Meeting Title: Brainforge x MotherDuck Office Hours Planning Date: 2026-03-18 Meeting participants: Jerel Navarrete, Luke Scorziell, Jacob Matson
WEBVTT
1 00:00:19.160 ⇒ 00:00:20.800 Luke Scorziell: Hey, Darrell. Nice.
2 00:00:21.120 ⇒ 00:00:21.829 Jerel Navarrete: How’s it going?
3 00:00:22.400 ⇒ 00:00:23.610 Luke Scorziell: Good, how are you doing?
4 00:00:24.030 ⇒ 00:00:25.650 Jerel Navarrete: Doing okay.
5 00:00:25.910 ⇒ 00:00:27.280 Jerel Navarrete: Crazy day so far.
6 00:00:27.590 ⇒ 00:00:29.770 Jerel Navarrete: Hopefully it’s my last meeting.
7 00:00:29.780 ⇒ 00:00:34.490 Luke Scorziell: Oh, great. Do you know if Jacob’s gonna be here too, or is it just you and I?
8 00:00:34.490 ⇒ 00:00:36.780 Jerel Navarrete: I think so, he accepted, so…
9 00:00:37.000 ⇒ 00:00:41.670 Luke Scorziell: Okay. Yeah, it’s, never… never a dull day in this world.
10 00:00:42.540 ⇒ 00:00:43.330 Jerel Navarrete: For sure.
11 00:00:43.730 ⇒ 00:00:44.430 Luke Scorziell: Oh.
12 00:00:44.800 ⇒ 00:00:49.190 Luke Scorziell: And you are overseeing… Hate media!
13 00:00:49.300 ⇒ 00:00:50.380 Luke Scorziell: Or what is your…
14 00:00:50.380 ⇒ 00:00:59.660 Jerel Navarrete: That’s a good question. You oversee everything. I’m, like, the generalist. I just do, you know, do whatever needs to be done. That’s not…
15 00:00:59.760 ⇒ 00:01:05.230 Jerel Navarrete: not PMM, and not, like… Producing events.
16 00:01:05.940 ⇒ 00:01:10.920 Jerel Navarrete: But, and I like in-person events. So, I do a little bit of everything else, so…
17 00:01:11.760 ⇒ 00:01:12.240 Luke Scorziell: Got it.
18 00:01:12.240 ⇒ 00:01:12.700 Jerel Navarrete: No.
19 00:01:13.660 ⇒ 00:01:15.720 Luke Scorziell: Similar role to where I found myself.
20 00:01:16.530 ⇒ 00:01:17.149 Luke Scorziell: Don’t be here.
21 00:01:17.150 ⇒ 00:01:19.839 Jerel Navarrete: Yeah, it’s, you know, life of a startup.
22 00:01:20.200 ⇒ 00:01:23.580 Luke Scorziell: Yeah, yeah. How big is my other deck? I don’t think I know that.
23 00:01:23.760 ⇒ 00:01:35.130 Jerel Navarrete: We hit 100 people earlier this year, 100-something? I don’t know not, like, 100… 10, 15, maybe?
24 00:01:36.770 ⇒ 00:01:42.730 Luke Scorziell: Nice. Yeah, we’re at the, like, 20, 30 number, so… Cool.
25 00:01:43.430 ⇒ 00:01:44.949 Luke Scorziell: So we can…
26 00:01:46.960 ⇒ 00:01:49.160 Jerel Navarrete: Maybe we can start, and then he’ll,
27 00:01:49.620 ⇒ 00:01:51.059 Jerel Navarrete: Get caught up when he’s in, yeah?
28 00:01:51.490 ⇒ 00:02:04.410 Luke Scorziell: Yeah, that sounds fine to me. So I can kind of get you guys up to date on where we’re at, or I don’t know if you had questions and stuff that… I know we had talked about budget, which maybe would be helpful to just talk about together, because we’re also kind of experimenting on our end.
29 00:02:05.380 ⇒ 00:02:06.320 Jerel Navarrete: Yeah, no.
30 00:02:06.320 ⇒ 00:02:12.550 Luke Scorziell: Of what works best, and then we… like, our hope with these types of events is just to make it as easy as possible for…
31 00:02:12.930 ⇒ 00:02:15.799 Luke Scorziell: Partners to just be able to, like.
32 00:02:16.310 ⇒ 00:02:21.250 Luke Scorziell: I guess, reviewed… I talked to Hamidreza a little bit about messaging and whatnot.
33 00:02:21.510 ⇒ 00:02:22.470 Luke Scorziell: Yep.
34 00:02:23.080 ⇒ 00:02:28.269 Luke Scorziell: But yeah, to make it pretty, like, seamless on your end, but then also to leverage, like, both of our
35 00:02:28.440 ⇒ 00:02:30.590 Luke Scorziell: our collective networks. Okay, here’s Jacob.
36 00:02:30.950 ⇒ 00:02:31.500 Jerel Navarrete: Yep.
37 00:02:32.940 ⇒ 00:02:35.370 Jacob Matson: Hey guys, sorry about that, I was distracted.
38 00:02:35.710 ⇒ 00:02:40.119 Luke Scorziell: All good, happens. I have to keep my calendar up right next to me.
39 00:02:40.120 ⇒ 00:02:44.590 Jacob Matson: Yeah, seriously. I was doing that, and even then… sorry.
40 00:02:44.590 ⇒ 00:02:50.650 Luke Scorziell: Yeah. No, it happens. You have that, and then you click another tab, and it’s gone, and you’re… yeah. So, anyways.
41 00:02:50.880 ⇒ 00:02:59.070 Luke Scorziell: Well, we haven’t gotten too far. We were just… I was kind of, giving Jarrell a little bit of the, like, vision that we have with the office hour-style events, and then.
42 00:02:59.070 ⇒ 00:02:59.500 Jacob Matson: Yeah.
43 00:02:59.500 ⇒ 00:03:05.610 Luke Scorziell: Yeah, I’m just down to, like, which is basically that we want to try to make it as easy a lift on your end as we.
44 00:03:05.610 ⇒ 00:03:06.990 Jacob Matson: Yeah. Yeah, yeah, yeah.
45 00:03:07.820 ⇒ 00:03:14.760 Luke Scorziell: So, yeah, which… and down to, like, workshop this, workshop, where we’re at right now, answer any questions, I guess, that…
46 00:03:15.010 ⇒ 00:03:18.850 Luke Scorziell: Y’all have, if there was anything that you were like,
47 00:03:20.140 ⇒ 00:03:24.139 Luke Scorziell: Yeah, just thought about the briefs that we sent over, our leads list,
48 00:03:24.270 ⇒ 00:03:26.409 Luke Scorziell: Happy to collab and fine-tune there.
49 00:03:28.210 ⇒ 00:03:33.059 Jacob Matson: It’s a good question for Gerald. I’ve not looked at those. He… Gerald is our most…
50 00:03:33.710 ⇒ 00:03:36.180 Jacob Matson: Does most of that so far?
51 00:03:36.530 ⇒ 00:03:37.300 Luke Scorziell: Okay.
52 00:03:37.300 ⇒ 00:03:39.619 Jacob Matson: Joe, we can’t hear you, by the way. Oh, there you go.
53 00:03:39.620 ⇒ 00:03:40.689 Jerel Navarrete: Oh, hang on. Can you hear me?
54 00:03:40.690 ⇒ 00:03:41.770 Jacob Matson: Now again, yeah, yeah, yeah.
55 00:03:41.770 ⇒ 00:03:42.100 Luke Scorziell: doc.
56 00:03:42.100 ⇒ 00:03:45.980 Jerel Navarrete: Hmm, okay. Maybe we should, like…
57 00:03:46.380 ⇒ 00:03:48.979 Jerel Navarrete: assume that I have not seen all the.
58 00:03:48.980 ⇒ 00:03:49.530 Luke Scorziell: Excuse me.
59 00:03:49.530 ⇒ 00:03:49.850 Jerel Navarrete: Absolutely.
60 00:03:49.850 ⇒ 00:03:57.399 Jacob Matson: I know you haven’t. No, no, no, I’m assuming you’re basically coming in cold, but also I’m saying, like, we should just, like…
61 00:03:57.590 ⇒ 00:04:16.039 Jacob Matson: Luke, if you want to zoom out a little bit and just be like, like, talk about this program and what we’re thinking about… Yes. And then, like, goals and how this differs from, like, traditional webinars, and then we can figure out how to, like, pull Gerald into this to help it all work.
62 00:04:16.279 ⇒ 00:04:17.499 Luke Scorziell: Okay, yeah.
63 00:04:17.500 ⇒ 00:04:18.520 Jacob Matson: Cheryl? I was like, are you good?
64 00:04:18.529 ⇒ 00:04:20.079 Jerel Navarrete: Yeah, yeah, yeah, that’s okay.
65 00:04:20.430 ⇒ 00:04:23.430 Luke Scorziell: Always helpful to assume that, yeah.
66 00:04:23.930 ⇒ 00:04:24.369 Jacob Matson: That’s a little…
67 00:04:24.370 ⇒ 00:04:26.729 Luke Scorziell: I don’t know the context.
68 00:04:26.730 ⇒ 00:04:27.070 Jacob Matson: Yeah.
69 00:04:27.070 ⇒ 00:04:37.679 Luke Scorziell: Yeah, so, I mean, just quickly on Brainforge, we’re a data and AI consultancy, and we implement MotherDuck. I think kind of where we’ve found a sweet spot is for
70 00:04:38.040 ⇒ 00:04:45.200 Luke Scorziell: Retail and e-commerce brands that are kind of passing that $100 million mark, and have been using,
71 00:04:46.840 ⇒ 00:04:56.330 Luke Scorziell: sheets and CSV files, and then maybe don’t have, like, an official designated data person, which is kind of where the accidental data person line comes from of…
72 00:04:56.460 ⇒ 00:05:01.920 Luke Scorziell: Yeah, just, like, someone in ops or finance, or, like, someone that was just, like, pinned by the CEO of
73 00:05:02.090 ⇒ 00:05:05.239 Luke Scorziell: Oh, this is, like, a good person to just run our numbers.
74 00:05:05.590 ⇒ 00:05:10.400 Luke Scorziell: And so then, yeah, kind of analyzing and looking at warehouses, but not wanting to go
75 00:05:10.850 ⇒ 00:05:18.780 Luke Scorziell: like, full snowflake, and so, that’s kind of where we’re coming from, I guess, specific to Mother Duck.
76 00:05:19.070 ⇒ 00:05:24.380 Luke Scorziell: We’ve done, I believe, yeah, some different LinkedIn content together.
77 00:05:24.490 ⇒ 00:05:29.400 Luke Scorziell: And then we ran one of these a couple weeks… I think we did LinkedIn Content Declare.
78 00:05:29.510 ⇒ 00:05:35.170 Luke Scorziell: And then we ran one of these a couple weeks ago that was…
79 00:05:35.410 ⇒ 00:05:39.919 Luke Scorziell: Pretty… it was a lot of our warm network, so that obviously skews, you know.
80 00:05:40.100 ⇒ 00:05:45.730 Luke Scorziell: attendance. But the goal is to not necessarily… not do a webinar where we’re, like.
81 00:05:46.140 ⇒ 00:05:51.100 Luke Scorziell: Here’s, like, the subject matter expert and the slides that we’re showing you, but rather, like.
82 00:05:51.600 ⇒ 00:05:56.779 Luke Scorziell: do kind of an intro on who we are and who Mother Duck is, do a little…
83 00:05:56.940 ⇒ 00:06:03.379 Luke Scorziell: demo, it could be custom, could just be something that you guys have to show what’s possible with Mother Duck, and then open up the floor, too.
84 00:06:03.510 ⇒ 00:06:08.110 Luke Scorziell: Questions so that people who are in attendance can,
85 00:06:08.560 ⇒ 00:06:17.039 Luke Scorziell: yeah, give us their live, kind of, like, reactions, and then also frustrations and pain points. And then from there, the goal is to be able to
86 00:06:17.190 ⇒ 00:06:21.569 Luke Scorziell: Yeah, either identify that those people are the decision makers.
87 00:06:22.610 ⇒ 00:06:25.169 Luke Scorziell: Themselves, or that maybe we can, like, kind of
88 00:06:25.370 ⇒ 00:06:28.219 Luke Scorziell: Prospect their organizations a little more to find
89 00:06:28.330 ⇒ 00:06:31.049 Luke Scorziell: Who would be the right person to talk to?
90 00:06:31.480 ⇒ 00:06:36.020 Luke Scorziell: And so, yeah, that’s… that’s about where we’re at, and
91 00:06:36.300 ⇒ 00:06:42.800 Luke Scorziell: Yeah, I can kind of pause there, and if… hopefully that gives… gives some additional context, and Jacob, if there’s anything I missed, feel free to…
92 00:06:43.210 ⇒ 00:06:44.749 Luke Scorziell: To ping me, too.
93 00:06:45.330 ⇒ 00:06:48.180 Jacob Matson: No, I think that’s right. I mean, this is basically, like…
94 00:06:49.660 ⇒ 00:06:56.630 Jacob Matson: You know, taking a more targeted approach, like, smaller… You know, more interactive, Type…
95 00:06:56.930 ⇒ 00:07:04.519 Jacob Matson: office hours type thing, Gerald, so, like, you know, typically, like, webinar is just us broadcasting, right? And then we do, like, a Q&A type interaction.
96 00:07:04.640 ⇒ 00:07:15.050 Jacob Matson: We’re thinking, like, this… or, you know, what Luke and the team have found effective is, like, this is, like, smaller, intimate group, maybe, like, you know, a big one would be 20 people, and it’s, like, cameras on.
97 00:07:15.330 ⇒ 00:07:16.500 Jerel Navarrete: Yeah.
98 00:07:16.500 ⇒ 00:07:20.020 Jacob Matson: So, like, in, you know, we would use, like, a Zoom link or something,
99 00:07:20.850 ⇒ 00:07:25.629 Jacob Matson: And, like, you know, make it a little bit tighter instead of it being, like, a…
100 00:07:26.460 ⇒ 00:07:32.650 Jacob Matson: you know, we’re just gonna blast information at you generally, like, it’s very, very specific. So, like, picking a vertical…
101 00:07:32.840 ⇒ 00:07:46.680 Jacob Matson: you know, and saying, okay, can we market to this specific group? Let’s send, like, a very specific list of, you know, cold emails. Maybe there’s some warm… some warm people we can bring in there, too, you know, with the BDRs, but that’s kind of…
102 00:07:47.090 ⇒ 00:07:47.870 Jacob Matson: Kind of what we’re thinking.
103 00:07:49.020 ⇒ 00:08:08.869 Jerel Navarrete: Okay, I think that kind of makes sense. I guess, again, taking another step back quickly. So, Luke, who… I think you touched on a little bit, kind of, your typical ICP, and did you talk about, like, what, I guess, what, in general, like, what services you, you offer, how you’d… I’m tracked by, like, how we all fit together in this. Like, what you would bring, and what we would bring, yeah.
104 00:08:08.870 ⇒ 00:08:12.169 Luke Scorziell: Yeah, so, and apologies if this isn’t super technical.
105 00:08:12.170 ⇒ 00:08:13.920 Jerel Navarrete: No, no, that’s all good, you’ll go for it, yeah.
106 00:08:13.920 ⇒ 00:08:19.629 Luke Scorziell: But, I know we do the implementation, So, you know.
107 00:08:20.710 ⇒ 00:08:23.539 Luke Scorziell: I mean, I guess, generally, we’re the service implementation partner, so.
108 00:08:23.540 ⇒ 00:08:24.850 Jerel Navarrete: Okay, yep.
109 00:08:24.850 ⇒ 00:08:32.339 Luke Scorziell: Ken, told me, you know, I’m learning constantly how it all fits together. But we, we,
110 00:08:32.780 ⇒ 00:08:42.649 Luke Scorziell: can help with, like, data, definitions, kind of setting up, like, the context, I guess, layer, and… I don’t know, some semantics. So we work with, like, Omni, dbt.
111 00:08:43.169 ⇒ 00:08:50.999 Luke Scorziell: as well, on Snowflake, and I could pull up, too, who we’ve… worked with on…
112 00:09:08.439 ⇒ 00:09:09.149 Luke Scorziell: Yeah.
113 00:09:09.719 ⇒ 00:09:10.399 Luke Scorziell: Just give me a while.
114 00:09:29.689 ⇒ 00:09:38.669 Luke Scorziell: We have our, like, internal knowledge base that I can… Get you a more… formulated answer.
115 00:09:45.859 ⇒ 00:09:52.699 Luke Scorziell: Yeah, okay, so… just off the get-go, we’ve got… A couple,
116 00:09:53.519 ⇒ 00:10:02.509 Luke Scorziell: Yeah, we have a couple clients where we’ve built the data warehouse, put Omni on top of it, and then also used dbt, and maybe Segment 3, I’m assuming?
117 00:10:02.510 ⇒ 00:10:02.970 Jerel Navarrete: Okay, okay.
118 00:10:03.310 ⇒ 00:10:08.070 Luke Scorziell: And then… Let’s see…
119 00:10:14.180 ⇒ 00:10:14.880 Luke Scorziell: and all this.
120 00:10:17.030 ⇒ 00:10:20.039 Luke Scorziell: So, yeah, is that… am I headed in the right direction of what you’re asking?
121 00:10:20.040 ⇒ 00:10:21.859 Jerel Navarrete: Yeah, no, yeah, yeah, I think we’re good now, yeah, yeah.
122 00:10:21.860 ⇒ 00:10:31.600 Luke Scorziell: Okay, okay. So I’m like, I’m always like, I can go more detailed, it’s just I’m not the… the… the tech guy. So, yeah, it looks like we’re,
123 00:10:31.970 ⇒ 00:10:38.320 Luke Scorziell: Using at least on… Five or… yeah, 4 or 5.
124 00:10:38.700 ⇒ 00:10:45.940 Luke Scorziell: Clients, and then, yes, we’ve done implementation, we’ve done migrations.
125 00:10:46.300 ⇒ 00:10:51.749 Luke Scorziell: First flight, and then I think we were interested in, like, the dives, too, of kind of how that would look for.
126 00:10:53.420 ⇒ 00:10:56.030 Luke Scorziell: For showcasing that, so… yeah.
127 00:10:57.690 ⇒ 00:11:03.320 Jerel Navarrete: Okay, now that makes sense. So then, Jacob, it sounds like you’re working on the content of this.
128 00:11:03.900 ⇒ 00:11:13.620 Jerel Navarrete: We’re calling them office hours, is that what we’re calling it, right? Yes. Something like that? Okay, I think we… I saw the OH, I was like, what is it? Office hours, got it. okay.
129 00:11:14.610 ⇒ 00:11:16.100 Jerel Navarrete: And then…
130 00:11:18.490 ⇒ 00:11:24.469 Jerel Navarrete: my support here is, like, getting people registered, right? That’s kind of, like, where… is that where I come into the picture?
131 00:11:24.470 ⇒ 00:11:31.429 Jacob Matson: I think so, yes. The person who I rely on for… To get people to sign up for webinars? Yes, yes.
132 00:11:31.720 ⇒ 00:11:51.080 Jerel Navarrete: Yeah, I’m just trying to think of, like, how… I don’t know, I don’t know how you typically do it, like, you know, because it is so small and it’s so targeted, you mentioned ads, like, is it typically you’re running, like, ads against them, or you have, like, you were just doing, like, you were identifying individual people in your network already, you’re just sending, like, a DM or an email inviting.
133 00:11:51.080 ⇒ 00:12:03.309 Luke Scorziell: Yeah, I think, the layers that we’ve tested so far… so we haven’t tested ads completely yet, so that’d probably be better to have, like, as an open conversation. The…
134 00:12:03.480 ⇒ 00:12:11.619 Luke Scorziell: Obviously, first layer is, like, if we have current prospects in our network that we think would be a good fit to attend something like this,
135 00:12:11.880 ⇒ 00:12:22.170 Luke Scorziell: And I mean, really, it’s just, like, them getting to ask questions. So if there’s someone that you’re, like, kind of is in, like, the unsure fit category, and you want to kind of give them the opportunity to…
136 00:12:22.270 ⇒ 00:12:27.619 Luke Scorziell: To ask a salesperson and also a tech technical expert questions.
137 00:12:28.130 ⇒ 00:12:36.000 Luke Scorziell: Yeah, then we can do that. So that’s kind of, like, the first category, and then other, like, warm connections that we have that maybe are in the network,
138 00:12:36.140 ⇒ 00:12:41.940 Luke Scorziell: And with that, we’ve… I think we sent, like, 50 or so invitations to the last one.
139 00:12:42.010 ⇒ 00:12:42.980 Jerel Navarrete: I’d like…
140 00:12:42.980 ⇒ 00:12:50.209 Luke Scorziell: 30 people… Reply in some way, shape, or form, and then of those 30, like.
141 00:12:50.710 ⇒ 00:12:54.730 Luke Scorziell: 12 or so RSVP’d, and then about half of the RSVPs showed up.
142 00:12:55.040 ⇒ 00:13:05.600 Luke Scorziell: So that was in the warm, network, and it… so I’m… then the second layer down is then just DMing people, and that’s where our kind of bet is that the…
143 00:13:05.950 ⇒ 00:13:13.339 Luke Scorziell: Messaging needs to speak specifically to that person and their role, and so that’s why we chose, like, the accidental data person.
144 00:13:13.490 ⇒ 00:13:14.230 Luke Scorziell: Yep.
145 00:13:14.230 ⇒ 00:13:14.760 Jerel Navarrete: Yeah.
146 00:13:15.050 ⇒ 00:13:21.450 Luke Scorziell: And I kind of worked with Hamadreza to refine that a bit, and then… Sent.
147 00:13:21.830 ⇒ 00:13:24.920 Luke Scorziell: Yeah, I think we used clay to… kind of…
148 00:13:25.050 ⇒ 00:13:27.839 Luke Scorziell: Get down to a couple companies that were…
149 00:13:27.940 ⇒ 00:13:30.689 Luke Scorziell: Similar to companies that we’ve worked with in the past, and then within that…
150 00:13:31.960 ⇒ 00:13:34.709 Luke Scorziell: Kind of 50 to 100 million,
151 00:13:35.460 ⇒ 00:13:41.090 Luke Scorziell: Mark our band, and then, from there, looked specifically for
152 00:13:41.380 ⇒ 00:13:49.319 Luke Scorziell: directors of IT and people in operations and data. And then there’s, like, a whole, I guess, finances at a vertical that we didn’t really invite.
153 00:13:49.570 ⇒ 00:13:53.310 Luke Scorziell: Not necessarily intentionally, I think we can, so…
154 00:13:53.530 ⇒ 00:13:57.450 Luke Scorziell: So that’s been the process that we’ve condone so far.
155 00:13:58.710 ⇒ 00:14:13.050 Jerel Navarrete: Okay, okay. Are we… no, I’ve had so many conversations. Are we thinking, like, that is the audience? Is it just, like, the accidental, you know, the accidental data person at a, you know, 15 to 100 million revenue company? Are we gonna go, like…
156 00:14:13.060 ⇒ 00:14:20.109 Jerel Navarrete: any sort of industry or vertical specific? I mean, you talked about, like, financial, you know, services. Is there,
157 00:14:20.190 ⇒ 00:14:23.140 Jerel Navarrete: I mean, I’m trying to figure out, like, how do we, again, like, narrow.
158 00:14:23.140 ⇒ 00:14:23.490 Luke Scorziell: That’s true.
159 00:14:23.490 ⇒ 00:14:27.019 Jerel Navarrete: Like, who exactly do we want? So we can get super sharp on the invites?
160 00:14:27.230 ⇒ 00:14:34.279 Luke Scorziell: Yeah, I mean, we’ve… we… this is kind of a question that I had, too, that might be helpful to work through it together, is just, obviously, like, retail and e-com is kind of a broad
161 00:14:34.610 ⇒ 00:14:35.110 Luke Scorziell: Like.
162 00:14:35.980 ⇒ 00:14:41.680 Luke Scorziell: encompasses a ton of different companies. We’ve had past clients, in…
163 00:14:42.060 ⇒ 00:14:47.420 Luke Scorziell: like, coffee, we worked with Javi Coffee, and, we’ve done, like.
164 00:14:48.200 ⇒ 00:14:53.340 Luke Scorziell: health, so, like, GLP-type supplements, I guess the other ones that we have on…
165 00:14:57.490 ⇒ 00:15:03.650 Luke Scorziell: That’s it… Yeah, we have, like, hydration…
166 00:15:03.840 ⇒ 00:15:11.650 Luke Scorziell: that I think we’ve worked on with… with Mother Duck, too. Like, I… like, kind of like Liquid IV, but different company, competitor to them.
167 00:15:11.870 ⇒ 00:15:17.270 Luke Scorziell: So, we can get that specific to where it’s, like, the types of companies, or we can kind of hone in on
168 00:15:19.270 ⇒ 00:15:20.530 Luke Scorziell: Yeah, I’ve…
169 00:15:20.760 ⇒ 00:15:25.870 Luke Scorziell: That was… that was kind of the issue that we identified, is that when we go on Sales Nav and have the…
170 00:15:26.330 ⇒ 00:15:28.800 Luke Scorziell: like, filters. It’s like, you get, like, 3,000.
171 00:15:28.990 ⇒ 00:15:30.490 Luke Scorziell: Companies that are all…
172 00:15:30.490 ⇒ 00:15:32.710 Jerel Navarrete: Yeah, yeah, I mean, so, like, I mean, my, my, my…
173 00:15:33.260 ⇒ 00:15:50.869 Jerel Navarrete: where my mind is going right now is, like, yeah, I’m curious how you… your clay filters, like, even find these, like… I feel like the accidental data engineer is such a hard… because you can’t search for, like, oh, your title is data engineer, you know, I mean, I’m curious, like, how we would even, you know, get… get to that. You know, I also think, like, you know, I mean.
174 00:15:50.870 ⇒ 00:15:54.260 Jerel Navarrete: Now, speaking of, like, you know, ads, it’s probably… my guess is also, like, the…
175 00:15:54.370 ⇒ 00:15:57.919 Jerel Navarrete: The audience size is going to be so small that we wouldn’t be able to run
176 00:15:58.080 ⇒ 00:16:15.810 Jerel Navarrete: a whole lot of ads. I mean, we do have, like, a… we do have a, like, now, like, an outbound specialist on our BDR team, and so I’m starting to loop him in more on, like, inviting people to specific events that we have, and he kind of… he takes it and runs with it. So, you know, we could… we could leverage that,
177 00:16:16.230 ⇒ 00:16:27.769 Jerel Navarrete: And I can be, you know, I can just stick him on a relatively, I mean, specific set of criteria, and have him go out and find it, and he’s, you know, I trust him to know, you know, to find the right people and invite them, so…
178 00:16:28.380 ⇒ 00:16:40.469 Luke Scorziell: Yeah, okay, I can, this is… that’s a role that I’m, like, I really would like to find for ourselves and queue in the next quarter or so. That’s the one who’s all day on… on, LinkedIn.
179 00:16:40.470 ⇒ 00:16:48.819 Jerel Navarrete: Yeah, I mean, he’s on, like, yeah, LinkedIn, emailing people, he’s just, like, finding… he’s hunting on his own. He volunteered for that. He’s just like…
180 00:16:49.530 ⇒ 00:16:50.040 Jerel Navarrete: No.
181 00:16:50.720 ⇒ 00:16:55.060 Luke Scorziell: And I think… so… I just edit it.
182 00:16:55.580 ⇒ 00:16:59.579 Luke Scorziell: All with that, not weird.
183 00:17:05.510 ⇒ 00:17:06.210 Luke Scorziell: So…
184 00:17:11.220 ⇒ 00:17:19.310 Luke Scorziell: And I think, too, what we’re trying to identify with these events, too, is obviously there’s, like, the initial, we’d like people to show up, like, obviously we don’t have an event where people spend time and
185 00:17:19.619 ⇒ 00:17:27.799 Luke Scorziell: It’s like, we’re with 3 people on the call for one person, so the ideal is, like, 12 to 15, or 10 to 15.
186 00:17:28.530 ⇒ 00:17:31.150 Luke Scorziell: But then also, I think we’re hoping that
187 00:17:31.400 ⇒ 00:17:40.919 Luke Scorziell: as we find partners that we… kind of… there’s some synergy in doing these with, and we see, then we can start to hone in on certain ICPs that we can go after.
188 00:17:43.030 ⇒ 00:17:51.379 Luke Scorziell: in future events, too. So I guess that’s where I’m, like… like, at the first office hours and stage, this feels a little,
189 00:17:51.520 ⇒ 00:17:56.760 Luke Scorziell: Yeah, we’re still figuring things out, and then, from there,
190 00:17:57.570 ⇒ 00:18:04.029 Luke Scorziell: kind of honing in, and then I think we’re also looking to do an event in Austin that I think that you guys are,
191 00:18:04.880 ⇒ 00:18:09.530 Luke Scorziell: Maybe gonna, like, help just send some swag and stuff, too, so this could lead into that as well.
192 00:18:11.060 ⇒ 00:18:14.779 Luke Scorziell: So… Yeah, and let me… let me try to find a…
193 00:18:16.610 ⇒ 00:18:20.470 Luke Scorziell: Do you know what’s typically helpful for your BDR, too? Like, is there anything else I can…
194 00:18:22.760 ⇒ 00:18:38.289 Jerel Navarrete: I mean, like I said, if you could… I mean, if we… if we have, just like I said, a concise statement of, like, who is our target audience, I think that’s… that’s good enough for him to go after, and I can look at him on that. So I’m trying to figure out… so, like, next steps here, like, we… do we have… is it already… is it already in office hours for next week scheduled?
195 00:18:40.060 ⇒ 00:18:46.749 Jerel Navarrete: I thought I saw something on your calendar, Jacob. I don’t know, like, where we’re at in terms of, like, you know, the actual…
196 00:18:48.320 ⇒ 00:18:50.769 Luke Scorziell: One scheduled for next Thursday at the next time.
197 00:18:51.540 ⇒ 00:18:52.340 Jacob Matson: Yep. Okay.
198 00:18:52.400 ⇒ 00:19:00.320 Jerel Navarrete: And then are these… are you hosting… do you have, like, are we hosting them on Zoom, on, you know, Google Meet, or whatever, and is that, like…
199 00:19:00.560 ⇒ 00:19:06.310 Jerel Navarrete: Did you guys… Luke, are you guys hosting, hosting it, or are we hosting? Yeah.
200 00:19:06.310 ⇒ 00:19:13.539 Luke Scorziell: Yeah, no, we have the, we… we set up the Luma page already. Okay, okay. We,
201 00:19:14.910 ⇒ 00:19:21.740 Luke Scorziell: I can find that for you, and then…
202 00:19:30.070 ⇒ 00:19:37.459 Luke Scorziell: Yeah, so we did that, and then, I guess I put the link here, and then I can send it in the Slack thread.
203 00:19:37.890 ⇒ 00:19:39.859 Luke Scorziell: Oh, sorry, that’s not the right link.
204 00:19:57.310 ⇒ 00:19:58.230 Jerel Navarrete: Okay, perfect.
205 00:20:06.030 ⇒ 00:20:06.780 Jerel Navarrete: Thank you.
206 00:20:07.620 ⇒ 00:20:09.790 Luke Scorziell: Yeah, let me just put that in Slack, too.
207 00:20:10.470 ⇒ 00:20:12.090 Jacob Matson: Thank you. I see it.
208 00:20:14.790 ⇒ 00:20:28.039 Jerel Navarrete: Okay, so it sounds like, I mean, we’re all… it sounds like we’re… this train has already left the station in terms of we’re doing this next week. So then, I guess it’s like, from me, you just need, like, support, you know, getting… getting people signed up.
209 00:20:28.040 ⇒ 00:20:29.570 Jacob Matson: Yeah, we… yeah, and I think, like.
210 00:20:29.570 ⇒ 00:20:29.890 Jerel Navarrete: Then I’.
211 00:20:29.890 ⇒ 00:20:34.479 Jacob Matson: Whatever the… whatever the way is we, like, tie this into our BDRs, too.
212 00:20:34.480 ⇒ 00:20:35.370 Jerel Navarrete: Exactly, yeah.
213 00:20:35.370 ⇒ 00:20:38.439 Jacob Matson: I don’t think, like, it needs to be overkill for this one, but, like…
214 00:20:38.810 ⇒ 00:20:44.929 Jacob Matson: you know, well, you should choose a topic, and then, you know, our BDRs have a specific thing where they can try to get people into for a warm…
215 00:20:45.570 ⇒ 00:20:46.640 Jacob Matson: Warmish.
216 00:20:47.740 ⇒ 00:21:06.110 Jerel Navarrete: Yeah, I mean, I think for this first one, like I said, I’ll probably just leverage Clark, like, alone for this, because as the… I mean, I’m doing… we use him, like, we had a meetup in Nashville, and we’re just like, hey, Clark, drive people to this… to this event, thank you. And he’s like, okay, I’ll do it, like, here’s a list of people in Nashville. You know, in this case, it’s like… like I said, if you,
217 00:21:07.090 ⇒ 00:21:12.159 Jerel Navarrete: Yeah, if you haven’t… I just want to share, like I said, whatever targeting information you have.
218 00:21:12.300 ⇒ 00:21:18.060 Jerel Navarrete: If you’re willing to share, like, kind of your… some of your filters from… from Clay, even just, like, that segment of, like, okay, like.
219 00:21:18.800 ⇒ 00:21:27.990 Jerel Navarrete: This will have it written down, like, you know, accidental data engineers at companies, you know, and that’s… this revenue, this stage, you know, these…
220 00:21:27.990 ⇒ 00:21:28.340 Luke Scorziell: Yeah.
221 00:21:28.340 ⇒ 00:21:31.229 Jerel Navarrete: Are we really doing pretty much just U.S, is that right?
222 00:21:31.440 ⇒ 00:21:38.590 Luke Scorziell: Yes, yeah. So here, what I’ll do… I actually was on a recorded call that I just took the transcript from with my.
223 00:21:38.590 ⇒ 00:21:39.660 Jerel Navarrete: Yeah, perfect.
224 00:21:40.120 ⇒ 00:21:40.999 Jerel Navarrete: There we go.
225 00:21:41.000 ⇒ 00:21:50.299 Luke Scorziell: guy, and so this was… this is what we did. We, we had the companies, so I think we just took a pretty big list, exported that from…
226 00:21:50.510 ⇒ 00:21:57.320 Luke Scorziell: Sales Nav into Clay. Yeah. Honed… Okay, I’m… yeah, I’m…
227 00:21:57.650 ⇒ 00:21:59.230 Luke Scorziell: Not the clay guy, but Lauren.
228 00:21:59.230 ⇒ 00:21:59.790 Jerel Navarrete: No, that’s fine.
229 00:22:00.320 ⇒ 00:22:07.669 Jerel Navarrete: Yeah, yeah, I mean, I think this is helpful, like, I mean, it does sound like, you know, you did do a little bit of, like, retail e-commerce, which I think is good, like.
230 00:22:08.000 ⇒ 00:22:12.480 Jerel Navarrete: I think we… we have some good… Logos.
231 00:22:12.620 ⇒ 00:22:15.319 Jerel Navarrete: In that sort of vertical as well, and then…
232 00:22:15.570 ⇒ 00:22:18.629 Jerel Navarrete: Yeah. I’d be curious to see, like…
233 00:22:20.350 ⇒ 00:22:24.729 Jerel Navarrete: Do we have any people registered yet for this? For the one.
234 00:22:25.060 ⇒ 00:22:25.660 Jerel Navarrete: Next week.
235 00:22:25.660 ⇒ 00:22:27.260 Luke Scorziell: Yeah, but we just started inviting today.
236 00:22:27.400 ⇒ 00:22:30.779 Jerel Navarrete: Okay, yeah, I mean, if you can even send me, like, just the, like.
237 00:22:31.070 ⇒ 00:22:39.290 Jerel Navarrete: the actual, like, just, like, the job pedals are the people that you started sending invites to, so I can start to, like, pattern match against that. I mean, it says, like, okay, we have, you know.
238 00:22:39.420 ⇒ 00:22:45.400 Jerel Navarrete: prioritized titles like Senior Director, you know, Director, Senior Director of IT, CTO,
239 00:22:46.580 ⇒ 00:22:50.649 Jerel Navarrete: you know, ahead of whatever. Maybe, like I said, it’d be interesting to see, like.
240 00:22:50.800 ⇒ 00:23:00.670 Jerel Navarrete: as you’re starting to send out invites, you don’t just have to send me the people, but, like, even just, like, the… if you have, like, the job titles for the people that you’re sending invites out to,
241 00:23:00.940 ⇒ 00:23:02.620 Jerel Navarrete: I can work with our BDR and show them.
242 00:23:02.820 ⇒ 00:23:05.950 Jerel Navarrete: Pattern match on those, and we can, like…
243 00:23:06.950 ⇒ 00:23:08.599 Jerel Navarrete: We’ll see how many people we can reach.
244 00:23:09.310 ⇒ 00:23:16.580 Luke Scorziell: So, I believe I sent this to y’all, which I’m happy to… I can kind of summarize this too, but,
245 00:23:16.800 ⇒ 00:23:17.440 Luke Scorziell: So…
246 00:23:17.440 ⇒ 00:23:18.949 Jerel Navarrete: Oh, yeah, yeah, yeah, I see the doc, yep.
247 00:23:18.950 ⇒ 00:23:24.409 Luke Scorziell: This is our whole list, and… again, like…
248 00:23:24.950 ⇒ 00:23:31.850 Luke Scorziell: yeah, I believe this is the right direction. Operations were, like, yeah, it will be interesting to see. I think it’s kind of a…
249 00:23:31.970 ⇒ 00:23:36.149 Luke Scorziell: full guess, but just… we’re… we’re gonna see. I mean, that was what Hamadreza said.
250 00:23:36.420 ⇒ 00:23:42.510 Luke Scorziell: people at these companies could be. And then, I don’t know if it’s… if it’s helpful for…
251 00:23:43.440 ⇒ 00:23:48.059 Luke Scorziell: You said what, the BDR, just trying to remember his name.
252 00:23:48.350 ⇒ 00:23:49.030 Jerel Navarrete: Clark.
253 00:23:49.030 ⇒ 00:23:51.680 Luke Scorziell: Okay, I was like, is it also clay? And then I was like, that’s kind of funny.
254 00:23:53.010 ⇒ 00:23:59.690 Luke Scorziell: We… kind of… Just outlined, like, email, copy.
255 00:23:59.880 ⇒ 00:24:07.069 Luke Scorziell: One for the accidental data people, which on this are the, The operations and data.
256 00:24:07.270 ⇒ 00:24:10.870 Luke Scorziell: And then… We did a director of IT.
257 00:24:11.230 ⇒ 00:24:15.250 Luke Scorziell: Emails, so… so as much… I mean, if he, like, literally just wants to…
258 00:24:15.830 ⇒ 00:24:17.360 Jerel Navarrete: Yeah, yeah, this was great. This was great.
259 00:24:17.360 ⇒ 00:24:19.519 Luke Scorziell: And then we just had, like, follow-up
260 00:24:19.860 ⇒ 00:24:26.349 Luke Scorziell: We were having a little bit of a back-and-forth debate of whether or not it was best to put the link in the first email or not.
261 00:24:27.190 ⇒ 00:24:29.610 Luke Scorziell: I think… I don’t know, I think it’s…
262 00:24:29.800 ⇒ 00:24:39.579 Luke Scorziell: better, too, just so people can click it, but then the argument against was that it maybe would go to spam, so I… I don’t know. And then we were also…
263 00:24:40.310 ⇒ 00:24:47.950 Luke Scorziell: We got, like, LinkedIn messages in here, and then, a couple…
264 00:24:48.370 ⇒ 00:24:56.259 Luke Scorziell: like, LinkedIn connection requests for doing colds, so if there’s, like, warm people that you have in your network, so… so hopefully this is helpful to just give him, like, a…
265 00:24:56.260 ⇒ 00:24:57.050 Jerel Navarrete: This is great.
266 00:24:57.270 ⇒ 00:24:58.000 Luke Scorziell: a star.
267 00:24:58.000 ⇒ 00:24:59.540 Jacob Matson: This is perfect. This is perfect.
268 00:24:59.540 ⇒ 00:25:03.369 Luke Scorziell: And then the first page is basically just everything on the Luma invite.
269 00:25:03.530 ⇒ 00:25:09.099 Luke Scorziell: kind of have, like, yeah, the titles, so Primary, Head of Ops, VP of Ops.
270 00:25:09.590 ⇒ 00:25:16.770 Luke Scorziell: Why? Director of IT, CIO, company size… I think we’d probably change that to 75 to $100 million.
271 00:25:17.270 ⇒ 00:25:24.980 Luke Scorziell: And then… Yeah, I think, I mean, we can just skip the ad budget this time, if that’s…
272 00:25:24.980 ⇒ 00:25:26.510 Jerel Navarrete: It’s fine, yeah, yeah, yeah.
273 00:25:27.020 ⇒ 00:25:34.040 Luke Scorziell: And then… Milestones, so we’re like… You know.
274 00:25:36.210 ⇒ 00:25:37.819 Luke Scorziell: I guess, on track.
275 00:25:38.770 ⇒ 00:25:44.469 Luke Scorziell: And then maybe, Jacob, you and I can schedule a session. I don’t know, I… yeah, trying to see if it’s gonna be me…
276 00:25:44.640 ⇒ 00:25:47.629 Luke Scorziell: And you, or probably it’d be better to have Utam.
277 00:25:47.750 ⇒ 00:25:50.150 Luke Scorziell: Since he’s kind of…
278 00:25:50.150 ⇒ 00:25:51.299 Jacob Matson: Yeah, we no problem. That’s fine.
279 00:25:51.300 ⇒ 00:25:57.869 Luke Scorziell: Those two, so… Cool, so yeah, I think your whole organization should have access to this.
280 00:25:57.870 ⇒ 00:25:58.490 Jerel Navarrete: Cool.
281 00:25:59.350 ⇒ 00:26:01.140 Luke Scorziell: Yes, is anyone on the, on the web?
282 00:26:01.340 ⇒ 00:26:08.790 Jerel Navarrete: And then I will… I’m gonna put… would you mind… would you be able to add… where did it go? Add us as a host on that, and Luma?
283 00:26:09.680 ⇒ 00:26:10.490 Luke Scorziell: Yes.
284 00:26:10.490 ⇒ 00:26:14.170 Jerel Navarrete: I just put our, the, our, the, our… the email address we use for our, like.
285 00:26:14.330 ⇒ 00:26:17.000 Jerel Navarrete: corporate Luma account.
286 00:26:17.710 ⇒ 00:26:20.049 Luke Scorziell: Yeah, let me do that right now.
287 00:26:20.050 ⇒ 00:26:22.349 Jerel Navarrete: Cause then we could… we might even, like… yeah.
288 00:26:23.050 ⇒ 00:26:26.639 Jerel Navarrete: Send people directly, invites, so…
289 00:26:30.010 ⇒ 00:26:31.480 Luke Scorziell: Cool, okay, I just sent you that.
290 00:26:31.740 ⇒ 00:26:35.349 Jerel Navarrete: Cool, perfect, thank you so much. Yeah, I think I have…
291 00:26:35.450 ⇒ 00:26:39.080 Jerel Navarrete: all that I need? It sounds like, yeah, my, my…
292 00:26:39.240 ⇒ 00:26:48.350 Jerel Navarrete: action item is, like, work with Clark to drive people to register for this. So, easy, easy enough, right? That’s, I mean, it’s straightforward enough for me.
293 00:26:49.270 ⇒ 00:26:56.270 Luke Scorziell: Yeah, and if there’s any, like, if you want to send him over our direction, or if, like, we can help him at all, feel free to.
294 00:26:56.470 ⇒ 00:27:02.740 Luke Scorziell: Yeah, either add him to that channel, or, yeah, whatever’s… I can… I’m happy to hop on a Zoom or something with him, too.
295 00:27:03.380 ⇒ 00:27:06.360 Jacob Matson: Can we, I’m just looking at my calendar.
296 00:27:06.360 ⇒ 00:27:07.130 Luke Scorziell: Yep.
297 00:27:08.010 ⇒ 00:27:10.850 Jacob Matson: Is there… how do we feel about moving that
298 00:27:12.020 ⇒ 00:27:16.999 Jacob Matson: Either 30 minutes or 1 hour later, just because I fly into SFO at 9 o’clock.
299 00:27:17.860 ⇒ 00:27:18.540 Luke Scorziell: Okay.
300 00:27:18.650 ⇒ 00:27:23.289 Luke Scorziell: Yeah, we could do… I mean, we could do 11, if that’d be.
301 00:27:23.290 ⇒ 00:27:25.079 Jacob Matson: Yeah, let’s just do 11, that’s fine.
302 00:27:25.540 ⇒ 00:27:26.430 Luke Scorziell: Okay.
303 00:27:26.580 ⇒ 00:27:27.540 Jacob Matson: Sorry.
304 00:27:27.540 ⇒ 00:27:29.540 Luke Scorziell: No, no, all good.
305 00:27:33.290 ⇒ 00:27:40.959 Luke Scorziell: Okay, 11, and then… Would you want to do, like, a kind of, like, dress rehearsal or something? The…
306 00:27:41.440 ⇒ 00:27:47.089 Jacob Matson: Yeah, the day before, I wouldn’t call it a dress rehearsal in as much as it’s just, like, reviewing the content and making sure we’re all aligned.
307 00:27:47.330 ⇒ 00:27:50.619 Luke Scorziell: Okay, well, that would be a good time for you on that?
308 00:27:53.000 ⇒ 00:27:54.570 Jacob Matson: Anytime in the afternoon.
309 00:27:55.360 ⇒ 00:27:59.020 Luke Scorziell: Yeah, I could do… Hmm…
310 00:28:06.040 ⇒ 00:28:07.949 Luke Scorziell: We could do…
311 00:28:11.090 ⇒ 00:28:13.410 Luke Scorziell: 2.30? Would 2.30 work for you?
312 00:28:13.600 ⇒ 00:28:14.700 Jacob Matson: Yeah, looks great.
313 00:28:15.630 ⇒ 00:28:17.210 Luke Scorziell: Cool.
314 00:28:26.550 ⇒ 00:28:27.420 Luke Scorziell: Right.
315 00:28:27.700 ⇒ 00:28:28.740 Luke Scorziell: Why do you do that.
316 00:28:29.380 ⇒ 00:28:29.950 Jacob Matson: Sweet.
317 00:28:30.590 ⇒ 00:28:34.610 Luke Scorziell: Draw, is that something you would probably not need to be…
318 00:28:35.050 ⇒ 00:28:36.749 Jerel Navarrete: Yeah, I don’t think I need to be there.
319 00:28:36.750 ⇒ 00:28:39.799 Jacob Matson: It doesn’t need to be there. Gerald is our, you know…
320 00:28:39.940 ⇒ 00:28:46.250 Jacob Matson: growth marketer, so he’s… he’s… he’s out there, you know, hacking around, trying to make it all… trying to make it all work.
321 00:28:47.640 ⇒ 00:28:49.539 Jerel Navarrete: get people to show up, that’s all.
322 00:28:49.540 ⇒ 00:28:51.800 Luke Scorziell: Well, honorable position, yeah.
323 00:28:51.800 ⇒ 00:28:54.709 Jacob Matson: He sets the traps, and then I spring the traps.
324 00:28:55.080 ⇒ 00:28:59.020 Luke Scorziell: Nice, nice. I like hunting analogies.
325 00:28:59.020 ⇒ 00:29:00.759 Jacob Matson: Indeed, indeed.
326 00:29:01.200 ⇒ 00:29:08.380 Luke Scorziell: Okay, cool, I just sent… That invite, so… Cool, yeah, I think that’s…
327 00:29:08.770 ⇒ 00:29:14.169 Luke Scorziell: Sounds good on my end. I guess, maybe if you guys wanna… we can check in, like.
328 00:29:14.480 ⇒ 00:29:22.560 Luke Scorziell: Tomorrow and Friday, and just give you an update of how things are going on our end. Obviously, if… yeah, if we’re not getting, like, a ton of hitbacks, then we’ll probably try to push another.
329 00:29:23.040 ⇒ 00:29:23.470 Jacob Matson: Yep.
330 00:29:23.470 ⇒ 00:29:25.849 Luke Scorziell: Bigger wave, or re-strategized, so.
331 00:29:25.850 ⇒ 00:29:27.710 Jacob Matson: Yeah, that sounds good. Cool.
332 00:29:27.710 ⇒ 00:29:30.609 Luke Scorziell: Yeah, sweet, thank you guys. I’m excited.
333 00:29:31.310 ⇒ 00:29:31.830 Jerel Navarrete: I’m good.
334 00:29:32.090 ⇒ 00:29:32.420 Jacob Matson: That’s.
335 00:29:32.420 ⇒ 00:29:33.330 Jerel Navarrete: signal.
336 00:29:33.740 ⇒ 00:29:36.040 Jerel Navarrete: Bye, take care.
337 00:29:36.040 ⇒ 00:29:36.710 Luke Scorziell: Alright.
338 00:29:36.870 ⇒ 00:29:37.739 Jacob Matson: Later, bye.