviewing our progress. I’m sure Ryan and Enrico are very confused at the moment.
35 00:02:43.220 ⇒ 00:02:46.620 Hannah Wang: Only week out? Only weekly? Why is it not daily?
36 00:02:48.500 ⇒ 00:02:49.030 Hannah Wang: Yeah.
37 00:02:49.030 ⇒ 00:02:50.020 Luke Scorziell: Way, gentlemen.
38 00:02:50.640 ⇒ 00:02:52.740 Hannah Wang: It used to be daily, I know, I know.
39 00:02:54.110 ⇒ 00:02:54.710 Hannah Wang: Alright.
40 00:02:54.930 ⇒ 00:02:56.189 Luke Scorziell: That’s so funny.
41 00:02:57.140 ⇒ 00:02:57.659 Luke Scorziell: Oh, man.
42 00:02:59.710 ⇒ 00:03:00.840 Luke Scorziell: Thanks, good dog.
43 00:03:01.240 ⇒ 00:03:01.870 Luke Scorziell: Excellent.
44 00:03:01.990 ⇒ 00:03:03.200 Luke Scorziell: What? What’d you say?
45 00:03:03.200 ⇒ 00:03:05.000 Hannah Wang: Just wanted to troll you.
46 00:03:05.440 ⇒ 00:03:13.269 Luke Scorziell: Thank you, that… that is controlling. It’s just like, did Caleb hack my computer somehow?
47 00:03:13.650 ⇒ 00:03:14.850 Luke Scorziell: So confused.
48 00:03:14.850 ⇒ 00:03:21.520 Hannah Wang: Sorry, one sec, can’t hear anything. Connect to my AirPods.
49 00:03:28.890 ⇒ 00:03:29.950 Hannah Wang: Hello.
50 00:03:30.170 ⇒ 00:03:30.730 Hannah Wang: Excuse me.
51 00:03:30.730 ⇒ 00:03:31.080 Luke Scorziell: player.
52 00:03:31.610 ⇒ 00:03:32.240 Hannah Wang: Okay.
53 00:03:32.240 ⇒ 00:03:33.130 Luke Scorziell: Yeah, I can hear it.
54 00:03:33.720 ⇒ 00:03:34.380 Hannah Wang: Yeah.
55 00:03:35.670 ⇒ 00:03:41.449 Hannah Wang: Well, because my… I came here to co-work because my water… the water on my place is shut off, so…
56 00:03:41.760 ⇒ 00:03:42.600 Hannah Wang: I just… I didn’.
57 00:03:42.600 ⇒ 00:03:43.090 Luke Scorziell: super cool.
58 00:03:43.090 ⇒ 00:03:49.350 Hannah Wang: to Nathan and Kat, and then Caleb also happened to co-work here, so we just met, like.
59 00:03:49.870 ⇒ 00:03:51.050 Hannah Wang: Two hours ago.
60 00:03:52.070 ⇒ 00:03:52.800 Luke Scorziell: That’s so funny.
61 00:03:53.520 ⇒ 00:04:02.199 Hannah Wang: And he’s like, oh yeah, I’m Luke’s roommate. I was like, what? Or I think Nathan and Kat were like, oh, he’s Luke’s roommate. And I was like, what? So…
62 00:04:02.660 ⇒ 00:04:03.630 Luke Scorziell: Yeah.
63 00:04:04.410 ⇒ 00:04:06.690 Luke Scorziell: Yeah, that’s funny. Yeah, we live,
64 00:04:08.030 ⇒ 00:04:12.360 Luke Scorziell: He was… I was, yeah, I was like… That’s funny.
65 00:04:13.430 ⇒ 00:04:20.260 Luke Scorziell: makes it feel like we’re actually… have a team of people that know each other. Yeah. Versus all.
66 00:04:20.269 ⇒ 00:04:23.559 Hannah Wang: Does he usually work from… Sorry.
67 00:04:23.939 ⇒ 00:04:24.799 Hannah Wang: Those usually work.
68 00:04:24.800 ⇒ 00:04:25.470 Luke Scorziell: I didn’t.
69 00:04:25.470 ⇒ 00:04:26.240 Hannah Wang: At home?
70 00:04:26.480 ⇒ 00:04:28.719 Hannah Wang: Like, were you wondering where he was today?
71 00:04:29.020 ⇒ 00:04:35.850 Luke Scorziell: No, I know that he goes out and works with, like, Cat and Nat a lot, so I was like,
72 00:04:38.070 ⇒ 00:04:39.859 Luke Scorziell: I don’t know, that’s where it was today.
73 00:04:40.100 ⇒ 00:04:43.690 Luke Scorziell: Or, I mean, even if I did, though, I wouldn’t have thought.
74 00:04:43.990 ⇒ 00:04:44.670 Hannah Wang: Yeah.
75 00:04:44.670 ⇒ 00:04:45.800 Luke Scorziell: viewer.
76 00:04:46.060 ⇒ 00:04:47.519 Luke Scorziell: Thank you, which was funny.
77 00:04:47.900 ⇒ 00:04:49.480 Luke Scorziell: But.
78 00:04:49.480 ⇒ 00:04:52.759 Hannah Wang: Anyway, sorry about that, I was like… No, no, sorry.
79 00:04:52.760 ⇒ 00:04:56.050 Luke Scorziell: Let’s add some… add some good fun to our meeting.
80 00:04:57.350 ⇒ 00:04:59.310 Luke Scorziell: Okay.
81 00:04:59.790 ⇒ 00:05:02.420 Luke Scorziell: Ryan and Enrico, do you have any retro on the prank?
82 00:05:05.240 ⇒ 00:05:06.190 Hannah Wang: pranks.
83 00:05:08.620 ⇒ 00:05:09.880 Hannah Wang: No, no pranks.
84 00:05:11.810 ⇒ 00:05:13.140 Rico Rejoso: We’re surprised.
85 00:05:14.560 ⇒ 00:05:18.579 Luke Scorziell: Also surprised, if that makes sense. Like, here’s this random man on a call.
86 00:05:21.030 ⇒ 00:05:28.989 Luke Scorziell: Cool, okay, well, like, the rest of the meeting’s probably gonna be less exciting, but we can,
87 00:05:29.760 ⇒ 00:05:31.049 Luke Scorziell: Try to make it fun.
88 00:05:31.650 ⇒ 00:05:38.690 Luke Scorziell: I liked Robert’s slide deck. We didn’t really use that last time, but I think it’s good.
89 00:05:42.680 ⇒ 00:05:47.269 Luke Scorziell: Yeah, so I guess… We moved this meeting to Thursdays.
90 00:05:48.440 ⇒ 00:05:54.429 Luke Scorziell: Which, we’re not entirely through the week, but I guess this gives us, like, a last little push for, like, what can we do tomorrow?
91 00:05:54.850 ⇒ 00:05:58.270 Luke Scorziell: And then…
92 00:05:59.080 ⇒ 00:06:06.400 Luke Scorziell: Yeah, so why don’t we just go through, I guess I can go through, like, each slide at a time, and we can kind of talk about it, and then I’ll share, like, some of my reflections, and…
93 00:06:06.660 ⇒ 00:06:12.650 Luke Scorziell: what I’ve been learning, if that works for you guys, so… Mom.
94 00:06:14.590 ⇒ 00:06:14.980 Hannah Wang: Yeah.
95 00:06:14.980 ⇒ 00:06:19.609 Luke Scorziell: We will start with… Me, I guess. I know someone else.
96 00:06:20.040 ⇒ 00:06:23.359 Luke Scorziell: Probably gonna be a lot of the similar stuff.
97 00:06:23.520 ⇒ 00:06:27.779 Luke Scorziell: That we’ve talked about already. But, I guess I’m gonna start.
98 00:06:27.900 ⇒ 00:06:35.039 Luke Scorziell: So, yeah, office hours seems to be effective, good for generating MQLs, but one per week, too much.
99 00:06:35.210 ⇒ 00:06:37.780 Luke Scorziell: Joint with partners is a higher demand.
100 00:06:38.210 ⇒ 00:06:42.699 Luke Scorziell: I think, like, the thing that we haven’t talked about here that I wanna, like.
101 00:06:43.350 ⇒ 00:06:49.539 Luke Scorziell: Bring to your guys’ attention… Probably just this one, that, like…
102 00:06:50.190 ⇒ 00:06:55.930 Luke Scorziell: getting MQLs to SQLs is a marathon, not a sprint. I think, like, probably the
103 00:06:57.200 ⇒ 00:07:00.350 Luke Scorziell: Pacing of, like, or it’s like, okay, each week we’re, like.
104 00:07:00.550 ⇒ 00:07:12.219 Luke Scorziell: are we just gonna turn this into MQLs and SQLs? How are we even gonna get MQLs? And so I think, like, with my mindset, I was like, okay, well, let’s just get, like, a quantity of MQLs through the office hours, which is…
105 00:07:12.360 ⇒ 00:07:16.270 Luke Scorziell: Not bad, we got a lot of people last time.
106 00:07:16.830 ⇒ 00:07:23.690 Luke Scorziell: But… yeah, I think I’d like to think about, like, maybe with this bi-weekly rhythm, like, we got a bunch of people in.
107 00:07:24.560 ⇒ 00:07:29.299 Luke Scorziell: as MQLs, and then to turn them into SQLs, like, we need to book a meeting with them.
108 00:07:29.590 ⇒ 00:07:36.220 Luke Scorziell: So… I almost… it kind of made me think, Hannah, about what we talked about yesterday of, like, if…
109 00:07:37.800 ⇒ 00:07:44.780 Luke Scorziell: We do a bi-weekly, and we give ourselves space, and maybe, like, the intermediate week is, like, the week where we try to set up more meetings.
110 00:07:45.100 ⇒ 00:07:47.629 Luke Scorziell: With people who were at the office hours.
111 00:07:49.110 ⇒ 00:07:55.450 Luke Scorziell: So, like, to me, I’m like, oh, well, like, I 100% should meet with Alice. I should try to meet with all the people that were…
112 00:07:55.640 ⇒ 00:07:59.280 Luke Scorziell: They were interested, but not… Able to come.
113 00:08:01.180 ⇒ 00:08:06.040 Luke Scorziell: And then that should boost us into getting more SQLs. So, does that make sense?
114 00:08:06.790 ⇒ 00:08:17.270 Hannah Wang: Yeah, I feel like that… the week that we have off should be nurturing week, so we just nurture whatever MQL that we got the week before.
115 00:08:20.060 ⇒ 00:08:24.860 Hannah Wang: And then also, like, I know each… it’s different, like…
116 00:08:25.750 ⇒ 00:08:40.290 Hannah Wang: there are different ICPs for each office hours, but also putting them in, like, a list, a master list somehow, maybe, like, labeling them on HubSpot, and then, like, whenever we have a data event, we, like, batch send.
117 00:08:40.770 ⇒ 00:08:51.900 Hannah Wang: that… the data ICP people, like, hey, we’re having another event. So, like, kind of grouping them, like, agency ICP, data ICP, AI ICP, or something.
118 00:08:53.320 ⇒ 00:08:54.040 Luke Scorziell: I like that.
119 00:08:58.250 ⇒ 00:09:07.099 Luke Scorziell: Sweet, and then… Okay, that’s… yeah, that’s a really good idea.
120 00:09:07.540 ⇒ 00:09:09.680 Luke Scorziell: Ryan, Rico, do you have any…
121 00:09:10.220 ⇒ 00:09:13.650 Luke Scorziell: I mean, I guess we can get to that, too, on your reflections, but any, like, quick…
122 00:09:13.840 ⇒ 00:09:15.409 Luke Scorziell: Like, thoughts on that?
123 00:09:31.360 ⇒ 00:09:32.820 Luke Scorziell: No, he’s not.
124 00:09:33.610 ⇒ 00:09:37.810 Luke Scorziell: Right. What’d you say? Oh, it was Ryan talking?
125 00:09:37.810 ⇒ 00:09:38.990 Rico Rejoso: Yeah, I think so.
126 00:09:39.630 ⇒ 00:09:51.919 Ryan Brosas: No, no, I’m just thinking, sorry, I’m doing something also out of the context, sorry. So, yeah, for, MQLC…
127 00:09:52.040 ⇒ 00:10:09.209 Ryan Brosas: SQL is a margin, not a screen, MQL turns into SQL. Yeah, as, Hannah said, that it’s a nurture piece, well, it’s a nurturing… whenever they, you know, provided their email, we are going to trans… like.
128 00:10:09.400 ⇒ 00:10:23.860 Ryan Brosas: like, push them to a sequence, like a nurture sequence. I’m not sure whether that’s a newsletter or… it is just a perspective on content, but, what I’m seeing is, like, we can push them on a sequence of four.
129 00:10:24.020 ⇒ 00:10:40.919 Ryan Brosas: a newsletter, but that’s kind of, like, going to effort, like, take a lot of effort for us. But in other, spectrum, we can also, like, ask them to, like, join to, for example, like, what we’re currently doing, which is more on office hours.
130 00:10:41.010 ⇒ 00:10:56.010 Ryan Brosas: and be more intimate with them, like, like, asking them questions, like, looking for pain, like, what their current pain, and then provide a value content based on that.
131 00:10:56.010 ⇒ 00:10:56.700 Luke Scorziell: Yeah. I think…
132 00:10:56.700 ⇒ 00:11:13.000 Ryan Brosas: That’s pretty much what, we can do also for, the office hours. Like, we can also ask for, like, what topics you… were you, you know, able to, be interested at solving with AI or with data.
133 00:11:14.150 ⇒ 00:11:20.470 Luke Scorziell: Yeah, well, okay, yeah, so I think from the content perspective, like, the office hours are gonna be real helpful, like we mentioned, and then…
134 00:11:20.970 ⇒ 00:11:32.029 Luke Scorziell: We can talk more specifically about this, but I think this will be, like, a change that I’ll make, is to try to book meetings with the people, in between. So maybe, Rico, you’ll help me with that, too.
135 00:11:32.610 ⇒ 00:11:39.950 Luke Scorziell: And then, yeah, Ryan, I think, like, grouping people on HubSpot into lists would be good, so…
136 00:11:41.520 ⇒ 00:11:42.470 Luke Scorziell: Okay.
137 00:11:42.590 ⇒ 00:11:51.300 Luke Scorziell: Mql to SQLs, I think this is just my realization of, like, I’m still borderline trying to do, like, sales campaigns, sort of, not really…
138 00:11:51.590 ⇒ 00:11:57.719 Luke Scorziell: But, like, I think we kind of took that off my plate, so I think I’m just gonna really try to focus 80% on
139 00:11:58.140 ⇒ 00:12:07.920 Luke Scorziell: MQLs and high intent, engagement, and then 20% on, like, directly sales campaigns. I feel like there are, like, marketing campaigns, too, like the connection request one.
140 00:12:08.260 ⇒ 00:12:11.850 Luke Scorziell: That we can launch, but I don’t feel like that’s, like, an outbound sales campaign.
141 00:12:13.960 ⇒ 00:12:22.909 Luke Scorziell: Okay, my bets, this was not how I phrased my bet, but basically that we could get people onto the agency office hours. I guess my thought was…
142 00:12:23.510 ⇒ 00:12:27.740 Luke Scorziell: If we could get 10 people, if each… if each of the 10 are worth…
143 00:12:28.700 ⇒ 00:12:34.629 Luke Scorziell: 30K, let’s say, for that, and 300 in monthly pipeline.
144 00:12:34.800 ⇒ 00:12:35.879 Luke Scorziell: So, what?
145 00:12:36.140 ⇒ 00:12:48.619 Luke Scorziell: did we do? We scheduled another agency office hours for this week. What happened is that we, you know, didn’t push out as many invites, there was a content delayed, and that resulted in no RSVPing, and then I think we just weren’t prepared.
146 00:12:50.540 ⇒ 00:12:58.739 Luke Scorziell: And so, the lesson there is, yeah, this is just too much to do in one week. We want to have office hours and then book calls for the following week.
147 00:12:59.180 ⇒ 00:13:01.900 Luke Scorziell: So that was my first bet.
148 00:13:02.100 ⇒ 00:13:05.229 Luke Scorziell: I think I… Was wrong.
149 00:13:05.570 ⇒ 00:13:15.459 Luke Scorziell: Which is okay. And so we’re, you know, just learning and adjusting from there. Second bet was maybe more right, but I think supporting Ryan…
150 00:13:15.690 ⇒ 00:13:22.850 Luke Scorziell: Rico and Hannah would help unblock some of the WBR metrics, so… yeah, I met with you, Ryan, to outline your time.
151 00:13:23.290 ⇒ 00:13:25.810 Luke Scorziell: Talked with Hannah to plan out office hours.
152 00:13:26.050 ⇒ 00:13:29.199 Luke Scorziell: And met with Rico a little bit to talk about campaigns.
153 00:13:30.490 ⇒ 00:13:38.050 Luke Scorziell: So the result, I guess, Ryan, I feel like you’re a little more focused on go-to-market, hopefully, and we have, like, a communication structure for…
154 00:13:38.450 ⇒ 00:13:46.329 Luke Scorziell: Yeah, if you get asked to do more ad hoc tasks, and then Hannah’s got office hours built out, so we can start actually planning.
155 00:13:46.880 ⇒ 00:13:52.880 Luke Scorziell: the content, of those, and then Rico, yeah, put out the agency campaign. So, I think…
156 00:13:53.330 ⇒ 00:13:58.919 Luke Scorziell: Yeah, just a good awareness for me to be, kind of, with it, and, yeah, help you guys.
157 00:13:59.830 ⇒ 00:14:05.140 Luke Scorziell: out. So, yeah, that’s my… Recap,
158 00:14:06.460 ⇒ 00:14:11.539 Luke Scorziell: I guess I’ll pause there, I don’t know if anyone has questions, otherwise we can move to… I think Rico’s next.
159 00:14:21.490 ⇒ 00:14:26.660 Rico Rejoso: Yeah, mine’s few. Just focus on, getting more MQLs through campaigns.
160 00:14:27.000 ⇒ 00:14:29.230 Rico Rejoso: So you guys,
161 00:14:30.780 ⇒ 00:14:36.970 Rico Rejoso: My… I only have two bets. First would be the work on campaign as soon as brief and list is ready.
162 00:14:37.140 ⇒ 00:14:40.550 Rico Rejoso: So I guess, I got a confusion this week.
163 00:14:40.650 ⇒ 00:14:45.220 Rico Rejoso: For the campaign… what is it called? Agency…
164 00:14:45.490 ⇒ 00:15:03.160 Rico Rejoso: What’s that? Agency Ingo, right? So it was forwarded to me by Luke, someday this week, and Ryan also… Ryan and I also had a discussion about this, so I think I got confused on the list that we’re building, because I don’t know, you guys have two preferences on the list, and that wasn’t consolidated yet.
165 00:15:03.270 ⇒ 00:15:07.639 Rico Rejoso: Prior to executing the campaign, thus we have to go back and forth,
166 00:15:08.560 ⇒ 00:15:26.190 Rico Rejoso: working on the campaign, which I think for me, can be… I mean, the trouble of going back and forth at the same time, you know, getting those or generating those leads can be lessened if we consolidate it first, based on the agreed or the mutual preference of leads that we’re going to choose out for the campaign.
167 00:15:26.260 ⇒ 00:15:43.649 Rico Rejoso: Right? So I think that’s one thing. Make sure… ensure first that I get the finalized version of the brief and everything before we execute it, so we can move on to the next campaign once we’re good with it, and just keep on monitoring this if we have, message sequencing in place. Second bet would be check on running campaigns.
168 00:15:43.730 ⇒ 00:15:51.200 Rico Rejoso: So this one, I guess, I mean, working on ops and sales, changing…
169 00:15:51.470 ⇒ 00:15:52.900 Rico Rejoso: What do you call this?
170 00:15:53.200 ⇒ 00:16:12.690 Rico Rejoso: changing focus from one department to another, maybe kinda, wasn’t able to, realize the issue about the campaigns that we had an instantly, which is basically my fault for not checking it every now and then. But, yeah, I guess one thing also would be me not being familiarized with the tool. So, I had Ryan, talk
171 00:16:12.740 ⇒ 00:16:14.490 Rico Rejoso: I mean, discuss this.
172 00:16:14.600 ⇒ 00:16:16.130 Rico Rejoso: earlier,
173 00:16:16.400 ⇒ 00:16:33.089 Rico Rejoso: how instantly in HeyReach works and stuff, and how campaigns should be run on that. So I think it’s still a learning in progress for me there, and should probably, you know, create, because I haven’t created an SOP or playbook yet for this one, for campaigns that we’re running, so I think it’s on me as well to get that
174 00:16:33.190 ⇒ 00:16:43.050 Rico Rejoso: To get that, get it finalized, so I can just, go through it whenever we’re running a campaign, and not keep on asking questions to you guys, about…
175 00:16:43.630 ⇒ 00:16:47.970 Rico Rejoso: I mean, about the campaigns and stuff. So I think, yeah, those are my two bets.
176 00:16:51.670 ⇒ 00:16:56.019 Luke Scorziell: Yeah, we can work on the campaign roof stuff, too. I think that makes sense.
177 00:16:59.880 ⇒ 00:17:09.769 Luke Scorziell: Yeah, I think it seems… I think there’s a gap between I have the idea of the direction we should go in, and then having the time to actually just fill out and sit down and do the campaign, so…
178 00:17:10.319 ⇒ 00:17:15.129 Luke Scorziell: Yeah, I can continue to work on that.
179 00:17:15.980 ⇒ 00:17:17.940 Luke Scorziell: Okay.
180 00:17:18.060 ⇒ 00:17:19.860 Luke Scorziell: Hannah, what are you?
181 00:17:21.140 ⇒ 00:17:21.730 Hannah Wang: Oh…
182 00:17:22.970 ⇒ 00:17:42.600 Hannah Wang: learnings from my OKRs, I guess, is number one. I feel like we’re seeing that engagement is higher with more event-based activities, so even with, like, the happy hour, we had good turnout there, and then our first office hours, also good turnout, so I think people just engage more with
183 00:17:43.740 ⇒ 00:17:51.399 Hannah Wang: events, I guess, rather than, like, content, which I guess kind of makes sense, because content is a little bit more passive, but…
184 00:17:51.950 ⇒ 00:17:58.420 Hannah Wang: Yeah, so that’s my first observation, or learning, and then the second one is, yeah, we just need a…
185 00:17:58.820 ⇒ 00:18:09.290 Hannah Wang: the buffer, I guess, in between events, so that we can properly make a push to promote it. So, kind of, that just rehashes what Luke said about
186 00:18:09.600 ⇒ 00:18:25.409 Hannah Wang: the first office hours versus the second one. I think we just didn’t push hard enough this week, which makes sense, because we came up with the idea for the second one on Monday. So I think the turnaround was just too short from last Thursday to now.
187 00:18:25.610 ⇒ 00:18:29.009 Hannah Wang: So I think bi-weekly will be a more comfortable
188 00:18:29.160 ⇒ 00:18:33.189 Hannah Wang: cadence for us. So that was my first bet, which, yeah.
189 00:18:34.150 ⇒ 00:18:39.299 Hannah Wang: We were not accurate, but that’s okay. So, in the second but…
190 00:18:39.460 ⇒ 00:18:47.630 Hannah Wang: is… that I made was that co-hosting an in-person event will help us do more. So, yeah, I’m gonna…
191 00:18:48.020 ⇒ 00:18:56.409 Hannah Wang: flesh out the axe throwing thing more with you, Luke, and then we can, depending on how the office hours goes, I think we can…
192 00:18:56.690 ⇒ 00:19:09.470 Hannah Wang: like, pitch that to them, to Mother Duck, because we also mentioned yesterday that I think if we host a virtual thing with a partner, that’ll give both of us more confidence to do an in-person one.
193 00:19:10.420 ⇒ 00:19:11.270 Hannah Wang: And then…
194 00:19:11.570 ⇒ 00:19:26.050 Hannah Wang: if we successfully do one in-person event with a partner, then we… that gives us the confidence to do the same with other partners. So, I think we have a queue of office hours lined up, and we could just do, like, in-person stuff with all of them if we
195 00:19:26.670 ⇒ 00:19:34.159 Hannah Wang: to the office are as well, so… Yeah. Those are my bets.
196 00:19:35.780 ⇒ 00:19:36.460 Luke Scorziell: Sweet.
197 00:19:37.850 ⇒ 00:19:40.009 Luke Scorziell: Yeah, I think,
198 00:19:40.520 ⇒ 00:19:44.400 Luke Scorziell: Yeah, I think the office hour’s gonna give us a lot of information, and then once we…
199 00:19:45.380 ⇒ 00:19:47.810 Luke Scorziell: Yeah, have that information, we can decide.
200 00:19:48.080 ⇒ 00:19:53.790 Luke Scorziell: Whether to do more office hours, to pivot to more in-person events, to do both.
201 00:19:54.190 ⇒ 00:19:58.530 Luke Scorziell: Also, if we want to bring in someone that looks, like, more…
202 00:19:59.160 ⇒ 00:20:02.440 Luke Scorziell: Helps us, like, with finding and throwing events.
203 00:20:02.650 ⇒ 00:20:07.610 Luke Scorziell: You know, but I think we’ll… yeah, this will help us to get, like, a picture of, like, what is the ROI of doing.
204 00:20:08.060 ⇒ 00:20:11.690 Luke Scorziell: Doing these, events, so… Yeah.
205 00:20:11.690 ⇒ 00:20:12.080 Hannah Wang: Hmm.
206 00:20:12.080 ⇒ 00:20:12.680 Luke Scorziell: Great.
207 00:20:15.400 ⇒ 00:20:16.350 Luke Scorziell: Okay.
208 00:20:17.160 ⇒ 00:20:20.970 Luke Scorziell: Ryan, how’s… how’s go to yours?
209 00:20:24.120 ⇒ 00:20:33.769 Ryan Brosas: Yeah, for me, well, as, I have faced a lot of hiccups, so I have read the whole content, like.
210 00:20:34.510 ⇒ 00:20:42.640 Ryan Brosas: the whole week for Tuesday, I guess, I’ve been, like, not doing it, in…
211 00:20:42.800 ⇒ 00:20:51.670 Ryan Brosas: like, our usual way, so, I’ve been, like, doing the content because, like, every weekend, so I haven’t
212 00:20:51.780 ⇒ 00:20:59.400 Ryan Brosas: done that, because I had, like, you know, did something else. So, so the delay is kind of, like.
213 00:20:59.820 ⇒ 00:21:16.300 Ryan Brosas: push that to Tuesday, and… and also, like, I haven’t provided some… some direction to Anne and Ray, so that’s the reason that we didn’t really push out, or the… the review, or approval loop is kind of, like.
214 00:21:16.790 ⇒ 00:21:23.040 Ryan Brosas: not really smooth, I guess. That’s the, the learning that I got, this week.
215 00:21:23.670 ⇒ 00:21:40.299 Ryan Brosas: And then, you know, as I said, that visibility is really important when it comes to doing campaigns or, like, pushing, like, events like office hours, so I think that’s one that, I also, like.
216 00:21:40.810 ⇒ 00:21:52.540 Ryan Brosas: for me, it’s a missed opportunity that we didn’t… I didn’t really, like, push more for Otam to review, the… the content more, you know, pushing more, like.
217 00:21:52.540 ⇒ 00:22:00.979 Ryan Brosas: pinging him on the Slack channel, and pushing the content to be posted by… in a daily basis.
218 00:22:01.190 ⇒ 00:22:16.319 Ryan Brosas: So, I think that’s one, also. And also, like, I’m feeling, like, the capacity… my cap… my capacity is, you know, I’m… the context switching is kind of, like, really hard for me now.
219 00:22:16.620 ⇒ 00:22:20.050 Ryan Brosas: Like, switching to another stuff is…
220 00:22:20.400 ⇒ 00:22:28.279 Ryan Brosas: like, you know, I need to, like, instead of, like, doing all the stuff, you know, I realized to, like.
221 00:22:28.760 ⇒ 00:22:39.939 Ryan Brosas: lean more to our team, which is, you know, Rico and Ray. So, right now, I’m handing them over some of the tasks that I usually do.
222 00:22:40.110 ⇒ 00:22:51.320 Ryan Brosas: Then I can, you know, focus more on, you know, the stuff that I needed to do, which is more on content and, you know, doing con… Like, GTM campaign stuff.
223 00:22:52.150 ⇒ 00:23:00.259 Ryan Brosas: But, yeah, I think it’s a pretty good learning this week for me, and I just need to, you know, stay motivated, I guess?
224 00:23:00.620 ⇒ 00:23:10.309 Ryan Brosas: As, you said that, you know, it’s not a sprint, it’s a marathon, so I need to be consistently, you know, being
225 00:23:10.620 ⇒ 00:23:14.569 Ryan Brosas: On fire, so I can push all around.
226 00:23:18.950 ⇒ 00:23:22.749 Luke Scorziell: Sweet. Yeah, thanks for, yeah, those learnings. I think,
227 00:23:23.770 ⇒ 00:23:27.150 Luke Scorziell: Yeah, definitely for all of us, wanna…
228 00:23:27.690 ⇒ 00:23:34.420 Luke Scorziell: encourage us to be, like, more communicative than the go-to-market channel, just about,
229 00:23:35.200 ⇒ 00:23:40.609 Luke Scorziell: yeah, what’s going on for each of us, like, even if it’s just throwing in, like, hey, here’s what I worked on.
230 00:23:40.830 ⇒ 00:23:48.980 Luke Scorziell: You know, I think that’s… that’s really helpful, just so that I can see what’s happening. I can talk to Robert and UTAM about what’s happening.
231 00:23:49.220 ⇒ 00:23:55.339 Luke Scorziell: So, yeah, good job doing that, Ryan. Yeah, how about… how about your butts?
232 00:23:58.000 ⇒ 00:24:01.269 Ryan Brosas: My bet is pretty much,
233 00:24:01.380 ⇒ 00:24:14.130 Ryan Brosas: We did, one week, content, but we got, you know, stuck to the week. I already drafted, like, three contests for next week, but I will work on that.
234 00:24:14.280 ⇒ 00:24:19.990 Ryan Brosas: this, within this, Friday, or this, if I have time today.
235 00:24:20.240 ⇒ 00:24:35.090 Ryan Brosas: So it’s almost like 50-50, I guess, for content. For engagement, I’m working with Ray on doing that. And, knowledge handoff is pretty much, it’s currently working, like, I’m currently, that’s…
236 00:24:35.320 ⇒ 00:24:51.239 Ryan Brosas: in progress. I’m currently, like, coaching both Rico and Ray for, for instance, for Rico instantly, and, like, hey Rich. Whether they have any question, they can, you know, ping me or, you know, hop on a call with me.
237 00:24:53.730 ⇒ 00:24:58.090 Luke Scorziell: Oh, sweet.
238 00:24:59.390 ⇒ 00:25:00.419 Luke Scorziell: Oh, I have that.
239 00:25:01.740 ⇒ 00:25:02.779 Luke Scorziell: I’ll shut that.
240 00:25:06.280 ⇒ 00:25:10.850 Luke Scorziell: Oh, are you still using the, kind of, brand and content strategy that I gave you? Is that helpful?
241 00:25:11.850 ⇒ 00:25:16.559 Ryan Brosas: Yeah, that is still helpful, because we want to build, like.
242 00:25:17.260 ⇒ 00:25:21.019 Ryan Brosas: a, like, what do you call this? A gut instinct of…
243 00:25:21.310 ⇒ 00:25:36.189 Ryan Brosas: those messaging, like, we are, you know, what do you call this? The brain force, and we’re building something from, like, we’re building your knowledge base, or your brain, or your company. I think that’s really a sleek
244 00:25:36.370 ⇒ 00:25:43.110 Ryan Brosas: Or a smart way to, like, brand our content and our, you know, our presence as well.
245 00:25:43.270 ⇒ 00:25:45.839 Ryan Brosas: So, I’m still, like, using that.
246 00:25:46.800 ⇒ 00:25:47.870 Luke Scorziell: Cool. Okay.
247 00:25:48.300 ⇒ 00:25:53.250 Luke Scorziell: Perfect. Yeah, just wanted to check in and just make sure that that was actually useful, and…
248 00:25:53.730 ⇒ 00:25:58.060 Luke Scorziell: Not something that, yeah, it was, like, a good idea that we didn’t end up doing.
249 00:25:58.250 ⇒ 00:26:02.660 Luke Scorziell: Okay, so just… Thank you for sharing.
250 00:26:03.100 ⇒ 00:26:09.710 Luke Scorziell: Ryan, I guess… I don’t know that this is showing up. Brian’s OKRs, but it’s showing mine.
251 00:26:09.830 ⇒ 00:26:14.430 Luke Scorziell: So, 30% of new SQL pipeline comes from SQLs, is our goal.
252 00:26:14.880 ⇒ 00:26:22.060 Luke Scorziell: 12 high intent ICP actions per week, also our goal, maybe move that down to 10, but…
253 00:26:22.260 ⇒ 00:26:28.569 Luke Scorziell: My instinct right now is we’re closer on this one, because I have people that have messaged me.
254 00:26:29.020 ⇒ 00:26:39.560 Luke Scorziell: And we have people that commented and whatnot. I don’t think… like, this is, like, an issue… yeah, the 30% of the new SQL pipeline coming from MQLs.
255 00:26:39.990 ⇒ 00:26:44.580 Luke Scorziell: That’s… that’s the one that I want to push to solve.
256 00:26:45.820 ⇒ 00:26:49.530 Luke Scorziell: Or get there. I think we’re, like, kind of… I just don’t think we have a consistent…
257 00:26:49.950 ⇒ 00:26:55.809 Luke Scorziell: We’re getting there, but… with the MQLs, but we need kind of a more consistent system.
258 00:26:55.990 ⇒ 00:26:58.570 Luke Scorziell: to build the SQLs from that.
259 00:27:05.580 ⇒ 00:27:06.610 Luke Scorziell: So…
260 00:27:07.080 ⇒ 00:27:12.049 Luke Scorziell: Yeah, I guess that’s kind of what I was mentioning, of booking calls, follow-up calls with people that come to office hours.
261 00:27:18.200 ⇒ 00:27:23.819 Luke Scorziell: So, yeah, I guess that the thing with these two things is, like, y’all are helping…
262 00:27:25.320 ⇒ 00:27:31.049 Luke Scorziell: Like, ultimately, I’m the one responsible for getting us there, but then you guys are helping
263 00:27:31.530 ⇒ 00:27:38.120 Luke Scorziell: Or I’m… I’m helping our team kind of move in that direction. So, like, yeah, just wanna… we’re all kind of…
264 00:27:38.230 ⇒ 00:27:42.480 Luke Scorziell: Aiming for these goals, because that’s what’s going to help us most as a team.
265 00:27:42.780 ⇒ 00:27:47.369 Luke Scorziell: So, yeah, and then lastly…
266 00:27:48.040 ⇒ 00:27:50.239 Luke Scorziell: I couldn’t get it to format, like…
267 00:27:52.150 ⇒ 00:27:54.109 Luke Scorziell: Normally, it, like, makes these smaller.
268 00:27:54.450 ⇒ 00:27:56.430 Luke Scorziell: And you, like, do a list, but…
269 00:27:56.810 ⇒ 00:27:58.830 Hannah Wang: Change that thing.
270 00:27:59.090 ⇒ 00:28:00.110 Hannah Wang: Over here.
271 00:28:01.820 ⇒ 00:28:02.820 Hannah Wang: to fit…
272 00:28:02.820 ⇒ 00:28:03.380 Luke Scorziell: Bye.
273 00:28:03.730 ⇒ 00:28:05.179 Hannah Wang: Oh, you mean the font?
274 00:28:06.220 ⇒ 00:28:12.130 Luke Scorziell: Like, yeah, normally when I, like, push this, like, indent in, it, like, decreases in text size, so…
275 00:28:12.130 ⇒ 00:28:12.790 Hannah Wang: Oh.
276 00:28:12.790 ⇒ 00:28:16.480 Luke Scorziell: But… I don’t know why I didn’t do that.
277 00:28:17.120 ⇒ 00:28:23.940 Luke Scorziell: This is kind of rudimentary win-loss notes, but,
278 00:28:24.060 ⇒ 00:28:26.890 Luke Scorziell: I think it’s, like, helpful learning for us as we think about
279 00:28:27.140 ⇒ 00:28:33.010 Luke Scorziell: what we’re doing. So, Layer Lens was, someone that reached out to us from content, and he was interested in…
280 00:28:33.580 ⇒ 00:28:35.569 Luke Scorziell: Talking with us,
281 00:28:36.630 ⇒ 00:28:42.349 Luke Scorziell: he is just waiting on the rest of his team. I kind of just marked it as lost for now, because it’s like.
282 00:28:43.830 ⇒ 00:28:47.590 Luke Scorziell: We’ve been waiting on the rest of this team probably for, like, 3 or 4 weeks, so…
283 00:28:47.950 ⇒ 00:28:53.279 Luke Scorziell: Maybe this would be a good one, where, like, I don’t know, like, whipping up, like, a custom demo?
284 00:28:53.450 ⇒ 00:28:56.920 Luke Scorziell: I… I don’t know, I don’t… I’m kind of experimenting with the demos.
285 00:28:57.190 ⇒ 00:29:08.959 Luke Scorziell: To see if that’s helpful. Or not. And then… So… I don’t have it.
286 00:29:16.780 ⇒ 00:29:17.620 Luke Scorziell: Chris.
287 00:29:19.840 ⇒ 00:29:20.530 Luke Scorziell: Okay.
288 00:29:24.550 ⇒ 00:29:25.660 Luke Scorziell: So…
289 00:29:28.160 ⇒ 00:29:35.779 Luke Scorziell: Yeah, this is definitely… it was more of a big picture, but I want y’all to think about how we can start solving some of these problems with the pipeline.
290 00:29:35.930 ⇒ 00:29:43.049 Luke Scorziell: So, yeah, layer lens, waiting on the team, I don’t know, maybe you didn’t really have a compelling pitch to bring to the team?
291 00:29:43.740 ⇒ 00:29:48.480 Luke Scorziell: I might have to follow up and hear, like, ask what, it’s happening.
292 00:29:51.300 ⇒ 00:30:06.989 Luke Scorziell: AECOM, this is, like, a huge company, like, so we’re probably not gonna end up doing anything with them, but, I don’t know, it’s, like, 51,000 people, so they’re, like, massive. But they’re exploring AI, and they have a mandate, and they have, like, a very small team relative to their organization.
293 00:30:07.280 ⇒ 00:30:10.299 Luke Scorziell: So, for me, it’s, like, interesting to be able to do that.
294 00:30:10.440 ⇒ 00:30:14.340 Luke Scorziell: Or to… to send them what we can do, so that she can…
295 00:30:14.620 ⇒ 00:30:18.689 Luke Scorziell: At least have us in the back of our mind, maybe can refer us to other smaller companies.
296 00:30:19.170 ⇒ 00:30:22.960 Luke Scorziell: So the blocker here, too, I’m trying to get a demo agent.
297 00:30:23.140 ⇒ 00:30:25.679 Luke Scorziell: Build out, that can, like, help me build demos.
298 00:30:26.110 ⇒ 00:30:30.290 Luke Scorziell: So far, it’s been pretty… bad.
299 00:30:30.540 ⇒ 00:30:32.499 Luke Scorziell: About doing what I wanted to do.
300 00:30:32.780 ⇒ 00:30:37.260 Luke Scorziell: So… So, yeah,
301 00:30:38.560 ⇒ 00:30:47.410 Luke Scorziell: movers and shakers, stalled. We’re waiting on his… he’s, like, rolling out some internal AI platform that he built himself.
302 00:30:48.040 ⇒ 00:30:52.609 Luke Scorziell: Pranav and I expect that it probably will not go, like, great.
303 00:30:53.250 ⇒ 00:30:59.560 Luke Scorziell: But, yeah, I think figuring out a way to, like, subvert this without having to wait, like, several weeks would be important for us, of, like.
304 00:30:59.660 ⇒ 00:31:04.700 Luke Scorziell: How do we push, Yeah, how do we push this?
305 00:31:05.190 ⇒ 00:31:11.129 Luke Scorziell: Ahead, and kind of help him see, like, the urgency of, like, we can work alongside other builds that they’re doing in-house.
306 00:31:11.900 ⇒ 00:31:15.609 Luke Scorziell: Rose Hills…
307 00:31:16.150 ⇒ 00:31:23.260 Luke Scorziell: We… I just need to, you know, we need to talk to other people if we’re gonna pursue that account, because it’s, it’s a bigger company, but…
308 00:31:24.310 ⇒ 00:31:29.170 Luke Scorziell: I don’t… I don’t think this guy is the… at all close to the decision maker.
309 00:31:29.910 ⇒ 00:31:35.080 Luke Scorziell: And then David and Goliath, they are pretty, like…
310 00:31:35.200 ⇒ 00:31:39.710 Luke Scorziell: seem like good to go, they just need…
311 00:31:39.930 ⇒ 00:31:43.469 Luke Scorziell: They’re doing, like, a pretty big internal project push right now.
312 00:31:43.610 ⇒ 00:31:46.870 Luke Scorziell: And…
313 00:31:47.260 ⇒ 00:31:52.689 Luke Scorziell: We’re waiting 2 more weeks, so we’re gonna follow up with some… I’m gonna send them our white paper.
314 00:31:53.160 ⇒ 00:31:58.639 Luke Scorziell: Which I think I can just send without them having to sign the NDA. And then…
315 00:31:59.160 ⇒ 00:32:01.679 Luke Scorziell: Yeah, and then, so…
316 00:32:03.880 ⇒ 00:32:08.369 Luke Scorziell: learning here is that we need to send an NDA after we have a sales call.
317 00:32:08.690 ⇒ 00:32:20.099 Luke Scorziell: Because I don’t know if we sent them the whole demo, so I don’t really know if that’s how things normally go, or you just get a demo. So hopefully not share it with anyone, or take it to another vendor and ask.
318 00:32:20.400 ⇒ 00:32:27.619 Luke Scorziell: But, yeah, as far as pricing, with D&G, we…
319 00:32:28.910 ⇒ 00:32:32.799 Luke Scorziell: Told them $90,000, like, 30K a month. They didn’t flinch.
320 00:32:33.160 ⇒ 00:32:41.340 Luke Scorziell: I think… That means we didn’t charge enough.
321 00:32:42.100 ⇒ 00:32:45.120 Luke Scorziell: For this, because, yeah, he was just like.
322 00:32:45.390 ⇒ 00:32:49.480 Luke Scorziell: Yeah, that’s about what I was expecting. So I’m online then, I’m like, okay, well…
323 00:32:50.580 ⇒ 00:32:58.760 Luke Scorziell: like, was he expecting 90K, or was he expecting, like, $150K, or 120K, and then it’s like… So,
324 00:32:59.470 ⇒ 00:33:03.670 Luke Scorziell: So, just stuff that we’ll want to think about, but I think that this is, like.
325 00:33:03.850 ⇒ 00:33:12.149 Luke Scorziell: good information for us as we continue to pursue, like, some of these creative agencies, and agencies of David and Goliath’s sides is, like.
326 00:33:12.390 ⇒ 00:33:18.259 Luke Scorziell: Yeah, $30,000 a month is gonna be, like, doable for them, most likely.
327 00:33:18.380 ⇒ 00:33:24.019 Luke Scorziell: Or, or as something that is, like, yeah, even if they have pushback, we now know that
328 00:33:24.360 ⇒ 00:33:29.169 Luke Scorziell: That’s a pretty acceptable price for other agencies, so,
329 00:33:30.530 ⇒ 00:33:36.689 Luke Scorziell: Yeah, so that’s kind of that, I guess, the first time we’ve done this, like, offer and position review fully, so…
330 00:33:38.070 ⇒ 00:33:41.340 Luke Scorziell: Yeah, I will pause there. I would love to share…
331 00:33:42.010 ⇒ 00:33:47.500 Luke Scorziell: some kind of feedback, just so I know that at least these things made it into your guys’ brains.
332 00:33:47.790 ⇒ 00:33:51.640 Luke Scorziell: And… yeah.
333 00:33:54.950 ⇒ 00:33:58.429 Hannah Wang: Well, I think it makes sense that everything is very,
334 00:34:01.260 ⇒ 00:34:09.079 Hannah Wang: like, we’re still getting our footing here in the agency space, because I don’t think any of our past clients are agencies, so…
335 00:34:09.909 ⇒ 00:34:20.399 Hannah Wang: I think it makes sense that… There’s a lot of, like… pickups, I guess? Along the…
336 00:34:21.290 ⇒ 00:34:22.809 Hannah Wang: What’s the word I’m looking for?
337 00:34:23.570 ⇒ 00:34:26.970 Hannah Wang: Discovery process, when we’re trying to close.
338 00:34:27.250 ⇒ 00:34:28.770 Hannah Wang: These deals, so…
339 00:34:29.010 ⇒ 00:34:34.619 Hannah Wang: like, for example, the pricing thing, like, how did we come up with 90K? Did we just, like…
340 00:34:36.139 ⇒ 00:34:39.459 Hannah Wang: come up with it? Or was there, like, a strategy behind it?
341 00:34:40.459 ⇒ 00:34:43.709 Luke Scorziell: Yeah, let me show you guys.
342 00:34:46.709 ⇒ 00:34:48.429 Luke Scorziell: Alright, let me stop sharing my screen.
343 00:34:54.419 ⇒ 00:34:59.659 Luke Scorziell: I thought it’s not long.
344 00:35:17.859 ⇒ 00:35:19.229 Luke Scorziell: It’s just fun? No.
345 00:35:22.329 ⇒ 00:35:23.759 Luke Scorziell: When I just search.
346 00:35:32.559 ⇒ 00:35:38.179 Luke Scorziell: Okay, elsewhere. So… Down here…
347 00:35:39.009 ⇒ 00:35:44.429 Luke Scorziell: I’ll show you guys this, so… I’ll explain some. So basically what we pitched them is, like.
348 00:35:47.019 ⇒ 00:35:56.899 Luke Scorziell: multiple stages, so 3 stages. So, what I’m learning on this is, like, we… Have to learn.
349 00:35:57.799 ⇒ 00:36:07.189 Luke Scorziell: all about what they need, because, like, we’re not selling software that exists, we’re, like, basically selling them custom solutions, so we have to figure out, like.
350 00:36:08.199 ⇒ 00:36:16.889 Luke Scorziell: with each system… with each data source they want to connect, like, is there API ability? Like, what are the authentication requirements, rate limits, data, like, all this different stuff.
351 00:36:17.549 ⇒ 00:36:30.639 Luke Scorziell: They said that they have on-prem, which is, like, super dated for servers, so maybe they’re not fully using cloud. So then that’s another thing that we have to scope. So then security design.
352 00:36:31.099 ⇒ 00:36:31.869 Luke Scorziell: like…
353 00:36:32.869 ⇒ 00:36:40.569 Luke Scorziell: all of this, so that… this is just, like, a discovery phase, so as we think… as I think about, like, projects, I think this is helpful for me, because, like, yeah.
354 00:36:40.969 ⇒ 00:36:46.559 Luke Scorziell: At some point, the discovery that we do pre them signing a contract needs to stop.
355 00:36:46.789 ⇒ 00:36:56.379 Luke Scorziell: For them to sign the contract, and then we keep doing discovery. So it’s kind of like showing someone that, like, hey, we’re gonna be able to offer you value, just trust us that we’ll find the ways.
356 00:36:57.139 ⇒ 00:36:58.679 Luke Scorziell: Which is kind of what the demo did.
357 00:36:58.869 ⇒ 00:37:07.959 Luke Scorziell: So, this first phase, Also cursor did most of this, so…
358 00:37:12.229 ⇒ 00:37:18.379 Luke Scorziell: We… it did at $12,000. I’m guessing that’s because… of…
359 00:37:18.869 ⇒ 00:37:25.459 Luke Scorziell: like, the number of… of hours. The second phase of building them the pilot is $38,000.
360 00:37:30.169 ⇒ 00:37:36.609 Luke Scorziell: Yeah, maybe I need to ask it more of, like, how I came up with those numbers. Robert has a pricing guide agent, so…
361 00:37:36.949 ⇒ 00:37:39.049 Luke Scorziell: My mind just assumed that it is that.
362 00:37:39.579 ⇒ 00:37:55.479 Luke Scorziell: And then… so… so then this is a way that we can price, like, okay, if it’s $50,000, just if they want to just do phase zero, which is discovery, see ways that we can help them, and then phase one, which is the pilot build. If they want us to roll it out to their entire
363 00:37:55.789 ⇒ 00:37:56.579 Luke Scorziell: like…
364 00:37:56.749 ⇒ 00:38:13.769 Luke Scorziell: all their departments do, like, role-based, I think this is role-based authentication, or access… access granting, or whatever. So, like, if you’re in IT, you get IT things. If you’re in a different department, you get different things. Training them, admin tooling, like, rolling it out to, like, 80 users, that’s, you know.
365 00:38:14.129 ⇒ 00:38:21.959 Luke Scorziell: another $22,000. If they want to then, from there, roll it out to every single person in the agency, so, like, around 200 people.
366 00:38:22.309 ⇒ 00:38:27.699 Luke Scorziell: $18,000. And yeah, I believe…
367 00:38:28.869 ⇒ 00:38:31.809 Luke Scorziell: This is because… from the hourly rates.
368 00:38:32.119 ⇒ 00:38:34.789 Luke Scorziell: That… that’s estimating that it would take.
369 00:38:36.050 ⇒ 00:38:41.500 Luke Scorziell: But I don’t know, I can ask Christopher more about that, so…
370 00:38:41.750 ⇒ 00:38:46.680 Luke Scorziell: But then another section, this is good, actually, for us to look at this all together.
371 00:38:46.930 ⇒ 00:38:50.670 Luke Scorziell: That I’d want you guys to think about is…
372 00:38:51.030 ⇒ 00:38:53.649 Luke Scorziell: Kind of, like, the return on investment model.
373 00:38:54.450 ⇒ 00:38:55.560 Luke Scorziell: So…
374 00:38:56.640 ⇒ 00:39:06.999 Luke Scorziell: like, okay, 90,000 to spend on… on something like this. I mean, maybe. If you do, then…
375 00:39:07.440 ⇒ 00:39:11.889 Luke Scorziell: Okay, cool. But I’m imagining it would be, like, that’s like a big investment.
376 00:39:12.050 ⇒ 00:39:22.290 Luke Scorziell: But if we go in and look at their… internal costs, F.
377 00:39:22.670 ⇒ 00:39:30.649 Luke Scorziell: Yeah, if this recovers 600 hours per week across the entire agency, so even if just 150 people use it by 6 months in.
378 00:39:31.540 ⇒ 00:39:38.060 Luke Scorziell: And let’s just say the average cost of someone doing client work is $100. That’s 60 grand a week.
379 00:39:38.490 ⇒ 00:39:40.920 Luke Scorziell: So, we probably underpriced it, because…
380 00:39:41.700 ⇒ 00:39:43.919 Luke Scorziell: If… if this is real, then…
381 00:39:45.060 ⇒ 00:39:50.900 Luke Scorziell: They’re getting 90,000 investment, so…
382 00:39:51.220 ⇒ 00:39:59.099 Luke Scorziell: That’s like, if you were to put in 300,000 back.
383 00:39:59.690 ⇒ 00:40:11.090 Luke Scorziell: So, that’s pretty, pretty good, pretty good. But then the other thing here is that…
384 00:40:11.700 ⇒ 00:40:17.770 Luke Scorziell: A lot of the agent… a lot of… a lot of the time in agencies, employees are being billed
385 00:40:18.990 ⇒ 00:40:31.399 Luke Scorziell: like, the cost of the work is being… is, like, like, brainforged. Like, if it takes an engineer 10 hours to do something, then the agency charges the client for that 10 hours.
386 00:40:31.600 ⇒ 00:40:41.490 Luke Scorziell: If the agency can save the time where it takes less time and can free up employees to do more work, then they can lower the cost a little bit, but still have a higher margin.
387 00:40:41.640 ⇒ 00:40:46.840 Luke Scorziell: And… So this then says, like.
388 00:40:47.750 ⇒ 00:40:56.060 Luke Scorziell: I mean, probably, yeah, just depending on who is client-facing and who’s not. If you’re working on client projects, and you save $100 an hour, and you save
389 00:40:56.330 ⇒ 00:41:03.219 Luke Scorziell: 600 hours a week, then now you’re not just saving $60,000, but you’re actually freeing up
390 00:41:04.230 ⇒ 00:41:10.430 Luke Scorziell: $90,000 to add, so they could add in another client, because now everyone can do things faster.
391 00:41:12.440 ⇒ 00:41:19.019 Luke Scorziell: And so, as we’re talking to them, why this is important, and, like, for E. Ryan, too, with content.
392 00:41:19.350 ⇒ 00:41:23.770 Luke Scorziell: Like, they were concerned about…
393 00:41:24.350 ⇒ 00:41:34.190 Luke Scorziell: Us saying headcount was, like, they did not want to go and say, oh, headcount is going to go down because we’re going to get this new thing, and you’re going to save money because we can hire less people.
394 00:41:34.900 ⇒ 00:41:45.180 Luke Scorziell: So they were worried about that, so that’s, like, a fear that people would have, so that’s something that we can talk about a lot in content. The positive side of this is that
395 00:41:48.790 ⇒ 00:41:52.310 Luke Scorziell: Yeah, we’re not saying to get rid of employees, we’re actually saying
396 00:41:52.510 ⇒ 00:41:57.849 Luke Scorziell: With the employees that you have, we can improve their quality of life, because they don’t have as much work.
397 00:41:58.060 ⇒ 00:41:59.630 Luke Scorziell: We can…
398 00:42:00.430 ⇒ 00:42:08.740 Luke Scorziell: Increase the number of clients that you can actually have, and then as a result, like, increase the… the business’s,
399 00:42:08.930 ⇒ 00:42:11.220 Luke Scorziell: success rate. So, to me, that’s, like.
400 00:42:11.340 ⇒ 00:42:14.639 Luke Scorziell: A much different story than, like, hey, we’re gonna cut
401 00:42:15.000 ⇒ 00:42:20.269 Luke Scorziell: all these positions. It’s like, actually, everyone’s gonna be able to do more with less, and be more happy.
402 00:42:20.960 ⇒ 00:42:23.019 Luke Scorziell: So,
403 00:42:23.650 ⇒ 00:42:32.959 Luke Scorziell: So yeah, so you can kind of see the two stories. 30 million agency, so if this is true.
404 00:42:33.160 ⇒ 00:42:37.549 Luke Scorziell: This one project alone is, like, a pretty large percentage of what it’s for.
405 00:42:37.770 ⇒ 00:42:41.800 Luke Scorziell: 50, like… It’s like a 13% of their revenue.
406 00:42:42.230 ⇒ 00:42:44.689 Luke Scorziell: Growth, so it could be a growth there.
407 00:42:45.030 ⇒ 00:42:48.080 Luke Scorziell: So…
408 00:42:48.440 ⇒ 00:42:53.709 Luke Scorziell: And then I kind of just modeled more, like, week to week, like, what this actually looks like.
409 00:42:54.070 ⇒ 00:43:01.740 Luke Scorziell: So, yeah, I don’t know, does that… does that kind of give you some clarity, Hannah?
410 00:43:02.370 ⇒ 00:43:03.760 Hannah Wang: Yeah.
411 00:43:05.400 ⇒ 00:43:06.360 Hannah Wang: That makes sense.
412 00:43:07.890 ⇒ 00:43:11.710 Hannah Wang: I’m just wondering… How we could have caught…
413 00:43:11.890 ⇒ 00:43:14.630 Hannah Wang: The fact that we were, like, underpricing.
414 00:43:15.220 ⇒ 00:43:20.719 Hannah Wang: I mean, who knows, maybe they just have a good poker face, and maybe they did flinch inwardly, but…
415 00:43:21.840 ⇒ 00:43:23.340 Hannah Wang: Yeah, I’m just wondering.
416 00:43:23.670 ⇒ 00:43:30.750 Hannah Wang: how to get more accurate pricing. I know Robert has a model, but… Anyway. Yeah.
417 00:43:31.940 ⇒ 00:43:35.250 Luke Scorziell: Definitely something we can think about, so,
418 00:43:35.440 ⇒ 00:43:46.630 Luke Scorziell: Yeah, but this is good context for everyone here, because this is, like, what’s actually happening in sales, so ideally, the more that we can educate people on this stuff.
419 00:43:46.740 ⇒ 00:43:48.639 Luke Scorziell: Before they get into the meeting.
420 00:43:49.450 ⇒ 00:43:55.229 Luke Scorziell: On this kind of meeting, the more we can… like, the more equipped they will be to argue for
421 00:43:55.420 ⇒ 00:43:58.660 Luke Scorziell: the solution themselves. So, like, this would be a great post of, like.
422 00:43:58.850 ⇒ 00:44:04.119 Luke Scorziell: At agencies, we’re not about cutting our employees, we’re about giving you the ability to do more.
423 00:44:04.800 ⇒ 00:44:11.880 Luke Scorziell: and have a more… yeah, a better lifestyle, so…
424 00:44:12.590 ⇒ 00:44:20.059 Luke Scorziell: Great. That’s about all I have. I know we’re kind of at time, so if y’all have
425 00:44:20.440 ⇒ 00:44:24.719 Luke Scorziell: Questions, feel free to ask, and if not, yeah, we can…
426 00:44:24.980 ⇒ 00:44:32.120 Luke Scorziell: bump off, but I think this is actually really helpful, this meeting. So, I don’t know if you guys can let me know, but,
427 00:44:32.610 ⇒ 00:44:35.960 Luke Scorziell: yeah, I think it’s good to do some reflecting on how we’ve been doing.
428 00:44:39.010 ⇒ 00:44:41.160 Hannah Wang: Yeah, I like having it written out.
429 00:44:41.690 ⇒ 00:44:42.750 Hannah Wang: Beforehand.
430 00:44:43.400 ⇒ 00:44:46.360 Hannah Wang: Or, like, it forces us to think about it before we…
431 00:44:46.960 ⇒ 00:44:48.469 Hannah Wang: Before we hop on the meeting.
432 00:44:50.220 ⇒ 00:44:51.720 Luke Scorziell: 100%.
433 00:44:54.170 ⇒ 00:44:54.890 Luke Scorziell: bubble.
434 00:44:57.230 ⇒ 00:44:58.220 Luke Scorziell: Okay.
435 00:45:01.330 ⇒ 00:45:05.550 Luke Scorziell: Alright, well, Ron and Rico, if you don’t have anything, we can… we can jump.
436 00:45:09.710 ⇒ 00:45:10.500 Hannah Wang: You’re reading.
437 00:45:11.180 ⇒ 00:45:13.009 Luke Scorziell: Yep, alright, thank you guys.
438 00:45:14.470 ⇒ 00:45:15.140 Hannah Wang: Bye.