2026-03-23_brainforge_sales_strategy_sync_e1845e81

Meeting Title: Brainforge Sales Strategy Sync Date: 2026-03-23 Meeting participants: Robert Tseng, Jorrel Sto Tomas

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1 00:01:34.260 ⇒ 00:01:34.890 Jorrel Sto Tomas: Erin.

2 00:01:34.890 ⇒ 00:01:35.930 Robert Tseng: Ayy!

3 00:01:36.080 ⇒ 00:01:37.310 Robert Tseng: Happy Monday!

4 00:01:38.540 ⇒ 00:01:40.550 Jorrel Sto Tomas: Happy Monday!

5 00:01:42.180 ⇒ 00:01:47.499 Jorrel Sto Tomas: Yeah, I had probably the longest weekend of my life, so.

6 00:01:47.830 ⇒ 00:01:48.590 Robert Tseng: Oh, yeah?

7 00:01:48.590 ⇒ 00:01:49.840 Jorrel Sto Tomas: I’m happy. They were worth?

8 00:01:49.840 ⇒ 00:01:52.349 Robert Tseng: Philippines, situation.

9 00:01:53.090 ⇒ 00:01:54.820 Jorrel Sto Tomas: No,

10 00:01:55.380 ⇒ 00:02:05.649 Jorrel Sto Tomas: That… actually, all my… my meetings got canceled yesterday, so that was great. I just, I don’t think I’ve ever attended that many, like, events in one weekend before.

11 00:02:05.940 ⇒ 00:02:06.639 Robert Tseng: Oh, yeah?

12 00:02:06.640 ⇒ 00:02:09.050 Jorrel Sto Tomas: Or had that many obligations,

13 00:02:09.650 ⇒ 00:02:17.270 Jorrel Sto Tomas: Yeah, so that’s why my voice is, like, really raspy right now. I fully… I basically lost it yesterday, so…

14 00:02:17.270 ⇒ 00:02:18.250 Robert Tseng: Oh, man.

15 00:02:19.460 ⇒ 00:02:26.029 Jorrel Sto Tomas: But it’s fine, it’s fine. That shouldn’t happen again until this weekend, so… 5 days to recover.

16 00:02:26.730 ⇒ 00:02:27.450 Robert Tseng: Nice.

17 00:02:28.000 ⇒ 00:02:33.250 Jorrel Sto Tomas: Yeah, but how are you? How’s everything? I… I saw the template you sent me,

18 00:02:33.690 ⇒ 00:02:37.189 Jorrel Sto Tomas: I guess, is this… is this the time you wanna, like…

19 00:02:37.530 ⇒ 00:02:40.710 Jorrel Sto Tomas: To try to go over how we’ll structure everything, or…

20 00:02:41.110 ⇒ 00:02:55.619 Robert Tseng: I… I think… I mean, I have a few things prepared. Kayla was telling me not to send that to you, because she was like, it’s not even ready yet, blah blah blah, but whatever, I was like, we can work through it together, I think it’s… it’s fine.

21 00:02:55.820 ⇒ 00:02:57.180 Robert Tseng: Yeah, I mean…

22 00:02:57.370 ⇒ 00:03:11.319 Robert Tseng: So, I guess… I mean, I’d rather just kind of, like, show you a starting point, and then we can kind of go, and we can write out, like, the description together. I think they just want it for, like, contract reasons.

23 00:03:11.420 ⇒ 00:03:23.560 Robert Tseng: Or, like, they as in, like, my team wants it for contract reasons, but I am also, like, I think we’re starting off pretty flexibly, so, like, I wasn’t too much of a stickler of, like, all that being spelled out right away, so…

24 00:03:24.660 ⇒ 00:03:34.239 Robert Tseng: Yeah, I kind of thought this call would be more of just, like, you’re gonna… if you haven’t gotten access to things already, you’ll get access to things, and I just wanna kind of give you a sense…

25 00:03:34.440 ⇒ 00:03:46.500 Robert Tseng: like, a more detailed breakdown of kind of where we’re at, and then what I’m gonna be focusing on. Yeah, I expect us to spend, like, you know, as much time as we need over the next week.

26 00:03:46.660 ⇒ 00:03:56.090 Robert Tseng: it’s a pretty, pretty quiet week in terms of, like, I’m turning away a lot of other things, so, yeah, just want you to feel…

27 00:03:56.300 ⇒ 00:04:10.859 Robert Tseng: I know we said, like, you know, bring you in, and you can start selling right away, but, like, what does that even really mean? And making sure that, like, you… you get… you feel comfortable with, kind of, take… knowing what you can do,

28 00:04:10.970 ⇒ 00:04:17.359 Robert Tseng: this is kind of what I’m hoping to get out of this call, as, like, as a next step. So,

29 00:04:17.950 ⇒ 00:04:26.839 Robert Tseng: Yeah, I mean, if… I don’t know if you have any other questions that I could address first, or if not, I had some things that I was gonna walk me through.

30 00:04:27.690 ⇒ 00:04:39.250 Jorrel Sto Tomas: No, I… I am, very open. I’m just excited to see where… where things are at, how… how much has, you know, changed between Pongo and, Brainforge.

31 00:04:39.250 ⇒ 00:04:39.880 Robert Tseng: Yeah.

32 00:04:39.880 ⇒ 00:04:47.620 Jorrel Sto Tomas: And I think those questions will naturally rise, as I think you… deploy more information.

33 00:04:48.100 ⇒ 00:05:00.479 Jorrel Sto Tomas: Yeah, so I’m curious, how big is the team, though? The only question I had was, like, how big is the team now? Because I know you guys had a bunch of folks from the Philippines at one point, and then you’ve been hiring here, so…

34 00:05:00.480 ⇒ 00:05:01.170 Robert Tseng: Yeah.

35 00:05:01.170 ⇒ 00:05:02.670 Jorrel Sto Tomas: Understanding of that as well.

36 00:05:02.980 ⇒ 00:05:05.360 Robert Tseng: We’re 23 right now.

37 00:05:05.600 ⇒ 00:05:06.290 Jorrel Sto Tomas: Oh, wow.

38 00:05:06.710 ⇒ 00:05:07.030 Robert Tseng: Yeah.

39 00:05:07.030 ⇒ 00:05:08.480 Jorrel Sto Tomas: team now, holy… holy cow, man.

40 00:05:08.480 ⇒ 00:05:09.425 Robert Tseng: Yeah.

41 00:05:11.230 ⇒ 00:05:20.919 Robert Tseng: Hopefully, we’ll stay under 25. I think some people will cycle out and whatnot, so… but I don’t… yeah, but I think it’ll stay somewhere between 20 to 25. Yeah.

42 00:05:21.190 ⇒ 00:05:35.089 Jorrel Sto Tomas: Okay, damn. Yeah. We have, like, 43 at Fusion Mode right now. Yeah. It’s… thankfully, I’m not the operator, my… my… our COO is, so, yeah, that’s, I can…

43 00:05:35.890 ⇒ 00:05:44.280 Jorrel Sto Tomas: I could definitely see how much of a headache it is, so thankfully, I just also only mainly do selling, so…

44 00:05:44.280 ⇒ 00:05:44.920 Robert Tseng: Yeah.

45 00:05:46.150 ⇒ 00:06:09.700 Robert Tseng: Yeah, well, I mean, I guess, that’s… that’s the… that’s the adjustment we’re making. We’re like, we need to spend… I mean, at this size, we can’t spend time with everybody anymore, which is… yeah, I feel like once we got past 15, then it was, like, no longer we could speak to everybody every week, and we had to, like, basically build out some middle management, and then, like, figure out how to, like, enable people to…

46 00:06:10.460 ⇒ 00:06:24.419 Robert Tseng: kind of, like, take more ownership, so I think that’s really kind of the state that we’re in. I… I run… I run sales, Utam runs delivery, that’s kind of the split, but we both kind of do everything. I…

47 00:06:24.520 ⇒ 00:06:38.959 Robert Tseng: I mean, you’ll see our account mix and everything, like, later on, but yeah, like, I… I guess, like, we… from a delivery standpoint, I think it… I think it’ll show up as I go through some of the sales stuff, so I’ll just kind of share my screen, and we can kind of…

48 00:06:39.190 ⇒ 00:06:41.190 Robert Tseng: get into it. So…

49 00:06:41.340 ⇒ 00:06:47.240 Robert Tseng: I think I’ve shared this sales doc with you. This is supposed to be the source of truth for sales,

50 00:06:47.560 ⇒ 00:06:51.509 Robert Tseng: I mean, I’m not actively maintaining it all the time. We pretty much, like.

51 00:06:51.850 ⇒ 00:07:10.490 Robert Tseng: load all of our docs straight into Cursor, and I just, like, have, like, random, like, you know, cloud agents, or, yeah, multiple agent chats kind of going at the same time. We have, and, you know, all those skills that we’ve pre-built, I can kind of, like, show you, but I think it’d be more helpful just to kind of walk you through, like, the sales system.

52 00:07:10.770 ⇒ 00:07:18.010 Robert Tseng: So, at a high level, these are some of the things… I mean, all of these docs need to be rebooted, especially since

53 00:07:18.040 ⇒ 00:07:33.749 Robert Tseng: basically, from a storytelling and brand perspective, we’re going through, like, a re… a reboot. In, like, mid-April, we’re gonna go and hit, like, a couple conferences, and kind of test the waters for, like, raising… raising some money.

54 00:07:33.810 ⇒ 00:07:44.300 Robert Tseng: And yeah, I think that’s just really just growth capital, because we feel like we just… this is… this is the time to… to really just go… go after… go after it. And so.

55 00:07:44.300 ⇒ 00:07:55.799 Robert Tseng: Yeah, OKRs-wise, this is probably outdated at this point. We don’t really run OKRs out of this section, it’s really just out of this weekly business review doc that I put together, so…

56 00:07:55.830 ⇒ 00:08:03.940 Robert Tseng: You know, I think you got a chance to take a look at this too, but we’ll probably spend a little bit of time. I’ll kind of repeat my, like, kind of…

57 00:08:04.270 ⇒ 00:08:21.890 Robert Tseng: reflection on how this quarter went, what adjustments I’m making this week to… to this system. And then, yeah, so we’re there. I know you asked questions about ICP. I do think this is where I need to spend the most time this week, especially having you here, making sure you feel comfortable, like.

58 00:08:21.890 ⇒ 00:08:28.430 Robert Tseng: kind of getting in front of the right person, knowing what to say, and, you know, just… I mean, we can… we can have some…

59 00:08:28.480 ⇒ 00:08:33.039 Robert Tseng: creativity here, but, like, I think a lot of this kind of sits in a lot of

60 00:08:33.669 ⇒ 00:08:37.999 Robert Tseng: Transcripts everywhere, but it hasn’t really been fully documented into this.

61 00:08:38.000 ⇒ 00:08:38.610 Jorrel Sto Tomas: Yeah.

62 00:08:38.610 ⇒ 00:08:44.560 Robert Tseng: sheet, so, yeah, I think I will probably spend a good chunk of time updating that.

63 00:08:44.660 ⇒ 00:08:47.870 Robert Tseng: I want… it’s not, like, not,

64 00:08:48.070 ⇒ 00:08:53.549 Robert Tseng: it’s still relevant, it’s just, like, not updated, I think, is really… Why is she?

65 00:08:53.680 ⇒ 00:08:54.470 Robert Tseng: Say.

66 00:08:54.760 ⇒ 00:09:01.260 Robert Tseng: Yeah, and then these are all the strategy playbooks for all the different channels that we use still.

67 00:09:01.790 ⇒ 00:09:10.010 Robert Tseng: yeah, I think these, once again, these could be updated more, but I think, for the most part, these are… is pretty much what we have. And…

68 00:09:10.210 ⇒ 00:09:19.720 Robert Tseng: yeah, I guess, like, from a funnel perspective, we have different, like, deal stages. It’s pretty straightforward, it’s just, like.

69 00:09:22.260 ⇒ 00:09:32.879 Robert Tseng: But I think I’m told I need to, like, write it out, like, I need to spell it out more. So, when does a… I think the core metrics kind of, like, sequence kind of break…

70 00:09:33.050 ⇒ 00:09:45.390 Robert Tseng: is the right order. So, we’re locking all meetings booked, from, like, people… from Uten, me, and I guess it would be you, or anybody that’s talking to external… external people.

71 00:09:45.430 ⇒ 00:09:56.510 Robert Tseng: And this is just, like, a rough number, just so I know, like, you know, how much time we’re spending, and then how many of those are actually, like, sales discovery calls, or, like, discovery calls where we’re exploring an opportunity.

72 00:09:56.510 ⇒ 00:10:15.719 Robert Tseng: I’m sure you run your own playbooks at Fusion Node. I don’t think what we do is anything crazy. It really is just kind of, you know, doing the dance, trying to see if there’s a… if there is, like, a commercial opportunity directly working with that person. Maybe it’s that person’s boss, maybe they have a referral, so just kind of the intention of getting on a call, trying to find, like, a next… next step.

73 00:10:15.840 ⇒ 00:10:30.500 Robert Tseng: Mql, this… you probably won’t touch this immediately, because I don’t want to kind of get you too, you know, overwhelmed with everything, but marketing qualified lead, right? So this is… we have this tracked later in our… in our system, where,

74 00:10:30.640 ⇒ 00:10:46.249 Robert Tseng: yeah, like, we publish content, we do external engagement, where we’re kind of just, like, commenting on the LinkedIn, things, and then we’re following up with visitors, the people that land on our website, our LinkedIn profiles, company page, etc. And…

75 00:10:46.410 ⇒ 00:10:58.830 Robert Tseng: yeah, we’re also, like, try to tracking, like, defining, like, what is a high-intense engagement action. And so, Hannah, who you may remember from Pungo, she’s our designer, but this is, like, the one marketing kind of, like, area that she…

76 00:10:58.890 ⇒ 00:11:18.580 Robert Tseng: needs to own, which is, like, she can produce all these, like, well-designed assets, but if nobody’s really engaging with them, then I don’t think she’s doing her job. So, you’ll probably, you know, anytime you need, like, some asset, or you can… you’ll be able to jump into a marketing channel, and you’ll be able to ask for it. So, like, even today.

77 00:11:18.650 ⇒ 00:11:26.879 Robert Tseng: I’m pitching L’Oreal, like, you know, they had some… they had some objections, I just kind of threw some stuff from my transcript, and had her, like.

78 00:11:27.130 ⇒ 00:11:41.949 Robert Tseng: I mean, we’re testing new… we’re always testing new workflows, but, like, at this point, with the AI stuff that we’ve set up, it should already be able to… it should be able to generate a one-pager just off of, like, a couple

79 00:11:42.000 ⇒ 00:11:53.990 Robert Tseng: just a couple edits to what I have here, if that’s, like, pretty in line with our design assets. So, I think just the speed of, like, where you’re able to get stuff, is probably way faster than it was when you were working with me at Pungle.

80 00:11:54.650 ⇒ 00:12:07.020 Robert Tseng: So yeah, that’s kind of, like, marketing, in a nutshell. And, like, if they take one of these engagements, if they take one of these actions, then they pretty much qualify to be an M2L.

81 00:12:08.240 ⇒ 00:12:26.110 Robert Tseng: Then the gap this past quarter has been, like, MQL to SQL conversion. So, yeah, as you can see, it took probably a month before the marketing efforts were even produced. We shut everything off in Q4, because that was, like, kind of my hypothesis, that we just didn’t need it.

82 00:12:26.240 ⇒ 00:12:29.980 Robert Tseng: And it was fine, we continued to grow. And so,

83 00:12:29.980 ⇒ 00:12:54.879 Robert Tseng: Yeah, in January, took them 4 weeks to turn it on, and then MQL pipeline building was, like, very inconsistent. The biggest driver, ultimately, why this week, one week was, like, so much higher than the rest, was, in-person events. And so, what we found is that inviting people to partner webinars, that we, like, that we throw on, like with Mother Duck, we’re throwing an event on Thursday. Omni is one of our partners, they have a conference here in New York.

84 00:12:54.880 ⇒ 00:13:14.379 Robert Tseng: I’m going to that, and I’m also hosting a pre-pre-conference breakfast, so stuff like that really gets, you know, kind of gets people into the marketing pipeline, more so than, like, I don’t know, the content engagement stuff. At least with the quality of the content that we have right now, we’ve not really been able to turn it into a real lead-generating machine.

85 00:13:16.040 ⇒ 00:13:26.660 Robert Tseng: And then, like, there’s this, like, another kind of step from MQL to SQL conversion, so that’s a section I need to add here. I don’t think I’ve really taught, or, like, I don’t think I’ve really…

86 00:13:27.170 ⇒ 00:13:40.830 Robert Tseng: framed, like, how to drive MQLs to SQLs, and I think that’s probably why the team didn’t… didn’t do a great job of nailing that. And so you’ll see that, like, the SQL pipeline, sales qualified lead pipeline, the, like, it…

87 00:13:40.830 ⇒ 00:13:48.330 Robert Tseng: the shape of it is different from MQL’s. Like, it was, you know, consistently under, and then there’s, like, a few weeks where things really got juiced.

88 00:13:48.410 ⇒ 00:14:04.189 Robert Tseng: and this is just purely me going, like, ham on outbound. So, yeah, it’s like, you can see I take cycles, I take laps around the sales team, but I feel like I need to go and dump more into top of funnel, like, I’ll just go and I’ll do stuff until we hit it.

89 00:14:04.190 ⇒ 00:14:11.830 Robert Tseng: But then, when I’m not paying attention to it, the team cannot, like, drive… cannot build… cannot build any sales pipe… sales pipeline. As you can see, it was just, like.

90 00:14:11.920 ⇒ 00:14:27.089 Robert Tseng: you know, their 20% target for all the other weeks. So, that’s a big problem, and why I was, like, really thinking about, like, who is the person we really need? And I think having you be here and really work with me on, yeah, just…

91 00:14:27.090 ⇒ 00:14:44.839 Robert Tseng: qualifying the leads that we have already, or, like, you know, bringing back old leads, or whatever, whatever it is, just being able to… to add more to the SQL pipeline is, like, the main… is the main thing. And if… if you’re able to basically come with me and, like, consistently get

92 00:14:44.890 ⇒ 00:14:52.419 Robert Tseng: you know, hit… hit this number with me, I think we will… I think we will… we will… we will… we will be fine. We will… we will have,

93 00:14:53.690 ⇒ 00:15:05.519 Robert Tseng: like, I think we would have hit… we would have hit… we would have hit our target if that had happened. And I can explain how that… how all that math works later, but yeah, I think it’s really a top-of-funnel sales leads problem that we have.

94 00:15:05.680 ⇒ 00:15:12.419 Robert Tseng: Yeah, partners, very consistent. You can see, also, like, you know, if you work

95 00:15:12.460 ⇒ 00:15:20.510 Robert Tseng: If you… assuming, you know, you stay on, you, you really, you really do, do a great, like, you, you like, you like being here.

96 00:15:20.510 ⇒ 00:15:37.220 Robert Tseng: The other person we’re considering bringing in is a true, like, partner manager. But I also told Utam, like, I think Jerome could do both, so depending on how you want your role to expand, like, if you do want to, you could also help with this. We have all of these partners right now, that are just, like, waiting for us to do stuff with them.

97 00:15:37.290 ⇒ 00:15:38.599 Robert Tseng: And,

98 00:15:40.430 ⇒ 00:15:49.380 Robert Tseng: yeah, the way that I’ve categorized it here is, here’s this, like, whole planning framework around partners, all the different things that I had the team kind of keep track of,

99 00:15:49.390 ⇒ 00:16:07.599 Robert Tseng: But really, what this is, is, these are all the partners that we’re working with right now. I only have U-Tam talking to Snowflake and Omni. I’m like, if he has any time, he should just pick up the phone and call the people there. And he… we have so many relationships with AEs, partner managers there,

100 00:16:07.600 ⇒ 00:16:23.660 Robert Tseng: that, like, you know, I think this would be… this is like a layup. Like, he could literally just give you the same contacts to the AEs, and they… they would be able to give you the lead list, and if you know anything about data, you’d be able to kind of, like, work those lists with him. So, there’s that. Then there’s the mixed panel on Amplitude that you’re familiar with.

101 00:16:23.660 ⇒ 00:16:44.829 Robert Tseng: Where, yeah, this is more of, like, a once-a-month thing, we’ll throw an event with them, or we’ll do something, where, we’re just trying to continue that relationship, because we bring them some business. They’re not really actively bringing us deals right now, though. So what I’m doing instead is there’s a… their top North American mixed panel agency.

102 00:16:44.840 ⇒ 00:16:59.200 Robert Tseng: That guy’s in New York, and we’re trying to buy him out. So, I want his book of business, and I want to try to see if I can… I mean, I know mixed panels… I don’t think it’s a dying tool, but I don’t really think it’s going anywhere, which is why he’s trying to get out of his business.

103 00:16:59.200 ⇒ 00:17:12.619 Robert Tseng: But yeah, I think there’s a unique opportunity for us to go in and get, like, a GM of product analytics to come in and brain forge, and he may be able to help me with these two. So I’m not that, you know, interested in throwing you into the partnerships, like.

104 00:17:12.770 ⇒ 00:17:22.760 Robert Tseng: world right away, because I think it’d probably be better for you to just, like, learn our core business, talk to some leads, etc. But then you’ll kind of pick up from there.

105 00:17:22.760 ⇒ 00:17:34.290 Robert Tseng: where I kind of drive on the partnership size is I calibrate any new partners that come in. I figure out within the first 30 days what, like, how we… whether we deprioritize them.

106 00:17:34.290 ⇒ 00:17:50.730 Robert Tseng: or we move them into one of these tiers. And if they’re in bronze, then I basically don’t touch them at all. It’s just, like, the marketing team trying to do something with them once a quarter kind of thing. And, Mother Duck is, like, the one that we have an event set up with this Thursday, but all the other ones in Bronze, like.

107 00:17:50.730 ⇒ 00:18:07.849 Robert Tseng: we work with them in some capacity, like, some of our clients are using their stuff, but, like, they’re not actively handing us leads right now. Or we would like them to, but they’re not really that… they’re not that active, so I don’t really feel like it’s worth… worth my time or Utam’s time, like, spending too much time with them right now.

108 00:18:08.330 ⇒ 00:18:16.110 Robert Tseng: So, yeah, I’ll pause there. I know I kind of just babbled a lot about, a couple different things. Any questions so far?

109 00:18:16.680 ⇒ 00:18:22.960 Jorrel Sto Tomas: No, I just like, I like how… how organized, everything is.

110 00:18:23.140 ⇒ 00:18:23.840 Jorrel Sto Tomas: Yeah.

111 00:18:23.990 ⇒ 00:18:29.550 Jorrel Sto Tomas: Kind of gives me a good scope of where things are at.

112 00:18:30.010 ⇒ 00:18:39.999 Jorrel Sto Tomas: Yeah. Do you have a cadence, though, when you try to update these things, or has it just been, like, you touch them once, and then, you know, as-needed basis when it’s asked?

113 00:18:40.830 ⇒ 00:18:46.360 Robert Tseng: Yeah, I mean, we’ve cycled, like, 2 or 3 people through this, they just…

114 00:18:46.710 ⇒ 00:18:51.830 Robert Tseng: What the problem was that, like, Okay, so…

115 00:18:52.540 ⇒ 00:19:08.099 Robert Tseng: Well, I mean, in short, like, it’s not as updated as I want it to be, but, like, rather than worried about maintaining it, like, I’m basically trying to get UTAM to build a way to just update this directly from Cursor, which we’re pretty close to that. I’ve already been, like, I already built out some of the…

116 00:19:09.120 ⇒ 00:19:22.910 Robert Tseng: like, every row of this ends up… there’s, like, a repo for it in cursor, and you can make direct edits to it. Eventually, I mean, like, the Google Drive MCP, or Google Sheets MCP, which we use through Zapier, the read…

117 00:19:22.910 ⇒ 00:19:35.270 Robert Tseng: is… the reading is good, the writing sucks, so, like, it’s just not able to write into the sheet well, so that’s why it’s not updated, but I’m not too worried about maintaining this sheet, because the only ones that really look at it are me and Utom.

118 00:19:35.270 ⇒ 00:19:42.169 Robert Tseng: And we kind of understand, like, where we’re at with all of these partners. So… but eventually, like, I… I think that this…

119 00:19:42.450 ⇒ 00:20:02.390 Robert Tseng: we’ve had a hard time having anybody on our staff, like, really be diligent about updating stuff in documentations, and so, our AI… internal AI team is really just trying to find a way to make it… make it easier. So, I’m not too worried about, like, making sure that this is up-to-date all the time, but ideally, this is, like, updated on a weekly basis.

120 00:20:03.240 ⇒ 00:20:05.600 Jorrel Sto Tomas: Okay. Yeah, just curious, just curious.

121 00:20:05.600 ⇒ 00:20:06.220 Robert Tseng: Yeah.

122 00:20:06.220 ⇒ 00:20:10.470 Jorrel Sto Tomas: Just to see if, like, this is something I need to look at every week, or if it’s good enough.

123 00:20:10.720 ⇒ 00:20:13.619 Jorrel Sto Tomas: Just look at it once every few weeks or so.

124 00:20:13.920 ⇒ 00:20:21.280 Robert Tseng: Yeah, frankly, I don’t calibrate… I kind of adjust this once a month, so… I mean, we’re coming up to the end of the month, so I’m gonna update this now. Like, I’m gonna…

125 00:20:21.440 ⇒ 00:20:34.740 Robert Tseng: like, there’s a few potential things I’d probably… I’d probably take Glimpse out. OpenBB, I want to give more… more opportunity to, like, I mean, there’s, like, I… there’s… some of those, like, updates will probably come out, but yeah, I’m not really touching this that often.

126 00:20:36.910 ⇒ 00:20:56.229 Robert Tseng: So yeah, I think that’s partner, activity. It’s pretty lumpy, so I think it’s hard to really… and we don’t have somebody dedicated to just doing partnerships right now, so it is what it is. However, what’s interesting is that of the proposals that we sent, so, like, the two top… the two metrics I care about the most are really just, like, meetings booked and proposals sent.

127 00:20:56.230 ⇒ 00:21:00.820 Robert Tseng: We need to be getting enough meetings on our calendar. I kind of set a target of 12.

128 00:21:00.820 ⇒ 00:21:07.890 Robert Tseng: We kind of got closer to that, towards the end of the quarter, but then our proposals didn’t actually increase.

129 00:21:07.890 ⇒ 00:21:25.929 Robert Tseng: So what this is telling me is that the quality of the meetings that we were booking were just… was just not very high, and or also there’s, like, this, like, a long lead time between when a meeting is booked to it actually being a real commercial opportunity, going through MQL, the different SQL stages, and then a proposal is sent. So, you know, but all that said is just, like.

130 00:21:25.960 ⇒ 00:21:33.150 Robert Tseng: But if we look at the proposals that we actually sent out this quarter, 80% of them are partner referrals.

131 00:21:33.330 ⇒ 00:21:37.540 Robert Tseng: 80% of them are partner referrals, 15% of them are,

132 00:21:37.990 ⇒ 00:21:55.250 Robert Tseng: just from my direct outbound, like, kind of spam from, like, these past… these three weeks, which I can tell you more specifically, like, when my back’s against the corner, backed into a corner, and I need to just hit numbers, like, what I do specifically to hit… hit the targets, like, I… I can… I can share that.

133 00:21:55.250 ⇒ 00:22:14.330 Robert Tseng: But yeah, I think that’s basically what happened, and only, like, one or two leads were generated from marketing. So, yeah, I think you can see that, like, our delivery team is doing enough, like, we have long-term relationships with partners, they’re generating upsells, we’re able to find new opportunities, and our partners

134 00:22:14.330 ⇒ 00:22:30.729 Robert Tseng: our referring us business, but yeah, like, I just felt like, you know, overall, the system and why we’re shaking up the team now is, like, I… we were doing so much random stuff that, like, it just… but what was really driving the revenue was…

135 00:22:31.180 ⇒ 00:22:41.520 Robert Tseng: not… doesn’t really seem like it was the marketing activity, at all. So, I think that’s kind of where we’re stuck. That’s… yeah, anyway, I think…

136 00:22:42.140 ⇒ 00:22:49.359 Robert Tseng: that’s… I’ll just kind of… I’ll… yeah, anyway, that… that’s… that’s… that’s the story of the quarter, in my… in my opinion. So.

137 00:22:51.900 ⇒ 00:22:52.490 Jorrel Sto Tomas: Okay.

138 00:22:52.860 ⇒ 00:22:53.630 Robert Tseng: Yeah.

139 00:22:54.930 ⇒ 00:23:11.550 Robert Tseng: Cool. So, yeah, I mean, like I was saying, I need to build the system more. MQL to SQL conversion, I’m gonna build out a better section there, and then, like, very clearly kind of stating what all the SQL stages are. I think it’s a pretty simple business, like, but, to know, like.

140 00:23:12.000 ⇒ 00:23:25.309 Robert Tseng: the targets of, like, when the discovery call is booked, like, how long should it take between each of the different stages. What I have right now is just median days in current deal stage, which is, like, not specific enough, so…

141 00:23:26.240 ⇒ 00:23:40.209 Robert Tseng: it’s not really taking you through the stage-by-stage journey. So, I think that’s what I’m gonna do to beef up this, beef up this, sheet as well. And then on the ICP side, I feel like what this shows me is, of the meetings that we took.

142 00:23:40.290 ⇒ 00:23:48.119 Robert Tseng: you know, if you just… on average, it’s like 30-40% were actually… oops, 30-40% were actually ICP.

143 00:23:48.200 ⇒ 00:23:51.539 Robert Tseng: So, yeah, that’s also…

144 00:23:51.650 ⇒ 00:24:00.799 Robert Tseng: kind of showing that we didn’t clearly define ICPs well enough, I guess, or it just… yeah, not everybody was on the same page about, like.

145 00:24:00.920 ⇒ 00:24:10.769 Robert Tseng: the quality of… yeah, like, the meetings that we’re booking should be people who are more on ICP, which is, yeah, I had an OKR set from the team that was, like, 70% of…

146 00:24:10.770 ⇒ 00:24:14.589 Robert Tseng: well, I said partner source leads, but, you know, overall, like, I think

147 00:24:14.590 ⇒ 00:24:34.340 Robert Tseng: most leads should be within our target ICP, but that was not the case. Overall, it was more like 30 to 40%. So… but our partners are pretty good at giving us leads that are within our ICP, that’s why they’re our partners, so I’m not… I think we hit this pretty consistently throughout the quarter. But as far as, like, our own efforts of, like.

148 00:24:34.350 ⇒ 00:24:47.149 Robert Tseng: creating marketing content, doing outbound campaigns, hitting ICP targets, like, the team was just kind of all over the place on that. So that’s… I think that’s why we… we… that’s a big part of why we didn’t, do as well as I think we should have.

149 00:24:47.340 ⇒ 00:25:06.489 Robert Tseng: All this is, like, kind of new sales discipline. I wasn’t running these weekly business reviews before this quarter, so I know it was, like, a rough adjustment for the team, but I do think the only thing that I’m gonna do is just kind of continue to build the system more, because I don’t… I don’t think we have a place where people’s performance can hide anymore at this point.

150 00:25:06.590 ⇒ 00:25:22.909 Robert Tseng: So anyway, I think that’s… that’s an overview for the system that I… I built. We go through this weekly. I also run through, like, a monthly snapshot. I think I shared about, kind of, our on… our contract value size and all… and some of this other stuff before, so I’m not going to touch on that today.

151 00:25:23.700 ⇒ 00:25:30.530 Robert Tseng: Cool. Any other kind of thoughts or kind of questions for now on this sheet?

152 00:25:36.120 ⇒ 00:25:42.719 Jorrel Sto Tomas: No, I… Just, just so that I can, you know, make sure I’m interpreting everything correctly.

153 00:25:42.720 ⇒ 00:25:43.250 Robert Tseng: Yeah.

154 00:25:43.600 ⇒ 00:25:46.450 Jorrel Sto Tomas: the… yeah, sorry, I brought my mic closer to my…

155 00:25:47.620 ⇒ 00:25:56.549 Jorrel Sto Tomas: But yeah, because I’m interpreting this correctly. So, when it comes to, the MQL pipeline, right.

156 00:25:56.550 ⇒ 00:25:56.880 Robert Tseng: Yeah.

157 00:25:56.880 ⇒ 00:26:06.040 Jorrel Sto Tomas: So, basically, you… there was zero… there was basically zero proposals sent from the MQL pipeline, like, from MQL to SQL to proposal.

158 00:26:06.040 ⇒ 00:26:11.929 Robert Tseng: There was one. It was just this one. Yeah. And I know this because I’ve… I had to…

159 00:26:12.120 ⇒ 00:26:21.170 Robert Tseng: do the investigation work, but, like, yeah, this lead, probably came out somewhere, like, around, I think, this week?

160 00:26:21.390 ⇒ 00:26:26.710 Robert Tseng: And then 2 weeks later, we sent a proposal out to them. But yeah, that was the… that was the only one.

161 00:26:27.760 ⇒ 00:26:38.160 Jorrel Sto Tomas: But… but the only reason that it… that you were able to even go that far was you had… you did the actual work for… for that MQL to… to convert to an SQL, to convert to a…

162 00:26:38.580 ⇒ 00:26:40.490 Jorrel Sto Tomas: proposal.

163 00:26:41.040 ⇒ 00:26:56.989 Robert Tseng: No, actually, that one I didn’t follow, until… I guess, yeah, in this scenario, D&G, they’re an agency, big agency, based in LA, actually. Yeah, the team scoped them out. That was actually a good, good target. I think, so…

164 00:26:57.180 ⇒ 00:26:57.950 Robert Tseng: Yep.

165 00:26:58.050 ⇒ 00:27:00.720 Robert Tseng: The previous… whatever, like, okay.

166 00:27:00.790 ⇒ 00:27:18.930 Robert Tseng: it’s fine. Like, Luke found this guy, and then, found this account. He brought one of our, engineers. We have a… we have a… we have one AI engineer and one data engineer who are both sales-minded, so I consider them, like, a sales engineer, effectively. So he takes a sales engineer, he does two discovery calls with them.

167 00:27:19.010 ⇒ 00:27:24.550 Robert Tseng: And… fin- and then… Yeah, over the course of 2 weeks.

168 00:27:24.600 ⇒ 00:27:28.920 Robert Tseng: They built them a custom demo, we did a lot of work for them up front, and then pitched them this proposal.

169 00:27:28.960 ⇒ 00:27:36.079 Robert Tseng: So they kind of did that end-to-end themselves, which is great, because, like, I think that’s good for them to go through the motions for it.

170 00:27:36.080 ⇒ 00:27:57.670 Robert Tseng: But, you know, I think it was just not… I mean, they’d both… it was both of their first times doing it. So, I was just kind of occupied, so I didn’t follow the lead so closely, until they got to the third meeting. And I was like, why are we booking a third meeting with them? Like, what’s the outcome of the first two meetings? Like, why do we even need a third meeting? Because a deal of that size, we typically don’t need that many meetings to close.

171 00:27:57.670 ⇒ 00:28:01.060 Robert Tseng: So I actually jumped on that call, on that third call,

172 00:28:01.060 ⇒ 00:28:10.350 Robert Tseng: like, the following week, well, actually, on this week, the week that they sent the proposal to do the proposal review. And, yeah, I think it just… they just…

173 00:28:10.900 ⇒ 00:28:28.900 Robert Tseng: the qualification work was just bad. Like, wrong buyer, like, not the right person who has the true buying potential, or who’s the true decision maker. They didn’t really know what the budget was. The lead was way too early. They were not ready to buy. So, shooting the proposal right now was just, like, giving them, like, a number to shop around.

174 00:28:28.900 ⇒ 00:28:50.709 Robert Tseng: Which is fine. I think, like, we need to do those things, but, like, that should have been figured out on the first call. Like, we didn’t need to take 2 or 3 weeks, and, like, I don’t know, 2 or 3 hours of my engineer’s time in order to go do that. So, those are, like, type of… I’d rather, you know, if you come in and you do that, you have access to everyone in the team, and, like, I want you to lean on them as well, and I don’t mind you going through an experiment like that,

175 00:28:50.710 ⇒ 00:29:00.029 Robert Tseng: like, I think you just have to go through it in order to learn, like, to get the feedback of, like, what should go faster, how the qualifications should go, and everything.

176 00:29:00.640 ⇒ 00:29:07.869 Robert Tseng: you know, part of the feedback I got was like, hey, if you had spelled out exactly how it should go, and like, you know, run all this documentation.

177 00:29:07.870 ⇒ 00:29:29.460 Robert Tseng: like, yes, like, it’s a chicken or egg problem, but, like, I also feel like if he had any sales experience, like, he would have known how to qualify in the first… in the first call. It’s, like, not… we have a bunch of calls recorded in our transcripts, like, I give sales feedback all the time, and, you know, whatever. There’s, like, a lot of… a lot of ways that I feel like we could have circumvented that from happening. But yeah, anyway, so that’s… that’s what happened with that one lead.

178 00:29:30.200 ⇒ 00:29:31.179 Jorrel Sto Tomas: I see, okay, okay.

179 00:29:31.180 ⇒ 00:29:31.550 Robert Tseng: Yeah.

180 00:29:31.550 ⇒ 00:29:32.600 Jorrel Sto Tomas: Interesting. Yeah.

181 00:29:32.600 ⇒ 00:29:37.269 Robert Tseng: So yeah, every… but every other proposal was sent from me or UTM, so that’s pretty much it.

182 00:29:37.930 ⇒ 00:29:38.490 Jorrel Sto Tomas: Okay.

183 00:29:38.750 ⇒ 00:29:40.210 Jorrel Sto Tomas: Yeah. Good to know, good to know.

184 00:29:42.460 ⇒ 00:29:54.739 Jorrel Sto Tomas: Yeah, no, on the numbers side, I spent a lot of time on this for our call with you, me, and Utam, so… Yeah. Relatively have a good grasp of it right now, so…

185 00:29:54.740 ⇒ 00:29:55.140 Robert Tseng: Okay.

186 00:29:55.140 ⇒ 00:29:56.669 Jorrel Sto Tomas: Nothing at… nothing else.

187 00:29:59.110 ⇒ 00:30:15.780 Robert Tseng: Cool. Well, yeah, then I’ll kind of just share a couple things with you. So this is a proposal that I’m putting together. I… Sunstone Therapies, they… they just raised, like, they just raised, like, 20, 30 million dollars, I forgot. They’re trying to build their data stack out. And so, I’ve… I’ve done two calls.

188 00:30:15.780 ⇒ 00:30:17.429 Jorrel Sto Tomas: A or B right now?

189 00:30:17.780 ⇒ 00:30:22.950 Robert Tseng: I… don’t… I don’t… I don’t… I think they’re raising private equity is not even really a Series A.

190 00:30:22.950 ⇒ 00:30:24.259 Jorrel Sto Tomas: Okay, okay, that’s true.

191 00:30:26.380 ⇒ 00:30:32.879 Robert Tseng: But yeah, so I’ve jumped on two calls with them at this point. My first call, I gave them… I gave them this pitch.

192 00:30:35.410 ⇒ 00:30:47.419 Robert Tseng: Yeah, just so you can have a sense, you know, to me, it’s like a pure discovery call. Like, they didn’t really… at that time, they didn’t want our engineering services, they just wanted to come in and build out some…

193 00:30:47.590 ⇒ 00:31:00.499 Robert Tseng: like, a data strategy roadmap. And so, at that price point, like, strategy, we’re trying to… we’re trying to get anybody in the door, like, close to 30K. So, like, I have… I have, like, a pricing… I’ve built out some pricing frameworks, you can, like.

194 00:31:00.500 ⇒ 00:31:13.020 Robert Tseng: you know, this is all, like, AI-generated at this point, like, at least the first pass, so I can just dump a couple transcripts in the cursor, ask it to trigger a couple of the agents that I built out, it’ll go through the pricing, kind of workflow and everything.

195 00:31:13.020 ⇒ 00:31:15.310 Robert Tseng: And then it’ll just spit out this price. So…

196 00:31:15.310 ⇒ 00:31:33.769 Robert Tseng: This is… but this is pretty standard. This is, like, pretty standard of, like, what I would be pitching at this point. So, giving them a fixed fee option, and then if they want to buy a la carte, this is pretty much, like, our hourly rates at this point. And yeah, so I left that with them. They took a week to review, came back, and they were like, hey, actually, we want engineering as well.

197 00:31:33.770 ⇒ 00:31:45.190 Robert Tseng: So, I got on another call with them, flushed out kind of the scope of work a bit more, so that everything’s a little bit more detailed. I actually defined some deliverables, came back to them once more with, the same

198 00:31:45.190 ⇒ 00:31:58.210 Robert Tseng: pricing of the 24K up front, but then this is really our minimum for, like, what we do for engineering services. So we don’t start… I mean, this is… for now, this has been our floor. Like, a 15… 15K a month,

199 00:31:58.650 ⇒ 00:32:13.450 Robert Tseng: For, like, 20 hours a week, pretty much. If they wanted to sign on for retainer, then anything more than that. They have to go hourly, or we have to sign a bigger deal. So yeah, this is what I pitched to them. I guess I sent it to them today, like, this morning.

200 00:32:13.450 ⇒ 00:32:18.749 Robert Tseng: And, yeah, where I’m expecting to get on a call with them later this week.

201 00:32:18.810 ⇒ 00:32:36.599 Robert Tseng: And so when that call gets booked, I will add you to that call, and, yeah, you can kind of just see how we do the negotiations there. I feel like, at this point, it’s pretty likely to close. Like, I know they’re talking to, like, one other… they’re talking to one other vendor, but I think just, like, as far as,

202 00:32:36.700 ⇒ 00:32:44.140 Robert Tseng: expertise goes, I think we have what they… I think they… we have what they want, so I… I feel pretty good about this… this going over the line.

203 00:32:44.200 ⇒ 00:33:00.560 Robert Tseng: But yeah, this is just an example kind of SOW of, like, what we would put together pretty much after a discovery call. So, took me 2 calls to get to this. You know, if they sign, then I’m expecting them to do 24K up front, and then, like, another probably a 3-month contract. So, yeah, this is…

204 00:33:00.650 ⇒ 00:33:07.450 Robert Tseng: you know, I think this is, like, a pretty good example of, like, a typical deal that I would be working on, at this point.

205 00:33:10.210 ⇒ 00:33:13.299 Jorrel Sto Tomas: And this is… this is a template that you…

206 00:33:13.600 ⇒ 00:33:15.980 Jorrel Sto Tomas: That you pull from, or.

207 00:33:15.980 ⇒ 00:33:30.300 Robert Tseng: Yeah, so this is also just straight-off cursor, so we have, like, an agent where, yeah, just if I… if I just dump a transcript in there, and I ask it to generate a proposal using our SOW agent, like, it’ll… it basically spat this out.

208 00:33:30.300 ⇒ 00:33:31.690 Jorrel Sto Tomas: Perfect, okay.

209 00:33:31.690 ⇒ 00:33:36.689 Robert Tseng: Yeah. So, yeah, you don’t have to write any of this stuff from scratch at this point.

210 00:33:40.520 ⇒ 00:33:54.390 Robert Tseng: Cool. So, yeah, I know this is more like a bottom of the funnel, like, once we get to the proposal stage, and so maybe I could talk a little bit more about, like, kind of the… some of the top of funnel things that I would like to bring your way. So…

211 00:33:54.510 ⇒ 00:34:09.199 Robert Tseng: Yeah, I mean, we use HubSpot currently. There is a HubSpot MCP. It’s a little bit clunky. I use it for all my updates at this point. I hardly update things in HubSpot directly, but I still pull up this, the only tab I care about here is, like.

212 00:34:09.300 ⇒ 00:34:15.330 Robert Tseng: in progress, and so these are all the deals that we have going on in progress.

213 00:34:16.460 ⇒ 00:34:32.230 Robert Tseng: Yeah, I was just filling out some of this earlier. You could tell that, like, you know, outbound has pretty much been off the past week, so there’s, like, only one deal that’s in Outbound, but otherwise, we just continue to get referrals, or we have existing clients that are trying to renew, and we’re pitching that, so…

214 00:34:32.230 ⇒ 00:34:36.629 Robert Tseng: My attention this week is really going towards some of the renewals. You can see we have, like.

215 00:34:36.630 ⇒ 00:34:56.500 Robert Tseng: We have, like, 4 renewals coming up, so I’m just trying to work those deals, and then, like, kind of follow through on a couple of these. But… but generally, that’s what I’m working on. So I would rather, you know, if we were to get you going, like, you to try to bring in… bring a new pipeline. And so, I think where we would have to go then is to probably spend some time either

216 00:34:56.500 ⇒ 00:35:03.380 Robert Tseng: remainder of this call, or… or next call, talking about, like, where you… where you could… where you could go, like, start to…

217 00:35:03.480 ⇒ 00:35:09.519 Robert Tseng: start to work some of… work some of those lists. I know I said that I would get you a list, but I think,

218 00:35:09.680 ⇒ 00:35:18.499 Robert Tseng: it’s gonna be like, I’ll give you something, but you also kind of have to go and learn it and fish for it yourself. So,

219 00:35:19.310 ⇒ 00:35:23.930 Robert Tseng: yeah, I guess it’s… I’d like to maybe figure out, like, how…

220 00:35:24.020 ⇒ 00:35:30.489 Robert Tseng: We can get you ready to basically start adding leads to this

221 00:35:30.490 ⇒ 00:35:45.879 Robert Tseng: adding leads to the top of the funnel. So, because then I think from there, you’ll have your own kind of cohort of leads, and then as those leads move forward, I’d be able to work with you more directly on, like, how do you, like, move it to the different stages and stuff.

222 00:35:49.040 ⇒ 00:35:49.830 Robert Tseng: Yeah.

223 00:35:51.240 ⇒ 00:35:57.700 Robert Tseng: Okay, so with that, I think, you know, LinkedIn is obviously a big channel for us,

224 00:35:58.390 ⇒ 00:36:09.909 Robert Tseng: So, Sales Nav, if you don’t have it, we can give you… we can give you… we can get you a license there, or you can just use mine for now, if you don’t want to be, kind of disrupting yours.

225 00:36:15.850 ⇒ 00:36:18.709 Robert Tseng: Sorry, I’m like a boomer. How do I go to Sales Navigator?

226 00:36:19.580 ⇒ 00:36:22.130 Robert Tseng: Sales Navigator… okay, there we go.

227 00:36:28.330 ⇒ 00:36:44.770 Robert Tseng: I usually come into this every day. I haven’t done it this week, but I have a few lists that I put for myself. Luke was using mine too, so you create all kinds of, like, random lists. A lot of it is noisy. For me, like, this one is, like, a daily keyword lead list. Like, these are all the people that I…

228 00:36:44.820 ⇒ 00:36:49.540 Robert Tseng: you know, I have this pulled up, I’ll go here, like, I’m gonna go and

229 00:36:50.090 ⇒ 00:37:08.579 Robert Tseng: daily, these are all people that I’ve pitched to, or I’ve tried to, and I, you know, I’ll do some engagement, I’ll pick out some opportunities for them to go out, and then if there’s anybody that’s, like, posting something interesting, like, I’ll go in and just use it as a follow-up message. But we probably have to define, like, once somebody gets into, gets into a list, like.

230 00:37:08.580 ⇒ 00:37:19.899 Robert Tseng: how many messages we should set, like, I do want to make that more systematic. I realized that I was more like, okay, here’s a list, like, go and build a relationship, and I don’t think anybody on the team knew what to do with that.

231 00:37:20.050 ⇒ 00:37:38.930 Robert Tseng: And it felt a little bit too restrictive to be like, you need to send 5 messages by the end of the… I just… it doesn’t… I don’t feel like that personally works either, so, yeah, like, I guess we can kind of spend more time brainstorming what that should look like, but this is just, like, one top-of-funnel example of, like, how… how I would

232 00:37:38.930 ⇒ 00:37:47.290 Robert Tseng: how I would, like, continue to get in front of peop… I guess these are, like, prospects who aren’t really leadless yet at this point.

233 00:37:47.810 ⇒ 00:37:49.869 Robert Tseng: another channel, I think,

234 00:37:50.780 ⇒ 00:38:10.750 Robert Tseng: you know, Upwork, I still will. I think tossing a few leads, or tossing a few proposals a week, like, I don’t do anything too complicated. I use maybe, like, 3 keywords that I go and I… I take a look at. And, you know, our pricing probably starts at, like, $150 an hour here, so… but I… I think, like, what I try to do is, like.

235 00:38:11.070 ⇒ 00:38:23.140 Robert Tseng: okay, if I can go here and I can find the… the name of the person, that helps, then I… then I just take the conversation offline. So,

236 00:38:24.440 ⇒ 00:38:42.010 Robert Tseng: yeah, like, I’ll… I usually go US-based, and I mean, we can go through the Upwork strategy later, but I’m just giving you a few of the tools that I use to… if I needed to, like, hit my numbers, like, this week, like, this is… these are the things that I fall back to. So I’ll do… I’ll go on Upwork, I’ll do a couple keywords.

237 00:38:42.010 ⇒ 00:38:54.259 Robert Tseng: And then I’ll just, like, I’ll just set a… I’ll just send some proposals. Or better is when I can find what the company is, just by looking at the comments and the reviews. Normally, they disclose, like, a

238 00:38:54.320 ⇒ 00:39:13.209 Robert Tseng: sometimes people will disclose a company name or a… or a person’s name, even though it’s supposed to be anonymous, and that helps me to, like, kind of triangulate how to find them on LinkedIn. And then I do the same thing on Catalyt, which is another gig platform that is just higher budget than Upwork. So those would be a couple ways that I do it.

239 00:39:13.380 ⇒ 00:39:18.260 Robert Tseng: Then, like, I think the third strategy is really just, like, taking a step back and, like.

240 00:39:18.480 ⇒ 00:39:36.660 Robert Tseng: thinking about a lead list and, you know, going from the ICP standpoint. It’s like, okay, VPs of growth in CBG brands doing $100 million in revenue. Like, let’s go and send a targeted campaign to them. Then we can orchestrate that using, like, HeyReach, which is like an automated LinkedIn,

241 00:39:36.680 ⇒ 00:39:46.669 Robert Tseng: tool that we have. And, like, we could do a little bit of lead enrichment if you wanted to do it with email. We could use Apollo with the HeyReach as well, but…

242 00:39:47.180 ⇒ 00:39:59.120 Robert Tseng: I guess, like, to me, the name of the game is not, like, big volume. Like, I don’t really think we need to do that much volume to hit our goals. I’d rather you kind of, like, do the exercise of, like.

243 00:40:00.700 ⇒ 00:40:12.719 Robert Tseng: Hypothesizing who we were trying to go after, what the messaging is, maybe sending a few manual requests yourself, and then, like, putting together what we call a campaign brief, which is typically like this. So.

244 00:40:13.590 ⇒ 00:40:23.969 Robert Tseng: This is also AI-generated, like, campaign brief that I have, templated out in Cursor, so the idea is you can work with Cursor directly and

245 00:40:23.970 ⇒ 00:40:36.780 Robert Tseng: you know, blah blah blah your campaign idea, and then it’ll kind of spin it into this format. So, this example was one that I gave to Luke previously. Blotout is a,

246 00:40:40.850 ⇒ 00:40:49.829 Robert Tseng: this is a very specific MarTech company that has productized something called, like, edge tracking. It’s like…

247 00:40:50.590 ⇒ 00:41:00.859 Robert Tseng: pixel… tracking pixels are broken, server-side tagging is not enough, like, what can you do instead that doesn’t rely on a CDP? You can basically,

248 00:41:01.240 ⇒ 00:41:06.790 Robert Tseng: At the, requests level, which is before the page even loads.

249 00:41:06.790 ⇒ 00:41:23.939 Robert Tseng: find, information about a visitor to a website, and you can… I help… you can identify them. So they basically productize that, and they charge, like, a shit ton for that. So if you just go off of, like, $800 a month, 1 million events per month,

250 00:41:23.950 ⇒ 00:41:38.170 Robert Tseng: I think, like, our, you know, our average customer probably gets, like, maybe, like, 10 million requests a month, so 10 times 800 times 12, like, they’re paying… they’re charging, like, 100 grand a year for this type of, like.

251 00:41:38.170 ⇒ 00:41:55.660 Robert Tseng: stuff, and that’s, like, not even for health. We have health clients that are… that are doing that much. So, it’s kind of ridiculous, but we basically can build a custom solution like this ourselves. And it takes us 2 weeks to set up, it’s run through on… it’s hosted on Cloudflare, and I have a guy on my team, his name is Zoran, who, like.

252 00:41:55.660 ⇒ 00:42:08.260 Robert Tseng: he’s, like, a great example of, like, a data person who is a super nerdy specialist in one area, and he has an offering that’s so easy to sell because the outcome is so clear, and, like, it’s way better than what’s out there. Like.

253 00:42:08.270 ⇒ 00:42:19.370 Robert Tseng: we basically charge, like, 30 to 50K to set it up in 2… in two to four weeks, and, yeah, it’s money. Like, I can… I can… we can… like, that’s an easy one to sell, in my opinion.

254 00:42:19.420 ⇒ 00:42:32.359 Robert Tseng: So, Blotout has a Slack community. I basically joined the Slack community, and I told Luke, get in that Slack community, and just, like, pitch everybody in there. So, he never did it, but, like,

255 00:42:32.360 ⇒ 00:42:41.529 Robert Tseng: he tried to put together a half-baked proposal here that never really made it to the cold email. I think he sent a few emails manually, but, like, I don’t know, I thought this was, like, a…

256 00:42:41.530 ⇒ 00:42:58.399 Robert Tseng: like, this to me is still, like, an easy money, like, layup. Like, I feel like we could easily, like, get… coach their customers. Like, I think this company will go… will go out, will… will no longer exist within, like, a couple years, because there’s just no way. It’s so easy to set this up now and host it, host it yourself.

257 00:42:58.400 ⇒ 00:43:09.770 Robert Tseng: So, I know that was, like, a super niche example that just happened to be the one thing that, like, popped up when I… when I typed campaign brief into my… into my URL, but, I’ll just pause there to kind of…

258 00:43:09.840 ⇒ 00:43:19.060 Robert Tseng: See if… if that makes sense as an example of, like, what a… what a, campaign, like a top-of-funnel campaign approach would be.

259 00:43:20.440 ⇒ 00:43:40.170 Jorrel Sto Tomas: Yeah, yeah, no, that, that makes a lot of sense. Makes a lot of sense. I guess what I’m… now that… I’m very curious now, like, what other, like, services, products that you guys have, aside… because if you are able to build out, like, a blot-out competitor, I’m curious, like, what are the other… what are the other things that you guys are selling?

260 00:43:40.740 ⇒ 00:43:58.220 Jorrel Sto Tomas: Because to me, even… even with my own… even the way that I do selling for, like, FusionNode, I don’t necessarily do, like, huge campaigns or, you know, like, an immense amount of outbound reach. Yeah. A lot of stuff that we do is, like, word of mouth, and I think,

261 00:43:58.220 ⇒ 00:43:58.580 Robert Tseng: Totally.

262 00:43:58.580 ⇒ 00:44:12.200 Jorrel Sto Tomas: targets are larger enterprises, or high-volume mid-market companies. That does a lot more, like, one contract is, like, a $100K contract, or, like, a 300K contract, like, those governments, right? Yeah.

263 00:44:12.750 ⇒ 00:44:19.779 Jorrel Sto Tomas: And so, if, like, if something like this exists, right, where, like, it’s very clear who…

264 00:44:19.930 ⇒ 00:44:35.510 Jorrel Sto Tomas: we can compete and replace against. Like, those are… I agree with you, that’s, like, stupidly easy to sell. Like, I… that’s what I was doing. Like, I would just look at who our competitors are, and we just said, we’ll… we’ll sell lower, like, because we can. Our labor is cheap, right?

265 00:44:35.710 ⇒ 00:44:36.180 Robert Tseng: Yeah.

266 00:44:36.180 ⇒ 00:44:47.660 Jorrel Sto Tomas: So, yeah, yeah, this kind of… this stuff gets me excited, because I agree with you, these are easy wins. This is… I’m surprised that, this wasn’t tackled. So, anyway, sorry.

267 00:44:47.660 ⇒ 00:44:48.030 Robert Tseng: Yeah.

268 00:44:48.030 ⇒ 00:44:50.269 Jorrel Sto Tomas: Just a tangent on a thought I had.

269 00:44:50.430 ⇒ 00:45:01.049 Robert Tseng: No, great, yeah, I mean, so, I mean, if you’re used to selling, like, on 100 to 300K deal sizes, like, yeah, I mean, we’re… I’m pitching in those ranges at this point as well, but…

270 00:45:01.050 ⇒ 00:45:25.919 Robert Tseng: like, yeah, the outbound… like, the strategy is different. It has to be, like, it’s not gonna be through… oh, it could be, but probably not through high-volume outbound campaigns. So, I’m definitely not trying to put you in a box on, like, what you want to do. If you come in, you’re telling me, like, look, Robert, I’m better at selling at, like, the $100or$300K range, then sure, then based on that price point, I can tell you, like, what services you should go for, and, like, we can talk about that.

271 00:45:25.920 ⇒ 00:45:32.789 Robert Tseng: And I don’t need you to be the high outbound volume seller guy, like, I can rip this campaign myself. Like, I have no problem with that.

272 00:45:33.510 ⇒ 00:45:44.830 Jorrel Sto Tomas: I’m… by the way, Robert, I’m not saying I wouldn’t do it, yeah. I’m just saying, like, if there are more stuff like this, that can just be, like, oh yeah, like, this is a competitor.

273 00:45:44.830 ⇒ 00:45:57.479 Jorrel Sto Tomas: this is the list of, like, stuff that they, you know, of their customers. Yeah, that should just be an automated send-off. Like, we can just do a campaign that automatically sends those messages to their competitors, right?

274 00:45:57.480 ⇒ 00:45:57.910 Robert Tseng: Yeah.

275 00:45:57.910 ⇒ 00:46:05.520 Jorrel Sto Tomas: the more high-touch stuff, obviously, like, lead lists, calling, setting up meetings, like, that… that seems to be the, you know, something that I can…

276 00:46:06.000 ⇒ 00:46:16.850 Jorrel Sto Tomas: That you need, right? And so, happy to still do that. I’m just saying, like, if I can help on these other easy wins, I’m more than, you know, I love low-hanging fruit, is all I’m telling you.

277 00:46:16.850 ⇒ 00:46:24.510 Robert Tseng: Sure, yeah, I mean, and I think it would be… these would be faster to close, too, you know, so I… I hear you… I hear you on that. No, I…

278 00:46:24.510 ⇒ 00:46:26.990 Jorrel Sto Tomas: But yeah, but back on track here, back on track.

279 00:46:27.380 ⇒ 00:46:45.800 Robert Tseng: Yeah, I mean, we have a services page, I think you should look through that as well. This also needs to be updated to some extent. We’re not really updating, like, monthly ICPs here. Like, the learning that I had here was, like, I was really trying to work with our delivery organization to… which is basically our engineers, to… to, like.

280 00:46:45.880 ⇒ 00:46:51.079 Robert Tseng: Tell me, like, what do you guys crush at? Like, tell me what you crush at, and I will try to sell it.

281 00:46:51.390 ⇒ 00:46:58.509 Robert Tseng: I just… they’re not very creative, to be honest, so, like, it just… it ended up being, like, it was better for me to…

282 00:46:58.510 ⇒ 00:47:14.820 Robert Tseng: continue running the engagements, working with them, and as they’re working, they can’t articulate to me what is so good about what they’re doing, but, like, I’m able to find the opportunities and bring it in. So, we stopped kind of, like, running this Notion kind of page specifically, but I still think it kind of gives… it has all of, like, my

283 00:47:15.640 ⇒ 00:47:21.209 Robert Tseng: like, my perspectives of, like, where some of these service lines are headed.

284 00:47:21.210 ⇒ 00:47:38.139 Robert Tseng: yeah, we had, like, a table of offers that we were putting together, so these are all things that are kind of things that we do. They’re not necessarily, like, formalized in, like, huge docs, but we were trying to, like, test different offers here. And, the services catalog, like, I mean, this is just a… because nobody’s really maintaining this right now.

285 00:47:38.170 ⇒ 00:47:39.910 Robert Tseng: Yeah, I…

286 00:47:40.000 ⇒ 00:47:58.799 Robert Tseng: this would be something where I would like to spend time with you, you know? Like, we can riff on service lines, and I think help you cut through the noise of, like, what we should and shouldn’t sell here. But yeah, these are all the thoughts that we’ve had around things… we’ve attempted to sell all of this stuff before, and these are all very, you know, variations of the…

287 00:47:58.870 ⇒ 00:48:04.499 Robert Tseng: of similar thing. What I just pitched to you about blot out, we call it edge to activation.

288 00:48:04.890 ⇒ 00:48:11.249 Robert Tseng: But, like, identity stitching, customer data optimization, that’s pretty much what this whole, like,

289 00:48:11.990 ⇒ 00:48:19.379 Robert Tseng: my clinical data foundation patient journey mapping thing is. This is just, like, identity stitching for the healthcare sector, which

290 00:48:19.380 ⇒ 00:48:36.640 Robert Tseng: we’ve gotten a few reps, and we’ve worked with some really big brands there, so now it’s easier for me to get a foot in the door there, because I have a reputation in the space of being, like, oh, the identity stitching expert in healthcare. So, like, there’s stuff like that where I, you know, with more context, you’ll know, like, where we’ve actually delivered wins in.

291 00:48:36.640 ⇒ 00:48:44.630 Robert Tseng: And, like, that helps us. Then product analytics, that’s… this is just straight from Pungo. So, like, we still pitch this. It’s not, like, our biggest offering, because

292 00:48:44.630 ⇒ 00:48:52.910 Robert Tseng: I think product analytics deal sizes are just smaller, but it’s still an easy way to get in the door, because people always need this help.

293 00:48:52.910 ⇒ 00:49:06.750 Robert Tseng: And I, you know, I want you to, you know, wherever you want to sell is good, too. So, I mean, I would recommend just spending some time looking through the services doc, you know, as I’m… yeah, maybe that’s what you could do while I’m

294 00:49:06.750 ⇒ 00:49:25.140 Robert Tseng: kind of updating the systems, and then getting to the ICP. And then, after that, we can… we can just pick, like, a couple services that you want to test. Like, I… I wanted us to basically run, like, two to four experiments, a week on just testing different services.

295 00:49:25.140 ⇒ 00:49:38.609 Robert Tseng: like, the Edge Activation Service, for example, run that blot-out experiment on email, then go and do a content campaign, hit people via LinkedIn, and then, like, go after a particular partner. Like, I have a partner

296 00:49:38.630 ⇒ 00:49:41.200 Robert Tseng: Or… so…

297 00:49:42.510 ⇒ 00:50:02.060 Robert Tseng: what’s it called? Basque Health. So Basque Health is a… it’s basically Shopify for telehealth. So all the GLP-1 brand companies, many of them are platformed on this, unless they’re, like, Rose and him size. We work with two of their biggest customers, and we’ve done the whole edge-to-activation thing for them.

298 00:50:02.170 ⇒ 00:50:18.670 Robert Tseng: And I’m sure that, especially in the healthcare industry, like, tracking is, like, a nightmare, so, like, that solution slaps for this group. So I want to be able to go to BASC and be like, look, send this to your… to your customer base, like, we want to… we want to sell this to them. And,

299 00:50:18.800 ⇒ 00:50:31.220 Robert Tseng: yeah, like, I think they’d be willing to help. So, like, I just use that as an example of, like, a 3-series… a 3-step series for, like, 3 campaigns that I would sell for just edge to activation. So, like.

300 00:50:31.220 ⇒ 00:50:39.460 Robert Tseng: that’s the way that I think about it, like, in terms of number of experiments that we can run, and then, like, the creativity of how you structure it, how the big… how big the lead list is, like.

301 00:50:39.460 ⇒ 00:50:47.250 Robert Tseng: I kind of want to… up to you, but if you don’t feel comfortable setting those bounds, like, I’m happy to keep generating a bunch of ideas, and you can

302 00:50:47.250 ⇒ 00:51:00.709 Robert Tseng: execute on them, but from what I know of you, like, I think you prefer to kind of, like, have your own book of experiments that you’re running as well on service lines that you’re excited about, and I think that’s probably a better way that we can pair.

303 00:51:00.710 ⇒ 00:51:06.099 Robert Tseng: Because that way, you can take something end-to-end, while I’m taking something end-to-end, and we can kind of, like.

304 00:51:06.100 ⇒ 00:51:24.619 Robert Tseng: you know, we’ll be able to exchange notes, you’ll be able to see, you know, how I’m running those experiments, and then you’ll be able to kind of apply it to yours. But I think it’s really… we have to figure out, like, what’s the best way to work together on this. Like, if you want to pair on it, like, on each of these, or if you want to

305 00:51:24.620 ⇒ 00:51:29.120 Robert Tseng: run your own experiments while I’m running my own experiments, and we kind of, like, collaborate that way.

306 00:51:31.870 ⇒ 00:51:32.710 Jorrel Sto Tomas: Oh, okay.

307 00:51:33.100 ⇒ 00:51:40.039 Jorrel Sto Tomas: I think to start, I, I think pairing on it makes the most sense, because, once again, I think I…

308 00:51:40.160 ⇒ 00:51:43.559 Jorrel Sto Tomas: I want to… I want to get…

309 00:51:43.760 ⇒ 00:51:49.440 Jorrel Sto Tomas: make sure that I understand, like, the handoff process as well. Yeah.

310 00:51:49.550 ⇒ 00:51:55.789 Jorrel Sto Tomas: Because, it changes. At least from the orgs I’ve worked with, it’s like, they’re,

311 00:51:55.900 ⇒ 00:52:01.760 Jorrel Sto Tomas: making sure that the communication handoff and, like, what information is the most important, before I start, you know…

312 00:52:02.160 ⇒ 00:52:07.390 Jorrel Sto Tomas: Going out and… and… You know, reaching out to certain leads here and there.

313 00:52:07.390 ⇒ 00:52:08.040 Robert Tseng: Yeah.

314 00:52:08.040 ⇒ 00:52:16.520 Jorrel Sto Tomas: But yeah, I just, you know, what is the most important information that’s being delivered? Like, what works for you in regards to…

315 00:52:16.930 ⇒ 00:52:20.799 Jorrel Sto Tomas: If something isn’t resonating, you know, we’re…

316 00:52:21.160 ⇒ 00:52:27.630 Jorrel Sto Tomas: where does messaging change? Like, those are things that I’m interested in seeing. Your… Your process, so…

317 00:52:27.630 ⇒ 00:52:28.270 Robert Tseng: Sure.

318 00:52:28.820 ⇒ 00:52:41.009 Robert Tseng: Okay. Well then, in that case, I think that we should rip this edge to activation. I think we… I think it’s an easy one just for you to get the reps on and just, like, learn, so we can kind of… I can help…

319 00:52:41.460 ⇒ 00:52:48.169 Robert Tseng: help guide that, and then we’ll… we’ll jump on more calls as I’m… as we’re, like, actually executing these playbooks.

320 00:52:48.190 ⇒ 00:53:09.539 Robert Tseng: But yeah, to me, it’s like, it’s a very easy data win. The value proposition is very clear. Like, I can name the exact metric that we’re moving. Like, every time we’ve pitched this successfully in front of a lead that has this interest, like, we’ve closed every deal. So, like, we’ve sold, like, 4 or 5 of these already at this point, in the past 3 months. So, like, I think this is an easy one, just so you can kind of

321 00:53:09.540 ⇒ 00:53:16.220 Robert Tseng: get a feel for the process, but obviously our… the bulk of our business is on the AI work. I think that’s the… that’s the potential.

322 00:53:16.220 ⇒ 00:53:17.400 Robert Tseng: So…

323 00:53:17.400 ⇒ 00:53:25.969 Robert Tseng: you know, you were asking, what else do we do? Well, you know, we discussed, like, we’re basically building open work for organizations, right? So, like,

324 00:53:27.520 ⇒ 00:53:35.000 Robert Tseng: open work, you know, agentic workspace, where you just have the…

325 00:53:35.020 ⇒ 00:53:49.879 Robert Tseng: like, a chat interface where you can, throw all your docs into… on the backend, all these different data sources are connected together, and you get to do a horizontal search and querying. You have a horizontal search and querying experience for that. I think, like.

326 00:53:49.880 ⇒ 00:54:13.390 Robert Tseng: in, like, the idea is cool, but, like, communicating the value is difficult. I’ve only sold one, and that deal closed, like, last week for an existing client. So, I think I have a little bit of better of a sense of, like, how to pitch it, but, like, yeah, I think just… that’s… that’s really, like, where we think this business is headed, and I would like to be able to sell that better. So, what Luke did, which was great, was

327 00:54:13.390 ⇒ 00:54:20.049 Robert Tseng: He tried to sell that specifically to agencies, because he used to run his own agency, and he feels like he understood that the best.

328 00:54:20.050 ⇒ 00:54:29.070 Robert Tseng: But yeah, so I think it’s really just, like, how do we make the concept of, like, general open work very, like, interesting for a particular industry?

329 00:54:29.070 ⇒ 00:54:47.590 Robert Tseng: I’m more biased to want to build that for the legal industry, because that’s, like, something I’ve been interested in, but it just feels like we’re kind of just… just trying to scratch the surface there. So, I think from, like, that’s… that’s probably the biggest challenge that, like, I would love to see us unlock together, because I think that’s where the money is.

330 00:54:48.590 ⇒ 00:55:05.709 Robert Tseng: Yeah, and we are, like, kind of in those negotiations, but those deals stall, because it’s very hard to communicate the value. We don’t know how much cost they’re gonna save, exactly. I mean, we can do this, like, kind of exercise with them, and that’s why some of these deals have just been stuck for a while, because, like.

331 00:55:06.040 ⇒ 00:55:18.990 Robert Tseng: Yeah, it’s just a new… it’s a new procurement process that a lot of people don’t really know what to… what to do about. They’re like, you’re consolidating tools, so do you count as a tool, or do we pay for you as headcount? Like, there’s all these, like, kind of sales…

332 00:55:19.020 ⇒ 00:55:34.179 Robert Tseng: like, procurement challenges that we’re running into that I feel like have less to do with the value prop. It’s more about the sales process, but it’s like, you know, that’s what we’re… that’s what we have to try to crack in the next quarter, I feel like.

333 00:55:34.280 ⇒ 00:55:52.299 Robert Tseng: Yeah, so I think, like, you know, as you kind of familiarize yourself with, the AI work that we do, and then even, like, you know, you’ll be added to the AI team channel and just kind of learn more about what we’re actively doing on existing clients, like, maybe that’ll give you some better, like, ideas for how we can pitch that.

334 00:55:52.300 ⇒ 00:56:00.060 Robert Tseng: But yeah, I would say, from a… just, like, a top-of-funnel campaigns perspective, those are maybe, like, two things that we can work on together immediately.

335 00:56:02.150 ⇒ 00:56:02.720 Jorrel Sto Tomas: Okay.

336 00:56:04.430 ⇒ 00:56:15.750 Jorrel Sto Tomas: The… I’m on the, like, Brain Forge. I don’t know how you got to the services page. I’ve been… I’ve been… I’ve been trying to go up and down, I’ve not been able to find it.

337 00:56:16.250 ⇒ 00:56:18.519 Robert Tseng: Oh, are you… do you have a Brainforge email yet?

338 00:56:18.520 ⇒ 00:56:19.509 Jorrel Sto Tomas: Not yet, no, not yet.

339 00:56:19.510 ⇒ 00:56:27.290 Robert Tseng: Okay, that’s probably why. Yeah, otherwise I have to keep giving you access, like, 8 to the time, but I don’t mind, I can just add this email.

340 00:56:31.210 ⇒ 00:56:33.109 Robert Tseng: Yeah, sure.

341 00:56:37.740 ⇒ 00:56:44.279 Robert Tseng: Yeah, so now you should have access to it. But yeah, once you have access through your Brainforge account, you should have access to everything.

342 00:56:49.390 ⇒ 00:56:50.330 Robert Tseng: Yeah.

343 00:56:52.270 ⇒ 00:57:00.509 Robert Tseng: Last thing I’ll say, which UTAM is working on right now, is we do run everything out of linear. I think I was telling you that, like.

344 00:57:00.670 ⇒ 00:57:09.089 Robert Tseng: We are trying to adopt, like, the, like, The… like, the process of…

345 00:57:10.820 ⇒ 00:57:17.269 Robert Tseng: Plan, orchestrator, executor, for, like, how you can, run multiple agents at the same time.

346 00:57:17.290 ⇒ 00:57:35.659 Robert Tseng: Right now, like, in Cursor, everything has to be manually triggered if you run it in Cursor. There are, like, some cloud agents that we run, like, just through GitHub Actions and stuff for the, like, the actual data engineering work. But, like, the sales team is obviously one to be lagging behind, because nobody here was really that technical.

347 00:57:35.880 ⇒ 00:57:48.889 Robert Tseng: we will at some point move back into linear, because I basically want, you know, the goal is for everybody to be working out of cursor, or if not Cursor, we basically… we also have, like, Brainforge Platform, which…

348 00:57:49.630 ⇒ 00:57:50.779 Robert Tseng: Oh, this is…

349 00:57:51.570 ⇒ 00:58:09.050 Robert Tseng: okay, this is not the… we basically built an open work for Braveforged, but I guess it’s still in staging, and we haven’t pushed it out yet. Yeah, so, but I, you know, if you’re technical, you probably would prefer… prefer Cursor. Yeah, with… so from out of… out of cursor, you can basically,

350 00:58:09.050 ⇒ 00:58:14.770 Robert Tseng: whatever project or campaign that you’re trying to write, I already kind of explained how you can,

351 00:58:16.300 ⇒ 00:58:18.890 Robert Tseng: Use some of the skills and agents that we’ve created.

352 00:58:18.890 ⇒ 00:58:37.339 Robert Tseng: But the idea is they will all go into, like, a project plan, which is basically a PRD, and from there, it will kind of assign tickets, and at least some sequence for the tickets, and that’ll end up in linear. So, I think we’re a little bit away from that, because the sales team is the last to adopt that, but I expect that to happen in the next week.

353 00:58:37.340 ⇒ 00:58:43.410 Robert Tseng: So for now, like, if you want, you know, however you want to use it, I know, there’s probably a lot to take in.

354 00:58:43.710 ⇒ 00:59:07.409 Robert Tseng: I’m not running any linear stand-ups with the team right now. I’m just, like, I told everyone to stop for the week. So, I’m just trying to close out the quarter, doing things manually, going back to, like, some of these processes while UTAM’s getting it ready to go back into, basically a cursor-first process. But the idea is that nobody has to generate… nobody creates tickets out of linear itself. We already do it, creating out of Slack.

355 00:59:07.510 ⇒ 00:59:14.539 Robert Tseng: but also wants you to be able to create it out of cursor directly. And then, like, stand-ups in the future will be less about, like.

356 00:59:15.460 ⇒ 00:59:19.099 Robert Tseng: you know, the way I’ve been running it was, like, always hounding people to write

357 00:59:19.100 ⇒ 00:59:36.199 Robert Tseng: rich ticket details, making sure that there’s points assigned, just, like, doing the typical PM crap, but, like, I just… it’s just, like, not… I don’t want to spend my time doing that. So, I… I think we will move away from that as fast as we can, and, hopefully, like, this week is when Utam’s gonna…

358 00:59:36.200 ⇒ 00:59:38.280 Robert Tseng: Roll that out for the… for the sales team.

359 00:59:40.560 ⇒ 00:59:41.240 Jorrel Sto Tomas: Okay.

360 00:59:43.160 ⇒ 00:59:51.669 Robert Tseng: Cool. Alright, well, I know that was a lot to go through for kind of a first hour. I want to give you some time to just definitely click around and things,

361 00:59:52.100 ⇒ 01:00:11.759 Robert Tseng: every transcript gets recorded, gets dumped into Brainforge platform, so once you have access, you’ll be able to revisit this. And then, like, once you kind of get access to our GitHub repo, you can kind of get it into Cursor, and yeah, you can start… you can start testing all of our tools there. So, I would say maybe just take time to just…

362 01:00:11.910 ⇒ 01:00:25.410 Robert Tseng: get acclimated, ask questions wherever you want, review the docs that I had mentioned. I’m gonna get moving on the things that I said I would change about our system, and getting the ICP kind of doc updated.

363 01:00:25.580 ⇒ 01:00:39.739 Robert Tseng: probably, like, the next calls… I mean, maybe we could talk logistics a little bit. Like, kind of what is your availability looking like this week? Like, I kind of want to just give you as much time as I can this week before the quarter starts.

364 01:00:39.740 ⇒ 01:00:47.190 Robert Tseng: And then all the client stuff starts picking up again. But yeah, I feel like this week I can give you… I can… I can… I can spend a lot of time with you.

365 01:00:48.440 ⇒ 01:00:52.190 Jorrel Sto Tomas: Availability for the week… Pretty much…

366 01:00:55.960 ⇒ 01:00:59.540 Jorrel Sto Tomas: That’s pretty open, actually.

367 01:00:59.670 ⇒ 01:01:05.430 Jorrel Sto Tomas: Mornings are good. Mornings are pretty solid. Rarely have anything in the mornings.

368 01:01:05.430 ⇒ 01:01:06.000 Robert Tseng: Great.

369 01:01:06.250 ⇒ 01:01:12.779 Jorrel Sto Tomas: Pacific time, so, like… Yeah, between, like, 8am and 1PM, pretty much all week is open.

370 01:01:13.400 ⇒ 01:01:17.310 Robert Tseng: Okay, cool, so I’ll try to keep our stuff booked for that.

371 01:01:17.400 ⇒ 01:01:30.820 Robert Tseng: I’ll probably try to get a time with you every day this week, if I can squeeze it in, minus Thursday, I’m gonna be at a conference. But… yeah, like, I… if I can, by the end of… and I know we didn’t end up talking about the

372 01:01:30.820 ⇒ 01:01:37.900 Robert Tseng: job description part. I’m gonna edit it a bit more, but I feel like you have a gist for, like, what we’re…

373 01:01:38.030 ⇒ 01:01:46.720 Robert Tseng: what we’re talking about here. So hopefully, you know, that scope makes sense. And… Yeah, I…

374 01:01:49.870 ⇒ 01:02:08.369 Robert Tseng: may just… I mean, I’m just gonna start looping you into all the messages that I send out to the sales team that I think would be helpful for you to look at as well. But yeah, probably no big expectation to, like, hit the phones or anything to, like, this week. I think we’re just… we’re just trying to, like, kind of get organized, and then…

375 01:02:08.410 ⇒ 01:02:17.630 Robert Tseng: hopefully, you know, we’ll have a few campaigns drafted up, and you can get those going as well by the end of the week, or by next week, but I think that’s…

376 01:02:18.010 ⇒ 01:02:21.269 Robert Tseng: kind of what I think we’ll be able to do this week.

377 01:02:23.650 ⇒ 01:02:33.589 Jorrel Sto Tomas: Cool, yeah, I mean, let’s try to get one out by the end of the week, just so we can be ambitious and ambitious. I’ll try to absorb everything, from all this

378 01:02:33.750 ⇒ 01:02:37.460 Jorrel Sto Tomas: all the stuff. I’m excited, because you guys are one of the first

379 01:02:37.870 ⇒ 01:02:51.899 Jorrel Sto Tomas: processes I’ve seen that operates purely, agentically, so I’m very curious, once I get access to your Slack and your full Notion, you know, how, how you guys, operationalize.

380 01:02:51.980 ⇒ 01:03:02.190 Jorrel Sto Tomas: But, yeah, seems… seems pretty… pretty clear-cut. I… in… in my head, there’s a… there’s a few… once… once I kind of understand, like, how you do…

381 01:03:02.310 ⇒ 01:03:09.150 Jorrel Sto Tomas: like, where you store all of your, obviously, you said HubSpot, but, like, once I understand, like.

382 01:03:09.350 ⇒ 01:03:12.440 Jorrel Sto Tomas: Where your clothes lost and all your other leads are.

383 01:03:12.530 ⇒ 01:03:31.700 Jorrel Sto Tomas: Yeah. There’s actually a few companies in my head that, I could just reach out cold that I have some relationship with, with some of these offerings. But I don’t want to get ahead of myself until I understand how to, your services in more depth. Otherwise, I’ll just be bullshitting. I don’t, I don’t wanna… I don’t wanna…

384 01:03:32.300 ⇒ 01:03:39.389 Jorrel Sto Tomas: I don’t want to do that this early, like, maybe once I have, like, a really solid understanding of all the offerings, I can start BSing, but I want to make sure.

385 01:03:39.390 ⇒ 01:03:39.860 Robert Tseng: Yeah.

386 01:03:39.860 ⇒ 01:03:42.639 Jorrel Sto Tomas: Selling the right stuff first, so I get those reps in.

387 01:03:42.640 ⇒ 01:03:43.200 Robert Tseng: Okay.

388 01:03:43.580 ⇒ 01:04:00.090 Jorrel Sto Tomas: But yeah, already in my head, there’s, especially if healthcare is one of those spaces, there’s, there’s a few companies I know. Yeah. And actually, I met from just being out and about here in LA that, were looking for very similar data services.

389 01:04:00.620 ⇒ 01:04:06.969 Jorrel Sto Tomas: But, yeah, give me a couple weeks to, you know, absorb everything, but.

390 01:04:06.970 ⇒ 01:04:07.310 Robert Tseng: Sure.

391 01:04:07.310 ⇒ 01:04:08.640 Jorrel Sto Tomas: Yeah, we’ll get the reps in.

392 01:04:09.520 ⇒ 01:04:10.220 Robert Tseng: Cool!

393 01:04:11.060 ⇒ 01:04:15.989 Robert Tseng: Alright, well, thanks, man. I appreciate you kind of jumping in.

394 01:04:16.530 ⇒ 01:04:31.759 Robert Tseng: Yeah, like, my line’s open, just Slack me anytime. Once you’re in Slack, it’s probably the best way to reach me. I’m less responsive elsewhere. And, yeah, I’m sure we’ll have a chat on you, me, and Uten, so you can just ping us anytime. We’re pretty much, like, around the clock, available.

395 01:04:32.350 ⇒ 01:04:34.489 Jorrel Sto Tomas: Hell yeah. Okay. Cool.

396 01:04:35.140 ⇒ 01:04:46.040 Jorrel Sto Tomas: Oh, I just had one more thing I was thinking of. Oh, when is, when will my BrainForge email be, like, ready? Is everything kind of being set up right now, as we speak?

397 01:04:46.040 ⇒ 01:04:57.050 Robert Tseng: Yeah, I thought it would be done by now, to be honest, so I need to go check on that. We were chatting about it earlier today, so, I think it should arrive today. I’ll make sure that you get it soon.

398 01:04:57.650 ⇒ 01:04:58.910 Jorrel Sto Tomas: Okay, great.

399 01:04:58.910 ⇒ 01:04:59.440 Robert Tseng: Yeah.

400 01:04:59.440 ⇒ 01:05:08.090 Jorrel Sto Tomas: I will have a lot of questions for you tomorrow. Sure. But, we’ll save it for then. I’m gonna just look at everything.

401 01:05:08.090 ⇒ 01:05:08.740 Robert Tseng: Oh, nice!

402 01:05:08.740 ⇒ 01:05:19.180 Jorrel Sto Tomas: I’ll wait for Brainforge, the email to come in, and I’m just gonna look at everything. So, and there’s nothing, like, sensitive that I… that I shouldn’t be looking at, if it’s in your Notion, right? Or…

403 01:05:19.560 ⇒ 01:05:27.060 Robert Tseng: Nope, yeah, I mean, there might be sensitive stuff, like, that has shot us in the foot by, like, being so forward and, like, trying to put everything into…

404 01:05:27.810 ⇒ 01:05:30.690 Robert Tseng: Like, all the transcripts are accessible, but, like.

405 01:05:31.070 ⇒ 01:05:39.670 Robert Tseng: I don’t know, I think it’s fine. Like, we don’t… we don’t have, like, we don’t have secrets. Stuff blows up, people aren’t happy sometimes, and…

406 01:05:39.730 ⇒ 01:05:54.059 Robert Tseng: But, like, I think generally it should be… it should be okay. Like, I… I’m not… anything that bothers you that you see, like, please just help me, and, like, I’ll probably be able to address it. Like, I can’t really think of anything other than, like.

407 01:05:54.510 ⇒ 01:05:56.600 Robert Tseng: Yeah, like, there’s, like, probably people…

408 01:05:57.060 ⇒ 01:06:02.450 Robert Tseng: People, like, complaining on, like, in the transcripts, but, like, that’s about it.

409 01:06:02.720 ⇒ 01:06:03.480 Jorrel Sto Tomas: Okay, okay.

410 01:06:03.480 ⇒ 01:06:03.830 Robert Tseng: Yeah.

411 01:06:03.830 ⇒ 01:06:14.059 Jorrel Sto Tomas: Yeah, sounds good, then. Yeah, that’s it. I’ll have a lot of questions around your tech stack, though, probably later today or tomorrow. You know…

412 01:06:14.140 ⇒ 01:06:24.459 Jorrel Sto Tomas: especially, I personally use Claude, Claude code for everything. So I still use Cursor, but not in a high capacity anymore, and so.

413 01:06:24.460 ⇒ 01:06:25.010 Robert Tseng: Yeah.

414 01:06:25.010 ⇒ 01:06:30.309 Jorrel Sto Tomas: Yeah, I’m… I’ll just be curious to see which models you guys are operating mostly off of, and so…

415 01:06:30.310 ⇒ 01:06:30.910 Robert Tseng: Sure.

416 01:06:31.220 ⇒ 01:06:32.920 Robert Tseng: Okay, cool.

417 01:06:33.220 ⇒ 01:06:33.810 Robert Tseng: Alright.

418 01:06:33.810 ⇒ 01:06:36.699 Jorrel Sto Tomas: Cool. Alright, let’s do this, Robert. Let’s get this going.

419 01:06:36.980 ⇒ 01:06:39.760 Robert Tseng: Thanks, man. I’ll book some time for the rest of the week. Alright, Cinderella.

420 01:06:39.760 ⇒ 01:06:40.680 Jorrel Sto Tomas: Alright, yep.