Meeting Title: Brainforge Sales Strategy Sync Date: 2026-03-24 Meeting participants: Jorrel Sto. Tomas, Robert Tseng
WEBVTT
1 00:13:40.970 ⇒ 00:13:41.780 Robert Tseng: A.
2 00:13:45.050 ⇒ 00:13:45.940 Jorrel Sto. Tomas: Whoa.
3 00:13:47.600 ⇒ 00:13:48.179 Jorrel Sto. Tomas: You hear me?
4 00:13:48.180 ⇒ 00:13:49.990 Robert Tseng: Sorry. Yeah, I can hear you.
5 00:13:50.400 ⇒ 00:13:50.849 Jorrel Sto. Tomas: Oh, you’re good.
6 00:13:50.850 ⇒ 00:13:58.139 Robert Tseng: We’ve been, we’ve been chasing this Element deal for a while, so I think it’s an interesting case.
7 00:13:58.540 ⇒ 00:14:02.529 Robert Tseng: We did a 2-month discovery with them.
8 00:14:03.210 ⇒ 00:14:04.470 Robert Tseng: So…
9 00:14:05.020 ⇒ 00:14:15.230 Robert Tseng: Yeah, I mean, I think our entry… I mean, 15K is, like, kind of the floor, is basically what I showed you last time. So, they were doing, like, a 15K above discovery, and then, like.
10 00:14:15.240 ⇒ 00:14:25.520 Robert Tseng: In the second month, we started to, like, add people, just because things ramped up, they wanted to move faster, and we were, like, basically calibrating to see, like, who actually should be staffed on this client.
11 00:14:25.570 ⇒ 00:14:37.019 Robert Tseng: And then after the second month, we go pitch, and we do the six… we do a 6-month pitch. And, it went from 90K. And so, 90K a month for 6 months.
12 00:14:37.840 ⇒ 00:14:50.279 Robert Tseng: It wasn’t that they were unwilling to pay the number, they just didn’t like that we told them that, like, we didn’t… we didn’t give them a heads up that it was gonna be 4x or 6X what they… what they were paying before.
13 00:14:50.680 ⇒ 00:14:58.909 Robert Tseng: And I think there’s just some learning there about, like, when we recalibrate, even in the discovery, we have to just, like, tell them that it’s coming.
14 00:14:59.040 ⇒ 00:15:04.710 Robert Tseng: Instead of waiting on the end. So, we’ve been stuck in, like, deal limbo for the past month.
15 00:15:05.050 ⇒ 00:15:15.620 Robert Tseng: It was supposed to close end of February, and they wait… took another month, so we just extended our original agreement, and, like, yeah, it just kind of made… the optics were not very great, and, like.
16 00:15:15.620 ⇒ 00:15:18.980 Robert Tseng: I don’t know. It looks like the deal is gonna get over the line, but…
17 00:15:18.980 ⇒ 00:15:39.789 Robert Tseng: yeah, like, Utam and I kind of play good cop, bad cop on this, where he’s the day-to-day contact for Element at this point, and so he’s, like, nice and accommodating, and I’m just like, dude, you cannot say yes to everything that she’s saying and everything, so we’ll… we’ll see. I mean, the deal hasn’t signed yet, but he’s gonna come to New York next week, and we’re gonna…
18 00:15:39.790 ⇒ 00:15:52.909 Robert Tseng: go up to, like, the… like, their chief product officer is in Boston, so we’re gonna try to get everybody to go to Boston and get it over the line. But, yeah, I mean, just,
19 00:15:53.060 ⇒ 00:16:00.790 Robert Tseng: bigger deal, takes longer to close, like, there’s a lot more politics involved, but yeah, so that was kind of… that’s the situation there.
20 00:16:03.030 ⇒ 00:16:06.149 Jorrel Sto. Tomas: Yeah, that’s, yeah.
21 00:16:06.150 ⇒ 00:16:19.220 Robert Tseng: I need that deal to… I need that deal to close, unless I can’t afford Jasmine, like, so… and she’s already in, so it’s like, I need you to… need you to come… need that deal to close. So, it’s a big jump, yeah.
22 00:16:20.500 ⇒ 00:16:24.799 Jorrel Sto. Tomas: Yeah, I mean, yeah, it… 90K, like, they’re… they’re…
23 00:16:25.290 ⇒ 00:16:30.689 Jorrel Sto. Tomas: Yeah, it’s… there’s probably a lot of internal discussion, is… is what the last month was.
24 00:16:31.120 ⇒ 00:16:36.810 Jorrel Sto. Tomas: But… I mean, they really need you guys, right? I mean…
25 00:16:36.810 ⇒ 00:16:37.570 Robert Tseng: Yeah.
26 00:16:37.970 ⇒ 00:16:42.729 Jorrel Sto. Tomas: And that’s usually… that’s usually what it comes down to. And it’s…
27 00:16:42.880 ⇒ 00:16:50.250 Jorrel Sto. Tomas: And it’s too late for them to pivot. They can’t find another… they can’t find another brain forge, you know? Yeah.
28 00:16:50.250 ⇒ 00:17:02.980 Robert Tseng: If she drops us, she’s gonna get fired. She’s not gonna hit that target, and she’s… and whatever, she needs to get something… she needs to get all this data transformation stuff done by September, and it’s not gonna happen if we’re not here.
29 00:17:03.250 ⇒ 00:17:04.040 Jorrel Sto. Tomas: Yeah.
30 00:17:04.140 ⇒ 00:17:04.970 Jorrel Sto. Tomas: Yeah.
31 00:17:05.310 ⇒ 00:17:13.850 Jorrel Sto. Tomas: So… Cool, cool. Well, yeah, I mean, that’s the name of the game. I understand it, it’s like…
32 00:17:14.260 ⇒ 00:17:17.180 Jorrel Sto. Tomas: Yeah, you… you…
33 00:17:17.380 ⇒ 00:17:32.399 Jorrel Sto. Tomas: either deal with… like, it doesn’t stop. It’s like, you either deal with chasing a lead, or chasing a deal to close, and then… even when the deal’s happening, if you have unfavorable net terms, then you’re chasing the payments. Yeah.
34 00:17:32.800 ⇒ 00:17:35.499 Jorrel Sto. Tomas: Yeah, so it never stops. There’s always something you’re chasing.
35 00:17:35.500 ⇒ 00:17:38.249 Robert Tseng: There’s always something to chase, yeah, yeah.
36 00:17:40.130 ⇒ 00:17:40.820 Robert Tseng: Yeah.
37 00:17:40.820 ⇒ 00:17:49.610 Jorrel Sto. Tomas: Yeah, but yeah, on my end, just been reading through, a lot of the stuff, like, I finally got everything set up on Cursor.
38 00:17:49.810 ⇒ 00:17:57.830 Jorrel Sto. Tomas: I, I was just… the main question I have is, mainly around, like, the…
39 00:17:58.130 ⇒ 00:18:02.310 Jorrel Sto. Tomas: If you have, like, a document around the internal tech stack.
40 00:18:02.480 ⇒ 00:18:19.160 Jorrel Sto. Tomas: Because when I went onto Cursors… when I went… when I pulled in all of the cursor stuff, there was, like, a lot of API keys and a lot of, like, Supabase and all this other stuff that I just don’t have any visibility or access to in order to, like, spin the platform up.
41 00:18:19.320 ⇒ 00:18:28.590 Jorrel Sto. Tomas: For me to use, and so… Oh, yeah. Yeah, and so… so that, that was the only… that’s really the only thing I couldn’t find in Notion. I was just clicking everywhere, looking for…
42 00:18:28.800 ⇒ 00:18:33.390 Jorrel Sto. Tomas: It must be nested somewhere, but I can’t find anything.
43 00:18:33.930 ⇒ 00:18:40.350 Robert Tseng: Yeah, it’s changing too much. I would… I wouldn’t get time with, Bryle, he’s like…
44 00:18:40.720 ⇒ 00:18:43.339 Robert Tseng: Yeah, so I’ll… I’ll, I’ll connect.
45 00:18:43.340 ⇒ 00:18:47.239 Jorrel Sto. Tomas: I actually have a call with him tomorrow. I have a call with him tomorrow. We’re good on that.
46 00:18:47.630 ⇒ 00:18:50.820 Robert Tseng: Okay, then he’ll… then he’ll get… he’ll get you set up.
47 00:18:50.820 ⇒ 00:18:51.750 Jorrel Sto. Tomas: Okay, perfect.
48 00:18:51.950 ⇒ 00:18:58.610 Robert Tseng: Yeah, he’s… we’re kind of transitioning him over to doing, like, L&D, I guess, so I just… I want him to take that.
49 00:18:59.250 ⇒ 00:19:19.129 Jorrel Sto. Tomas: Yeah, perfect. Yeah, I mean, like I said, I was tinkering with everything yesterday, like, as soon as you let me go and all this stuff, and I was like, dang it, like, I… there’s… there’s so much shit in this… in this platform, and I can’t access it, because I don’t have the right variables yet, so… Yeah. But I, you know, I just spent…
50 00:19:19.130 ⇒ 00:19:19.830 Robert Tseng: pass.
51 00:19:20.520 ⇒ 00:19:23.360 Jorrel Sto. Tomas: Yeah, oh yeah, that stuff’s… that stuff’s good. We’re…
52 00:19:23.360 ⇒ 00:19:39.390 Robert Tseng: Yeah, so there’s a bunch of keys stored there, and we share them, so you could… he’ll probably end up having you use some of those, and then… but if there’s anything that’s, like, not working… I mean, not everything’s working for me right now, like, even, like, my HubSpot MCP setup is broken for whatever reason, so I need to…
53 00:19:39.510 ⇒ 00:19:42.850 Robert Tseng: Find some time with him eventually, and have him help me debug that.
54 00:19:44.020 ⇒ 00:19:59.960 Jorrel Sto. Tomas: Yeah, yeah, I mean, that’s part of it. I mean, I know you’re transitioning a lot of stuff, like, I’m seeing a lot of, like, Luke’s stuff still here and there, and so, yeah, so I know it was pretty recent you, you transitioned him out, so,
55 00:20:00.540 ⇒ 00:20:09.040 Robert Tseng: Well, he… he’s, like, out, but not fully out. Yeah, he’s actually coming to New York. We’re gonna talk on Thursday.
56 00:20:09.190 ⇒ 00:20:28.249 Robert Tseng: I mean, things kind of blew up. I think there’s a lot of misunderstanding. I mean, we’re gonna basically try to find another place for him here, but he’s not… not… not in this role. Like, he would… he’s… he’s not… yeah, anyway. So, if he wants to stay on in a different role, I think we want to have him. Like, I think he’s great. He’s a great guy, good… good for culture, but…
57 00:20:28.250 ⇒ 00:20:31.369 Robert Tseng: And, I mean, I think he’s… I think he’s better…
58 00:20:31.370 ⇒ 00:20:39.379 Robert Tseng: not… I mean, he’s not a sales guy, so, yeah, I would rather try to move him somewhere else.
59 00:20:39.410 ⇒ 00:20:42.860 Robert Tseng: I’m thinking more marketing…
60 00:20:42.930 ⇒ 00:21:01.229 Robert Tseng: But, like, even in marketing, like, specifically just doing events, partnerships, like, I think… but he’s also not… he’s never done part… real partnerships before either, so it feels like it’s, like, events, content, like, I don’t know, like, if there’s enough scope to really carve out just for that, but that’s something I’m… I’m thinking through over this next couple days.
61 00:21:02.200 ⇒ 00:21:03.050 Robert Tseng: Okay. Yeah.
62 00:21:03.050 ⇒ 00:21:04.090 Jorrel Sto. Tomas: Yeah, that makes sense.
63 00:21:04.220 ⇒ 00:21:05.459 Jorrel Sto. Tomas: Yeah. That makes sense.
64 00:21:05.980 ⇒ 00:21:06.799 Jorrel Sto. Tomas: Yeah, because…
65 00:21:06.800 ⇒ 00:21:20.150 Robert Tseng: You know, a lot of his original scope is basically kind of what we are asking… asking of you, and, you know, he had a quarter to run in, he just couldn’t do it, and I think there was a lot of misunderstanding there. He felt like I was changing
66 00:21:20.150 ⇒ 00:21:27.120 Robert Tseng: the targets all the time, and I don’t know, the spreadsheet is what it is, like, I… I just… I think we… it’s just…
67 00:21:27.330 ⇒ 00:21:46.570 Robert Tseng: I don’t really think there was… well, anyway, like, it’s… it got… it got kind of… yeah, I mean, I feel like there’s… you can’t really… can’t really hide from what the… what the system kind of shows, but it is what it is. I… I do think I just didn’t… I didn’t… we just didn’t have the right…
68 00:21:48.010 ⇒ 00:21:57.330 Robert Tseng: I think we gave him too much scope to start with, and he wasn’t really ready to lead. He’s a lot… he’s more junior than he thinks he is, and I mean, there’s, like, some… some team…
69 00:21:57.330 ⇒ 00:22:10.930 Robert Tseng: team dynamic stuff that, like, I had to… had to rework. But, yeah, anyway, like, I… I think getting… getting you onboarded is definitely a big priority, because I feel like you and I could actually start selling, but then, like, I’m also trying to…
70 00:22:10.930 ⇒ 00:22:21.969 Robert Tseng: like, re… re… rearrange the… this… this… the sales team. I could see, you know, if the system’s in a good place, maybe bring on, like, one or two other just straight sellers.
71 00:22:21.970 ⇒ 00:22:36.630 Robert Tseng: And then also, I want to build out account management, because so many opportunities coming from delivery, and they’re not rolling up into sales currently, but I think they really should. So I think that’s, like, another, like, organizational thing I’m thinking through.
72 00:22:37.640 ⇒ 00:22:39.660 Jorrel Sto. Tomas: Yeah. Yeah, that’s,
73 00:22:40.050 ⇒ 00:22:46.510 Jorrel Sto. Tomas: I definitely, I definitely would agree with that. So the reason I wanted to ask if you have, like.
74 00:22:46.710 ⇒ 00:22:55.089 Jorrel Sto. Tomas: like, the internal tech stack is, like, I know a lot of stuff is being operated within agents or within Slack.
75 00:22:55.140 ⇒ 00:23:09.369 Jorrel Sto. Tomas: And so, for me, it’s… it would… I just want to, like, be able to… you know, we’re both option data guys, I think, which is… which is, like, for me, it’s just… I want to be able to see, like, okay, this is where everything is, like, flowing, right?
76 00:23:09.470 ⇒ 00:23:27.829 Jorrel Sto. Tomas: And even for me, like, on the sales, like, when I’m thinking about, like, the sales and, like, like I mentioned yesterday, like, in my head, there’s actually, you know, several, several types of, companies that I think would be interesting to, to, you know, pitch our services to. It’s like…
77 00:23:28.450 ⇒ 00:23:43.299 Jorrel Sto. Tomas: what does that look like if I don’t use, you know, agents, right? Like, what does the submission process of, like, putting a lead in look like? Because I’m also seeing, you know, there’s, in one of the channels, there is,
78 00:23:43.350 ⇒ 00:23:55.440 Jorrel Sto. Tomas: I think, like, when a, when a, when a call has been made, or someone responds from an email, and so… Yeah, yeah. Which is all really great, it’s like, but, but I think the,
79 00:23:55.550 ⇒ 00:23:57.449 Jorrel Sto. Tomas: when, when, when I think about…
80 00:23:57.550 ⇒ 00:24:13.300 Jorrel Sto. Tomas: notification overload, right? It’s like, okay, well, who is supposed to be… who are the right people to know when these things are happening, and then what is the right handoffs, right? Because for me, I’m looking at my objective very simply, like, I think after our overview yesterday.
81 00:24:13.300 ⇒ 00:24:29.090 Jorrel Sto. Tomas: I was like, okay, like, if I can just simplify my mindset around everything going on, it’s like, my goal is just to bring in deals, right? It’s like… like, if I can just… if I can just, like, find the right ICPs, and I find an entry point, I’m just gonna bring in deals.
82 00:24:29.180 ⇒ 00:24:39.969 Jorrel Sto. Tomas: Right? And so, I’m just trying to, like, work backwards from that. It’s like, okay, if I have… if I am, like, you know, having conversations with leads.
83 00:24:40.050 ⇒ 00:24:50.589 Jorrel Sto. Tomas: and I’m booking meetings, it’s like, what is… what does that submission process look like? And then from that submission process, what is the handoff process look like?
84 00:24:50.630 ⇒ 00:25:05.099 Jorrel Sto. Tomas: Right? I think that’s just… and once again, it’s just like a… almost every sales team operates the same way, right? But for me, in my head, I’m just trying to… I’m trying to get a grasp of, like, what that looks like for you guys, even in, like, the most low-tech way, right?
85 00:25:05.450 ⇒ 00:25:06.460 Robert Tseng: Yeah.
86 00:25:06.770 ⇒ 00:25:24.990 Jorrel Sto. Tomas: So, but that’s, like, like I said, that’s the reason I wanted to see, like, the internal tech stack, which is, I think, partially Brill will probably show me. And then I think another part of it, is, like, I’m getting, you know, I’ll get my onboarding, like, with, Kayla, like, in a little bit as well.
87 00:25:24.990 ⇒ 00:25:25.390 Robert Tseng: Yeah.
88 00:25:25.390 ⇒ 00:25:32.680 Jorrel Sto. Tomas: But, yeah, but that’s where my head is at right now, is just like, okay, it’s like, if I have… if I have deal flow, where do I push that, right?
89 00:25:33.080 ⇒ 00:25:33.670 Robert Tseng: Yeah.
90 00:25:33.940 ⇒ 00:25:49.159 Robert Tseng: Okay, no, that’s a great question. I mean, I want to answer it in a few ways. So, a couple things that I said I was working on, I refreshed the metrics, so if that… if you haven’t watched that video, I would encourage you to watch that. And then also, like, I’m trying to build out some more documentation. We just… I’m building it all in cursor.
91 00:25:49.160 ⇒ 00:25:54.580 Robert Tseng: But there’s, like, a sales playbook, all these sections. I mean, maybe a little bit of repackaging of stuff in the Notion.
92 00:25:54.580 ⇒ 00:26:06.249 Robert Tseng: But, I wanted to build it specifically so that, like, a salesperson can just, like, pick this up, have this, like, kind of… it’s like a Confluence doc, but it’s not gonna be in Confluence, but just, like.
93 00:26:06.250 ⇒ 00:26:18.230 Robert Tseng: kind of off to the side, and it’ll show you all the kind of templates and things, and try to consolidate it all into one place. So, that’s something I’m actively working on, so I think that should, like, kind of give you the…
94 00:26:18.230 ⇒ 00:26:30.849 Robert Tseng: like, the what to say in each of the different stages, I guess, part. Like, how to actually add leads and, like, how I view sales currently. Yeah, I think you’re right, there’s a few things, there’s, like.
95 00:26:31.750 ⇒ 00:26:43.409 Robert Tseng: Deal track… yeah, I mean, this is not… no one’s using that anymore. Okay, there’s, like, marketing, which is just, like, any… any message that… around, like, events that we’re throwing, campaigns that we’re running, whatever, all end up there.
96 00:26:43.410 ⇒ 00:26:57.500 Robert Tseng: sales is, like, all kind of specifically to a deal, and yes, HubSpot will automatically send info and, like, or, like, kind of send notifications when we get responses. I don’t find this useful at all, to be honest, because I don’t really need it, and it’s just me and Utah monitoring this.
97 00:26:57.500 ⇒ 00:27:04.130 Robert Tseng: To be honest, so I… but it’s… it’s, you know, something… it’s fine. There aren’t that many notifications there.
98 00:27:04.130 ⇒ 00:27:04.660 Jorrel Sto. Tomas: Hmm.
99 00:27:04.660 ⇒ 00:27:24.209 Robert Tseng: Yeah, so anytime we’re talking about a specific lead, it, like, ends up here. But then if we’re asking just, like, general systems questions, metrics, kind of strategy things that we’re talking about, then it all… it should all end up in the go-to-market strategy, channel. Sales notifications, I’ve asked, Rico, who…
100 00:27:25.190 ⇒ 00:27:38.809 Robert Tseng: Okay, wait, I guess I didn’t respond to this, but… yeah, this is, like, daily… it takes… pulls from HubSpot and then sends, like, an update to us, like, on what needs to move. I’m not able to action these things every day, but I basically ask
101 00:27:38.980 ⇒ 00:27:52.039 Robert Tseng: Rico, it’s too noisy, so just tell me on the day of, like, what I need to do. And so that makes, like, managing on the due date is so important, because I only really hit this list maybe, like, twice a week,
102 00:27:52.530 ⇒ 00:28:16.419 Robert Tseng: where I’m going in, I have HubSpot pulled up, or I… all my emails are through Superhuman, so between HubSpot and Superhuman, I’m just, like, kind of going through, knocking all the leads, kind of sending any of the responses that I need to, and also, kind of, if I… if I… then I… then I move the deals along, so I… we don’t have that many leads, so, like, I can do this all within an hour. But yeah, I probably only do that once or twice a week, so…
103 00:28:16.550 ⇒ 00:28:21.449 Robert Tseng: I think that’s why this channel is just pure noise, I guess, and…
104 00:28:21.540 ⇒ 00:28:35.289 Robert Tseng: Yeah, so much of this is being… is dependent on, like, HubSpot hygiene, which I don’t want to spend time on. Like, I believe the HubSpot MCP solves for this. I think Cursor should be able to do most of it.
105 00:28:35.370 ⇒ 00:28:48.629 Robert Tseng: Previously, we had, like, a, you know, an EA that was purely just doing HubSpot, and he built all these random reports in HubSpot that we never use. Like, I don’t really care about those things. As long as the numbers make it into the metrics.
106 00:28:48.840 ⇒ 00:29:08.479 Robert Tseng: like, here, like, I think that’s good enough for me, and then I also will, you know, I use HubSpot as, like, kind of the system of record to, like, keep track of, like, lead progress, so the lead stages need to be… need to be, like, updated, but I think that’s really just, like, a daily exercise of 5 minutes.
107 00:29:08.480 ⇒ 00:29:09.190 Robert Tseng: kind of…
108 00:29:09.190 ⇒ 00:29:28.499 Robert Tseng: scrolling, kind of taking a look, if anything… if any activity was not captured in the systems that we have in place, like, I go and, like, I’ll manually add a new lead that didn’t get captured because the email was not synced through HubSpot yet. Or, there’s an old lead that came back, like, this one.
109 00:29:28.610 ⇒ 00:29:30.280 Robert Tseng: hype.
110 00:29:30.460 ⇒ 00:29:44.160 Robert Tseng: who… former client, we stopped working with them in November, they’re coming back, they want to re-engage in April. And so, I manually went and created another, like, deal, and just, like, switched their contact over to this new deal, because, like.
111 00:29:44.410 ⇒ 00:29:56.180 Robert Tseng: I don’t know, I think, like, dude, the automated way just seems a little bit too heavyweight, like, this doesn’t happen very often. So, I think that, like, 5-minute daily check just helps, like, kind of catch any of the things that may fall through the cracks.
112 00:29:56.230 ⇒ 00:30:11.219 Robert Tseng: So that’s pretty much, like, from a sales tracking perspective, like, how things get into it. When you’re adding a deal into, like, HubSpot, it should show up in our weekly business review. It would show up as, like, a new SQL, is basically what it is.
113 00:30:11.220 ⇒ 00:30:30.130 Robert Tseng: And so, by default, we have certain, like, heuristics around every deal is assigned a minimum of 10K, unless you have reason to change it. Obviously, the number changes as, like, the deal goes along. By the time the proposal is sent, it should be, like, fully, fully baked in. But I think you should be able to
114 00:30:30.310 ⇒ 00:30:50.289 Robert Tseng: get a sense of, like, how big the deal is off of the first shot, and you can use cursor, you know, from your discovery call context to help you kind of estimate what the estimated deal size would be. So, I think there’s just, like, a… there’s multiple ways that you can check yourself as you’re, like, trying to assign, deal value.
115 00:30:50.290 ⇒ 00:30:54.470 Robert Tseng: Obviously, in terms of, like, compensation and kind of the…
116 00:30:54.470 ⇒ 00:31:10.460 Robert Tseng: it’ll be off of, like, the deal that closes, so I think, like, you know, a lot of this is just kind of letting us know what’s coming. Anything commission is only off of, like, what the value of the deal that closes. So,
117 00:31:10.510 ⇒ 00:31:17.230 Robert Tseng: Yeah, I think those are… I mean, I said a lot of different things there, but hopefully that gives you a sense of how this is set up.
118 00:31:17.970 ⇒ 00:31:23.920 Jorrel Sto. Tomas: No, no, no, you, you, you speak my language, so I understood most of it, so we’re… I got it, I got it out.
119 00:31:24.000 ⇒ 00:31:43.310 Jorrel Sto. Tomas: Okay, cool. One, one other thought here, regarding handoff, once again, I’m just getting very ahead of myself, but I just, I just wanted to, understand. So, hypothetically, let’s say, let’s say I am able to bring in, or book 3 meetings.
120 00:31:43.460 ⇒ 00:31:47.580 Jorrel Sto. Tomas: Who am I, who am I, who do I hand that off to?
121 00:31:48.280 ⇒ 00:31:49.410 Robert Tseng: Me. Yeah.
122 00:31:49.410 ⇒ 00:31:52.469 Jorrel Sto. Tomas: Okay, so it’s just direct… you’re the direct funnel right now.
123 00:31:52.780 ⇒ 00:31:57.510 Robert Tseng: Yeah, I have the direct funnel. Every, every meeting, every new meeting should just go through me. Yep.
124 00:31:57.830 ⇒ 00:31:58.880 Robert Tseng: Yeah, for now.
125 00:31:59.210 ⇒ 00:32:08.709 Jorrel Sto. Tomas: I mean, we have no AEs, we have no BDR SDRs, so I get it, but I just wanted to make sure. I wasn’t sure who was the closer, so…
126 00:32:08.710 ⇒ 00:32:09.160 Robert Tseng: Yeah.
127 00:32:09.160 ⇒ 00:32:10.220 Jorrel Sto. Tomas: Yeah, okay.
128 00:32:10.220 ⇒ 00:32:28.850 Robert Tseng: I’m… I am both the first line of… first line for sales and the closer, so… Okay, and then Utom… Utom can come in and just, like, blah blah blah about, like, Snowflake or whatever technical thing they… they need to hear, but that’s… that’s, that’s typically how this has been going.
129 00:32:29.100 ⇒ 00:32:30.060 Jorrel Sto. Tomas: Okay, okay.
130 00:32:30.060 ⇒ 00:32:30.430 Robert Tseng: Yeah.
131 00:32:30.430 ⇒ 00:32:35.179 Jorrel Sto. Tomas: Alright, yeah, I just, just wanted to, just wanted to, to, to gut check that.
132 00:32:35.180 ⇒ 00:32:35.780 Robert Tseng: Yeah.
133 00:32:35.960 ⇒ 00:32:37.789 Jorrel Sto. Tomas: And then,
134 00:32:38.650 ⇒ 00:32:54.299 Jorrel Sto. Tomas: Yeah, I mean, like I said, I’ll assume… I’m just not gonna… I’m not gonna think about the rest of the tech stack, I’m just gonna focus on the HubSpot then, and whatever I have access to on OnePass. The only other thing I have, then, is Sales Navigator.
135 00:32:54.300 ⇒ 00:32:54.920 Robert Tseng: Yeah.
136 00:32:55.810 ⇒ 00:33:01.740 Jorrel Sto. Tomas: I think, I don’t have… I don’t have it active right now on my LinkedIn at the moment.
137 00:33:01.880 ⇒ 00:33:17.069 Jorrel Sto. Tomas: And so, what makes the most sense, is, is it, is it accessible via OnePass right now, or, do I have to be added on a seat, or do I, like, what’s… what would that be like, if I can borrow your, your Sales Navigator,
138 00:33:17.070 ⇒ 00:33:21.150 Robert Tseng: Yeah, I think you can use OnePass to use… use my sales nav.
139 00:33:21.150 ⇒ 00:33:21.730 Jorrel Sto. Tomas: Okay.
140 00:33:21.730 ⇒ 00:33:25.660 Robert Tseng: I think I’m the only one that has it right now, and…
141 00:33:25.860 ⇒ 00:33:30.169 Robert Tseng: Yeah, I think you can use it, and then once you… once you feel ready to, like.
142 00:33:30.710 ⇒ 00:33:47.200 Robert Tseng: activate your own account, then we’ll just give you the seat. That’s basically how we did it with Luke. Luke was using my account to build this, whatever. I never gave him Sales Nav, but, like, he got to a point where he was like, his bet was that he wanted to sell Brainforce to agencies. So, I let him run that bet for…
143 00:33:47.200 ⇒ 00:34:01.529 Robert Tseng: a month. Nothing came of it, but, like, that was… that was kind of when we made the switch to, like, he was going after agency people himself. And there’s a call tomorrow that I think I added you to with, like, the last
144 00:34:01.770 ⇒ 00:34:05.849 Robert Tseng: Discovery call that he had booked, with that agency person.
145 00:34:06.170 ⇒ 00:34:16.020 Robert Tseng: I… I mean, I’m gonna take the call, I’m gonna try and treat it like a real discovery. I don’t think we ever turned it into an ICP or anything, but, yeah, I think, like, the…
146 00:34:16.860 ⇒ 00:34:28.860 Robert Tseng: Well, yeah, I will treat it like, like a… I mean, it is the live lead, I guess, and I don’t really know what to expect, but, I’m gonna just treat it as, like, an intro discovery call.
147 00:34:29.659 ⇒ 00:34:30.719 Jorrel Sto. Tomas: Okay. Okay.
148 00:34:30.719 ⇒ 00:34:31.259 Robert Tseng: Yeah.
149 00:34:32.880 ⇒ 00:34:46.509 Robert Tseng: And then, like, for discover… and then booking calls, like, I would say, you know, I don’t… if I get 5… 5… like, if I get 6 meetings a week, then I’m capped. Then it’ll go over to Boo Tom’s calendar, who has less capacity than me right now.
150 00:34:46.510 ⇒ 00:35:00.319 Robert Tseng: So if… if he’s packed too, then it ends up just going to you. So I think we just do that rotation, just fill my… it’ll fill… fill… fill my slots first, and then, you know, anything more than that, you, you basically take the first line.
151 00:35:00.320 ⇒ 00:35:02.930 Robert Tseng: And I think from, like, a comp… compensation
152 00:35:02.930 ⇒ 00:35:24.290 Robert Tseng: like, from, like, a commission perspective, I think you should get credit on just the leads itself, like, leads that you… that you bring in top… at the top of the funnel, and then there’s, like, another gate from, like, when you take… if you’re the one taking the first call, and then, like, there’s probably, like, just… just, and then, like, one more on, like, the handoff. If you… if you take the first call and you build a proposal or something.
153 00:35:24.290 ⇒ 00:35:45.079 Robert Tseng: Then I think that’s fine. Like, I can help close. We basically close that together. So I would say, you know, if we’re talking about 10% commission, I need to talk to Kayla about how to break this up more, but those are, like, the ways that I’m thinking of giving you credit for leads. I don’t know if that feels fair to you, but that’s kind of how I was thinking about it.
154 00:35:45.080 ⇒ 00:35:57.779 Jorrel Sto. Tomas: I like simple math, so 10%‘s chill, like, let’s just… I think the only thing that’ll need more discussion is around how you want to do attribution.
155 00:35:57.780 ⇒ 00:35:58.310 Robert Tseng: Yeah.
156 00:35:58.310 ⇒ 00:36:06.580 Jorrel Sto. Tomas: Right now, I’m single-minded, Robert. I’m single-minded. I’m just like, I’m gonna blast out campaigns and try to book calls. That’s it. Like, that’s…
157 00:36:06.580 ⇒ 00:36:06.940 Robert Tseng: Yeah.
158 00:36:07.170 ⇒ 00:36:09.190 Jorrel Sto. Tomas: In my head, like…
159 00:36:09.550 ⇒ 00:36:20.079 Jorrel Sto. Tomas: Yeah, especially since I know you’re talking to VCs, that’s actually, like, the first… that’s the first avenue I’m actually gonna start blasting out to. So,
160 00:36:20.590 ⇒ 00:36:23.990 Jorrel Sto. Tomas: Okay, that’s, like, the majority of my network right now, that I’ve built.
161 00:36:23.990 ⇒ 00:36:24.330 Robert Tseng: Yeah.
162 00:36:24.330 ⇒ 00:36:37.649 Jorrel Sto. Tomas: the last 6 months, and there is a play there right now, like, that I’m very, very confident about, where even if, even if the VCs themselves don’t want the services, their port codes do.
163 00:36:37.840 ⇒ 00:36:38.760 Jorrel Sto. Tomas: But…
164 00:36:38.760 ⇒ 00:36:46.910 Robert Tseng: Yeah, so last year, September, we worked with some… I forgot which it was, NextCoast Ventures or something.
165 00:36:46.970 ⇒ 00:37:00.489 Robert Tseng: I forgot where they’re based, I think they’re somewhere in California. They let us go and do, like, an AI workshop in front of, like, all of their portcos, like, 22 portcos. Two of them ended up closing, one of them’s still in our client base right now, default.
166 00:37:00.490 ⇒ 00:37:13.640 Robert Tseng: So yeah, that was… that was a good… that was a good playbook. I think it took a lot longer because, yeah, we have to go and host the event, then we do free discoveries with each of them, so it’s a little bit more indirect, but I think it’s great, like, leveraging, like, you know, in my…
167 00:37:13.640 ⇒ 00:37:37.700 Robert Tseng: in my Notion docs, I kind of talk about different partners. I view VCs as, like, network partners, where, by getting… by building a relationship with them, they give us access to Port Coast. It’s a good warm intro. But yeah, there’s probably, like, a few things they would need to see. Like, we needed to put on a demo workshop for NextCoast Ventures, so that they could see that we were legit, and then they let us kind of go into, and, like, do something for their Port Coast, so…
168 00:37:37.700 ⇒ 00:37:41.420 Robert Tseng: I’m just letting you know that that’s… And that probably took…
169 00:37:42.140 ⇒ 00:37:45.940 Robert Tseng: 5 months before it closed, because we needed to…
170 00:37:45.980 ⇒ 00:37:57.699 Robert Tseng: a month to get the VC on board, then 2 months out before we actually went and we did the workshops with Report Coast, and then another 2-month cycle before we ended up closing that deal. So, I think it, you know, that’s… that’s…
171 00:37:57.700 ⇒ 00:38:06.529 Robert Tseng: yeah, we have experience selling in that way, and I can definitely kind of give you some more context there when you think about it, but yeah, that’s…
172 00:38:06.790 ⇒ 00:38:10.030 Robert Tseng: That’s what I would say. That’s how that… that’s how that went before.
173 00:38:10.650 ⇒ 00:38:17.180 Jorrel Sto. Tomas: Yeah, yeah, I think, you know, the scope when it comes to VCs, at least in… or
174 00:38:17.280 ⇒ 00:38:19.470 Jorrel Sto. Tomas: the,
175 00:38:19.620 ⇒ 00:38:35.430 Jorrel Sto. Tomas: tech companies, I guess is the right way to put it. The tech companies that are the most, willing to have the conversation. It really depends on, like, their stage. In my experience, like, even, like, staffing, like, for the Fusion Node side of things, when I sell into them.
176 00:38:35.430 ⇒ 00:38:36.500 Robert Tseng: Yeah.
177 00:38:36.950 ⇒ 00:38:48.370 Jorrel Sto. Tomas: I almost never, like, I’ve never… I’ve not been able to close a pre-seed, seed, or Series A, startup to do staffing resources. But from BC.
178 00:38:48.370 ⇒ 00:38:49.630 Robert Tseng: A, for sure. Yeah.
179 00:38:49.630 ⇒ 00:39:01.090 Jorrel Sto. Tomas: It’s like, the sales cycle’s a lot tighter, and they need the resources much faster, and I usually time it for when there is a recent round of funding,
180 00:39:01.090 ⇒ 00:39:01.520 Robert Tseng: Right.
181 00:39:01.520 ⇒ 00:39:21.100 Jorrel Sto. Tomas: because their budget has opened up, and I usually can find some sort of warm intro, right? Yeah. And so, I’m thinking in the same vein, like, I have access to the entire, like, YC repository, and so that’s another thing that I’m thinking of throwing in, especially because there is a lot of,
182 00:39:21.480 ⇒ 00:39:40.609 Jorrel Sto. Tomas: There’s a lot of companies like Delve out there that pretended they had AI, but they don’t actually have the capabilities to scale, and so there’s, like, a handful of companies that I’m looking to reach out to. But like I said, it’s, it’s, I, I, I’m…
183 00:39:40.700 ⇒ 00:39:43.720 Jorrel Sto. Tomas: I’m not gonna do that until next week.
184 00:39:43.720 ⇒ 00:39:46.419 Robert Tseng: Sure. Oh, yeah. I think that’s great.
185 00:39:46.420 ⇒ 00:39:52.170 Jorrel Sto. Tomas: I’ve sent out messages already, but I don’t think I’ll book anything until next week, basically, is what I’m telling you.
186 00:39:52.660 ⇒ 00:40:10.799 Robert Tseng: Yeah. Dude, attribution is so simple. You do the intro, they already get credit for that. Like, I don’t think an intro by itself is gonna be 10%, but, like, it’s like, if you do that, plus… plus you take the call, and you help put together a proposal, that’s 10%. Like, I think we could just even call that. Like, I think that’s… that’s how simple it should be.
187 00:40:10.800 ⇒ 00:40:28.869 Robert Tseng: And then, like, for… if you need the marketing resources to, like, hey, you’re seeing, like, we literally ran this, like, end of Q4 last year, where it was like, okay, last 6 weeks of the year, get your data stack in order before the end of the year, before the holidays. And we ran that campaign.
188 00:40:28.870 ⇒ 00:40:35.660 Robert Tseng: No deals closed at the time, but, like, I… we could write it back. Like, I… we have… we have, the ability to
189 00:40:35.660 ⇒ 00:40:52.430 Robert Tseng: you know, I’m just trying to give you the levers, like, of, like, what you can use. If you feel like there is, like, a time-bound opportunity, events are a big activation thing for us. We get a lot of leads through events, which is kind of why we’re considering GSV. Like, the whole ShopTalk thing, for example, like, I…
190 00:40:52.430 ⇒ 00:40:59.579 Robert Tseng: you know, I, like, schmooze my way to get to ShopTalk for free as a hosted person, representing one of my clients.
191 00:40:59.580 ⇒ 00:41:13.480 Robert Tseng: And then I also got them to let me post 3 table talks there, and I closed, like, closed multiple deals. I got Insomnia Cookies from that, I got Honey Stinger from there, so there’s all CPG brands at Shop Talk, and we want to move away from those. But.
192 00:41:13.480 ⇒ 00:41:14.759 Jorrel Sto. Tomas: I mean, if you want 14…
193 00:41:14.760 ⇒ 00:41:15.210 Robert Tseng: For example.
194 00:41:15.600 ⇒ 00:41:20.049 Jorrel Sto. Tomas: I was telling Luke when he was… he approached me, if you want more CPG,
195 00:41:20.250 ⇒ 00:41:38.320 Jorrel Sto. Tomas: customers, I have, like, a whole Rolodex, but he was like, no, no, no, Robert’s trying to move away from it. So, like, I mean, if that is ever in… if that is still, like, if there is ever a point where you want more CPG customers, like, that is… that is also something I can bring in.
196 00:41:38.780 ⇒ 00:41:55.870 Robert Tseng: Yeah, I mean, our… our, it’s still, like, half our business, so, like, I think it’s… it’s something we can take on. I’m not, like, actively going after them, but, yeah, I mean, it’s… like, I feel like we close… we can… we close CPG pretty, pretty well, especially, like.
197 00:41:56.550 ⇒ 00:42:10.680 Robert Tseng: like, health, or, like, subscription, like, whatever, health, health or subscription, CPG, like, like, usually around food, food, beverage, health, like, we, we’ve, we’ve worked with quite a few of those at this point, so,
198 00:42:10.780 ⇒ 00:42:11.550 Robert Tseng: Yeah.
199 00:42:12.520 ⇒ 00:42:23.280 Jorrel Sto. Tomas: Yeah, so, so, also the reason, yesterday how, you know how you asked, like, oh, like, when you want to run campaigns, why I want to run one by the end of the week? So I have actually, I’m meeting…
200 00:42:23.330 ⇒ 00:42:30.300 Jorrel Sto. Tomas: All of the LA, there’s, like, a dinner that I’m going to on Wednesday next week. It’s all the LA-based.
201 00:42:30.330 ⇒ 00:42:34.940 Jorrel Sto. Tomas: YC and A16Z founders that are,
202 00:42:34.940 ⇒ 00:42:50.649 Jorrel Sto. Tomas: So, like, there’s, like, 18 or 20 of them going, and so that’s why I wanted… like, you timed it well, like, you didn’t know that this dinner was happening, but you called me last week, and I had nothing to sell them. And so that’s what I’m trying to ramp up quickly, so I know your offerings, and I know how to do all this, because
203 00:42:50.650 ⇒ 00:43:00.760 Jorrel Sto. Tomas: Yeah, there’s, a lot, like, the folks that are coming, at least in this list that I have, they’re all past Series A, so…
204 00:43:00.760 ⇒ 00:43:01.559 Robert Tseng: Great, yeah.
205 00:43:01.940 ⇒ 00:43:20.050 Jorrel Sto. Tomas: So, so I really think this is another good opportunity to, to sell them into it, because I know that the conversation’s gonna be around scaling, at least for some of the founders I’ve seen on here. And so, yeah, so I’m just trying to, like I said, I’m trying to absorb all of the stuff from your, like, from what you’re selling, from what you’re talking about.
206 00:43:20.050 ⇒ 00:43:33.949 Jorrel Sto. Tomas: So I can package the… the services, just a little bit, like, simpler for myself to do that. Yeah. Yeah. But, but yeah, anyways, those are the things that are coming up. That’s… that’s also why I’m kind of, like.
207 00:43:34.020 ⇒ 00:43:39.510 Jorrel Sto. Tomas: like, erratically asking you these, these random questions.
208 00:43:39.510 ⇒ 00:43:40.660 Robert Tseng: Oh, great, yeah.
209 00:43:44.420 ⇒ 00:43:45.780 Robert Tseng: Cool.
210 00:43:46.280 ⇒ 00:43:46.800 Jorrel Sto. Tomas: Oh.
211 00:43:46.800 ⇒ 00:43:48.210 Robert Tseng: Anybody else?
212 00:43:48.620 ⇒ 00:43:51.140 Jorrel Sto. Tomas: The, the, yeah, the last thing, so,
213 00:43:51.710 ⇒ 00:44:07.679 Jorrel Sto. Tomas: I don’t see Sales Nav on the OnePass, but I’ve been… the thing is, I should just get it anyway. Like, I feel like, as I’m talking to you, like, it just makes sense for me to just have my own navigator anyway, just so I can build those lists.
214 00:44:09.500 ⇒ 00:44:16.929 Jorrel Sto. Tomas: So, let’s just do that instead of me… me having to dive into your own, into your own account and whatnot.
215 00:44:16.930 ⇒ 00:44:17.560 Robert Tseng: Okay.
216 00:44:18.150 ⇒ 00:44:19.300 Jorrel Sto. Tomas: But,
217 00:44:19.720 ⇒ 00:44:25.950 Jorrel Sto. Tomas: Yeah, if there’s… there’s… if there… was there any other stuff, any other things I don’t know? Like, what other… is there any other…
218 00:44:26.170 ⇒ 00:44:39.950 Jorrel Sto. Tomas: like, sales process stuff, like, handoff stuff that, that would be helpful for me to… for me to know. The only other thing that I’m trying to acclimate to is, the entire services and product sheet.
219 00:44:39.950 ⇒ 00:44:50.899 Jorrel Sto. Tomas: And so, that’s still something I’m trying to… to grasp, because I just had a call with Greg, and he told me, like, what he… kind of what he focuses on is, like, product analytics implementations.
220 00:44:50.920 ⇒ 00:45:01.940 Jorrel Sto. Tomas: And so, I think, one other thing that would be really helpful is knowing who is responsible for each deliver… like, for the delivery of each, like, service and product.
221 00:45:02.060 ⇒ 00:45:10.249 Jorrel Sto. Tomas: If that’s, like, if there is some sort of, like, organizational chart that’s, like, this guy does product analytics, this one does…
222 00:45:10.450 ⇒ 00:45:22.510 Jorrel Sto. Tomas: Omni only, or this one, just so that I can familiarize myself with, like, who’s the right people that I can talk to to get an understanding of how they do their service delivery as well.
223 00:45:23.550 ⇒ 00:45:26.559 Robert Tseng: Sure. Let me add you to that right now.
224 00:45:27.110 ⇒ 00:45:30.030 Robert Tseng: So… I will do…
225 00:45:36.030 ⇒ 00:45:39.990 Robert Tseng: Girl… Okay.
226 00:45:42.280 ⇒ 00:45:45.589 Robert Tseng: Adding Jarrell here to connect.
227 00:45:45.830 ⇒ 00:45:54.410 Robert Tseng: with each of the SLs. He… Wants to know who’s in… Expert at what?
228 00:45:55.270 ⇒ 00:45:57.050 Robert Tseng: Mapping…
229 00:46:03.670 ⇒ 00:46:07.010 Robert Tseng: Comparing that to what we have.
230 00:46:20.180 ⇒ 00:46:24.399 Robert Tseng: Yeah, have you read… have I shown you the forging the future thing?
231 00:46:26.440 ⇒ 00:46:28.490 Robert Tseng: This doc…
232 00:46:31.200 ⇒ 00:46:32.100 Jorrel Sto. Tomas: Sorry, which one?
233 00:46:32.500 ⇒ 00:46:37.450 Robert Tseng: so…
234 00:46:41.710 ⇒ 00:46:42.640 Robert Tseng: Thanks, sweet.
235 00:46:45.030 ⇒ 00:46:49.389 Robert Tseng: This is our delivery structure. Things are a little bit different, but this is, like, kind of what…
236 00:46:49.850 ⇒ 00:46:59.290 Robert Tseng: Yeah, Clarence put this together. If you haven’t met Clarence yet, he’s basically our pure enterprise… he’s enterprise-only AE. So, I mean, he has a very small…
237 00:46:59.710 ⇒ 00:47:09.049 Robert Tseng: circle. He’s… he’s, like, a senior director level at EY, and so there’s probably only, like, 100 to 150 people in the world, like, in his position.
238 00:47:09.050 ⇒ 00:47:25.889 Robert Tseng: that… at his level in different consulting organizations, and he’s just trying to sell Brain Forge as a subcontractor to… to, like, big consulting firms, which is why you see us in deals on EY, and I think EY is his main network, so that’s kind of what we’re working on. We’ve been working on this EY deal
239 00:47:25.920 ⇒ 00:47:36.319 Robert Tseng: For, like, I don’t know, 3 or 4 months, and we’ll see. Looks like there’s some movement on Thursday. But anyway, he put together this doc as, like, kind of our way of
240 00:47:36.420 ⇒ 00:47:43.999 Robert Tseng: trying to operate without having formal PMs. I think it’s a good way to understand how brainforce delivery operates.
241 00:47:44.000 ⇒ 00:47:57.270 Robert Tseng: Especially the CSO, EP, SL kind of framework. We don’t know… we no longer have EPs, so we’ll go away with that, but I think since this jargon is thrown around, it’s very, like, core to how we talk about delivery in Brainforge, it’s helpful for you to read.
242 00:47:57.520 ⇒ 00:48:15.000 Robert Tseng: The Q1 assignments, that’s… that’s what our current staffing was in the start of Q1. The business looks different now, so we’re gonna move it around, and there’s probably gonna be another update on this doc. But it… in general, like, I can, you know, there…
243 00:48:15.440 ⇒ 00:48:21.459 Robert Tseng: I… does it… does it… I guess it doesn’t really show you, like, real time, like, who is running which…
244 00:48:21.800 ⇒ 00:48:37.610 Robert Tseng: service line, which is what the service SL is service lead. So it’s basically what you’re asking for, like, who is the SME on each of our service offerings? Like, yeah, those would be the SLs. And then the CSOs are just, like, the account managers at this point.
245 00:48:37.610 ⇒ 00:48:48.760 Robert Tseng: who… Greg is the CSO, but he’s also an SL for product analytics, for now. And yeah, I guess, like, EP, we no longer have that, because…
246 00:48:48.880 ⇒ 00:48:58.710 Robert Tseng: That’s basically traditional project management, like, ticketing things that the… we were just not able to enforce, like, a good standard of quality across the board.
247 00:48:58.800 ⇒ 00:49:05.239 Robert Tseng: Yeah, like, some… some people who were stepping up as EPs were really good at keeping
248 00:49:05.300 ⇒ 00:49:19.530 Robert Tseng: like, linear updated, doing all the project management rituals, but others were just, like, epically failing, so we just decided to make it an engineering problem instead, and UTAM is setting the standard, and the internal AI team is just gonna build all of that,
249 00:49:19.530 ⇒ 00:49:26.259 Robert Tseng: like, you, you know, with Agentic assistance instead. So, yeah, like, you know, anyway, I think that’s…
250 00:49:26.420 ⇒ 00:49:42.450 Robert Tseng: that’s probably who it is, so when you’re asking, like, who are the SMEs, like, for the service lines, you can ask more, like, who’s the SL responsible for this type of work, and whatever you want to describe it as, like, hopefully somebody in that delivery
251 00:49:42.450 ⇒ 00:49:48.820 Robert Tseng: CSOSL channel that I just added you to would be able to jump in and say, hey, yeah, that’s me, we can… we can chat.
252 00:49:50.080 ⇒ 00:49:51.760 Jorrel Sto. Tomas: Okay, okay, that’s perfect.
253 00:49:52.090 ⇒ 00:49:52.630 Robert Tseng: Yeah.
254 00:49:53.660 ⇒ 00:49:59.020 Jorrel Sto. Tomas: Yeah, I just, I, the reason I ask is I have a tendency when I am, like.
255 00:49:59.490 ⇒ 00:50:04.790 Jorrel Sto. Tomas: introducing, like, let’s say… let’s say I… I… I get a vibe about a certain
256 00:50:05.500 ⇒ 00:50:10.829 Jorrel Sto. Tomas: solution or a problem, right? I usually like to refer
257 00:50:10.940 ⇒ 00:50:26.350 Jorrel Sto. Tomas: to a person, instead of, like, oh yeah, like, it’s… oh yeah, this, you know, we do product analytics this, it’s like, oh yeah, like, Greg, great guy, like, you know, great person to work with, yeah, he takes care of us, like, you know, when we do… when we deliver the service, right? So I really try… I…
258 00:50:26.380 ⇒ 00:50:44.849 Jorrel Sto. Tomas: I do that a lot, I like to really humanize it, so that’s why I want, like, a face that they can expect, when I am starting to sell… to sell the specific service lines. So, that’s the only reason, like, it’s… I want to have a face to each product and service, basically.
259 00:50:45.140 ⇒ 00:50:46.020 Robert Tseng: Yeah.
260 00:50:47.030 ⇒ 00:50:52.649 Robert Tseng: Let me move this, but yeah, I think this was my goal.
261 00:50:52.810 ⇒ 00:51:02.819 Robert Tseng: to… on… by Thursday, I was gonna do this, like, we’re gonna finish our account mapping and service mapping exercise, so hopefully by then, we should have this ready to go.
262 00:51:02.920 ⇒ 00:51:16.100 Robert Tseng: But yeah, I’m gonna try to knock out the sales playbook doc today, tomorrow, and then I’m gonna switch over to doing, like, the service mapping that will help you more. But I want to get all the how-to-sell stuff done.
263 00:51:16.930 ⇒ 00:51:22.039 Robert Tseng: Asap, so that I can go back to ICP and, like, service mapping. Yeah.
264 00:51:22.280 ⇒ 00:51:26.019 Jorrel Sto. Tomas: Perfect. Okay, now the final, the final, final thing.
265 00:51:26.020 ⇒ 00:51:26.550 Robert Tseng: Yeah.
266 00:51:26.550 ⇒ 00:51:29.340 Jorrel Sto. Tomas: Is, do we have,
267 00:51:29.700 ⇒ 00:51:37.719 Jorrel Sto. Tomas: I know we have templates, but do we have, a demo and sales deck repository that I can
268 00:51:37.930 ⇒ 00:51:43.069 Jorrel Sto. Tomas: look at. Is it all in, or is it all in GitHub? Because if that’s the case, I’ll just do more digging in there.
269 00:51:43.450 ⇒ 00:52:00.519 Robert Tseng: Yeah, but you can also go to Platform, and here we have a few demos that already… some of these are sunset, so you can ask if… ask UTAM for them if you don’t know where they are, but we build out some, like, basic AI demos. Also, like, the… like, the open work demo.
270 00:52:00.650 ⇒ 00:52:07.109 Robert Tseng: Like the Brave Forge Bandit Open Work demo, you can ask Clarence for it. It’s pretty cool, it’s basically…
271 00:52:07.160 ⇒ 00:52:21.980 Robert Tseng: open work, customized for enterprise-only organizations. It’s a Brainforge Mac app, so you can… you can… you can… he can show you how to initialize it, and you can basically just run it locally without being online, and you can
272 00:52:21.980 ⇒ 00:52:32.559 Robert Tseng: you can just use a, like, a… like, I think the smallest model, open source model, that’s preloaded is, like, 8 or 16 gigabytes. So, that’s, like, a really nifty demo if you need… if you’re walking into a…
273 00:52:32.680 ⇒ 00:52:50.820 Robert Tseng: situation where you’re somewhere, and you just need to show off that, like, hey, I have AI capabilities, and I’m not even connected to the internet, and it, like, is basically… it’s… it’s… it’s basically, like, cloud code, or… and open… it’s built on open work, but it’s… it’s basically Cloud Code. So…
274 00:52:51.180 ⇒ 00:52:57.329 Robert Tseng: that’s… that’s another good, like, live demo sales tool that you can have.
275 00:52:57.450 ⇒ 00:53:07.739 Robert Tseng: Yeah, and what I do is I usually just plug Brayforge repo directly into… into that tool, and yeah, it just… it works… it works pretty well out of the box.
276 00:53:09.070 ⇒ 00:53:19.779 Robert Tseng: So yeah, I would message Clarence for that. And then for the marketing assets, this is a little bit out of re… I mean, all of our highest… like, all of our assets are kind of here. You can kind of…
277 00:53:19.930 ⇒ 00:53:36.109 Robert Tseng: click on a few of these so you can get a feel for what our decks, one-pagers, case studies look like. And if there’s any specific, like, hey, do we have a case study or a deck about blah? Like, I would just state that out in marketing, in the marketing channel, which, if you’re not added to that, I’ll add you now.
278 00:53:36.420 ⇒ 00:53:42.069 Robert Tseng: Oh, you are? Okay. Yeah, I would just state it out loud, and
279 00:53:42.310 ⇒ 00:53:51.690 Robert Tseng: Actually, I would just tag Hannah, and make her go fish for it, instead of you. Yeah. Because her job is to be, like, the librarian for all the things that she designs.
280 00:53:52.780 ⇒ 00:53:56.610 Jorrel Sto. Tomas: Perfect, perfect. Yeah. Okay,
281 00:53:57.520 ⇒ 00:54:08.770 Jorrel Sto. Tomas: Cool. So, the open… okay, the open work is the open-sourced cloud co-work alternative, right? Yep. That’s the… Yep. Okay. And so you guys built, a fork
282 00:54:09.040 ⇒ 00:54:12.339 Jorrel Sto. Tomas: a Brainforge fork of OpenWork.
283 00:54:12.610 ⇒ 00:54:13.310 Robert Tseng: Yep.
284 00:54:13.880 ⇒ 00:54:19.420 Jorrel Sto. Tomas: Sick. And what is it? What’s… is it, does it have anything to do with,
285 00:54:19.610 ⇒ 00:54:21.519 Jorrel Sto. Tomas: what’s the word for it?
286 00:54:21.850 ⇒ 00:54:26.850 Jorrel Sto. Tomas: the Edge? The… was it the Edge stuff that you were talking about yesterday? Or is that a separate thing?
287 00:54:26.850 ⇒ 00:54:28.850 Robert Tseng: It does not. That’s a separate offering, yeah.
288 00:54:29.780 ⇒ 00:54:33.249 Jorrel Sto. Tomas: Okay. See, this is why I need to familiarize myself with your offerings.
289 00:54:33.250 ⇒ 00:54:33.630 Robert Tseng: Yeah.
290 00:54:33.630 ⇒ 00:54:34.210 Jorrel Sto. Tomas: Okay.
291 00:54:34.460 ⇒ 00:54:41.849 Jorrel Sto. Tomas: cool. I… I really want to try out this Brainforged, or…
292 00:54:41.980 ⇒ 00:54:47.250 Jorrel Sto. Tomas: What are you gonna call it, like, forge work, or brain work, or open forge?
293 00:54:47.250 ⇒ 00:55:04.989 Robert Tseng: Yeah, well, so, Clarence calls it Vicinity. He thinks that he needs to separate the branding from Brainforge, which is fair. We may change to the Brainforge Labs later, kind of like how EY does EY Parthenon, but, like, yeah, it’s… it’s… that’s… it’s just called Vicinity right now. Yeah.
294 00:55:04.990 ⇒ 00:55:18.819 Jorrel Sto. Tomas: Okay, yeah, I’ll ask Clarence then. I’ll shoot a message to get a executable or a DMG. Cool, that’s it. That’s all my questions. I’m just… I’m gonna get a… I’m gonna get set back up on Sales Nav.
295 00:55:18.940 ⇒ 00:55:23.400 Jorrel Sto. Tomas: And then we’ll… we’ll… We’ll try to get some stuff going.
296 00:55:23.400 ⇒ 00:55:35.919 Robert Tseng: We can reimburse you for that, so once you do that, you can, when you meet with, Kayla, you can also tell her that’s, like, a reimbursement that you want, and she’ll, she’ll, she’ll, she’ll, I mean, she’ll approve it, yeah.
297 00:55:36.750 ⇒ 00:55:37.440 Jorrel Sto. Tomas: Cool.
298 00:55:37.900 ⇒ 00:55:49.910 Jorrel Sto. Tomas: Great! Well, that’s, yeah, that’s pretty much it. Yeah, I’m just gonna keep reading through your stuff, and I know your playbook is going out and whatnot. I’m just gonna… I’m just gonna sell…
299 00:55:50.570 ⇒ 00:56:02.799 Jorrel Sto. Tomas: first, how I… how, like, my, how I’m intuition or instinctually, but I do wanna… I do want to spin up our… a few campaigns by the end of the week, which make the most sense, right? So.
300 00:56:02.800 ⇒ 00:56:19.499 Robert Tseng: I’m not gonna spend too much time on this playbook, because I don’t feel like you need it, but it’s just good scaffolding for me to have in place, in case we bring in another seller as well, and then I’m gonna move over to the services faster. I feel like that’s what you need. You need to know, like, what we’re… what we have, so I think I’ll try to just wrap that up today.
301 00:56:20.180 ⇒ 00:56:26.489 Jorrel Sto. Tomas: Yeah, sounds good. I have so many catch-up meetings, like, these next 2-3 weeks, so,
302 00:56:26.760 ⇒ 00:56:34.569 Jorrel Sto. Tomas: Yeah, like, I’m… I’m… Just gonna be something I insert in all my conversations, so… Nice!
303 00:56:34.820 ⇒ 00:56:36.939 Jorrel Sto. Tomas: Yeah. Cool, man.
304 00:56:36.940 ⇒ 00:56:37.320 Robert Tseng: Cool.
305 00:56:37.320 ⇒ 00:56:44.520 Jorrel Sto. Tomas: Yeah, well, and great, great stuff, Robert. Thank you so much, man. I appreciate you, ramping me up so quickly. Yeah.
306 00:56:45.460 ⇒ 00:56:49.950 Jorrel Sto. Tomas: Yeah, this is, this’ll be fun. I’m excited to see what we can do here, so…
307 00:56:49.950 ⇒ 00:56:55.579 Robert Tseng: Yeah, the different, different, different stage now, so let’s, let’s see what, see how this goes.
308 00:56:55.580 ⇒ 00:57:12.390 Jorrel Sto. Tomas: Yeah, I, I feel, I feel like I can actually help you this time. Great. Yeah, so I think we can do some stuff. Alright, Robert, well, I’ll let you go, and I’m gonna prep up for whatever, Kayla’s sent me so far, so… Cool, alright. Cool. Alright, we’ll chat later. Bye.