Meeting Title: CSO Sync Date: 2026-03-30 Meeting participants: Brylle Girang, Greg Stoutenburg, Pranav Narahari, Uttam Kumaran, 19257868273
WEBVTT
1 00:00:14.830 ⇒ 00:00:16.170 Brylle Girang: Oh, hello!
2 00:00:18.640 ⇒ 00:00:19.549 Pranav Narahari: Hey, B.
3 00:00:20.660 ⇒ 00:00:21.190 Pranav Narahari: Hey, guys.
4 00:00:22.090 ⇒ 00:00:23.079 Greg Stoutenburg: How’s it going?
5 00:00:25.000 ⇒ 00:00:25.920 Brylle Girang: Good.
6 00:00:26.370 ⇒ 00:00:28.249 Brylle Girang: Have a wonderful weekend.
7 00:00:29.420 ⇒ 00:00:30.839 Greg Stoutenburg: You did? What’d you do?
8 00:00:31.590 ⇒ 00:00:34.380 Brylle Girang: Oh, we watched, we watched, Project Hail Mary.
9 00:00:35.190 ⇒ 00:00:37.969 Greg Stoutenburg: Oh, right, right, that’s right. Yeah, so what happened?
10 00:00:37.970 ⇒ 00:00:41.249 Brylle Girang: I’m closing the loop there.
11 00:00:42.710 ⇒ 00:00:44.969 Greg Stoutenburg: How were the, how were the last 10 minutes?
12 00:00:44.970 ⇒ 00:00:45.850 Uttam Kumaran: How are the last one yet?
13 00:00:45.850 ⇒ 00:00:52.210 Brylle Girang: It was amazing. It was amazing. It’s, it’s, it’s, it’s cinema all over again.
14 00:00:52.360 ⇒ 00:00:52.880 Greg Stoutenburg: Oh, yeah.
15 00:00:52.880 ⇒ 00:00:53.830 Uttam Kumaran: Oh, great.
16 00:00:54.730 ⇒ 00:00:57.679 Brylle Girang: No spoilers, though, so go, go watch it.
17 00:01:00.560 ⇒ 00:01:07.490 Uttam Kumaran: Yeah, I have not read the book yet. Still same. No progress on that one.
18 00:01:07.490 ⇒ 00:01:09.049 Greg Stoutenburg: Same as the other day.
19 00:01:09.690 ⇒ 00:01:11.199 Pranav Narahari: How big of a book is that?
20 00:01:12.150 ⇒ 00:01:17.580 Uttam Kumaran: I don’t… I don’t think it’s, like, huge, maybe, like, 200 pages, 250 pages.
21 00:01:18.920 ⇒ 00:01:19.770 Pranav Narahari: Okay, okay.
22 00:01:20.210 ⇒ 00:01:22.149 Pranav Narahari: I wasn’t sure if it was, like, a dune or something.
23 00:01:22.150 ⇒ 00:01:25.810 Brylle Girang: No, it is 496 pages.
24 00:01:25.810 ⇒ 00:01:27.160 Uttam Kumaran: Oh, nevermind.
25 00:01:27.160 ⇒ 00:01:31.900 Greg Stoutenburg: Tom, the goal here is to figure out if your procrastination is justified.
26 00:01:32.040 ⇒ 00:01:34.420 Greg Stoutenburg: I think that’s what they’re asking about.
27 00:01:34.980 ⇒ 00:01:40.040 Uttam Kumaran: The more pressure I get, the more, there’s a chance I actually do it.
28 00:01:41.460 ⇒ 00:01:46.349 Uttam Kumaran: So, yeah, I need to, I need to time to get this done.
29 00:01:49.600 ⇒ 00:01:58.419 Uttam Kumaran: Okay, cool, yeah, we need to think about either, like, merch, or songs, or something fun.
30 00:01:58.550 ⇒ 00:02:01.119 Uttam Kumaran: For this team, I don’t know.
31 00:02:01.400 ⇒ 00:02:04.480 Uttam Kumaran: I’m not sure… I’m not… I’m not really the best at this, but…
32 00:02:04.990 ⇒ 00:02:08.039 Uttam Kumaran: We could all collectively think about,
33 00:02:08.280 ⇒ 00:02:11.549 Uttam Kumaran: Some type of fun ritual for this weekly or something.
34 00:02:11.830 ⇒ 00:02:15.739 Uttam Kumaran: I guess all of us are kind of sports fans, so we could do something sports-related.
35 00:02:18.770 ⇒ 00:02:24.510 Pranav Narahari: What sports do we feel most passionately about, though? Is it basketball? Is it football? What is it?
36 00:02:26.380 ⇒ 00:02:32.590 Uttam Kumaran: For me, it’s like, either… Hockey. For me, it’s like basketball or football.
37 00:02:33.500 ⇒ 00:02:35.499 Uttam Kumaran: Probably. Or tennis.
38 00:02:37.010 ⇒ 00:02:43.869 Pranav Narahari: Right now, March Madness is… there’s some fake passion coming up for me, because I went to Illinois, so Final Four.
39 00:02:45.120 ⇒ 00:02:46.429 Pranav Narahari: But I don’t know if anyone’s following.
40 00:02:46.430 ⇒ 00:02:47.080 Uttam Kumaran: Okay.
41 00:02:48.050 ⇒ 00:02:51.710 Uttam Kumaran: I’m watching… I watched, like, the highlights, but I’ll probably watch…
42 00:02:52.050 ⇒ 00:02:55.650 Uttam Kumaran: Later this week a bit, as things get, like, closer to the end.
43 00:02:56.220 ⇒ 00:02:59.260 Pranav Narahari: Yeah, yeah, the weekend is when the next games are.
44 00:03:00.540 ⇒ 00:03:01.340 Uttam Kumaran: Yeah.
45 00:03:01.520 ⇒ 00:03:03.849 Greg Stoutenburg: Alright, I’m gonna give you Cursor’s idea.
46 00:03:04.120 ⇒ 00:03:07.520 Greg Stoutenburg: For what we should do. I’m just gonna put it in the chat.
47 00:03:09.910 ⇒ 00:03:11.080 Brylle Girang: Good job.
48 00:03:11.110 ⇒ 00:03:16.140 Greg Stoutenburg: These are probably terrible, but, like… Hey, Lisa, use cursor.
49 00:03:16.380 ⇒ 00:03:20.229 Greg Stoutenburg: Here, I’ll just take the first two.
50 00:03:24.170 ⇒ 00:03:27.420 Greg Stoutenburg: Oh, too many words. Alright, I’ll delete the last.
51 00:03:27.570 ⇒ 00:03:28.530 Greg Stoutenburg: Bit.
52 00:03:34.430 ⇒ 00:03:36.880 Greg Stoutenburg: The pugs, that’s kind of funny.
53 00:03:42.460 ⇒ 00:03:48.430 Greg Stoutenburg: Compass, rose, and short internal motto. My goodness. Cursor, you’re so not cool.
54 00:03:48.780 ⇒ 00:03:50.990 Pranav Narahari: Okay, Greg, what was your process?
55 00:03:53.270 ⇒ 00:03:53.820 Uttam Kumaran: So…
56 00:03:54.250 ⇒ 00:03:56.069 Pranav Narahari: Greg, what did you prompt for this?
57 00:03:56.930 ⇒ 00:04:03.220 Greg Stoutenburg: Oh, I’ll tell you, so I wrote… I wrote… Come on.
58 00:04:03.220 ⇒ 00:04:05.470 Uttam Kumaran: The pugs? Dude, this was horrible.
59 00:04:07.560 ⇒ 00:04:08.329 Greg Stoutenburg: Yeah, this is…
60 00:04:08.330 ⇒ 00:04:09.380 Uttam Kumaran: Garbage.
61 00:04:11.570 ⇒ 00:04:16.459 Uttam Kumaran: Say we need us, we need, like, to come across, like, a strong team, not, like, a little dog.
62 00:04:16.800 ⇒ 00:04:18.350 Greg Stoutenburg: Yeah, I’ll try that. Okay.
63 00:04:19.490 ⇒ 00:04:21.199 Uttam Kumaran: You completely missed the mark.
64 00:04:21.600 ⇒ 00:04:23.489 Greg Stoutenburg: Complete, you, you, you failed.
65 00:04:23.490 ⇒ 00:04:30.449 Uttam Kumaran: That you basically completely, like, you… there was no mark in sight, like, you hit the next house.
66 00:04:31.560 ⇒ 00:04:35.259 Greg Stoutenburg: Alright, so you completely missed the mark.
67 00:04:36.190 ⇒ 00:04:41.290 Greg Stoutenburg: We liked the following mix of sports.
68 00:04:43.010 ⇒ 00:04:50.489 Uttam Kumaran: I guess we could… it may come up with its own sport. Yeah, tennis. Although tennis is kind of a weak sport, to be honest.
69 00:04:50.490 ⇒ 00:04:52.069 Greg Stoutenburg: Basketball, tennis, hockey.
70 00:04:52.610 ⇒ 00:04:55.280 Greg Stoutenburg: I’ll try American football, in case he gets any ideas.
71 00:04:55.780 ⇒ 00:04:56.520 Greg Stoutenburg: for them to see the house.
72 00:04:56.520 ⇒ 00:04:58.670 Uttam Kumaran: I see what it is, right?
73 00:04:59.590 ⇒ 00:05:00.840 Uttam Kumaran: I think that’s it.
74 00:05:02.850 ⇒ 00:05:03.880 Greg Stoutenburg: Let’s see.
75 00:05:04.700 ⇒ 00:05:06.369 Greg Stoutenburg: Oh, okay, it stepped it up.
76 00:05:06.800 ⇒ 00:05:08.609 Greg Stoutenburg: I think we stressed it out a little.
77 00:05:09.820 ⇒ 00:05:10.960 Uttam Kumaran: Okay.
78 00:05:27.220 ⇒ 00:05:29.200 Greg Stoutenburg: Team names, the Grand Slam.
79 00:05:30.240 ⇒ 00:05:30.890 Greg Stoutenburg: for certain.
80 00:05:30.890 ⇒ 00:05:31.400 Uttam Kumaran: Alright.
81 00:05:31.510 ⇒ 00:05:35.200 Greg Stoutenburg: I’m CSO, I don’t know what that means.
82 00:05:37.270 ⇒ 00:05:40.339 Greg Stoutenburg: Mascot. Rally. That’s not a mascot!
83 00:05:41.110 ⇒ 00:05:41.990 Greg Stoutenburg: No.
84 00:05:42.290 ⇒ 00:05:43.600 Greg Stoutenburg: It’s not working.
85 00:05:46.740 ⇒ 00:05:51.979 Greg Stoutenburg: Anyway… How’s it going?
86 00:05:52.890 ⇒ 00:05:56.879 Uttam Kumaran: Yeah, how does everyone else’s day go today?
87 00:05:59.460 ⇒ 00:06:01.020 Pranav Narahari: Good.
88 00:06:02.300 ⇒ 00:06:10.530 Pranav Narahari: I think Janice, I meant, like, for ABC, like, she’s feeling really, really happy about how things went last week with migration.
89 00:06:12.040 ⇒ 00:06:26.949 Pranav Narahari: I feel like internally, we’re just more aligned, which is… and we’re also just seeing more just problems, I guess. But I think it’s more, like, nitpicky, because they’re not bringing up any problems to us, which is how it should be. Okay.
90 00:06:27.630 ⇒ 00:06:34.769 Pranav Narahari: So… but it’s not like… it’s not like a fire or anything. So, actually, what I was doing, a little bit of…
91 00:06:34.990 ⇒ 00:06:51.340 Pranav Narahari: yesterday, and then today was for, DANY, which, Robert is working on, like, he kind of brought in, and then added me to, like, an email thread, and then we worked on, like, demos a little bit ago, but I really felt like those…
92 00:06:51.470 ⇒ 00:06:54.980 Pranav Narahari: Demos, like, they kind of miss the mark.
93 00:06:55.090 ⇒ 00:06:56.420 Uttam Kumaran: And… Yeah.
94 00:06:57.320 ⇒ 00:07:04.609 Pranav Narahari: I think I, like… I’m, like, working on, like, a demo, which I think would be, like, really, really dope, and it could also…
95 00:07:05.660 ⇒ 00:07:13.920 Pranav Narahari: We could just, create, like, a framework for it, for just, like, plug-and-playing a different client for in the future, is kind of the hope.
96 00:07:13.920 ⇒ 00:07:14.760 Uttam Kumaran: Okay.
97 00:07:14.760 ⇒ 00:07:18.749 Pranav Narahari: And I think it’s just, like, a good exercise right now, too, like…
98 00:07:19.020 ⇒ 00:07:28.980 Pranav Narahari: Because how I’m thinking about it is, like, okay, I really need to just understand each of these businesses, and it’s kind of like… you told me the same thing about, like, ABC and Eden, just like, you need to understand…
99 00:07:29.330 ⇒ 00:07:33.399 Pranav Narahari: what they are trying to do at their companies.
100 00:07:33.780 ⇒ 00:07:46.130 Pranav Narahari: And so it’s, like, fully just kind of… and, like, this is a, you know, DANY, like, District Attorney of New York, like, I don’t know anything about that, right? So I had to just, like, do a bunch of just, like, research, like, okay, what is their daily workflows like?
101 00:07:47.560 ⇒ 00:07:48.140 Uttam Kumaran: Yeah.
102 00:07:48.390 ⇒ 00:08:00.970 Pranav Narahari: So… yeah, no, that’s been… that’s been fun. That’s great. I think it’s also… yeah, it’s… it’s not… it seems like it can be a pretty, like, sizable contract, too, based on how Robert’s talking about it, so… I think it’s worth it.
103 00:08:00.970 ⇒ 00:08:15.570 Uttam Kumaran: Yeah, so that… I think that matches the feedback Robert gave. I think… I think Robert, because this is how sales sort of operates, typically, is, like, they don’t have whatever they need, they’re just gonna figure it out to get the deal through, but I think, like, this is sort of everything around, like, sales engineering.
104 00:08:15.640 ⇒ 00:08:23.639 Uttam Kumaran: But I actually think, yeah, I mean, I haven’t had much time to think about, like, demos more broadly, but I think this is great. So, like, if I was to say it in a different way.
105 00:08:23.800 ⇒ 00:08:29.189 Uttam Kumaran: like, there’s probably a couple of skills that you can create here, right? There’s one skill on just the research.
106 00:08:29.320 ⇒ 00:08:35.340 Uttam Kumaran: Right? So, like, given a client, given a potential client, how do we… you write a skill that, like, basically
107 00:08:36.000 ⇒ 00:08:48.419 Uttam Kumaran: goes through all that research you need, right? So, like, what do they do? What are their workflows? What do they care about? Who is this person? Right? And then another one is probably around creating the prototype, right? Or proposing, like, ideas for a prototype.
108 00:08:48.580 ⇒ 00:08:59.099 Uttam Kumaran: And then, I think the last piece, which we probably… like, the platform team needs to help you on, or the sales, is just, like, okay, is there a framework in which you can create the actual…
109 00:08:59.640 ⇒ 00:09:15.189 Uttam Kumaran: like, prototype for the deal. You know, like, do we all… you know, and is there a typical stack? Is it an extension of, like, a couple of our platforms? So that’s how… that would be great if you could think about that while you’re going through this, because there’s a lot of things that we can start to reuse, you know?
110 00:09:16.220 ⇒ 00:09:16.820 Pranav Narahari: Yeah.
111 00:09:17.050 ⇒ 00:09:23.869 Uttam Kumaran: And they get feedback from Robert on, like, hey, do you want, like, do you need stuff that’s workable? Can it just be, like, a fake app? Like…
112 00:09:23.970 ⇒ 00:09:26.990 Uttam Kumaran: But, like, some interaction… Like, do you.
113 00:09:26.990 ⇒ 00:09:28.309 Pranav Narahari: Yeah, like, curiosity.
114 00:09:28.310 ⇒ 00:09:29.849 Uttam Kumaran: Zach, like, yeah.
115 00:09:30.540 ⇒ 00:09:48.620 Pranav Narahari: I think, like, what you said first was just, like, sales are just gonna do, like, do with whatever they have, you know, like, whether you build them a great demo, or build them kind of just, like, a demo that was just, like, very high level, just showing them, like, broad, broad strokes features, they’re just gonna.
116 00:09:48.620 ⇒ 00:09:59.029 Uttam Kumaran: They’re gonna ask for everything. They’re gonna ask for as much as you can give them in the time allotted, right? So, part of this is, like, can we arm them with whatever they need in the event that they need it?
117 00:09:59.160 ⇒ 00:09:59.950 Uttam Kumaran: You know?
118 00:09:59.950 ⇒ 00:10:00.550 Pranav Narahari: Yeah.
119 00:10:00.550 ⇒ 00:10:18.820 Uttam Kumaran: So it’s like, hey, whenever you go after a deal, you have either, like, this super comprehensive deck, or you have this high-level thing, you can not do a deck at all, like, that’s the art of the salesperson, right? To figure out, like, how to sell to this person. Versus on the sales engineering side, our job is to just arm them with whatever
120 00:10:19.230 ⇒ 00:10:20.539 Uttam Kumaran: Whatever we have.
121 00:10:21.260 ⇒ 00:10:25.599 Pranav Narahari: Yeah, yeah, yeah. And I’m realizing, like, yeah, that’s where…
122 00:10:25.820 ⇒ 00:10:40.119 Pranav Narahari: it’s probably less so… well, Robert, I guess, talking to the client is gonna get to know, like, okay, what are some things that they might appreciate versus not appreciate? But I think I should probably be the one to decide, like, okay, what is actually a…
123 00:10:40.940 ⇒ 00:10:51.480 Pranav Narahari: what is something that is gonna wow them just on the product itself, right? Like, Robert is gonna do a great job selling it, but the thing that he’s selling is probably what I should be, kind of.
124 00:10:51.630 ⇒ 00:10:54.809 Pranav Narahari: working on, I should be the one to be like, hey, maybe, like.
125 00:10:55.080 ⇒ 00:10:57.710 Pranav Narahari: because I’m looking at, kind of, those, like, the other demos, and I’m like.
126 00:10:58.080 ⇒ 00:11:04.870 Pranav Narahari: they’re… they’re great, but they’re… if I put myself into their shoes, it’s not really applicable.
127 00:11:05.480 ⇒ 00:11:08.910 Pranav Narahari: like, I’m… it might be hard if I’m not a technical person to, like.
128 00:11:09.170 ⇒ 00:11:27.299 Pranav Narahari: bridge what we’ve built, like, for example, the thing he demoed was something that we built internally, right? He showed the Brainforge platform, and then also Vicinity, but it has nothing to do with what their business is, so it might be hard for them to make the connection of how it’s actually going to be helpful to them, and so… Yeah.
129 00:11:27.580 ⇒ 00:11:29.040 Pranav Narahari: I think, you know.
130 00:11:29.760 ⇒ 00:11:44.819 Pranav Narahari: Robert can explain that in a little bit, like, kind of. But, you know, for a contract this size, like, there might be a little bit more skeptical around that too, right? Like, unless they just see it in their face, like, hey… like, it has to click for them, like, oh, okay, this actually makes sense.
131 00:11:45.460 ⇒ 00:11:59.610 Uttam Kumaran: Oh, exactly. And then our arc, though, is that, like, we don’t want to spend 5, 10 hours every time we get a lead, right? So that’s where, like, sort of the framework, and that’s also where, like, you have various fidelities of a product.
132 00:11:59.820 ⇒ 00:12:04.720 Uttam Kumaran: Okay, you just have the deck that’s the capabilities. Okay, maybe you have a screens, okay, maybe you have something that’s, like.
133 00:12:04.950 ⇒ 00:12:08.349 Uttam Kumaran: Barely clickable. Maybe you have something that’s more robust.
134 00:12:08.610 ⇒ 00:12:24.160 Uttam Kumaran: But ultimately, as you go deeper and deeper, it takes more time, alright? So part of this is, like, I think figuring out for DA and Y, like, what the best thing is, is great, and then I want to just take whatever you learned and, like, start to be able to do that for any lead that comes in the door.
135 00:12:24.480 ⇒ 00:12:27.599 Pranav Narahari: Yeah. I can work on a couple skills there, for sure.
136 00:12:28.000 ⇒ 00:12:28.570 Uttam Kumaran: Okay.
137 00:12:28.950 ⇒ 00:12:29.330 Pranav Narahari: Yeah.
138 00:12:29.330 ⇒ 00:12:32.259 Uttam Kumaran: Cool, okay, great. Yeah, I mean, this is a common issue.
139 00:12:32.360 ⇒ 00:12:33.110 Uttam Kumaran: The issue we face?
140 00:12:33.110 ⇒ 00:12:33.460 Pranav Narahari: on average.
141 00:12:33.460 ⇒ 00:12:44.900 Uttam Kumaran: client, so I’m glad that, like, we’re starting to do it, but again, like, let’s say… let’s say sales comes to you, and they have 5 different clients that need demos for, right? So it’s gonna quickly escalate.
142 00:12:45.030 ⇒ 00:12:45.889 Uttam Kumaran: So, that’s why.
143 00:12:45.890 ⇒ 00:12:46.370 Pranav Narahari: I’m like.
144 00:12:46.370 ⇒ 00:12:51.409 Uttam Kumaran: The whole process, just try and… try and create skills for as many of the things as possible.
145 00:12:52.370 ⇒ 00:12:59.019 Pranav Narahari: Also, I think today I was… I’m able to kind of spend the extra time because, you know.
146 00:12:59.020 ⇒ 00:13:14.149 Pranav Narahari: I feel like we’re in a really good spot for ABC, we’re in a really good spot for Eden AI, so I was like, okay, I have some extra time on my calendar, like, let me fill it by… I was always thinking about, like, DANY for the last couple weeks, but I was just so, so packed with, like, other stuff with, like, our existing clients. Yeah.
147 00:13:14.150 ⇒ 00:13:19.069 Pranav Narahari: So, like, how should I… should I be thinking about, like, hey, I have time on my calendar, let me…
148 00:13:19.070 ⇒ 00:13:21.290 Pranav Narahari: Kind of just, like, use this.
149 00:13:21.390 ⇒ 00:13:38.879 Pranav Narahari: for, like, okay, some of these sales things, or should I be like, okay, no, hard cut off, like, 5-10 hours for specific clients, and maybe for some other ones, longer or shorter, based on the, like, the contract, potential contract size? Or should I just be thinking about, like, fill my time with whatever’s…
150 00:13:39.050 ⇒ 00:13:39.940 Pranav Narahari: useful.
151 00:13:41.710 ⇒ 00:13:47.260 Uttam Kumaran: I think 5 to 10 hours of sales-related things are gonna be helpful for this whole group.
152 00:13:47.410 ⇒ 00:13:48.360 Uttam Kumaran: To think about.
153 00:13:48.650 ⇒ 00:13:55.629 Uttam Kumaran: Whether it’s… they’re into several activities, whether it’s, like, helping on a deal, whether it’s thinking about
154 00:13:56.070 ⇒ 00:14:06.860 Uttam Kumaran: delivery source opportunities, I think 5 or 10 hours… I think at least 5 hours spent on that is gonna be really helpful. That should be just normal client stuff.
155 00:14:09.640 ⇒ 00:14:10.380 Pranav Narahari: Gotcha.
156 00:14:13.960 ⇒ 00:14:14.800 Pranav Narahari: Okay.
157 00:14:18.970 ⇒ 00:14:23.140 Pranav Narahari: Janiece just messaged me, I need assistance. No context.
158 00:14:27.550 ⇒ 00:14:28.320 Greg Stoutenburg: Thanks.
159 00:14:51.280 ⇒ 00:14:56.520 Greg Stoutenburg: For my end, I think what I would say is, I think…
160 00:14:56.950 ⇒ 00:15:05.999 Greg Stoutenburg: I mean, Global VetLink is ready to wrap up. I’m gonna spend some time tomorrow to try to refine the business pitch, as we talked about it on Friday, Uten.
161 00:15:06.150 ⇒ 00:15:14.340 Greg Stoutenburg: Yeah, wrapping up Eden, elements in good shape, I think that… I mean…
162 00:15:14.420 ⇒ 00:15:32.419 Greg Stoutenburg: as much as this might ever apply, that Shivani feels good about how things are going. I think that internally, we’re doing a good job moving forward on this project, and being rigorous. I like even some of the discussions that I see Amber and Edvate having inspire some confidence in me that they’re being meticulous, and…
163 00:15:32.420 ⇒ 00:15:38.830 Greg Stoutenburg: double-checking things, and that’s really good, especially for this client. He’s gone.
164 00:15:41.810 ⇒ 00:15:42.640 Greg Stoutenburg: Alright.
165 00:15:43.150 ⇒ 00:15:45.749 Brylle Girang: I think I didn’t catch a word that you said.
166 00:15:46.040 ⇒ 00:15:53.779 Greg Stoutenburg: He probably didn’t. It got real quiet, I didn’t hear background noise anymore, and then I started talking, and I thought, like, I’m not sure he’s actually here right now, but I’m just gonna go for it, because…
167 00:15:54.000 ⇒ 00:15:54.869 Greg Stoutenburg: We move forward.
168 00:15:54.870 ⇒ 00:15:57.700 Brylle Girang: Yeah, well, this is recorded, so…
169 00:15:57.700 ⇒ 00:16:04.630 Greg Stoutenburg: It’s recorded, yep, yep. And then, yeah, I think default’s in good place. I,
170 00:16:05.250 ⇒ 00:16:12.769 Greg Stoutenburg: I set up a recurring meeting for me and Demi and Utam every week to just talk about default, just to make sure that that’s…
171 00:16:13.200 ⇒ 00:16:17.969 Greg Stoutenburg: We need a regular time to be in sync, and so we’ve got that on the calendar now.
172 00:16:18.860 ⇒ 00:16:20.079 Greg Stoutenburg: Hey, it’s back!
173 00:16:21.480 ⇒ 00:16:33.329 19257868273: Yeah, sorry. Yeah, I was just saying, spend 5 hours, like, at least, on sales-related stuff, whatever it is. Just gonna keep building the muscle. I would say try to aim for that, like, minimum.
174 00:16:33.460 ⇒ 00:16:45.049 19257868273: Otherwise, and then, ideally, like, what I’m trying to align on is that both you have time for that, right? So keep working with me to be like, yo, I’m totally jammed. I have no time to spend on DSOs, I have no time to spend on, like.
175 00:16:45.140 ⇒ 00:16:53.579 19257868273: working with Robert and sales, like, then I can work on that, but I’m expecting you guys to just try to carve out 5 to that, because that’s how you’re gonna… that’s where the money is.
176 00:16:54.150 ⇒ 00:16:54.830 Pranav Narahari: Yep.
177 00:16:55.540 ⇒ 00:16:56.340 Pranav Narahari: Okay.
178 00:17:00.670 ⇒ 00:17:13.589 Greg Stoutenburg: Yeah, Utev, I was just giving a quick update. Default is in good shape. I set up a recurring meeting for me, you, and Demi, just to sync up each week and make sure that we’re aligned on progress in the upcoming week.
179 00:17:13.760 ⇒ 00:17:16.149 Greg Stoutenburg: That just hadn’t been in there yet.
180 00:17:17.710 ⇒ 00:17:32.159 Greg Stoutenburg: I think I’ll put it for Tuesday, but tomorrow’s pretty booked up, so I’m just gonna do… this can be the last week of trying to find a time where we just throw one on the calendar before the Thursday sync, and then after that, we’ll have a regular meeting. I just put 15 minutes, because that’s the way I want to try to do this.
181 00:17:32.160 ⇒ 00:17:39.039 Greg Stoutenburg: The expectation will be that we all show up, linear is up-to-date, and we just talk about blockers, and then the plan for the weekly call.
182 00:17:40.250 ⇒ 00:17:44.740 Greg Stoutenburg: Cool, great. So, try to keep it nice and tight, and then we’ll revise as needed.
183 00:17:44.910 ⇒ 00:17:50.549 Greg Stoutenburg: Global VetLink, I need to…
184 00:17:50.830 ⇒ 00:17:57.330 Greg Stoutenburg: I’ll spend some time tomorrow on the business case, like we talked about on Friday. That call will be Wednesday midday.
185 00:17:57.570 ⇒ 00:18:08.160 Greg Stoutenburg: Element, I think, I think stakeholder management for Element is going well. You know, it was, what, Thursday, Utam? Was it Thursday that…
186 00:18:08.160 ⇒ 00:18:08.670 19257868273: Yeah.
187 00:18:08.670 ⇒ 00:18:14.920 Greg Stoutenburg: all kind of freaked out. And I think just trying to… yeah.
188 00:18:14.920 ⇒ 00:18:37.800 Greg Stoutenburg: We’re on a recording, but I’m also trying to say what happened. Yeah, I mean, I think just, like, reiterating that we’re trying to be slow and methodical has been working, and I like the… I feel like the message has gotten through to Advait and Amber as well, because the conversations that I see them having and the questions that they’re asking are,
189 00:18:37.890 ⇒ 00:18:40.320 Greg Stoutenburg: Like, they point in the right direction, so…
190 00:18:41.020 ⇒ 00:18:44.780 Greg Stoutenburg: I think it’s going well, and I was happy to see just, like, a lighter calendar week.
191 00:18:45.020 ⇒ 00:18:51.649 Greg Stoutenburg: There are a fewer things on the calendar, and I, like, I logged in, and I was like, cool, I think I’m gonna be able to focus today.
192 00:18:53.440 ⇒ 00:18:59.380 19257868273: I agree. You’re also gonna see that, some of the recruiting stuff is gonna get taken by Jasmine, too.
193 00:18:59.970 ⇒ 00:19:16.229 19257868273: And then also overall, guys, on, like, recruiting side, you should see less people end up in final rounds, like, we’re gonna start tightening a bit more, so, like, it was helpful to this big push, and it’s gonna see, so… it should lighten in terms of, like, amount of time for recruiting, and it’s never… it’s not often, like.
194 00:19:16.920 ⇒ 00:19:24.179 19257868273: I mean, we’ll see, but we… usually we go through these phases of hiring, and then we slow down again, so it’s never gonna be, like.
195 00:19:24.600 ⇒ 00:19:33.410 19257868273: Oh, there’s always 5 hours of 10 hours of recruiting every week. It’s just coming phases, so… But again, my job is… that should go to the service leads, primarily.
196 00:19:33.710 ⇒ 00:19:35.150 19257868273: Yeah.
197 00:19:35.730 ⇒ 00:19:50.999 Greg Stoutenburg: It’s not really been slowing me down. I think I only one time got in, like, a jam because there were too many interviews on, but, you know, then I learned how to adjust my calendar, and, yeah, that was just one particularly busy day. It’s not generally been an issue.
198 00:19:51.790 ⇒ 00:19:52.570 19257868273: Buh.
199 00:19:52.800 ⇒ 00:19:56.740 19257868273: Yeah, and then, guess what? As new people join, they’re gonna go take the first two rounds.
200 00:19:56.970 ⇒ 00:20:11.219 19257868273: In a month or two, so… Yeah. It should be exciting. Okay, great. I sent a bunch of stuff to the service leads, too, and then I’m gonna meet with them, and I kind of got all their shit organized, like.
201 00:20:11.470 ⇒ 00:20:16.689 19257868273: They have clear areas where they can now see all of the kits in their service line.
202 00:20:16.760 ⇒ 00:20:23.700 19257868273: They’re gonna really, kind of, they’re gonna also go through a monthly review process of the service, and the service quality.
203 00:20:23.760 ⇒ 00:20:37.269 19257868273: it’s kind of… it’s kind of like… looking like it’s shaping up. I mean, it’s a different motion than our motion, but it’s kind of like, I’m gonna look through, look at all the tickets that were created, look at all the tickets that were dog tickets, look at…
204 00:20:37.370 ⇒ 00:20:39.950 19257868273: Tickets that came out that, like.
205 00:20:40.190 ⇒ 00:20:43.690 19257868273: What the expected delivery day versus the other day, look at feedback.
206 00:20:43.840 ⇒ 00:20:48.050 19257868273: from the CSOs, like, I think it’s gonna be good. I think,
207 00:20:48.220 ⇒ 00:20:58.190 19257868273: In particular, for now, like, feedback to Sam went really, really well. I think exactly what we did, where you escalated to me, and I delivered, and I was very direct, worked super well. I think Sam’s getting it.
208 00:20:58.430 ⇒ 00:21:02.950 19257868273: Like, I expect this to happen for the other CSOs, so…
209 00:21:06.190 ⇒ 00:21:09.919 19257868273: And I’ll do a similar thing, so I think that really helps. That’s that exercise.
210 00:21:11.080 ⇒ 00:21:18.490 Pranav Narahari: Yeah, I think things are actually, like, perfect now. Like, the turnaround’s been, like, great. I think it really was just, like…
211 00:21:18.640 ⇒ 00:21:23.539 Pranav Narahari: the… probably just a conversation of, like, okay, this is what SL does, this is what CSL does, like…
212 00:21:23.840 ⇒ 00:21:29.139 Pranav Narahari: it just… probably just made things more clear for everybody, and yeah, I’m really, like…
213 00:21:29.660 ⇒ 00:21:42.960 Pranav Narahari: like I was saying, like, last week too, and I think this week as well, like, I’m just seeing a lot more free time. Like, if I just think about the week, like, I’m not just like, okay, this week’s gonna be a grind, you know? It’s… I feel like… Yeah, that’s what I’m like.
214 00:21:42.960 ⇒ 00:21:53.389 19257868273: As you plan out the week, as you plan out the week, and then the month, and then eventually the quarter, you will have less ad hoc. Like, it will happen that way, but it’s, like, such a behavior change.
215 00:21:53.540 ⇒ 00:21:58.610 19257868273: Like, we should not… we’re not gonna… we should have less reactive shit going on, you know? Yes.
216 00:21:59.220 ⇒ 00:22:15.480 19257868273: And so we’re gonna bring on more ICs, so that’s one, you guys aren’t covering a lot of the work, WFL, and so that should solve one problem. Second is the planning process should get us further down the line, and then, again, any extra time for you guys, you should be looking to sell
217 00:22:15.670 ⇒ 00:22:20.599 19257868273: And… And then, I think that’s gonna work out really well.
218 00:22:20.850 ⇒ 00:22:28.370 19257868273: I similarly push on the services to get playbooks out, or help take on, you know, tasks that are not working.
219 00:22:30.990 ⇒ 00:22:31.980 Greg Stoutenburg: Sounds good.
220 00:22:34.820 ⇒ 00:22:37.899 19257868273: Cool. Probably my only other plug is,
221 00:22:38.070 ⇒ 00:22:47.470 19257868273: to just start creating, like, skills for things. I think one thing you’re gonna see in the platform after today is you’ll actually get requested by Cursor to
222 00:22:47.670 ⇒ 00:22:53.780 19257868273: If you want to convert, like, your thread into a skill, and it should help you create one, or tell you, like, hey, there’s a skill for this.
223 00:22:54.220 ⇒ 00:22:56.010 19257868273: So…
224 00:22:56.280 ⇒ 00:23:10.810 19257868273: skills, you’re gonna… now that you guys, like, I feel like both of you guys are pretty deep in cursor, I’m gonna start just, like, telling… I mean, this will all be in, sort of, these, like, curriculum, but I’ll sort of give you the next unlock, and you’ll kind of… you guys will kind of see another…
225 00:23:10.920 ⇒ 00:23:23.339 19257868273: layer of, like, you know, efficiency. So skill use and skill production is gonna help you a ton. If you’re finding yourself doing the same thing, or if you had a long chat where you, like, got to the end of it, the best thing you can do is,
226 00:23:23.480 ⇒ 00:23:27.140 19257868273: is just tell Kirscher, hey, I want to turn this into a skill that I can reuse.
227 00:23:27.340 ⇒ 00:23:39.869 19257868273: And then you’ll see that… you’ll see that there’s a lot of functionality. It’s not literally just, like, a… It’s not a great skill for, like, one narrow thing. You can have, like, really dynamic skills, like,
228 00:23:41.190 ⇒ 00:23:46.559 19257868273: Like, hey, I have a skill, and then you say something, there’s, like, multiple inputs, like, it can…
229 00:23:47.980 ⇒ 00:24:00.410 19257868273: Nice, and I’ve also… one thing I urge you to do today or tomorrow is look at all the skills that have been created. So, I’m running all of my clients through a series of skills, whether it’s for linear audits, whether it’s for…
230 00:24:00.850 ⇒ 00:24:05.780 19257868273: Sending emails, Slack updates, everything. I’m trying to codify everything into skills.
231 00:24:05.880 ⇒ 00:24:16.179 19257868273: So, I encourage you to see those. Just like today, Greg, you saw that one skill was kind of busted. There’s a lot of them that are kind of, like, slightly busted. Like, I probably did the first version, the second version, but, like.
232 00:24:16.670 ⇒ 00:24:24.189 19257868273: it needs some, like, testing, and so if you’re noticing that the skill is, like, not working, just make the edit, and then one thing I could suggest is, like.
233 00:24:24.550 ⇒ 00:24:40.569 19257868273: anytime you create a skill, tell Kirscher to use the skill and verify that it’s working. Because sometimes it’ll create a skill and be like, cool, skill’s done, but then, once you try it, the output is actually different. Specifically, what I do is, like, I say, create the skill, verify that it does
234 00:24:40.870 ⇒ 00:24:53.360 19257868273: what we’re… what our goal is, it’ll… it’ll loop for 2 or 3 times, and they’ll be like, cool, you’re done. And so you should find that your workflows change from, like, everything starts, like, super, super fresh. Things should start with, like.
235 00:24:53.740 ⇒ 00:24:55.680 19257868273: using a scale.
236 00:24:55.680 ⇒ 00:24:56.060 Greg Stoutenburg: Okay.
237 00:24:56.060 ⇒ 00:25:05.170 19257868273: And then, I feel like if I can ask you for one thing this week on the platform, like, that would be it, and you’ll kind of see next week. If you do that, I’ll kind of add another layer on top, so…
238 00:25:05.650 ⇒ 00:25:06.350 Greg Stoutenburg: Got it.
239 00:25:07.390 ⇒ 00:25:08.160 Greg Stoutenburg: Cool.
240 00:25:08.740 ⇒ 00:25:09.490 19257868273: Okay.
241 00:25:10.360 ⇒ 00:25:17.879 19257868273: That’s kind of all I had, so I feel like, yeah, this week is gonna be just, like, getting the service leads all, like, ironed out.
242 00:25:18.120 ⇒ 00:25:22.389 19257868273: And yeah, just keep slacking me if you need anything.
243 00:25:23.130 ⇒ 00:25:23.700 Greg Stoutenburg: Yup.
244 00:25:24.200 ⇒ 00:25:27.390 Pranav Narahari: Uten, where’d you say you were again? Are you, like, on a Brainforest trip?
245 00:25:27.390 ⇒ 00:25:32.860 19257868273: I’m in… I’m in New York, I just landed, I’m, like, thinking about to hop on the subway.
246 00:25:33.110 ⇒ 00:25:39.629 19257868273: We’re gonna go, we’re gonna go… we’re meeting with Shivani, actually, tomorrow.
247 00:25:40.210 ⇒ 00:25:45.510 19257868273: So… This is all related to getting this… Stupid deal over the line.
248 00:25:45.680 ⇒ 00:25:50.240 19257868273: So, I literally found, like, the minimal amount of time I need to be in this.
249 00:25:50.240 ⇒ 00:25:51.290 Greg Stoutenburg: I’m kidding.
250 00:25:51.290 ⇒ 00:25:52.070 19257868273: city.
251 00:25:52.440 ⇒ 00:25:53.899 Greg Stoutenburg: I’m flying out tomorrow, like…
252 00:25:55.370 ⇒ 00:25:58.270 19257868273: I’m literally leaving in 24 hours, like…
253 00:25:58.270 ⇒ 00:25:58.880 Greg Stoutenburg: That’s amazing.
254 00:25:58.880 ⇒ 00:25:59.510 Pranav Narahari: Oh, my God.
255 00:25:59.510 ⇒ 00:26:02.199 19257868273: dot, kind of. Yeah, I’m like…
256 00:26:02.200 ⇒ 00:26:03.320 Greg Stoutenburg: One time?
257 00:26:03.320 ⇒ 00:26:07.879 19257868273: I used to live here for a while, but I’m no interest in this whole fucking thing.
258 00:26:07.880 ⇒ 00:26:09.490 Pranav Narahari: Yeah.
259 00:26:09.920 ⇒ 00:26:15.960 Greg Stoutenburg: I think, I think you guys would appreciate this. One time, I flew from Baltimore to San Francisco.
260 00:26:16.140 ⇒ 00:26:22.040 Greg Stoutenburg: landed at 9 AM San Francisco time, and then flew out at 8pm San Francisco time. Back here.
261 00:26:22.590 ⇒ 00:26:28.730 Greg Stoutenburg: I was just one day. I was like, I was like, I can’t afford, I don’t even want to sleep over. I’m just in and out.
262 00:26:29.150 ⇒ 00:26:30.330 19257868273: Was it a workbang?
263 00:26:30.730 ⇒ 00:26:33.390 Greg Stoutenburg: It was one workday, yeah. It was a work thing, yeah.
264 00:26:33.570 ⇒ 00:26:34.600 19257868273: Oh, okay.
265 00:26:34.840 ⇒ 00:26:39.640 Greg Stoutenburg: Yeah. Bam. That’s my current record. I don’t want to do that again, though. I was pretty tired the next day.
266 00:26:40.400 ⇒ 00:26:45.349 19257868273: No, it’s pretty tiring. I mean, I basically had, like, a full workday on the flight, but…
267 00:26:45.560 ⇒ 00:26:49.319 19257868273: Just annoying, you know? I don’t… No interest, I mean…
268 00:26:49.710 ⇒ 00:26:52.880 19257868273: I used to come here twice a month from Austin.
269 00:26:53.150 ⇒ 00:27:08.220 19257868273: Well, like, a few years ago. It’s just annoying, and from the glamour’s all worn off for me. I’m like, I’m going straight to Robert’s house, and then we’ll go to dinner, and I’ll go to bed, I’m not doing anything. I’ll go to one place tomorrow, and then we’ll go home.
270 00:27:08.220 ⇒ 00:27:09.030 Greg Stoutenburg: There you go.
271 00:27:10.260 ⇒ 00:27:11.999 19257868273: It’s a longer commute for me.
272 00:27:12.270 ⇒ 00:27:13.429 Greg Stoutenburg: Disallon commute.
273 00:27:13.430 ⇒ 00:27:14.650 Pranav Narahari: Welcome!
274 00:27:14.910 ⇒ 00:27:19.790 Pranav Narahari: Yeah, I was just gonna ask, what’s that conference that’s happening in Austin, like, in a couple weeks?
275 00:27:19.790 ⇒ 00:27:32.970 19257868273: Oh, yeah, I… let me tell Rico to send you the itinerary, and then he can book your… he can book your ticket, or if you’re already coming. Me and Robert are presenting at VixelCon, they’re one of our advisories, and they have a… they have a conference here in Austin every year.
276 00:27:33.200 ⇒ 00:27:33.950 19257868273: So, we’ll be.
277 00:27:33.950 ⇒ 00:27:34.450 Pranav Narahari: Oh, okay.
278 00:27:34.450 ⇒ 00:27:35.459 19257868273: Yeah, of course.
279 00:27:35.840 ⇒ 00:27:36.170 Greg Stoutenburg: Nice.
280 00:27:36.170 ⇒ 00:27:36.770 Pranav Narahari: Sick.
281 00:27:36.990 ⇒ 00:27:39.270 19257868273: And Kayla, Kayla’s coming in, too.
282 00:27:40.370 ⇒ 00:27:42.519 Pranav Narahari: Oh, nice, nice. Okay.
283 00:27:46.560 ⇒ 00:27:47.810 Greg Stoutenburg: Is that a wrap?
284 00:27:48.770 ⇒ 00:27:50.080 19257868273: Yes, for Rah.
285 00:27:50.690 ⇒ 00:27:53.370 Greg Stoutenburg: Alright. I’m gonna take the voice for wings.
286 00:27:53.370 ⇒ 00:27:53.930 Brylle Girang: Bye-bye.
287 00:27:54.490 ⇒ 00:27:54.990 Greg Stoutenburg: I guess.
288 00:27:54.990 ⇒ 00:27:56.820 19257868273: Yes, bye.