Meeting Title: Element Deal and Staffing Needs Sync Date: 2026-04-02 Meeting participants: Robert Tseng, Kaela Gallagher
WEBVTT
1 00:00:21.520 ⇒ 00:00:22.580 Kaela Gallagher: Morning!
2 00:00:22.810 ⇒ 00:00:23.880 Robert Tseng: Hey, Kayla.
3 00:00:24.350 ⇒ 00:00:25.520 Kaela Gallagher: How’s it going?
4 00:00:26.230 ⇒ 00:00:27.290 Robert Tseng: Good, how are you?
5 00:00:27.490 ⇒ 00:00:28.420 Kaela Gallagher: Good.
6 00:00:29.000 ⇒ 00:00:33.210 Kaela Gallagher: How was your… You and Utam’s New York adventures.
7 00:00:34.720 ⇒ 00:00:42.250 Robert Tseng: That was interesting. I mean, he came here for, like, one night. I… I wish I had him come a month earlier.
8 00:00:42.780 ⇒ 00:00:47.620 Robert Tseng: So, I mean, like, the goal was to try to close this deal with Element,
9 00:00:48.020 ⇒ 00:00:53.970 Robert Tseng: I mean, it’s probably the biggest deal I’ve ever, like, tried to work, and I… I just…
10 00:00:54.470 ⇒ 00:01:04.770 Robert Tseng: Vixel was giving us some advice, they’re like, why have you not kind of met up with them in person already? So, yeah, I just feel like we need to…
11 00:01:05.260 ⇒ 00:01:17.739 Robert Tseng: it just always kind of felt like a big leap of faith to just be like, okay, we’re both gonna just show up and then see what happens. But I do think it makes a big difference,
12 00:01:17.820 ⇒ 00:01:34.510 Robert Tseng: Yeah, we had been, like, passing paperwork back and forth for so long, but, like, being in person, both of us there, like, they actually kind of, like, sat down, and, like, we could actually go line by line on the contract, and, like, I feel like that’s what really needed to happen in order to keep the deal moving forward.
13 00:01:35.130 ⇒ 00:01:46.470 Robert Tseng: Yeah, you just realize that, like, we’re internally debating all these things, and, like, making assumptions about what we think the client wants, but, like, at the end of the day, like, an enterprise client just, like.
14 00:01:46.840 ⇒ 00:01:48.680 Robert Tseng: maybe it’s not Enterprise, but just, like.
15 00:01:48.790 ⇒ 00:01:53.319 Robert Tseng: And maybe it’s not all clients, but for this particular client, they…
16 00:01:53.530 ⇒ 00:01:58.270 Robert Tseng: just wanted to feel like they were in control of, like, writing the scope of.
17 00:01:58.270 ⇒ 00:01:58.730 Kaela Gallagher: before.
18 00:01:58.730 ⇒ 00:02:01.710 Robert Tseng: I guess. So…
19 00:02:01.970 ⇒ 00:02:08.120 Robert Tseng: Yeah, so I learned that that’s definitely something we should probably do earlier, and then also…
20 00:02:08.750 ⇒ 00:02:14.979 Robert Tseng: Need to de-risk these types of, engagements by, like.
21 00:02:15.120 ⇒ 00:02:17.800 Robert Tseng: Yeah, I feel like I would have structured the deal differently.
22 00:02:17.850 ⇒ 00:02:35.859 Robert Tseng: I think, before, we were more generous in being like, we don’t really know how we want to work with you yet, so we’ll just give you, like, a flat kind of fee thing, and then we’ll spend, like, 2 or 3 months in your org and figure… build out a bigger plan. But we eat all the risk and the costs associated with
23 00:02:35.870 ⇒ 00:02:46.919 Robert Tseng: like, kind of staffing up first, and which is basically what’s happened. Element has basically been churning at a loss for, like, the past two months, because we kept expecting them to switch to a big… the bigger contract, but they… but they didn’t.
24 00:02:47.490 ⇒ 00:02:49.430 Robert Tseng: And so…
25 00:02:49.650 ⇒ 00:03:03.650 Robert Tseng: Yeah, I mean, that, like, cascades into other things. When a client like that runs in the red for so long, then, like, we also get into, like, a cash crunch on other things, and it just… yeah, we just… you just feel like being strung along, so it’s just, like…
26 00:03:03.800 ⇒ 00:03:20.230 Robert Tseng: Yeah, I have… I’ve learned a lot from just this one client, and also just making peace with, like, if it doesn’t go through, whatever, like, the business is gonna continue, it is what it is, and, like, stop worrying so much about, like, kind of making sure it closed. Even today, they haven’t signed, so…
27 00:03:20.240 ⇒ 00:03:38.040 Robert Tseng: it’s kind of like, whatever, like, I think… I still expect them to sign, but… Yeah. I don’t know. It’s been 2 months, like, I don’t… I don’t care to… to drag it out any longer. We will, like, we will make light edits here and there, but I’m not gonna, like, push… push so hard anymore after this.
28 00:03:38.500 ⇒ 00:03:43.009 Kaela Gallagher: Yeah. Okay. Okay. Yeah. Makes sense.
29 00:03:43.470 ⇒ 00:03:50.429 Kaela Gallagher: Cool. Well, excited to jump into some of the staffing needs.
30 00:03:50.430 ⇒ 00:03:57.149 Robert Tseng: Yeah, I know I just kind of, like, bombarded you with a bunch of Slack messages. I was just, like, I had the time to think about it this morning.
31 00:03:57.440 ⇒ 00:03:59.459 Robert Tseng: Yeah, just thought it would be helpful to…
32 00:04:00.280 ⇒ 00:04:07.680 Robert Tseng: connect on these things. Okay, so, like, just to kind of… I’ll just go from the top of the message I sent. So…
33 00:04:07.930 ⇒ 00:04:15.240 Robert Tseng: One regarding, like, kind of, sales partnership hire? Like,
34 00:04:15.590 ⇒ 00:04:21.319 Robert Tseng: Yeah, I think there’s two pieces. One is, like, I’ve spent enough time with Jarrell now, I don’t feel like he’s gonna work out.
35 00:04:21.890 ⇒ 00:04:31.999 Robert Tseng: But he’s also, like, doesn’t cost us anything, because we’re just paying him permission. So, I don’t mind him kind of staying around, but I’m also not really spending one-on-one time with him anymore, until he, like, really.
36 00:04:32.550 ⇒ 00:04:33.020 Kaela Gallagher: Okay.
37 00:04:33.020 ⇒ 00:04:34.100 Robert Tseng: Is that he’s getting it?
38 00:04:34.270 ⇒ 00:04:40.679 Robert Tseng: And that… that said, like, I… we do need somebody who’s just gonna be…
39 00:04:40.710 ⇒ 00:04:59.680 Robert Tseng: helping on the partnership side, I still think that’s where the biggest leverage is, because, you know, last quarter, 60% of our sales came from partnerships, so that’s why I’m going to attend a conference. I’m going to a partner conference, like, an hour from now, just because I want to talk to more people that are in these roles and try to understand, like, who is it exactly that we need.
40 00:04:59.680 ⇒ 00:05:07.679 Robert Tseng: we have some hypotheses, like, I thought your job… the JD was pretty good, somebody with some sales background or account management background.
41 00:05:07.680 ⇒ 00:05:13.780 Robert Tseng: And then, like, I guess, like, is… knows our… are… actually, I… like, the…
42 00:05:13.840 ⇒ 00:05:29.730 Robert Tseng: the… whether they’re that technical, I don’t feel like really matters, but, if I’m just, like, I have the page pulled up from the notion of, like, the key responsibilities, yeah, owning the partner relationships is probably the biggest thing to call out. So, like, there are…
43 00:05:30.520 ⇒ 00:05:36.970 Robert Tseng: Yeah, like, it’s… and I… I think it’s articulated well enough on… on the, on the, on the,
44 00:05:37.080 ⇒ 00:05:41.649 Robert Tseng: on the JD. So, I did send it to a couple people in my network, just to kind of…
45 00:05:41.830 ⇒ 00:05:45.909 Robert Tseng: that I know are looking for a new role, just to also see if that’s something that they want.
46 00:05:46.260 ⇒ 00:05:46.850 Kaela Gallagher: Yeah.
47 00:05:47.140 ⇒ 00:05:56.710 Robert Tseng: And but yeah, I think, like, getting somebody like that in the door is probably the bigger… biggest priority for me in terms of hires on the sales side.
48 00:05:56.990 ⇒ 00:06:00.840 Kaela Gallagher: Okay, I have some questions for you about the partnership’s role.
49 00:06:00.980 ⇒ 00:06:01.700 Robert Tseng: Yeah.
50 00:06:01.700 ⇒ 00:06:04.609 Kaela Gallagher: Who are our biggest partnership
51 00:06:05.170 ⇒ 00:06:10.889 Kaela Gallagher: Targets currently, and what are, like, two examples of, like, existing partnerships that we have?
52 00:06:11.560 ⇒ 00:06:16.599 Robert Tseng: Yeah, so Snowflake and Omni are the biggest ones. So these are both, like.
53 00:06:18.360 ⇒ 00:06:25.249 Robert Tseng: data tools, like… I mean, Snowflake is much bigger, you know, the publicly traded, big marketplace,
54 00:06:25.590 ⇒ 00:06:37.799 Robert Tseng: Yeah, basically, right now, UTAM just has a lot of individual relationships with account executives there, and the way that we work, because it’s such a big organization, is that we try to partner with people
55 00:06:37.800 ⇒ 00:06:50.079 Robert Tseng: who are trying to sell into, like, they’re divided by territories. And so, like, we have AEs that are sharing their lead list with us. We just have to come up with a joint strategy to go after them together.
56 00:06:50.620 ⇒ 00:06:55.999 Robert Tseng: Yeah, so that’s… that’s, like, the play on… on the Snowflake’s side, and…
57 00:06:56.210 ⇒ 00:07:02.400 Robert Tseng: like, we expect that to take a long time, like, I think getting into an enterprise, like, relationship like that.
58 00:07:02.580 ⇒ 00:07:20.400 Robert Tseng: is gonna take at least 6 months, and I’m trying to find… I’m gonna try to find people who have done it. There are a couple people I’m interested in talking to at this conference who have gotten their organization to become a partner for AWS or Snowflake, or whatever, so I want to better understand how they got there.
59 00:07:20.660 ⇒ 00:07:25.010 Robert Tseng: But I think the immediate need is just being able to
60 00:07:25.310 ⇒ 00:07:28.310 Robert Tseng: like, work with these AEs, help them, like.
61 00:07:28.430 ⇒ 00:07:48.119 Robert Tseng: figure out how to sell into their book of business. And then Omni is, like, a separate one. They’re smaller, they share leads with us, they’ve already given us business, we’ve passed them business as well. That’s a more typical partner relationship, I would say, where, it’s a vendor that we implement, we’re, like, a systems integrator for them.
62 00:07:48.340 ⇒ 00:07:59.620 Robert Tseng: And then, like, yeah, we’re co-selling, and we’re also, like, kind of creating content, like, hosting events and stuff together, so there’s, like, that… that’s really kind of that side.
63 00:08:00.120 ⇒ 00:08:08.919 Kaela Gallagher: Those would be, like, existing kind of partnerships of ours. Obviously, we’re looking to expand those, but then also look into new ones as well.
64 00:08:09.580 ⇒ 00:08:14.009 Robert Tseng: Yeah, so, this might give you a better sense, but, like.
65 00:08:16.450 ⇒ 00:08:31.440 Robert Tseng: right now, let’s just listen. Marketing Hub. I’m just having Hannah manage this right now. But, like, these are all the partners that we are actively working with right now. So, Gold Tier is just, like, the ones that, like, I just need to be time talking to them every week.
66 00:08:31.610 ⇒ 00:08:41.110 Robert Tseng: Silver is, like, we’ve tried to do some stuff with them, they’ve brought us business, or we’ve, you know… Yeah, there’s just different tiers to it, and I think our… it’s all…
67 00:08:41.340 ⇒ 00:08:45.090 Robert Tseng: I mean, I don’t know if it’s that helpful to kind of explain it, but,
68 00:08:45.940 ⇒ 00:08:57.759 Robert Tseng: Yeah, it’s like, we want to see people move up to higher statuses, because that means that they’re actually… there’s, like, actually a mutual fit. I think, like, I might… at the end of the quarter, which I should have…
69 00:08:57.880 ⇒ 00:09:05.140 Robert Tseng: this week, I’m gonna adjust these, like, I’m gonna move Mixpanel out of silver. They’ve probably been dropped to bronze.
70 00:09:05.630 ⇒ 00:09:19.090 Robert Tseng: And so has, like, Amplitude. Like, we… we had two events that… or actually, Amplitude will probably keep it silver. But, like, MixedPanel, we tried to host an event with them in Austin in February, it kind of flopped. Amplitude was, like.
71 00:09:19.260 ⇒ 00:09:27.779 Robert Tseng: They just changed our partner contact, so I feel like it’s a little bit riskier, because we don’t really have somebody who’s advocating for us as much on the inside.
72 00:09:28.400 ⇒ 00:09:29.630 Robert Tseng: Yeah, so…
73 00:09:29.960 ⇒ 00:09:38.890 Robert Tseng: Anyway, these… and then there’s, like, these part… like, where I spend my time is, like, in the calibration side. Like, there’s, like, a few partners that are…
74 00:09:39.070 ⇒ 00:09:48.320 Robert Tseng: new that we’re testing out, trying to see, like, what do we actually do with them? And then there’s those that are just, like, pretty much stuck where they are, because
75 00:09:48.400 ⇒ 00:10:03.389 Robert Tseng: Yeah, I mean, we don’t really have, like, a clear, active path to growing the relationship with them. We just need to kind of check in with them once a quarter kind of situation. So, like, this is, like, an example of, like, a portfolio of partners that, like, we maintain.
76 00:10:03.610 ⇒ 00:10:20.259 Robert Tseng: I mean, yeah, this is really just managed by me and Utam with, like, very sparse hours right now. Like, I… I want somebody who’s, like, thinking about these, like, all day, and being able to help us, grow, you know, some of, a couple… a couple accounts at a time. So,
77 00:10:20.470 ⇒ 00:10:20.950 Robert Tseng: Yeah.
78 00:10:20.950 ⇒ 00:10:24.119 Kaela Gallagher: Okay. Okay, this is helpful for me as I’m…
79 00:10:24.120 ⇒ 00:10:36.449 Kaela Gallagher: like, targeting people on LinkedIn, and then ultimately, like, kind of doing initial rounds with people. This kind of helps me give an overview of our biggest need right now. I will say.
80 00:10:36.450 ⇒ 00:10:47.419 Kaela Gallagher: Typically, my response rate on LinkedIn is in the, like, 40-60% range. Like, when I send messages, I typically get, like, 40-60% responses.
81 00:10:47.420 ⇒ 00:10:47.930 Robert Tseng: Fourth?
82 00:10:47.930 ⇒ 00:10:53.920 Kaela Gallagher: partnership role, I’m probably sitting at 10% right now. It’s been harder to get hold of people, so…
83 00:10:53.920 ⇒ 00:10:54.720 Robert Tseng: Yeah.
84 00:10:54.720 ⇒ 00:11:10.740 Kaela Gallagher: I will keep you posted, I’ll keep looking. I joined the LinkedIn group that you sent me. I’m partnering with Hannah to do a post for it, on LinkedIn sometime in the next week. I’ll ask the team for referrals on Friday, so…
85 00:11:10.840 ⇒ 00:11:13.389 Kaela Gallagher: Trying to get the ball rolling on this one.
86 00:11:13.640 ⇒ 00:11:21.440 Robert Tseng: Okay, great. Yeah, and hopefully I’ll have some more, like, language, like, after my time today. Yeah.
87 00:11:21.650 ⇒ 00:11:28.400 Kaela Gallagher: Okay. I think the other biggest thing here is… Compensation, kind of understanding that.
88 00:11:28.870 ⇒ 00:11:36.340 Kaela Gallagher: I think very standard is to have, like, a base, and then… Commission for this.
89 00:11:36.340 ⇒ 00:11:36.850 Robert Tseng: Yeah.
90 00:11:36.850 ⇒ 00:11:38.560 Kaela Gallagher: rule. Yeah.
91 00:11:38.850 ⇒ 00:11:50.899 Kaela Gallagher: So, would love to know, kind of, like, what we can advertise to people, and what percentage they could, like, expect of commission, or, like, what percentage of their total take-home might come from commission, like, just numbers like that.
92 00:11:51.130 ⇒ 00:11:55.609 Robert Tseng: Yeah, I… I’m gonna ask that to some people today, I just wanna know what their
93 00:11:56.020 ⇒ 00:12:01.540 Robert Tseng: Yeah, so I really don’t know what it is right now, so…
94 00:12:01.840 ⇒ 00:12:02.380 Kaela Gallagher: Yeah.
95 00:12:02.380 ⇒ 00:12:04.059 Robert Tseng: Maybe I’ll kind of defer that.
96 00:12:04.300 ⇒ 00:12:14.370 Kaela Gallagher: Okay, yeah, and I have some calls set up with people I, found on LinkedIn, so I can ask them kind of what they’re looking for and get an understanding of the market, too.
97 00:12:14.600 ⇒ 00:12:23.329 Robert Tseng: Okay. But yeah, I agree, it should be comped like a sales role, like, I mean, yeah, there should be some base, but it should be a high, high commission, kind of situation.
98 00:12:23.570 ⇒ 00:12:27.280 Kaela Gallagher: Yeah. Yeah. Okay. Okay. Cool.
99 00:12:27.700 ⇒ 00:12:39.350 Kaela Gallagher: I think that’s all I have for you in terms of the partnership role. I guess my follow-up question would be, do you want me to start recruiting for a go-to-market position?
100 00:12:39.640 ⇒ 00:12:40.390 Robert Tseng: Yeah.
101 00:12:40.430 ⇒ 00:12:44.300 Kaela Gallagher: Free right now, but… Yeah, curious.
102 00:12:45.030 ⇒ 00:12:49.389 Robert Tseng: Yeah, Pranav’s wreck was interesting. I think, like…
103 00:12:50.480 ⇒ 00:12:52.740 Robert Tseng: I was just talking to Utam about this.
104 00:12:53.080 ⇒ 00:12:56.720 Robert Tseng: I think we want somebody who’s more like an
105 00:12:59.410 ⇒ 00:13:11.279 Robert Tseng: I think with all these, like, go-to-market people, like, they’re all strat… they all call themselves strategists and, like, ops people, but we don’t need more strategy and ops, like, I just need somebody to just, like, make the calls.
106 00:13:11.280 ⇒ 00:13:11.730 Kaela Gallagher: Island.
107 00:13:11.730 ⇒ 00:13:15.790 Robert Tseng: But, like, yeah, so… I don’t know if it’s…
108 00:13:15.980 ⇒ 00:13:20.309 Robert Tseng: I feel like a BD… a BDR might be possible, but…
109 00:13:20.820 ⇒ 00:13:22.669 Robert Tseng: I… maybe I’m also kind of…
110 00:13:25.080 ⇒ 00:13:38.770 Robert Tseng: Yeah, just, like, maybe it should be more a BDR than a go-to-market. Like, as go-to-market, you might get go-to-market engineers, like, I feel like Sonny’s background is more like that. It’s interesting, like, I don’t know if you’ve talked to him, but, like.
111 00:13:38.930 ⇒ 00:13:47.259 Robert Tseng: I look at that, and I’m like, will he actually pick up the phone and call? And, like, same with Jarrell, it’s kind of this similar situation, where, like, I…
112 00:13:48.160 ⇒ 00:13:58.680 Robert Tseng: Yeah, he has some opinions on how things should be run, but, like, I don’t really care about them so much, I just want him to… to… to add to our pipeline, and I don’t really see that happening.
113 00:13:58.910 ⇒ 00:13:59.640 Kaela Gallagher: Okay.
114 00:13:59.640 ⇒ 00:14:00.190 Robert Tseng: Yeah.
115 00:14:00.490 ⇒ 00:14:15.710 Kaela Gallagher: Do you want me to have, potentially, another conversation with Sonny? Dig into, like, lingering questions that you have? Like, is he getting on the phone and calling people? And then, if I feel good after I talk to him, maybe pass him on to you?
116 00:14:16.540 ⇒ 00:14:29.849 Robert Tseng: Yeah, or, like, maybe I should just call him. Like, if it’s Pranav’s… I mean, Pranav’s buddy, like, I’ll… I’ll talk to him and just try to understand, but, like, like, tell him, like, what we… what we need specifically. I’m just gonna tell him if he’d be willing to…
117 00:14:30.420 ⇒ 00:14:47.339 Robert Tseng: I’m sure he can do the sales process stuff, it seems like that’s his background, but I need him to execute it as well, not just… I mean, he’s worked at bigger organizations where he probably built the systems and had other people execute it, which is, like, I need somebody who’s doing the execution.
118 00:14:47.530 ⇒ 00:15:03.289 Kaela Gallagher: Yeah. Well, what I can do is I can give him a ring, because when I initially talked to him, I was like, hey, like, we don’t have any openings on our sales side right now, but, like, I’ll stay in touch with you. So I could give him a call, follow up, and be like, hey, we’re looking at, you know.
119 00:15:03.410 ⇒ 00:15:13.829 Kaela Gallagher: a go-to-market, like a BDR kind of position, and this is what it would entail, are you interested? Like, and just kind of phrase it like that, and then if that conversation goes well, I can pass them to you.
120 00:15:14.380 ⇒ 00:15:23.199 Robert Tseng: Yeah, you can call… maybe you can phrase it more like he’s, like, a first AE, yeah, which is true, like, he’s kind of a found… like, a founding AE role, like,
121 00:15:23.440 ⇒ 00:15:31.979 Robert Tseng: It’s good that he has the ops background, because, like, it seems like he can build the system from… we already have some stuff, but he can make tweaks to it, but we need somebody who’s able to…
122 00:15:32.090 ⇒ 00:15:38.300 Robert Tseng: actually, like, Build and, like, hunt for his own business as well.
123 00:15:38.560 ⇒ 00:15:39.510 Kaela Gallagher: Okay.
124 00:15:39.680 ⇒ 00:15:47.300 Robert Tseng: Yeah, so, like, a lot of his… a lot of his comp will be… will be… will be commission-based. Like, the upside will be higher than what he’s probably getting paid.
125 00:15:48.170 ⇒ 00:15:53.889 Kaela Gallagher: Okay. Yeah. I’m trying to remember what he asked for originally.
126 00:15:55.010 ⇒ 00:16:00.870 Robert Tseng: Wayfair, Sales Ops, my guess is he’s probably, like, 130 to 150?
127 00:16:00.870 ⇒ 00:16:05.709 Kaela Gallagher: 150 base, you’re spot on, yeah, that’s what he asked for. Yeah.
128 00:16:06.440 ⇒ 00:16:07.260 Kaela Gallagher: Okay.
129 00:16:07.760 ⇒ 00:16:08.580 Kaela Gallagher: Cool.
130 00:16:10.040 ⇒ 00:16:11.869 Kaela Gallagher: Awesome. Okay.
131 00:16:12.160 ⇒ 00:16:14.569 Kaela Gallagher: I… I’m feeling good about…
132 00:16:15.120 ⇒ 00:16:21.710 Kaela Gallagher: sourcing for partnerships, and then kind of maybe keeping an eye out for an AE on the sales side. Yeah.
133 00:16:21.950 ⇒ 00:16:22.840 Kaela Gallagher: Okay.
134 00:16:23.760 ⇒ 00:16:32.910 Kaela Gallagher: Okay, cool. And then strategy roles… I know we’ve had quite… an interview experience with them.
135 00:16:32.910 ⇒ 00:16:34.180 Robert Tseng: Yeah, yeah.
136 00:16:34.630 ⇒ 00:16:50.169 Kaela Gallagher: I’m thinking… well, obviously, I think we both agree, like, the interview process for strategy needs to be switched up a little bit. Yeah. I think even in the past few days, I’ve seen a lot of improvements. I’ve had Greg call me, I’ve had Amber call me, like…
137 00:16:50.390 ⇒ 00:16:53.089 Kaela Gallagher: we’re just… I think we’re getting, like, a lot of…
138 00:16:53.240 ⇒ 00:17:03.929 Kaela Gallagher: clarity, and we’re, like, trying new things. Greg was like, hey, I want to give them a mini take-home before round two, like, can we try it? I’m like, sure, let’s see how it goes. So we’re testing that tomorrow. So we’re like…
139 00:17:04.040 ⇒ 00:17:12.489 Kaela Gallagher: kind of working through the process right now, but I agree, we probably need to remove Amber. I would love to loop… loop Jasmine in.
140 00:17:12.740 ⇒ 00:17:13.359 Robert Tseng: Yeah.
141 00:17:14.050 ⇒ 00:17:14.790 Kaela Gallagher: Okay.
142 00:17:15.310 ⇒ 00:17:20.249 Kaela Gallagher: Cool, so we can make that change, we don’t have any…
143 00:17:20.920 ⇒ 00:17:30.520 Kaela Gallagher: So the next strategy final round is on the 10th, so over a week from now. Okay. So next Friday, so we can bring Jasmine into that.
144 00:17:30.770 ⇒ 00:17:40.289 Kaela Gallagher: And then I can, like, make the transition, Amber to Jasmine, going from there. I can meet with Jasmine next week, too, and give her, like, a rundown of the first round.
145 00:17:40.680 ⇒ 00:17:41.300 Robert Tseng: Yeah.
146 00:17:44.800 ⇒ 00:17:52.139 Kaela Gallagher: Okay, and… and we still are looking for one more CEO… or CSO, in addition to Garrett joining on Monday.
147 00:17:52.360 ⇒ 00:18:00.739 Robert Tseng: Yeah, I would prefer that person to be in LA. Like, I don’t know if any of the wrecks that I gave you, ended up making it through, but yeah.
148 00:18:01.480 ⇒ 00:18:02.300 Kaela Gallagher: Okay.
149 00:18:02.450 ⇒ 00:18:08.130 Kaela Gallagher: I have… one person in first rounds right now in LA.
150 00:18:10.120 ⇒ 00:18:16.329 Kaela Gallagher: And I think that’s all… We have right now.
151 00:18:17.280 ⇒ 00:18:17.880 Robert Tseng: Okay.
152 00:18:20.530 ⇒ 00:18:22.570 Kaela Gallagher: And then we have that final next week.
153 00:18:23.770 ⇒ 00:18:25.350 Kaela Gallagher: But he’s not in LA.
154 00:18:25.700 ⇒ 00:18:26.390 Robert Tseng: Okay.
155 00:18:27.670 ⇒ 00:18:28.120 Kaela Gallagher: Okay.
156 00:18:28.120 ⇒ 00:18:33.909 Robert Tseng: the EY… the EY guy didn’t end up making it, or, like, I don’t know, we didn’t end up… I don’t know where he… where he ended up.
157 00:18:35.860 ⇒ 00:18:37.309 Kaela Gallagher: Do you remember the name?
158 00:18:37.850 ⇒ 00:18:45.459 Robert Tseng: Let me see… This was a referral from somebody.
159 00:18:46.660 ⇒ 00:18:48.760 Kaela Gallagher: Oh, Joshua…
160 00:18:49.160 ⇒ 00:18:54.250 Robert Tseng: Not Joshua, I have two drawings.
161 00:18:54.250 ⇒ 00:18:55.270 Kaela Gallagher: It’s here.
162 00:18:57.480 ⇒ 00:19:02.660 Robert Tseng: Justin… Justin or James?
163 00:19:05.160 ⇒ 00:19:07.619 Kaela Gallagher: I’m talking to a James today.
164 00:19:08.230 ⇒ 00:19:10.700 Robert Tseng: James Wilson, Justin Nelson…
165 00:19:11.160 ⇒ 00:19:13.290 Kaela Gallagher: I’m talking to a James Wilson today.
166 00:19:13.520 ⇒ 00:19:19.530 Robert Tseng: Oh, great. I think James Wilson is the guy I was curious. Yeah, yeah, yeah, I think this is the guy.
167 00:19:19.920 ⇒ 00:19:20.860 Kaela Gallagher: Oh, yeah, okay.
168 00:19:20.860 ⇒ 00:19:21.340 Robert Tseng: That’ll be important.
169 00:19:21.340 ⇒ 00:19:23.600 Kaela Gallagher: Yeah, I have a call with him this afternoon.
170 00:19:26.090 ⇒ 00:19:31.400 Robert Tseng: And then, is Justin Nelson… did he ever get back to us?
171 00:19:32.400 ⇒ 00:19:35.590 Kaela Gallagher: I don’t see him in the pipeline, so let me track him down today.
172 00:19:36.420 ⇒ 00:19:37.020 Robert Tseng: Okay.
173 00:19:38.170 ⇒ 00:19:40.740 Kaela Gallagher: I definitely reached out, but I might need to follow up.
174 00:19:41.370 ⇒ 00:19:42.000 Robert Tseng: Okay.
175 00:19:43.870 ⇒ 00:19:44.980 Robert Tseng: No worries.
176 00:19:45.680 ⇒ 00:20:03.929 Kaela Gallagher: Okay, so we can definitely skew towards a CSO in LA. I will say Jasmine gave us a really, really strong referral. He is currently in DC, but he is willing to relocate. He’s in second rounds right now, so we also have that.
177 00:20:04.130 ⇒ 00:20:05.150 Robert Tseng: Oh, okay.
178 00:20:06.280 ⇒ 00:20:06.940 Robert Tseng: Right.
179 00:20:07.280 ⇒ 00:20:12.830 Kaela Gallagher: I got to talk to him, he’s really cool. So, we’ll see what Greg thinks of him tomorrow.
180 00:20:13.170 ⇒ 00:20:13.900 Robert Tseng: Okay.
181 00:20:13.900 ⇒ 00:20:16.620 Kaela Gallagher: He’s the one we’re testing, like, the little mini take-home on.
182 00:20:16.620 ⇒ 00:20:17.400 Robert Tseng: Oh, crazy.
183 00:20:17.400 ⇒ 00:20:18.300 Kaela Gallagher: We’ll see how that goes.
184 00:20:18.400 ⇒ 00:20:19.160 Kaela Gallagher: Cool.
185 00:20:20.860 ⇒ 00:20:28.650 Robert Tseng: Yeah, I mean, Fanu was okay… I mean, was good as a CSO, possibly, but not, like…
186 00:20:29.380 ⇒ 00:20:36.310 Robert Tseng: super stand out to me. Like, he seems like he could be… he’s more client-facing than the typical person that comes through.
187 00:20:36.820 ⇒ 00:20:44.470 Robert Tseng: But yeah, he wouldn’t be, like, my top… I mean, I would like to wait on him. Like, I would… I would feel like if this other guy comes through and…
188 00:20:45.200 ⇒ 00:20:49.470 Robert Tseng: is better than I… I think I’d probably go with him.
189 00:20:49.700 ⇒ 00:20:54.310 Robert Tseng: I kind of want, like, a Greg… a Greg-level CSO,
190 00:20:54.520 ⇒ 00:20:57.620 Robert Tseng: And I just don’t think FUNU is there.
191 00:20:58.790 ⇒ 00:21:01.190 Kaela Gallagher: Okay, okay, that makes sense.
192 00:21:01.350 ⇒ 00:21:06.629 Kaela Gallagher: What was I gonna say?
193 00:21:07.520 ⇒ 00:21:17.319 Kaela Gallagher: Yes, we can see when… when Abdullah, Jasmine’s referral comes through, and then we also had another referral come through from somebody at Monster?
194 00:21:17.500 ⇒ 00:21:31.040 Kaela Gallagher: to Uten. Okay. He’s a Disney guy, like, super senior, pretty strong comms, I talk to him, communication. He’s in first rounds right now, so that’s kind of our strategy pipeline at the moment.
195 00:21:31.410 ⇒ 00:21:32.020 Robert Tseng: Okay.
196 00:21:32.020 ⇒ 00:21:34.140 Kaela Gallagher: One final, one second, one first.
197 00:21:34.580 ⇒ 00:21:37.250 Robert Tseng: Okay, is FANU, like, in a rush?
198 00:21:38.180 ⇒ 00:21:42.479 Robert Tseng: It seems… he seems like he’s at something right now, so, like, we can… we can just delay him, right?
199 00:21:43.210 ⇒ 00:21:48.879 Kaela Gallagher: Yeah, he is currently employed at that, like, sports marketing something.
200 00:21:49.240 ⇒ 00:21:50.720 Robert Tseng: Yeah. Yeah. Okay.
201 00:21:50.720 ⇒ 00:21:53.539 Kaela Gallagher: She’s not in a rush when I talk to him.
202 00:21:56.110 ⇒ 00:21:56.910 Kaela Gallagher: Yeah.
203 00:21:58.110 ⇒ 00:21:59.120 Robert Tseng: So we’re good. Okay.
204 00:21:59.680 ⇒ 00:22:00.729 Kaela Gallagher: We can hold.
205 00:22:01.160 ⇒ 00:22:07.080 Kaela Gallagher: I’ll send him a message, too, just to set that expectation, and I’ll try to gauge his other opportunities.
206 00:22:07.910 ⇒ 00:22:13.900 Robert Tseng: Okay, that would be helpful. Like, I don’t want to say no, because I feel like he’s… yeah, I feel like there’s… it could be…
207 00:22:14.010 ⇒ 00:22:24.890 Robert Tseng: I mean, if we close, like, a few more clients, we’re gonna get jammed, and we need another CSO. Like, I think Greg is already at capacity, so, like, we do need to bring someone in, and he… he could… I think he could do it.
208 00:22:25.040 ⇒ 00:22:29.420 Kaela Gallagher: This new CSO, do you have a specific client in mind for them?
209 00:22:30.680 ⇒ 00:22:36.859 Robert Tseng: So I think we’re gonna get more healthcare this month, so…
210 00:22:37.350 ⇒ 00:22:41.950 Robert Tseng: Yeah, like, it’s… it’s… it’s gonna not… Greg is kind of doing…
211 00:22:43.910 ⇒ 00:22:54.819 Robert Tseng: SaaS and CPG, this person might be, like, healthcare and services, like, I’m okay with this person being less technical, they just have to be good in front of, like, kind of chaotic clients. So,
212 00:22:55.290 ⇒ 00:23:03.919 Robert Tseng: Yeah, I… I mean, Greg is basically on Eden, default, and then Element when they come back, and then this…
213 00:23:04.090 ⇒ 00:23:11.540 Robert Tseng: we have, yeah, we have a few, we have a few healthcare clients that are coming back around, that, like, I feel like I need a CSO for.
214 00:23:11.890 ⇒ 00:23:16.370 Kaela Gallagher: Okay, and Garrett will, be on Element eventually.
215 00:23:16.370 ⇒ 00:23:24.199 Robert Tseng: Yeah, Garrett will be on Elements, and then, I mean, I think he will… he’ll help set the PM standards, I think, across the other,
216 00:23:24.470 ⇒ 00:23:25.930 Robert Tseng: Across the other clients.
217 00:23:26.110 ⇒ 00:23:30.709 Robert Tseng: Okay. So, similar to Jasmine, where she will just be on Element, but then also
218 00:23:30.870 ⇒ 00:23:37.799 Robert Tseng: be, like, setting the standards for strategy SL for the other… for the other clients. But, like, I don’t…
219 00:23:38.470 ⇒ 00:23:42.259 Robert Tseng: I mean, at least that’s how we see us starting them.
220 00:23:42.790 ⇒ 00:23:49.690 Kaela Gallagher: Okay, okay. CSOs do not report to Jasmine, right? It’s just the… Analysts.
221 00:23:50.010 ⇒ 00:23:57.160 Robert Tseng: Yeah, yeah, just the analysts. So, yeah, Jasmine is an SL, so SL for data strategy.
222 00:23:57.720 ⇒ 00:24:04.489 Robert Tseng: And so Advait and… Amber, report to her.
223 00:24:04.640 ⇒ 00:24:05.260 Kaela Gallagher: Yeah.
224 00:24:05.640 ⇒ 00:24:11.790 Robert Tseng: And then, nobody reports to Greg right now. He’s, like, an IC, like…
225 00:24:12.100 ⇒ 00:24:21.580 Robert Tseng: CSO that we’re… we’re basically plugging him in wherever Utsam and I can’t, spend time with. So,
226 00:24:22.020 ⇒ 00:24:24.040 Robert Tseng: It would be nice to have another…
227 00:24:24.480 ⇒ 00:24:30.910 Robert Tseng: I think… I think we will need another… another person at… at the, like, to… to do that for… for more clients as well.
228 00:24:31.280 ⇒ 00:24:38.970 Kaela Gallagher: Okay, okay, so between strategy and sales right now, we have partnerships, we have a CSO, and we have a potential AE
229 00:24:39.260 ⇒ 00:24:43.160 Kaela Gallagher: sales, go-to-market person. Yeah. Got it.
230 00:24:43.160 ⇒ 00:24:54.649 Robert Tseng: For… I know we, like, in the job descriptions, we’re writing, like, senior associate. I wonder if we should literally just call it, like, client success owner, and then service lead, and, like, have two separate JDs, and kind of see how that does.
231 00:24:55.150 ⇒ 00:25:02.569 Kaela Gallagher: Yeah, we do have a JD built out for a CSO role, so I can make that one public instead of…
232 00:25:03.010 ⇒ 00:25:06.840 Kaela Gallagher: The senior associate, that we have listed right now.
233 00:25:07.110 ⇒ 00:25:14.420 Robert Tseng: Yeah, I feel like we’re getting a lot of IC people on the, on the Senior Associates stuff, which is…
234 00:25:14.640 ⇒ 00:25:25.229 Robert Tseng: Great, like, technically, they’re… I can see them being fine. Like, I think, Sy was actually good, good… she’s good, I think she’s just not client-facing. And, same with…
235 00:25:25.520 ⇒ 00:25:31.750 Robert Tseng: this other guy that I talked to earlier in the week, who was, like, very technical, but, like, too technical, more engineering.
236 00:25:31.930 ⇒ 00:25:35.699 Robert Tseng: Didn’t really understand what he was saying, and, like, he’s not client-facing.
237 00:25:36.140 ⇒ 00:25:43.340 Kaela Gallagher: Okay. Do you want to take a quick look at this CSO, JD before I post it?
238 00:25:43.660 ⇒ 00:25:44.690 Robert Tseng: Sure.
239 00:25:45.430 ⇒ 00:25:47.850 Kaela Gallagher: I’m gonna just send it to you.
240 00:25:50.570 ⇒ 00:25:51.490 Kaela Gallagher: Okay.
241 00:25:51.910 ⇒ 00:25:54.380 Kaela Gallagher: I’ll take a look at it, too, and just make sure.
242 00:25:55.070 ⇒ 00:25:58.559 Kaela Gallagher: I feel like it aligns, and then, yeah, we can get that posted.
243 00:26:00.490 ⇒ 00:26:11.950 Kaela Gallagher: Okay, cool. Was there anything else you had for me? I have some problem solving to do with UTOM on building AI into our recruiting dashboard.
244 00:26:12.380 ⇒ 00:26:22.019 Robert Tseng: Oh, yeah, no worries. I’m sure he can… he’ll be excited to talk to you about that. I just made a couple edits. We don’t really have engagement planners anymore, so I’m taking out the EP thing.
245 00:26:22.320 ⇒ 00:26:27.359 Robert Tseng: And then, come back around, Datomics, settings, engineering…
246 00:26:28.980 ⇒ 00:26:32.950 Robert Tseng: Sure. First thing there, push everywhere.
247 00:26:36.370 ⇒ 00:26:37.040 Robert Tseng: Boom.
248 00:26:58.400 ⇒ 00:27:04.440 Robert Tseng: Okay. Yeah, I might adjust a little bit more, but I think it’s… it looks… it looks good to send, yeah.
249 00:27:04.790 ⇒ 00:27:06.120 Kaela Gallagher: Okay, okay.
250 00:27:06.580 ⇒ 00:27:20.850 Kaela Gallagher: Awesome. Oh, I’ll also send you Garrett’s, ramp-up plan, so we can have that ready for Monday, too. I have Jasmine adding some, like, element information into it, and then Greg’s gonna review it as well.
251 00:27:21.080 ⇒ 00:27:21.700 Robert Tseng: Okay.
252 00:27:21.900 ⇒ 00:27:22.640 Robert Tseng: Cool.
253 00:27:23.560 ⇒ 00:27:25.130 Kaela Gallagher: Okay, awesome!
254 00:27:26.000 ⇒ 00:27:27.099 Robert Tseng: Alright, thanks, Caleb.
255 00:27:27.230 ⇒ 00:27:28.330 Kaela Gallagher: Thank you, talk to you later.
256 00:27:28.330 ⇒ 00:27:28.960 Robert Tseng: better.
257 00:27:28.960 ⇒ 00:27:29.320 Kaela Gallagher: Aye.