Meeting Title: GTM Planning + Kickoff Date: 2026-03-30 Meeting participants: Hannah Wang, Rico Rejoso, Robert Tseng, Jorrel Sto. Tomas
WEBVTT
1 00:01:01.320 ⇒ 00:01:02.690 Robert Tseng: Hello.
2 00:01:07.380 ⇒ 00:01:09.590 Rico Rejoso: Hey guys! Happy Monday.
3 00:01:09.940 ⇒ 00:01:11.389 Robert Tseng: Happy Monday!
4 00:01:13.800 ⇒ 00:01:18.159 Robert Tseng: Hey, Yrel should be ignoring something.
5 00:01:20.390 ⇒ 00:01:22.680 Robert Tseng: Okay, well, he’ll join when he joins.
6 00:01:23.110 ⇒ 00:01:28.539 Robert Tseng: Yeah, how was everyone’s weekend?
7 00:01:32.090 ⇒ 00:01:32.550 Rico Rejoso: Roulette.
8 00:01:32.550 ⇒ 00:01:36.099 Hannah Wang: What did I… Sorry. Go ahead, Rika.
9 00:01:36.720 ⇒ 00:01:41.239 Rico Rejoso: Yeah, sorry, I was just sharing my weekend. It was relaxed and didn’t do much.
10 00:01:41.810 ⇒ 00:01:42.550 Robert Tseng: Nice.
11 00:01:44.680 ⇒ 00:01:46.549 Hannah Wang: I forgot what I did.
12 00:01:47.050 ⇒ 00:01:49.970 Hannah Wang: Oh.
13 00:01:50.710 ⇒ 00:01:58.470 Hannah Wang: Eric and I helped Nathan and Kat move. Did you know that they… They bought a… condo?
14 00:01:58.890 ⇒ 00:01:59.400 Hannah Wang: near me.
15 00:01:59.400 ⇒ 00:01:59.890 Robert Tseng: Oh, air.
16 00:02:00.800 ⇒ 00:02:01.650 Hannah Wang: Let’s see.
17 00:02:01.650 ⇒ 00:02:02.260 Robert Tseng: City?
18 00:02:02.460 ⇒ 00:02:04.680 Hannah Wang: Near that area, yeah.
19 00:02:05.450 ⇒ 00:02:06.650 Robert Tseng: Oh, wow.
20 00:02:06.840 ⇒ 00:02:08.669 Hannah Wang: So, we helped them.
21 00:02:08.789 ⇒ 00:02:12.599 Hannah Wang: We helped them move. Well, I didn’t… I wasn’t very helpful, but…
22 00:02:12.600 ⇒ 00:02:15.150 Robert Tseng: I hope you didn’t help much.
23 00:02:15.150 ⇒ 00:02:20.439 Hannah Wang: I just took stuff off their walls, because bending down made me want to puke, so…
24 00:02:20.440 ⇒ 00:02:21.150 Robert Tseng: Yeah.
25 00:02:21.150 ⇒ 00:02:23.100 Hannah Wang: Yeah.
26 00:02:23.770 ⇒ 00:02:31.509 Hannah Wang: They’re… I think they’re hoping to move out by end of April, like, fully, but.
27 00:02:31.510 ⇒ 00:02:37.590 Robert Tseng: No more green lawn. What’s gonna happen to all of my wife’s furniture?
28 00:02:37.590 ⇒ 00:02:44.119 Hannah Wang: I don’t know, I feel like it was slowly being swapped out, and… Yeah, I don’t know.
29 00:02:44.120 ⇒ 00:02:46.169 Robert Tseng: Probably got rid of it by now, yeah.
30 00:02:46.170 ⇒ 00:02:47.930 Hannah Wang: Yeah.
31 00:02:47.930 ⇒ 00:02:49.349 Robert Tseng: Oh, and the Venera.
32 00:02:50.040 ⇒ 00:02:51.450 Hannah Wang: I know.
33 00:02:52.050 ⇒ 00:02:55.139 Robert Tseng: They’re leaving Green Valley, they’re leaving Green Lawn…
34 00:02:57.310 ⇒ 00:03:04.789 Hannah Wang: You, you gotta come, and… stake the house in Venice, and then it’ll be…
35 00:03:05.340 ⇒ 00:03:06.030 Robert Tseng: I’m trying.
36 00:03:06.030 ⇒ 00:03:06.590 Hannah Wang: to vote.
37 00:03:06.590 ⇒ 00:03:09.600 Robert Tseng: Yeah, yeah, I mean, I was…
38 00:03:10.090 ⇒ 00:03:15.520 Robert Tseng: We’ll see. We just need to… we need to see how things shake out with all these LA people.
39 00:03:15.810 ⇒ 00:03:16.790 Hannah Wang: Yeah.
40 00:03:18.710 ⇒ 00:03:26.429 Hannah Wang: What was your weekend like? Did you… was your party this week or last week the surprise one?
41 00:03:26.700 ⇒ 00:03:28.500 Hannah Wang: I think it was last week, right.
42 00:03:29.250 ⇒ 00:03:31.769 Robert Tseng: Oh my gosh. Rachel made these for me.
43 00:03:31.770 ⇒ 00:03:34.390 Hannah Wang: Haha. That’s cute.
44 00:03:35.140 ⇒ 00:03:44.510 Robert Tseng: It was… it was the previous weekend. This past weekend, we just, we met…
45 00:03:45.110 ⇒ 00:03:48.360 Robert Tseng: We hung out with friends. I wrote my paper.
46 00:03:48.970 ⇒ 00:03:52.230 Robert Tseng: Yeah, that was my Saturday.
47 00:03:52.630 ⇒ 00:03:56.500 Robert Tseng: So, yeah, I’m still grinding, finishing.
48 00:03:57.390 ⇒ 00:04:02.500 Robert Tseng: my semester, and then I will take a leave of absence. That is the plan, so…
49 00:04:02.500 ⇒ 00:04:03.170 Hannah Wang: Wow.
50 00:04:03.310 ⇒ 00:04:06.650 Hannah Wang: Yeah. Is the LOA, like, indefinite?
51 00:04:07.310 ⇒ 00:04:10.159 Robert Tseng: No, no, I only have 2 years. Then I have to…
52 00:04:10.750 ⇒ 00:04:12.390 Robert Tseng: Return to law school by then.
53 00:04:12.390 ⇒ 00:04:12.850 Hannah Wang: Oh.
54 00:04:12.850 ⇒ 00:04:17.510 Robert Tseng: Which, a lot can happen in 2 years, but yeah, I think,
55 00:04:19.430 ⇒ 00:04:23.029 Robert Tseng: Yeah, I have about one month left, so…
56 00:04:23.030 ⇒ 00:04:24.520 Hannah Wang: I think I’m gonna…
57 00:04:24.520 ⇒ 00:04:26.199 Robert Tseng: Just kind of lock in, and…
58 00:04:27.190 ⇒ 00:04:36.740 Robert Tseng: well, actually, I don’t know how… it’s kind of distracting. We have, we have VixelCon conference in a couple weeks, and I’m going to Boston for a conference.
59 00:04:37.020 ⇒ 00:04:44.240 Robert Tseng: And then I have my final exams. And then we’re going to Asia, so it’ll be a lot next couple weeks, or couple months.
60 00:04:44.680 ⇒ 00:04:46.910 Robert Tseng: Yeah.
61 00:04:47.710 ⇒ 00:04:48.630 Hannah Wang: Okay.
62 00:04:49.340 ⇒ 00:04:50.300 Hannah Wang: Wow.
63 00:04:53.490 ⇒ 00:04:58.799 Robert Tseng: Cool. Well, I might just get started, and…
64 00:05:08.090 ⇒ 00:05:17.379 Robert Tseng: Okay, so, yeah, I know I sent a bunch of, like, messages over Slack, just thought it’d be better to talk through it, here, and…
65 00:05:18.240 ⇒ 00:05:23.660 Robert Tseng: I’m pulling up Slack on my background so I can know what I said.
66 00:05:24.150 ⇒ 00:05:27.179 Robert Tseng: Yeah, okay, so a few things,
67 00:05:30.480 ⇒ 00:05:37.600 Robert Tseng: Yeah, new quarter hasn’t officially started, but kind of started this week, so we’re kind of coming back, running these planning and retro syncs.
68 00:05:37.660 ⇒ 00:05:42.830 Robert Tseng: I know we’re a little bit less staffed than we were at the start of Q1, I mean, that may change, but…
69 00:05:42.880 ⇒ 00:05:55.319 Robert Tseng: Yeah, I mean, I guess that just means, between the three of us, we’re all taking on a little more. So, I don’t think much has changed. The OKRs for Q2 are, you know, something we can discuss later.
70 00:05:55.330 ⇒ 00:06:05.409 Robert Tseng: But, the WBR, I did make some changes. I think you guys have already tried to kind of work through it, so let’s just kind of spend the first bit trying to… trying to just
71 00:06:06.300 ⇒ 00:06:09.149 Robert Tseng: go through what we have here.
72 00:06:09.500 ⇒ 00:06:14.140 Robert Tseng: Yeah, just so we’re all aligned on, kind of, how things are defined, moving forward.
73 00:06:14.300 ⇒ 00:06:23.930 Robert Tseng: I think I’m going to have, Artie, who’s, like, kind of a fractional head of sales guy, he’ll probably start joining these calls next week.
74 00:06:24.080 ⇒ 00:06:33.359 Robert Tseng: Yeah, I think he’s just gonna help spot, kind of, where things are breaking in the system as well, so it’s not just me. You guys will get a second opinion as well.
75 00:06:33.510 ⇒ 00:06:39.920 Robert Tseng: I realize now that I didn’t really add anything here, so I think I’m just gonna quickly do that while I’m doing this.
76 00:06:40.310 ⇒ 00:06:50.980 Robert Tseng: Yeah, I mean, as far as discovery calls, I think I’m just gonna… Reference these… 1, 2, 3…
77 00:06:51.740 ⇒ 00:06:52.860 Robert Tseng: Sure.
78 00:06:53.120 ⇒ 00:06:57.240 Robert Tseng: 5… Right Thank you for that.
79 00:06:57.770 ⇒ 00:07:10.979 Robert Tseng: Then, as far as proposals that were sent… We… we sent, probably… LE elements, and,
80 00:07:12.510 ⇒ 00:07:20.880 Robert Tseng: Now, Ellie was already captured here, so it would just be… revised elements, and also…
81 00:07:24.100 ⇒ 00:07:24.850 Robert Tseng: Oops.
82 00:07:36.800 ⇒ 00:07:38.359 Robert Tseng: Or, like, EY.
83 00:07:42.470 ⇒ 00:07:46.050 Robert Tseng: Cool. And then, these ones, I’m still, like, not…
84 00:07:46.390 ⇒ 00:07:53.860 Robert Tseng: fully on board with how we’re tracking this. Okay, anyway, so… Here we have this,
85 00:07:55.660 ⇒ 00:08:02.229 Robert Tseng: I was just kind of calculating things to feed my forecast, so I’ll get into that here.
86 00:08:04.420 ⇒ 00:08:09.089 Robert Tseng: I guess I won’t delete anything on this call, I just want to make sure that this is all pretty consistent.
87 00:08:09.500 ⇒ 00:08:13.129 Robert Tseng: I guess we didn’t label who’s gonna fill this in.
88 00:08:13.260 ⇒ 00:08:17.230 Robert Tseng: I will assign this part to Rico as well.
89 00:08:17.700 ⇒ 00:08:21.000 Robert Tseng: Yeah…
90 00:08:21.280 ⇒ 00:08:34.280 Robert Tseng: So, I know that this is on the monthly business review, but you don’t have to fill it in there. If you just get into the WBR, then I will be able to fill it in moving forward. So, I could ask you just to do it for this week, moving forward. I think that’s…
91 00:08:34.480 ⇒ 00:08:35.510 Robert Tseng: That would help.
92 00:08:35.700 ⇒ 00:08:51.190 Robert Tseng: Yeah, and then I’ll manage the pipeline here, which… I guess our current… Active deals are…
93 00:09:07.170 ⇒ 00:09:09.690 Robert Tseng: My goodness, should have done all this earlier.
94 00:09:14.200 ⇒ 00:09:15.740 Robert Tseng: So, we’ll stop.
95 00:09:30.240 ⇒ 00:09:36.889 Robert Tseng: Sorry, I’m not gonna… I’m just gonna do this one last section, and then I’ll move on, but I just feel like it’s… this is an important one.
96 00:09:39.980 ⇒ 00:09:43.459 Robert Tseng: Because I want to share some updates from this.
97 00:09:44.060 ⇒ 00:09:50.340 Robert Tseng: 1, 3, 6, 9… Yeah, sure.
98 00:09:56.920 ⇒ 00:10:06.619 Robert Tseng: The new SQL added, created, create date this…
99 00:10:17.110 ⇒ 00:10:18.540 Robert Tseng: Thank you.
100 00:10:37.240 ⇒ 00:10:39.490 Robert Tseng: Okay, so,
101 00:10:39.630 ⇒ 00:10:44.510 Robert Tseng: Yeah, I guess in the past week, when we kind of took the week off, I pretty much just…
102 00:10:44.740 ⇒ 00:10:49.840 Robert Tseng: Tried to cut through all the noise and was just working our existing book of accounts.
103 00:10:50.000 ⇒ 00:10:56.519 Robert Tseng: I changed some of the valuations of some of the deals that are in work, which is why this really jumped up.
104 00:10:56.670 ⇒ 00:11:09.400 Robert Tseng: Yeah, I think number of deals here, 17, does that feel right? It’s… Oops.
105 00:11:10.560 ⇒ 00:11:18.170 Robert Tseng: I’m not really into 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14. I’m sitting more like 14, but maybe…
106 00:11:18.390 ⇒ 00:11:20.730 Robert Tseng: Something’s changed since then.
107 00:11:22.580 ⇒ 00:11:29.840 Robert Tseng: Oh, this is just, like, a average. Okay, yeah, no, this is more like 4 key, like…
108 00:11:32.080 ⇒ 00:11:39.140 Robert Tseng: Oh, okay, wait, no, we, we just, we just didn’t, we just, we just didn’t add this. This is just my average self. Okay,
109 00:11:41.630 ⇒ 00:11:50.059 Robert Tseng: Yeah, so, okay, I don’t think we’re ready to review this yet, so let’s just make sure we have everything in order. So, one by one, just the sections.
110 00:11:51.110 ⇒ 00:11:55.500 Robert Tseng: Any questions on these outputs above? Like, everything has more or less stayed the same.
111 00:12:03.020 ⇒ 00:12:22.240 Hannah Wang: No, I guess the one question I have is related also, like, the row 21 is also related to a metric that Rico’s gonna fill in too, but I don’t know if we want to get into the nitty-gritty of what that means, because I know you added those in last week, I think.
112 00:12:23.680 ⇒ 00:12:24.300 Robert Tseng: Yeah.
113 00:12:24.770 ⇒ 00:12:30.980 Hannah Wang: So… Yeah, should we get into how I think we calculate this, or…
114 00:12:30.980 ⇒ 00:12:37.310 Robert Tseng: Yeah, no, so these stages should be super clear. So, MQL to SQL, early conversion, this is just, like, the whole…
115 00:12:37.420 ⇒ 00:12:39.680 Robert Tseng: What does…
116 00:12:40.460 ⇒ 00:12:49.259 Robert Tseng: a lead with high intents from your high engagement actions become a lead, become SQL, is when they’re…
117 00:12:49.520 ⇒ 00:13:00.200 Robert Tseng: you know, I guess you’re relying on the HubSpot kind of statuses to determine that, but really, it’s just when there is a real opportunity, and
118 00:13:01.750 ⇒ 00:13:07.410 Robert Tseng: We have a… we have a call… we have a qualifications call scheduled with them, where, like.
119 00:13:07.410 ⇒ 00:13:08.030 Hannah Wang: Yeah.
120 00:13:08.030 ⇒ 00:13:09.019 Robert Tseng: I mean, yeah, we’re…
121 00:13:09.390 ⇒ 00:13:23.179 Robert Tseng: I don’t know if you want me to name… I mean, I just feel like there are a few different options, like, they… we book a call with them, they get qualified… they get pre-qualified because of something in the discussion, like, I think we are…
122 00:13:24.800 ⇒ 00:13:36.829 Robert Tseng: I think the call is the best proxy, but I… I think there are certain leads that get added before then, too, but I wouldn’t really consider them sales-qualified leads.
123 00:13:38.170 ⇒ 00:13:39.820 Hannah Wang: So I should only…
124 00:13:41.060 ⇒ 00:13:49.449 Hannah Wang: because I didn’t look at HubSpot, so if you go to, the cell and… whatever, 21, like, that I filled in, like, there are…
125 00:13:49.550 ⇒ 00:14:04.369 Hannah Wang: That’s just an example I tried to do, so for that week, there are 5 MQLs, and I know you had a call with Julia, but I… I don’t think that call with Julia was logged into HubSpot, so I’m assuming that she’s not an SQL.
126 00:14:04.630 ⇒ 00:14:05.880 Hannah Wang: I don’t know.
127 00:14:05.880 ⇒ 00:14:22.239 Robert Tseng: So, no, I think that’s the right intuition. She’s not an SQL, but she did come in from marketing content. I mean, I was evaluating to see if her brand would be one. I mean, I would still give you credit for that, like, I took that call expecting it to be an SQL. So, like, I think that’s fair.
128 00:14:22.630 ⇒ 00:14:22.960 Hannah Wang: Okay.
129 00:14:22.960 ⇒ 00:14:25.590 Robert Tseng: But also, 1 over 25 should be 20%, right?
130 00:14:25.590 ⇒ 00:14:29.780 Hannah Wang: Oh, sorry, 20. Can I blame pregnancy for that? I’m totally.
131 00:14:29.780 ⇒ 00:14:33.100 Robert Tseng: Yeah, it’s okay.
132 00:14:33.440 ⇒ 00:14:42.000 Hannah Wang: I get it. The intuition, I think I was right, so I’ll just continue using that intuition for the next couple weeks, as I feel like.
133 00:14:42.000 ⇒ 00:14:42.400 Robert Tseng: Yeah.
134 00:14:42.630 ⇒ 00:14:43.230 Hannah Wang: Yeah.
135 00:14:43.230 ⇒ 00:14:55.849 Robert Tseng: Like, I didn’t create a record for her, and then, like, and then call it loss, budget, or whatever, but, like, maybe I should do that, but I… I don’t know, I just was also… I just took the call with her, and then I was like, okay, this is… this is not a real deal right now.
136 00:14:55.850 ⇒ 00:14:56.200 Hannah Wang: Okay.
137 00:14:57.180 ⇒ 00:15:12.279 Hannah Wang: I mean, I rely on, Cursor to just run through the transcript, like, pull a meeting from it, so as long as there’s, like, a call for it, which, with Julia there wasn’t, but that’s okay. I don’t know why it wasn’t… I think you stopped the recording or something.
138 00:15:12.280 ⇒ 00:15:14.139 Robert Tseng: Yeah, I stopped the recording, yeah.
139 00:15:14.140 ⇒ 00:15:18.149 Hannah Wang: Yeah, but if you just keep doing that, then I should be fine.
140 00:15:18.440 ⇒ 00:15:19.210 Robert Tseng: Great.
141 00:15:19.380 ⇒ 00:15:19.910 Hannah Wang: Yeah.
142 00:15:20.790 ⇒ 00:15:24.500 Robert Tseng: Yeah.
143 00:15:26.220 ⇒ 00:15:31.999 Robert Tseng: Okay, so that… that’s basically the… and then, as far as, like, early SQL,
144 00:15:34.500 ⇒ 00:15:36.620 Robert Tseng: I’m just gonna share more broadly.
145 00:15:36.830 ⇒ 00:15:40.659 Robert Tseng: So, you guys know this is the only tab that I really look at.
146 00:15:41.130 ⇒ 00:15:44.859 Robert Tseng: The… yeah, as far as deal stages go.
147 00:15:45.050 ⇒ 00:15:51.000 Robert Tseng: Anything that’s, like, before the call, I would feel like is,
148 00:15:53.850 ⇒ 00:15:59.970 Robert Tseng: like, early to just go for, like, anything before proposal creation, so maybe I should just say that. So…
149 00:16:01.080 ⇒ 00:16:09.489 Robert Tseng: Well, no, no, no, no. No, no, no, no, that’s not, that’s not right. Yeah, we should, we should just, we should just spell it out. Okay, so,
150 00:16:10.510 ⇒ 00:16:16.709 Robert Tseng: It’s like… MQL, highly engaged… it doesn’t have to be engaged, but yeah.
151 00:16:16.880 ⇒ 00:16:25.080 Robert Tseng: MQL to, like, meeting, like, wall… Ball, disco…
152 00:16:26.410 ⇒ 00:16:32.840 Robert Tseng: I mean, I also don’t… it doesn’t have to be when, like, it’s… I think it’s just to-do lead. I’m just gonna call to-do…
153 00:16:33.860 ⇒ 00:16:38.139 Robert Tseng: Lead, you know, bets could be, like.
154 00:16:39.090 ⇒ 00:16:48.800 Robert Tseng: pre-qualified because of account fits. That could be, like, you know, straight to… straight to qual call.
155 00:16:50.100 ⇒ 00:16:54.220 Robert Tseng: Call our disco call.
156 00:16:55.240 ⇒ 00:17:02.490 Robert Tseng: Yeah, and then for this one, this is more like…
157 00:17:09.230 ⇒ 00:17:15.829 Robert Tseng: Yeah, this is just, you know, disco call… Good call.
158 00:17:16.150 ⇒ 00:17:18.619 Robert Tseng: I’ll disco call, or earlier.
159 00:17:20.020 ⇒ 00:17:24.579 Robert Tseng: And then this is just…
160 00:17:32.330 ⇒ 00:17:35.190 Robert Tseng: Proposal, creation, the review…
161 00:17:39.220 ⇒ 00:17:44.700 Robert Tseng: No, it should just be in the… We’re calling it… like…
162 00:17:49.200 ⇒ 00:17:55.590 Robert Tseng: Disco, follow-up, demo… Nudge.
163 00:17:57.870 ⇒ 00:18:05.239 Robert Tseng: Yeah, and then proposal is just proposal creation, proposal review, and then they’re one. Okay, I think that… is that… is that clear to everybody?
164 00:18:09.760 ⇒ 00:18:12.079 Hannah Wang: Yes, yeah, you just defined.
165 00:18:12.080 ⇒ 00:18:13.080 Rico Rejoso: Okay. What?
166 00:18:13.080 ⇒ 00:18:14.869 Hannah Wang: stage it is in HubSpot.
167 00:18:15.810 ⇒ 00:18:16.560 Hannah Wang: That’s helpful.
168 00:18:17.050 ⇒ 00:18:26.679 Robert Tseng: Yeah, I mean, Rico had the feedback that, like, okay, what’s the difference between SQL lay and proposal? I’m like, okay, I mean, already gave me some guidance, but it was, like, I think his funnel is probably just more…
169 00:18:26.910 ⇒ 00:18:34.129 Robert Tseng: complicated than ours needs to be. Like, I think ours is a pretty simple funnel. Like, it’s just early-mid proposal. So,
170 00:18:34.590 ⇒ 00:18:37.370 Robert Tseng: Yeah, hopefully this is a little bit easier to manage.
171 00:18:40.340 ⇒ 00:18:55.389 Robert Tseng: Yeah. Other than that, I didn’t change anything on the marketing side metrics, but yeah, I made… I made some more, kind of… yeah, I wanna… I wanna see it in a stage-by-stage, basis, so I can better understand our conversion issues between stages.
172 00:18:58.310 ⇒ 00:19:09.659 Robert Tseng: Okay, so that’s that. And then, Rico, I know you’re filling in some of the stuff here, so I kind of added here, so if you don’t… if you can get around to filling in what you can for January through March.
173 00:19:10.010 ⇒ 00:19:14.079 Robert Tseng: That’d be helpful, that way my formulas can finish calculating.
174 00:19:14.420 ⇒ 00:19:20.059 Robert Tseng: I haven’t done the quarter, because I wanted to see how this actually shakes out.
175 00:19:24.110 ⇒ 00:19:32.429 Robert Tseng: Yeah. Okay, but what I would like to walk through with this group more specifically is kind of forecasts for the next quarter. So…
176 00:19:32.660 ⇒ 00:19:40.039 Robert Tseng: And I will update the targets in the sheet after this call, but I just want to at least talk through, kind of, how things have changed.
177 00:19:40.140 ⇒ 00:19:44.800 Robert Tseng: So, cutoff point is, like, really around… Here, I guess.
178 00:19:45.090 ⇒ 00:19:50.959 Robert Tseng: So, as far as meetings booked, you know, we consistently hit around, like.
179 00:19:52.870 ⇒ 00:19:59.600 Robert Tseng: I don’t remember what the average was, but I believe it was, like, around 9,
180 00:19:59.950 ⇒ 00:20:08.049 Robert Tseng: And I think we could go higher. I think we could go up to targeting 15, but with a little bit of a ramp-up period. So,
181 00:20:08.170 ⇒ 00:20:09.850 Robert Tseng: Yeah, so 15 across…
182 00:20:09.960 ⇒ 00:20:25.779 Robert Tseng: just all meetings that are booked. I mean, since Jarrell is also kind of gonna be selling here, and we might bring in another seller, yeah, I just think that our capacity has increased, and we should be going… we should be aiming at a higher number of meetings booked.
183 00:20:26.730 ⇒ 00:20:43.779 Robert Tseng: I’ve adjusted assumptions around meetings being rescheduled. I don’t think they got rescheduled as much as we thought they would. And then of the 15 that are, you know, it’s like, we’re assuming, around, like, 70% of those meetings are actually just disco calls, which I think is…
184 00:20:43.980 ⇒ 00:20:50.579 Robert Tseng: fair. That means, like, one out of every three may just end up being something we’re… a meeting that we’re taking with,
185 00:20:50.730 ⇒ 00:21:03.219 Robert Tseng: a partner, or, you know, somebody we get briefly intro’d to, like, it… maybe 70% feels a bit loose, like, maybe Artie will come in, he’ll say, like, no, this needs to be 90%, but for now, I’m just setting… setting it as 70%.
186 00:21:03.630 ⇒ 00:21:20.219 Robert Tseng: There’s, like, updated targets around MQL pipeline. I think there were weeks where we actually exceeded the 100K, and also, now that we’re labeling, kind of, the starting, kind of, like, lead value for every marketing lead a bit better, we’re saying that marketing leads are worth 10 grand.
187 00:21:20.390 ⇒ 00:21:33.740 Robert Tseng: SQLs are worth 60,000. Yeah, this is just straight off of our, kind of what Rico has been calculating here, so I think that’s a fair assumption.
188 00:21:33.910 ⇒ 00:21:48.869 Robert Tseng: We’re saying that partner leads are worth more, which I think, historically, they have been. They stay with us longer, so I’m just kind of doubling their value there. And then MQLs, like, it doesn’t feel right to assign them a 30K value, because there’s just…
189 00:21:48.870 ⇒ 00:21:58.109 Robert Tseng: They’re kind of all over the place. So it’s kind of like, as they get to… once they convert, then, like, the value may go up, but just to kind of…
190 00:21:58.180 ⇒ 00:21:59.879 Robert Tseng: Make it a little bit…
191 00:22:00.160 ⇒ 00:22:10.130 Robert Tseng: feel… feel a little bit more attainable for the team. I think that’s… that’s the adjustment that I made here. So, there is also some ramp-up period where the MQL target is higher than last
192 00:22:10.840 ⇒ 00:22:25.400 Robert Tseng: order? Well, we made, like, we really kind of adjusted our expectations, so it, you know, I’m just calling out there’s a… there… there’s been an adjustment here, and then for SQL pipeline, there’s also been an adjustment there,
193 00:22:25.870 ⇒ 00:22:28.950 Robert Tseng: Same with… same with partner, SQL.
194 00:22:29.760 ⇒ 00:22:33.470 Robert Tseng: Any questions on, kind of, like, these outputs? .
195 00:22:37.710 ⇒ 00:22:38.920 Hannah Wang: No, makes sense.
196 00:22:39.380 ⇒ 00:22:39.960 Robert Tseng: Okay.
197 00:22:40.040 ⇒ 00:22:54.839 Robert Tseng: Cool. Everything else looks pretty familiar, probably, to the team. The number of active SQLs that we should be working should be higher, because pretty much, like, on my own, I was kind of, managing a book that’s, like, about 15, so…
198 00:22:54.910 ⇒ 00:23:14.829 Robert Tseng: Utom doesn’t even really spend any time here. You know, maybe he has a bit of capacity, but if we have Jarrell and we have another seller, like, I expect total active SQLs to be higher. So, there’s a bit of a wrap-up period that I’ve kind of baked into this, but, I expect the capacity to be higher than what I can take on, which I’m assuming my capacity is around 15.
199 00:23:17.050 ⇒ 00:23:27.059 Robert Tseng: Yeah, so that… the number… the number directly translates into the pipeline value, and there’s, like, some assumptions here about how many get added versus how much get lost, so I’m not gonna go into too much detail there.
200 00:23:27.150 ⇒ 00:23:39.980 Robert Tseng: On the marketing side, so Hannah, now that… I guess, like, an adjustment is we don’t have somebody who’s publishing content right now. The goal is to make the drafting and the content publishing a little bit more streamlined.
201 00:23:40.120 ⇒ 00:23:45.199 Robert Tseng: I think, you know, we’re not expecting you to draft any content, it’ll just purely come through me and Utam.
202 00:23:45.410 ⇒ 00:23:53.339 Robert Tseng: Therefore, the number of pieces should go down. But, like, if there are partner pieces, since you’re doing, like, event stuff still.
203 00:23:53.740 ⇒ 00:24:00.610 Robert Tseng: then, like, maybe you’ll have to jump in and… and… not maybe, like, we’ll… we’ll lean on you to do that, but, like.
204 00:24:00.720 ⇒ 00:24:08.229 Robert Tseng: Anything that’s, like, not partner-related, I don’t expect you to come up with on your own. Like, we will draft that.
205 00:24:08.640 ⇒ 00:24:09.170 Hannah Wang: Yeah.
206 00:24:09.170 ⇒ 00:24:14.690 Robert Tseng: So, I think we saw that, like, doing 10…
207 00:24:16.110 ⇒ 00:24:21.279 Robert Tseng: like, didn’t actually move the needle much, right? So, we saw here…
208 00:24:21.510 ⇒ 00:24:29.720 Robert Tseng: Earlier in the quarter, we were hitting, like, higher volume in terms of contents, but in terms of engagements, like, it wasn’t really…
209 00:24:30.130 ⇒ 00:24:34.900 Robert Tseng: Like, high… like, more, more posting didn’t actually correlate with, with,
210 00:24:35.730 ⇒ 00:24:46.860 Robert Tseng: with more engagement, at least high-value engagement. So, I think we can… we can slow it down and do, like, two to four… two to three posts per person per week is kind of the… kind of, thought there.
211 00:24:47.060 ⇒ 00:24:52.940 Robert Tseng: Yeah, engagements, obviously we didn’t have, you know.
212 00:24:53.120 ⇒ 00:25:00.190 Robert Tseng: big engagement, so I kind of adjusted based off of looking at the averages for how we performed last quarter. Made a…
213 00:25:00.370 ⇒ 00:25:07.260 Robert Tseng: I took the average, made an adjustment upwards, but I feel like I’ve made the expectations here a little bit more attainable.
214 00:25:07.500 ⇒ 00:25:20.770 Robert Tseng: Same here with the engagement. I think we did better in engagement than we thought, so also reflecting, kind of, some assumptions here that, like, you know, I think we can reasonably get around this much, engagement in this quarter.
215 00:25:21.180 ⇒ 00:25:25.200 Robert Tseng: And then lastly, on the high-intent engagements,
216 00:25:25.550 ⇒ 00:25:37.319 Robert Tseng: I think we’ll run into a bit of a pinch in, like, kind of producing these types of things, but I feel like with every content piece that we draft, we basically are relying on you, Hannah, to
217 00:25:37.920 ⇒ 00:25:40.270 Robert Tseng: Make sure it has one of these types of…
218 00:25:40.410 ⇒ 00:25:47.490 Robert Tseng: like, it has some sort of CTA that we’re able to track. So, I think, yeah.
219 00:25:49.630 ⇒ 00:25:55.080 Robert Tseng: Yeah, so those are the main changes to the model. I don’t think I made any, like, crazy adjustments,
220 00:25:56.390 ⇒ 00:26:03.779 Robert Tseng: But, I guess, kind of how that rolls up into The month,
221 00:26:06.960 ⇒ 00:26:12.659 Robert Tseng: Yeah, so, kind of expecting April to be quieter on the marketing side,
222 00:26:13.590 ⇒ 00:26:21.580 Robert Tseng: I think maybe some ramp-up period as we kind of, adjust for higher quality content, and…
223 00:26:22.300 ⇒ 00:26:23.510 Robert Tseng: Yeah, I guess…
224 00:26:23.720 ⇒ 00:26:31.790 Robert Tseng: I think we’re still going to continue to do events, so, you know, we have a couple events on the calendar, and I want to touch on the marketing
225 00:26:32.150 ⇒ 00:26:44.569 Robert Tseng: kind of spreadsheet, a little bit later in the call, so we know, like, what we have coming. But we’re… event activations are still our biggest… they’re still our biggest driver of MQL, so we want to keep… we want to keep doing that.
226 00:26:44.760 ⇒ 00:26:56.120 Robert Tseng: And then… yeah, as far as, like, SQL, I expect, kind of, SQL we’re generating is gonna… we’re gonna… we’re gonna have… we’re gonna manage a bigger pipeline than we did, last quarter.
227 00:26:56.820 ⇒ 00:27:03.359 Robert Tseng: I think partner, to me, feels the least confident, like, can we really activate this in time? Like.
228 00:27:03.560 ⇒ 00:27:11.359 Robert Tseng: I… I don’t know. I don’t think we really got close to that, in Q1, so…
229 00:27:11.500 ⇒ 00:27:22.210 Robert Tseng: I… I kind of feel the least confident about… about this section. But otherwise, I feel like everything else is… feels… feels pretty attainable.
230 00:27:26.790 ⇒ 00:27:33.890 Robert Tseng: Cool. Any questions on, like, kind of how we’re splitting responsibilities, in terms of, like.
231 00:27:34.040 ⇒ 00:27:40.569 Robert Tseng: I mean, we talked about tracking for the WR, but, like, where people kind of fit into, all of this.
232 00:27:44.660 ⇒ 00:27:46.009 Hannah Wang: And now it’s clear to me.
233 00:27:46.560 ⇒ 00:27:47.230 Robert Tseng: Okay.
234 00:27:47.750 ⇒ 00:27:48.520 Robert Tseng: Cool.
235 00:27:48.650 ⇒ 00:28:03.170 Robert Tseng: So, yeah, I think on the marketing side, it really falls more in your corner now. Hannah, but then, yes, for Rico, I think when Artie has kind of been more involved, and once the… once the sales pipeline, well.
236 00:28:03.170 ⇒ 00:28:21.560 Robert Tseng: kind of increases. I think those Slack messages have been helpful, just kind of, like, reminding us notifications-wise of what we need to move forward in the day, so you can just rely on that to kind of ping us to move things forward. But there are going to be some… once deal stages get into something that’s, like.
237 00:28:21.800 ⇒ 00:28:32.459 Robert Tseng: I would say, like, disco follow-up, demo, or nudge. Like, I feel like that’s kind of where we would rely more on you to do the follow-ups,
238 00:28:32.560 ⇒ 00:28:39.239 Robert Tseng: Because I think that’s just, like, kind of sending the timely… timely message, and you’re on most of these email threads now.
239 00:28:39.290 ⇒ 00:28:58.520 Robert Tseng: But I understand that for the leads that we currently have, like, Sunstone, like, reviewing proposals, like, that’s something I should follow up on. And then, like, you know, Metropolis, I just sent them an email, and, you know, anything that needs an actual, kind of, like, first touch, or, like, or, like, later, like a, like an early or a late.
240 00:28:58.840 ⇒ 00:29:10.109 Robert Tseng: like, an SQL early or proposal activity, like, I’m happy to just kind of take that forward, and then Rico, like, you would kind of be the one moving the SQL mid-stages along.
241 00:29:11.700 ⇒ 00:29:12.860 Robert Tseng: Does that make sense?
242 00:29:13.250 ⇒ 00:29:21.259 Rico Rejoso: Yep, got it. For the demo, before we go through the demo, is it okay if we, like, send out an NDA for those folks?
243 00:29:21.260 ⇒ 00:29:44.980 Robert Tseng: Yes, absolutely. So I think that’s something we missed before. So yeah, I think that’s why there’s, like, there’s a few touch points. Like, I feel like our handoff process wasn’t very clear last quarter. We were kind of just scheduling campaigns and then doing, like, the first one or two message sequences, and then somehow they were just all getting stuck or coming back to me. So, at least now, like, as soon as the call happens, I just took a disco call right before this, right before this,
244 00:29:44.980 ⇒ 00:29:47.859 Robert Tseng: meeting, so I’m gonna follow up with an additional
245 00:29:47.900 ⇒ 00:29:54.100 Robert Tseng: Basically two proposals. And then, I guess, like.
246 00:29:54.210 ⇒ 00:29:57.980 Robert Tseng: This is where I’m a little bit… unclear, because…
247 00:29:58.020 ⇒ 00:30:11.859 Robert Tseng: I’m creating two proposals. I don’t really think they’re close to buying yet. Like, I feel like they may do it, and we might do some follow-ups, like, it’ll… it kind of feels like it goes into proposal creation, and then it moves back into nudge or demo. Like, proposal creation.
248 00:30:11.870 ⇒ 00:30:19.919 Robert Tseng: seems kind of, like, not that far in advance. So, I’m a little bit unclear on, like, if this is always a sequence.
249 00:30:20.080 ⇒ 00:30:25.689 Robert Tseng: But as I’m talking through it out loud, it feels like…
250 00:30:25.940 ⇒ 00:30:29.609 Robert Tseng: that’s fine. I can move something into proposal creation.
251 00:30:29.720 ⇒ 00:30:37.129 Robert Tseng: Send it out, and then if it gets… if it… basically, if it falls into nudge, then, like, you’re kind of moving it forward.
252 00:30:40.930 ⇒ 00:30:51.690 Robert Tseng: But then I’m, like, thinking that’s gonna mess up the funnel metrics, because if something ends up in proposal, and then it moves back into SQL mid, then it doesn’t, like… that doesn’t make sense.
253 00:30:51.970 ⇒ 00:31:04.599 Robert Tseng: So, maybe proposal should just be proposal and review, and not proposal creation. Proposal creation is actually just, like, a mid… a mid-stage, like, activity. I don’t know, any thoughts on that?
254 00:31:05.980 ⇒ 00:31:23.059 Rico Rejoso: I mean, if you’re just preparing the documents for the SOW still, it could be in proposal creation, but once we send it out, it’s under proposal and review, then we just have to fill in the next step properly, in regards to what happens after we send it out to proposal and review, or if we should follow up by then, fill out the next step due date.
255 00:31:24.340 ⇒ 00:31:25.290 Robert Tseng: Yeah.
256 00:31:28.480 ⇒ 00:31:32.679 Robert Tseng: would it make sense to do another nudge afterwards? Like, it feels…
257 00:31:32.680 ⇒ 00:31:33.120 Rico Rejoso: Yeah.
258 00:31:33.120 ⇒ 00:31:33.630 Robert Tseng: Hi.
259 00:31:34.850 ⇒ 00:31:38.970 Robert Tseng: It’s like a proposal nudge, or something like that.
260 00:31:41.180 ⇒ 00:31:46.639 Rico Rejoso: Yeah, since we still have to follow up with them after sending out their proposal. After proposal and review, I guess.
261 00:31:48.270 ⇒ 00:31:54.520 Robert Tseng: Yeah, because that’s where most of these proposals, like, get stuck, like, right, so…
262 00:31:56.910 ⇒ 00:32:01.770 Robert Tseng: Okay, well then, whoever’s making these deals… okay, I mean, I guess, Rico, if you can…
263 00:32:02.560 ⇒ 00:32:02.969 Rico Rejoso: Yep, we’.
264 00:32:02.970 ⇒ 00:32:03.820 Robert Tseng: We could do that.
265 00:32:03.990 ⇒ 00:32:11.640 Robert Tseng: Yeah, update this to… let’s call this, like, disco nudge.
266 00:32:13.440 ⇒ 00:32:17.740 Robert Tseng: And then we’ll create, like, a proposal nudge after proposal and review.
267 00:32:19.490 ⇒ 00:32:20.120 Rico Rejoso: Okay.
268 00:32:20.990 ⇒ 00:32:21.570 Robert Tseng: Yeah.
269 00:32:27.130 ⇒ 00:32:37.390 Robert Tseng: Okay… So really, there should be… Call, disco, call, or… Cool.
270 00:32:38.220 ⇒ 00:32:50.280 Robert Tseng: Let’s be more specific here. Let’s go… to do… Lead… to…
271 00:33:00.570 ⇒ 00:33:03.090 Robert Tseng: Let’s go… Paul, Paul.
272 00:33:05.300 ⇒ 00:33:08.200 Robert Tseng: And then, this one is more like…
273 00:33:11.480 ⇒ 00:33:13.870 Robert Tseng: Disco follow-up.
274 00:33:14.130 ⇒ 00:33:17.470 Robert Tseng: to… this whole nudge.
275 00:33:19.700 ⇒ 00:33:22.560 Robert Tseng: And then… That’s what it was like.
276 00:33:28.360 ⇒ 00:33:32.429 Robert Tseng: Proposal… Operation to…
277 00:33:37.520 ⇒ 00:33:38.380 Robert Tseng: Mike.
278 00:33:46.110 ⇒ 00:33:57.069 Robert Tseng: Okay, I know that’s, like, a little bit, kind of, haphazard here, but, like, I… whatever, like, we’re… these… I don’t think these definitions will change, but we’ll just let it, kind of, sit there for a bit while we…
279 00:33:57.220 ⇒ 00:33:59.030 Robert Tseng: While we do this tracking.
280 00:33:59.650 ⇒ 00:34:00.410 Rico Rejoso: Got it.
281 00:34:00.410 ⇒ 00:34:04.949 Robert Tseng: Okay. Okay, I think that makes more sense to me.
282 00:34:14.630 ⇒ 00:34:20.699 Robert Tseng: Okay, so I think that’s pretty much it from this sheet that I wanted to share.
283 00:34:20.860 ⇒ 00:34:28.389 Robert Tseng: Other than that, I’ve updated the forecast. I give this to our finance team so they can forecast our business. I think overall.
284 00:34:28.600 ⇒ 00:34:48.470 Robert Tseng: we’re… we sat, like, pretty much exactly the same. We’re still, like, around 160, so… but in our current trajectory, based on, like, the past 3 weeks, obviously we turned things off, but, you know, it’s not… not a great trajectory. That’s why we need to regroup and… and, launch into Q2. While I will say, some assumptions that did change.
285 00:34:49.310 ⇒ 00:35:08.430 Robert Tseng: our close rate is higher than 10%. So, from the top of the funnel to the end, it’s actually 20%. It’s not 10%. So, that’s higher. Average days from lead to close one, I don’t actually know if this is true, we didn’t have… we didn’t actually track that, so… like, I’m sure the tracking exists, but we didn’t measure it very closely Q1, so I’m still going to assume it’s 30.
286 00:35:08.690 ⇒ 00:35:24.490 Robert Tseng: Contract length has kind of stayed around 3, so maybe, like, closer to 3.35 or whatever, Rico put in this number. And then 15% churn is… it’s actually less than 15% churn, but I’m gonna just be conservative and leave that… leave that there.
287 00:35:24.490 ⇒ 00:35:34.830 Robert Tseng: So, obviously with a smaller team, we’ve also downsized, kind of, like, the costs of go-to-market overall, rather than assuming a 20%
288 00:35:34.840 ⇒ 00:35:40.200 Robert Tseng: Which is what I did previously. I assumed that 20% of our budget would go into go-to-market.
289 00:35:40.340 ⇒ 00:35:54.070 Robert Tseng: I didn’t see that the additional 10%, like, I don’t really feel like meaningfully drove the business forward, so we’ve cut it back. It’s back to 10%. So, it’s like 10% plus 3%, so more like 13%.
290 00:35:55.840 ⇒ 00:36:04.639 Robert Tseng: So yeah, I think those are kind of the call-outs from some of the basic assumptions that go into the forecast. And then, like, a few different scenarios for where we would end up.
291 00:36:04.800 ⇒ 00:36:14.789 Robert Tseng: Yeah, I think, like, what we can expect, if things kind of work out the way they should, where our lead pipeline kind of goes back up to where we expected it to be.
292 00:36:14.860 ⇒ 00:36:30.459 Robert Tseng: I think simply just by moving up the number of leads, and if we actually hold steady our, our, our new pipeline, then I think, you know, where the revenue per lead is qualified, it fits within our 30K, kind of range.
293 00:36:30.460 ⇒ 00:36:35.699 Robert Tseng: then we should kind of end up… I mean, this is not great, like, we will literally end up the same, so…
294 00:36:35.700 ⇒ 00:36:54.580 Robert Tseng: you know, this is kind of where… as a conservative estimate, where we’re aiming to go is more like this, and this is kind of where I’m pushing the team. You know, you could tell our pipeline right now is a lot more full. We’re going after bigger deals, so this is part of it. We should have higher capacity than doing 10 leads per week.
295 00:36:54.590 ⇒ 00:37:00.000 Robert Tseng: And then, I mean, I think maybe close rate assumption is a little bit, this is just, like.
296 00:37:00.020 ⇒ 00:37:04.040 Robert Tseng: a random adjustment, like, I don’t know what we were doing materially to
297 00:37:04.110 ⇒ 00:37:11.260 Robert Tseng: to, increase our close rates, but, you know, okay, maybe that’s not fair. Maybe I should just put 225, just to keep it…
298 00:37:11.450 ⇒ 00:37:12.630 Robert Tseng: more reasonable.
299 00:37:13.320 ⇒ 00:37:19.330 Robert Tseng: So yeah, like, this is what I am trying to achieve with, with Justin’s team.
300 00:37:21.160 ⇒ 00:37:26.470 Robert Tseng: Any questions on, kind of, like, how this… plays out.
301 00:37:30.030 ⇒ 00:37:31.700 Hannah Wang: Nope. Not from me.
302 00:37:33.190 ⇒ 00:37:43.080 Robert Tseng: Cool. So, I mean, I know, like, you know, the team has changed, and we haven’t really met since then, so I do want to let you all know, like, we started around 160 end of Q… and at the start of Q1,
303 00:37:43.080 ⇒ 00:37:54.740 Robert Tseng: We… we fell below the bearish situation, which is why I changed the team. Just, like, it wasn’t working, we… we were… we were… we were risking falling beneath, beneath this… this target, so…
304 00:37:54.740 ⇒ 00:38:00.810 Robert Tseng: Yeah, we had to… we had to let a couple people go and readjust things, and
305 00:38:00.870 ⇒ 00:38:04.970 Robert Tseng: Yeah, then, you know, we ended the quarter, or we’re ending the quarter around where we want to be.
306 00:38:05.040 ⇒ 00:38:20.320 Robert Tseng: This is also pretty conservative. The Element deal hasn’t gone over the line. As soon as that goes over the line, this is gonna shoot up to 200. So, like, I feel like we have a lot of different things ironed in the fire that can really impact this number, but this is really just, like, a guardrail for me to know that, like.
307 00:38:20.320 ⇒ 00:38:25.059 Robert Tseng: Hey, if we’re on track to hit our worst-case scenario, then, like, something needs to change.
308 00:38:25.060 ⇒ 00:38:28.749 Robert Tseng: But if we fall somewhere between, like, base and bull, like.
309 00:38:28.750 ⇒ 00:38:45.150 Robert Tseng: I’m okay with that, like, I’m not… I’m not gonna really change… change too much with the team. So, I’m just trying to give that transparency so the team knows, like, how, like, the performance of, like, what we’re doing overall, impacts, like, like, well, the…
310 00:38:45.370 ⇒ 00:38:54.570 Robert Tseng: yeah, it impacts the team decisions here. So, yeah, if you ever have any questions about that, I would refer back to this. Like, I feel like I’m…
311 00:38:55.180 ⇒ 00:39:13.879 Robert Tseng: like, I’m not trying to be very, like… like, I’m not trying to overcomplicate this, like, I… this is what I send to our finance team, and I basically say, hey, if we’re trending towards, like, our worst-case scenario, let me know, and I will make decisions. And that’s pretty much what it is. But if we’re not, then, like, you know, just let me just…
312 00:39:14.260 ⇒ 00:39:28.310 Robert Tseng: let me just keep cooking, I guess. I don’t want to keep adding people… adding budget, adding people… yeah, adding people to the team. So, that’s pretty much, like, what happened in Q1, and so I think we’re better positioned in Q2 to go after
313 00:39:28.310 ⇒ 00:39:34.840 Robert Tseng: kind of a very similar kind of target, but I feel like we learned a lot from Q1, and I think we’ll do better this side.
314 00:39:36.720 ⇒ 00:39:52.939 Robert Tseng: But yeah, and yeah, like I said, UTAM is on his way right now. I think as soon as we close this Element deal, like, we will be starting Q2 from a much better place than even what I forecasted here. But I just tend to play these forecasts more conservatively, and I assume
315 00:39:52.940 ⇒ 00:40:06.829 Robert Tseng: the worst in a lot of situations, no deal is a done deal until the signature is there, so I’m not even considering the element deal on the table. So, I don’t want you guys to worry that, like, the business of, like… obviously, we chose you to kind of keep moving forward with
316 00:40:06.850 ⇒ 00:40:20.360 Robert Tseng: what we’re trying to accomplish with Q2, so, yeah, like, I… I really try not to make any adjustments to the team in the middle of the quarter. So, kind of what we’re… or, like, I won’t… if anything, I might add somebody if things are going…
317 00:40:20.430 ⇒ 00:40:29.080 Robert Tseng: picking up faster than I… than… than I… than we expect. But, you know, this is… this is really kind of what we’re aiming at for the quarter. So,
318 00:40:30.580 ⇒ 00:40:31.390 Robert Tseng: Yeah.
319 00:40:32.170 ⇒ 00:40:41.930 Robert Tseng: With that in mind, like, yeah, any… any thoughts, or… Yeah, I mean, I… I can’t inter…
320 00:40:42.400 ⇒ 00:40:53.549 Robert Tseng: I’m not necessarily expecting you to change, like, my model, like, from your first time looking at it, but, you know, if you have any questions about some of the assumptions that I make, or, kind of, like.
321 00:40:54.790 ⇒ 00:41:08.449 Robert Tseng: Yeah, I just… I just want you to feel comfortable knowing that, like, okay, this… there is a set process, there is method to this, like, madness, and, like, there is a reason why we were doing everything we were doing, and, like, I think…
322 00:41:08.700 ⇒ 00:41:10.949 Robert Tseng: Yeah, that’s… that’s what I’m…
323 00:41:11.290 ⇒ 00:41:17.109 Robert Tseng: that’s what I want to be able to clarify for… for… for this group, like, on this call.
324 00:41:20.920 ⇒ 00:41:22.510 Hannah Wang: Yeah, that makes sense.
325 00:41:23.600 ⇒ 00:41:24.240 Robert Tseng: Okay.
326 00:41:24.340 ⇒ 00:41:28.699 Robert Tseng: Cool. So yeah, I mean, as far as, like, kind of,
327 00:41:29.000 ⇒ 00:41:48.290 Robert Tseng: you know, we had, like, some performance targets, like, go-to-market performance targets. I don’t think we hit them, so I don’t think that’s gonna really make it to the team from Q1. I still think that, you know, if we hit 2 or 3, like, those are both situations where we will… where we will, do… do spot bonuses for the team.
328 00:41:48.590 ⇒ 00:41:53.279 Robert Tseng: So, and we have to keep in mind, and this is really just the perspective from
329 00:41:53.410 ⇒ 00:42:12.730 Robert Tseng: you know, how we… how we comp, like, on… on the… on… on this side of the org. On the delivery side, which is a whole other kind of, like, part of the business, like, how we fulfill, the work that we do, yeah, like, they… they have a… they have a different setup as well. So, I think a couple of you are kind of familiar with how we run
330 00:42:12.730 ⇒ 00:42:28.900 Robert Tseng: run things across the entire business, but once again, I understand that this is just a limited view that only captures the effort of, like, this group particularly. There’s nothing here about, like, delivery source leads or anything. Like, any of… any of that, to me, is just, like, a…
331 00:42:28.900 ⇒ 00:42:39.540 Robert Tseng: it’s like a second bite, like, another way to keep growing the business that doesn’t rely on this… on this team. So, I think, you know, hopefully you can see there’s just, like, different layers of redundancy where, like.
332 00:42:39.720 ⇒ 00:42:56.839 Robert Tseng: even if this team doesn’t succeed, like, we didn’t hit, like, the goals, which we didn’t last quarter, the business is still fine, and, like, the delivery team is doing what it needs to do. Like, we stayed exactly the same, even though, like, we were, you know, by the… by, like, the scenarios, we were not actually
333 00:42:56.840 ⇒ 00:43:05.970 Robert Tseng: for hitting the goals that we had set as a go-to-market team. So, like, yeah, I think that… that’s another, like, distinction that I wanted to make as well.
334 00:43:06.320 ⇒ 00:43:24.659 Robert Tseng: Okay, well, sounds like I’m really just, like, defending something that nobody’s really trying to attack right now anyway, so I’m not gonna keep laboring at this point. You can always refer back to this, ask me questions anytime about these models. But yeah, I think kind of transitioning over to, like, some of the bets that we want to make for the week.
335 00:43:24.730 ⇒ 00:43:33.709 Robert Tseng: I want to go back to this structure where we’re kind of naming something that’s coming up, and, kind of, like.
336 00:43:34.060 ⇒ 00:43:41.919 Robert Tseng: why you think that, you know, if you were… if someone were to ask you what you do at Brainforge and what you’re focused on this week, what’s, like, the one thing that you would say to them?
337 00:43:42.150 ⇒ 00:43:46.159 Robert Tseng: And I just want to, you know, everyone to be able to articulate that
338 00:43:46.550 ⇒ 00:43:59.939 Robert Tseng: specifically, so there is some accountability. So when we meet on Thursday, I’m gonna ask you the same question of, like, this is what you said, did you accomplish it, why or why not? And, what can we do to enable you to
339 00:43:59.940 ⇒ 00:44:09.079 Robert Tseng: basically, like, call your shot and be able to take it. So, yeah, let’s just kind of go around the room and just talk, talk about, like, one… one bet, like.
340 00:44:09.080 ⇒ 00:44:14.799 Robert Tseng: It can encompass multiple things, but just, like, kind of, how would… how would you… how would you describe that for yourself this week?
341 00:44:21.790 ⇒ 00:44:32.790 Robert Tseng: Okay, well, since, if I don’t, I’m just gonna call someone, but Jarrell’s never been on this before, so I’m not gonna let him start first, like, I’ll say… maybe we’ll just… Hannah, if you don’t mind, just kind of…
342 00:44:32.960 ⇒ 00:44:37.410 Robert Tseng: Going first, and kind of modeling what… what this… what this has looked like for the others.
343 00:44:38.850 ⇒ 00:44:41.819 Hannah Wang: Yeah, give me… give me a couple seconds,
344 00:44:47.860 ⇒ 00:45:00.569 Hannah Wang: I think… because we know that events and conferences drive MQLs, like, just doing whatever I can to
345 00:45:01.570 ⇒ 00:45:06.919 Hannah Wang: support the… The entire team, whether that be, like, partner.
346 00:45:07.040 ⇒ 00:45:12.879 Hannah Wang: Co-hosted events, or even just running, like, a campaign
347 00:45:13.090 ⇒ 00:45:29.460 Hannah Wang: kind of, for a conference that you’re going to. So even, like, the Boston one that you mentioned, like, Rico, you and I can spin up a campaign for that. Even, like, the happy hours and coffee meetups, I guess I didn’t really ask how that went, but…
348 00:45:29.510 ⇒ 00:45:34.180 Hannah Wang: Hopefully that was okay, and I feel like that’s what drove
349 00:45:34.510 ⇒ 00:45:51.170 Hannah Wang: MQLs, and it didn’t take that much effort, compared to, like, content, so I think just doing whatever we can to… doing whatever I can to drive that forward. I know we had to pause the Mother Duck one.
350 00:45:51.290 ⇒ 00:46:10.580 Hannah Wang: And Tom said that he’d kind of regroup and reassess, but yeah, like, I don’t know why we can do a retro on that later if we want to, but I know, like, Amplitude, we wanted to do a webinar, like, Greg talked with some folks on that team. They haven’t gotten back to us, so I can nudge that and see if they’re still down to do it.
351 00:46:10.630 ⇒ 00:46:16.150 Hannah Wang: I think he said the week of the 13th, so that’s, like, coming up pretty soon, so…
352 00:46:16.150 ⇒ 00:46:16.490 Robert Tseng: Okay.
353 00:46:16.490 ⇒ 00:46:19.290 Hannah Wang: Yeah, just stuff like that. And then if…
354 00:46:19.540 ⇒ 00:46:29.509 Hannah Wang: yeah, someone can… like, either you or Utam, or someone can, like, help me drive that also, like, because I can do all the logistics and stuff like that, it’s just more like…
355 00:46:30.070 ⇒ 00:46:41.410 Hannah Wang: the content and, like, what it’s gonna be, I guess? Yeah. I don’t know, yeah, just, like, working together with you or whoever to do that.
356 00:46:42.260 ⇒ 00:46:46.069 Hannah Wang: Yeah, so to sum that all up, it would be to…
357 00:46:46.630 ⇒ 00:46:55.259 Hannah Wang: push on events, basically. Events and campaign… event-based… event-based campaigns, basically.
358 00:46:55.680 ⇒ 00:46:56.260 Robert Tseng: Yeah.
359 00:46:56.410 ⇒ 00:47:00.490 Robert Tseng: Great. No, I think that’s… that’s a, that’s a good way, that’s a good summary.
360 00:47:00.840 ⇒ 00:47:20.179 Robert Tseng: I mean, I’ll say a couple things, and that’s a good call out. So, we’ll do a partnerships retro tomorrow. Utom’s gonna be… he’s landing here in a couple hours, so I’ll grab time. We can discuss some other duck, and like, I want to do a recalibration of our existing partners anyway, so I think this would be a good time to do it.
361 00:47:20.240 ⇒ 00:47:27.250 Robert Tseng: Yeah, I mean, hear you on the logistics, you can support there, but, you know, Yeah, we…
362 00:47:27.630 ⇒ 00:47:45.579 Robert Tseng: I think when Utama and I are the only point of contact on a partner, like, it usually just kind of dies because we don’t have the consistency to kind of come back around to it. So, we are actively hiring for a partnerships manager, but we are also going to loop in Jarrell to, kind of help with at least
363 00:47:45.580 ⇒ 00:47:50.390 Robert Tseng: the two that we care about the most, which are Snowflake and Omni, because they have consistently been
364 00:47:50.390 ⇒ 00:48:04.510 Robert Tseng: kind of where our biggest deals and, like, the best partner leads have come from. So, like, he will be involved there until we can really land someone there. So yeah, you won’t be the only one on that in the quarter. We are trying to bring someone in.
365 00:48:04.690 ⇒ 00:48:17.789 Robert Tseng: There. And then, as far as, like, the events, yeah, I think, I did log everything into HubSpot, so that’s totally kind of on me. I still have to finish doing some of this logging, which I will do towards the end of my day.
366 00:48:18.800 ⇒ 00:48:27.189 Robert Tseng: But yeah, I think the Omni Conference went well. There are probably about 7 leads that I’m pulling into. I’ll probably, yeah, 7 leads I’m getting.
367 00:48:27.190 ⇒ 00:48:39.370 Robert Tseng: even the app… even the App Summit thing, like, I got… I got, like, 3 leads from there, too. So, yeah, I do think it’s… it’s a good way to consistently get leads. Like, I’ll always come away from a conference with at least
368 00:48:39.370 ⇒ 00:48:58.980 Robert Tseng: some valuable connections. But yeah, I mean, for me, personally, my capacity, doing three events in the same week, like, completely destroyed me. So, I… I can only do, like, maybe, like, one… one a week, I feel like, is more sustainable. But I’m also, like, not… you know, I just felt like I needed to…
369 00:48:59.210 ⇒ 00:49:11.529 Robert Tseng: finished the quarter strong, and I just, like, scheduled a bunch of things, and, like, did whatever I could. So, I… I mean, that’s… that’s kind of… that’s… that’s, that’s what happens when… when… with me, so…
370 00:49:11.530 ⇒ 00:49:19.970 Robert Tseng: I… I think, you know, Drell’s done a lot of events, so, like, I think getting him to start logging some of his leads from his events would be helpful.
371 00:49:19.970 ⇒ 00:49:33.329 Robert Tseng: And Utam and I are both going… attending separate things over the next couple months, so I do think this will be a steadier source of leads for us. So, yeah, we’re gonna keep tossing, kind of, like, event-based campaigns into Slack.
372 00:49:33.380 ⇒ 00:49:47.450 Robert Tseng: we have a good process being able to find the lead list and be able to, like, at least get the first couple connection messages out, and I think that’s… that’s been… that’s been going well, so I think we will continue to do that.
373 00:49:48.560 ⇒ 00:50:03.849 Hannah Wang: Yeah, a couple thoughts. So I think, yeah, if you and… if we can, like, recalibrate on the partners, that’d be helpful, because I know before we had a couple, like, office hour things lined up with various partners, but I feel like that’s kind of a lot, like.
374 00:50:04.240 ⇒ 00:50:16.390 Hannah Wang: yeah, or… I don’t know. We just had, like, stuff on our calendar, and I feel like recalibrating would be helpful in terms of, like, knowing which one to actually pursue. Obviously, I know that Omni and Snowflake are the…
375 00:50:16.900 ⇒ 00:50:24.429 Hannah Wang: are the main ones. But, like, we tried stuff with Mixpanel, we’re trying something with Amplitude, so…
376 00:50:24.550 ⇒ 00:50:29.359 Hannah Wang: yeah, that conversation will just be helpful in general, and then…
377 00:50:29.560 ⇒ 00:50:34.820 Hannah Wang: The second question… not question, thought I had was.
378 00:50:35.350 ⇒ 00:50:43.169 Hannah Wang: Like, who’s gonna help with, nurturing, like, the… campaigns that we…
379 00:50:43.290 ⇒ 00:50:53.230 Hannah Wang: launch. Was it Rico? I saw his name somewhere, but I didn’t. I just wanna make sure. Because we can send out a connection request and people accept it, but…
380 00:50:53.360 ⇒ 00:50:57.849 Hannah Wang: someone needs to, like, go in and nurture it, I guess, so…
381 00:50:58.050 ⇒ 00:51:02.570 Hannah Wang: How can we, like, help with that, I guess?
382 00:51:03.250 ⇒ 00:51:05.219 Robert Tseng: Yeah, for now,
383 00:51:05.260 ⇒ 00:51:17.869 Robert Tseng: like, I think the campaign request already comes with the first two messages, so I think that’s fine. By the time it comes to me, I’m checking LinkedIn, and I can qualify them. Once it becomes beyond what I can do, then…
384 00:51:17.870 ⇒ 00:51:25.410 Robert Tseng: Like, I don’t want to just, like, dump it onto Rico until I have a very clear path forward. But, like, yeah, I mean, Rico’s done it before, I mean, he could probably help there, but…
385 00:51:25.410 ⇒ 00:51:32.979 Robert Tseng: Yeah, let’s just wait for it to be too much for me to handle, and then I’ll… I’ll, I’ll see what we… what we can do.
386 00:51:33.720 ⇒ 00:51:34.350 Hannah Wang: Okay.
387 00:51:34.570 ⇒ 00:51:47.599 Robert Tseng: Yeah, I might actually… might loop Kayla into it, is kind of what I’m thinking, because she’s already pre-qualifying all of these recruiting candidates, so I kind of feel like just being able to tack that on to her might… might… might not be too much of a stretch.
388 00:51:48.120 ⇒ 00:51:49.130 Hannah Wang: Okay.
389 00:51:49.130 ⇒ 00:51:49.680 Robert Tseng: Yeah.
390 00:51:52.250 ⇒ 00:51:55.120 Hannah Wang: Okay, that was my bet. Sorry, it was wrong.
391 00:51:55.300 ⇒ 00:51:59.169 Robert Tseng: No, no, thank you, this is helpful. Like, I… yeah,
392 00:51:59.630 ⇒ 00:52:08.839 Robert Tseng: what I was going to say. Yeah, so on the partners stuff, yeah, so we’ll re… we’ll refresh lists. I think stuff like Omni will still stay the same, which is kind of why
393 00:52:08.960 ⇒ 00:52:23.349 Robert Tseng: you know, Jarrell is only kind of really being introduced to these two for now. The others, like, I mean, he’s, you know, we’ll… we’ll decide where to fit them in, but, but yeah, so I think that’s… that’s a conversation we can have tomorrow with… with Utah.
394 00:52:24.890 ⇒ 00:52:28.080 Robert Tseng: Cool.
395 00:52:30.760 ⇒ 00:52:34.440 Robert Tseng: Rico, do you wanna… You wanna jump in?
396 00:52:34.960 ⇒ 00:52:41.700 Rico Rejoso: Few bets for this week would be to backfill all the WBR and fill in the MBR.
397 00:52:41.980 ⇒ 00:52:51.349 Rico Rejoso: Since we’re closing the month and this quarter, to make sure that you have enough data to pull it out, so you can also work on the QBR.
398 00:52:51.530 ⇒ 00:52:54.379 Rico Rejoso: Oh, for the first quarter. Second will be the…
399 00:52:54.700 ⇒ 00:53:10.980 Rico Rejoso: make sure that the leads are move… The deals are moving, by sending a simple stack message to ping you guys, on the sales… on the sales side, and get those deals moving. And third would just be organizing our folder in sales and in SOW and stuff.
400 00:53:11.190 ⇒ 00:53:15.170 Rico Rejoso: I’m transitioning to that, so hopefully you can get that.
401 00:53:15.370 ⇒ 00:53:17.360 Rico Rejoso: Done, this week as well.
402 00:53:18.180 ⇒ 00:53:28.629 Robert Tseng: Great. And, yeah, so I guess, like, I think those are all great. And so Rico, you know, this is not really written in the job description, but, you know, when you’re…
403 00:53:28.680 ⇒ 00:53:44.119 Robert Tseng: you know, why… why feel like… I mean, I feel like you’ve always been very good at, kind of, have good… good grasp of the metrics. Yeah, when you don’t understand… don’t understand, you’re able to kind of point out the flaw that you see, and kind of work with me on building the metrics, so that’s why I’ve kind of…
404 00:53:44.310 ⇒ 00:53:58.150 Robert Tseng: basically assigned you to kind of help me with this. And then, like, for these follow-ups, yes, like, the Slack messages were helpful, and I only really, you know, I know your time is limited, so I only want you to be focusing on, like.
405 00:53:58.660 ⇒ 00:54:03.640 Robert Tseng: deals that are actually in, like, active SQLs, right? So…
406 00:54:03.640 ⇒ 00:54:27.469 Robert Tseng: If you kind of contrast that with what Hannah was talking about, which is just, like, nurturing MQLs, like, I’d rather have somebody else do that, because, I only want you… I mean, your time is best leveraged if you’re working on active deals that are already in the pipeline to close. So, I think that’s kind of a distinction that I want to call out there. We have Miranda starting this week. She’s going to be basically PMing the
407 00:54:27.590 ⇒ 00:54:41.740 Robert Tseng: the AI platform work. And so, I think Rico and I, at least for now, will probably be the main stakeholders for her on the go-to-market side. So, anything that’s kind of like a repeat task, or, like, that…
408 00:54:42.140 ⇒ 00:54:44.940 Robert Tseng: You know, we’re…
409 00:54:45.520 ⇒ 00:55:03.770 Robert Tseng: we’ll basically put it on her roadmap, and she needs to go and kind of turn that into a feature request for the AI team to build. So, things around HubSpot automations, like, you know, obviously you’re doing this a lot of manually right now, but, you know, once these calculations are pretty much set, you know where to pull it from.
410 00:55:03.770 ⇒ 00:55:17.619 Robert Tseng: then we basically will task the AI team to go pull it. So, I think, you know, your… your feedback loop is, like, taking on these operational tasks, and then, you know, once you’ve done them kind of your way the first time.
411 00:55:17.670 ⇒ 00:55:32.579 Robert Tseng: Then when it’s… when we’re ready to automate it, I don’t need you building the skills and, like, doing the cursor stuff or whatever. You can hand it off to the AI team, but, like, I think Miranda will kind of be the person to work with you on
412 00:55:32.580 ⇒ 00:55:42.440 Robert Tseng: Getting things ready to hand off. So, she should be able to be a big help on both the go-to-market work that you’re helping on this side, but also the ops work that you’re doing as well.
413 00:55:42.640 ⇒ 00:55:50.339 Robert Tseng: I know that you do a lot of reviews jumping in and out of documents, so I’m hoping that, like, her partnership with you will be… will be… will be good.
414 00:55:50.990 ⇒ 00:55:53.709 Rico Rejoso: Yep, I already have a few things listed for…
415 00:55:54.220 ⇒ 00:55:54.770 Robert Tseng: Great.
416 00:55:56.060 ⇒ 00:55:57.790 Robert Tseng: Cool.
417 00:55:58.070 ⇒ 00:56:10.440 Robert Tseng: Yeah, and then draw, I know you’ve kind of been… we’ve just been moving, moving through this. Yeah, you don’t have to answer the question if you don’t have anything right now, but kind of taking a step back, like, you know, this is generally kind of how we’ve run the…
418 00:56:10.580 ⇒ 00:56:24.299 Robert Tseng: planning meetings on Monday. It’s a little bit less, like, kind of definitions. We’re more, like, going through it quickly and then spending more time on the strategy side. But, at least, you know, at least having a once-a-week touchpoint at the beginning of the week with this team.
419 00:56:24.680 ⇒ 00:56:25.230 Jorrel Sto. Tomas: Yeah.
420 00:56:25.230 ⇒ 00:56:26.180 Robert Tseng: Yeah.
421 00:56:26.800 ⇒ 00:56:33.650 Jorrel Sto. Tomas: I have a Founders Dinner tomorrow, so I’ve identified, like.
422 00:56:34.110 ⇒ 00:56:40.029 Jorrel Sto. Tomas: There’s, like, 17 of them. They’re all LA-based founders, that run companies that are Series A and up.
423 00:56:40.220 ⇒ 00:56:50.650 Jorrel Sto. Tomas: So I started building a lead list. I think 2 or 3 of them are in a solid ICP, so I’m gonna go engage if… if they’ll be a good, potential…
424 00:56:50.810 ⇒ 00:56:56.380 Jorrel Sto. Tomas: For us to maybe book a meeting or so. So, yeah, I have a dinner tomorrow, and then I’m going to this…
425 00:56:56.570 ⇒ 00:57:02.099 Jorrel Sto. Tomas: With one of my enterprise partners at FusionNode, they have, like, this thing called GPSEC.
426 00:57:02.470 ⇒ 00:57:10.589 Jorrel Sto. Tomas: And, like, last year, I didn’t attend, but they’re all folks, like, across different types of…
427 00:57:10.640 ⇒ 00:57:27.820 Jorrel Sto. Tomas: industries, and so, I’ll just float, I’ll float, I’m not… I’m not really going to be double-dipping, but, because we are a subcontractor for them, so I can float the idea of AI and data services at that, conference. So, those are my two things this week.
428 00:57:27.850 ⇒ 00:57:31.149 Jorrel Sto. Tomas: That I’m… I’m trying to aggressively get in-person leads for.
429 00:57:31.400 ⇒ 00:57:34.530 Jorrel Sto. Tomas: But yeah, that’s… that’s what I’m up to.
430 00:57:34.530 ⇒ 00:57:35.250 Robert Tseng: Cool.
431 00:57:35.320 ⇒ 00:57:45.260 Jorrel Sto. Tomas: Yeah, so hopefully I get, out of the… out of the… the 17 people tomorrow, I get at least 4 or 5, and then for Thursday, hopefully I can get a huge, like.
432 00:57:45.410 ⇒ 00:57:49.780 Jorrel Sto. Tomas: you know, 20 or 30, list of contacts. That’s my goal.
433 00:57:51.600 ⇒ 00:57:53.100 Robert Tseng: Okay, sounds good.
434 00:57:53.450 ⇒ 00:57:59.329 Robert Tseng: Yeah, I know we’re kind of coming up, so last thing for me, like, my bet, really, was…
435 00:57:59.510 ⇒ 00:58:12.319 Robert Tseng: getting Utam out to New York to close this Element deal. So, yeah, we’ve been talking about her for a while, I feel like I should have done this, like, a month ago, but, yeah, I mean…
436 00:58:12.590 ⇒ 00:58:27.799 Robert Tseng: I think that not all deals are kind of the same, and we have to, you know, based on the deal size, be able to have a more white-glove approach to it. So, I don’t think we have an SOP for this, this is just kind of just on a whim, but, I think just…
437 00:58:28.140 ⇒ 00:58:36.569 Robert Tseng: from talking to our advisors and kind of seeing how the deal stalled for so long, like, I regret not sending him here earlier, but now he’s here in a couple hours, and…
438 00:58:37.020 ⇒ 00:58:43.579 Robert Tseng: Let’s… let’s get it done. But after that, there are a few remaining leads from Q1.
439 00:58:43.830 ⇒ 00:58:47.750 Robert Tseng: That I’m trying to close. Sunstone, high likelihood of closing.
440 00:58:48.040 ⇒ 00:58:56.370 Robert Tseng: I think Ellie, sorry, is probably the highest likelihood to close, because they’re… we’re doing some legal redlining, but, you know, once I work through that with,
441 00:58:56.480 ⇒ 00:59:09.320 Robert Tseng: with, Rico and Holly, I think we should be able to send that over and finally get that deal. So, I’m still expecting two of these, at least two of these, to close from Q1, and then I’ll kind of worry about building a new pipeline for Q2 next week.
442 00:59:13.050 ⇒ 00:59:24.279 Robert Tseng: Cool. I do gotta jump to another call, so I think that’s all I got for today. Yeah. You know, once again, this spreadsheet is kind of the system, so…
443 00:59:24.370 ⇒ 00:59:37.429 Robert Tseng: you know, jump in there. If you have any other questions as things come up, let me know, but otherwise, I am optimistic for this coming quarter. I think we’re gonna… we’re doing things a bit differently, like we always do, but…
444 00:59:37.530 ⇒ 00:59:43.050 Robert Tseng: Yeah, I think we’re… I think we’re on a… we’re on a better trajectory, moving forward.
445 00:59:44.060 ⇒ 00:59:44.810 Robert Tseng: Cool.
446 00:59:45.000 ⇒ 00:59:46.030 Robert Tseng: Thanks, everyone.
447 00:59:46.540 ⇒ 00:59:47.070 Jorrel Sto. Tomas: Thanks.