Meeting Title: CSO sync Date: 2026-04-06 Meeting participants: Pranav, Greg Stoutenburg, Garrett Gibson, Uttam Kumaran
WEBVTT
1 00:00:17.780 ⇒ 00:00:19.109 Greg Stoutenburg: Oh, it is.
2 00:00:21.570 ⇒ 00:00:24.960 Greg Stoutenburg: How’s it going, Pranav?
3 00:00:25.160 ⇒ 00:00:27.569 Pranav: Hello, hello, I’m doing good. How you doing?
4 00:00:27.570 ⇒ 00:00:28.610 Greg Stoutenburg: Monday.
5 00:00:29.400 ⇒ 00:00:30.600 Pranav: Monday, Monday.
6 00:00:31.800 ⇒ 00:00:33.410 Garrett Gibson: Hey, guys, how’s it going?
7 00:00:33.410 ⇒ 00:00:34.130 Greg Stoutenburg: Garrett?
8 00:00:34.130 ⇒ 00:00:35.990 Pranav: Eric, how’s it going?
9 00:00:35.990 ⇒ 00:00:38.379 Garrett Gibson: Good! Yeah, day one.
10 00:00:38.380 ⇒ 00:00:39.750 Pranav: Day one, day one, yeah.
11 00:00:39.750 ⇒ 00:00:42.639 Garrett Gibson: Set up with everything, yeah, it’s going good.
12 00:00:43.100 ⇒ 00:00:49.930 Garrett Gibson: Yeah, I was looking at, you know, cursor, getting on board with that, the GitHub earlier, so…
13 00:00:49.930 ⇒ 00:00:50.430 Pranav: Cool.
14 00:00:50.720 ⇒ 00:00:51.570 Garrett Gibson: Yes.
15 00:00:52.080 ⇒ 00:00:55.019 Pranav: What was your experience with Cursor before, or did you have any?
16 00:00:55.020 ⇒ 00:01:08.900 Garrett Gibson: I used it a little bit, mostly just for, like, prompting, you know, like, with the agent, like, to get help with coding, you know, things like that. Yeah. But yeah, just connected it, you know, to our repo and things like that, so excited to, you know, start…
17 00:01:09.100 ⇒ 00:01:17.609 Garrett Gibson: Using it more, and yeah, see, definitely a lot of cool value, you know, being able to kind of, centralize a lot of knowledge and stuff, you know, to, like, one tool, you know?
18 00:01:18.110 ⇒ 00:01:26.169 Pranav: Yeah, it’s super sick for that, and then we built… I think you were on that meeting on Friday where, like, they were talking about all the skills and stuff that’s been built out, so those are super helpful.
19 00:01:26.170 ⇒ 00:01:28.710 Garrett Gibson: Yeah, that’s really clean, so, yeah.
20 00:01:28.840 ⇒ 00:01:29.850 Garrett Gibson: Yeah.
21 00:01:30.760 ⇒ 00:01:33.290 Uttam Kumaran: Dude, Prano, nice hoodie, dude. Looks great.
22 00:01:33.640 ⇒ 00:01:38.390 Garrett Gibson: Yeah. That’s pretty cool.
23 00:01:38.390 ⇒ 00:01:39.390 Uttam Kumaran: What kind of hoodie is it?
24 00:01:40.470 ⇒ 00:01:44.009 Pranav: I couldn’t tell you. It literally… Hopefully, like.
25 00:01:44.010 ⇒ 00:01:45.010 Uttam Kumaran: It looks nice, it looks like.
26 00:01:45.010 ⇒ 00:01:46.909 Garrett Gibson: Yeah, that’s an interesting design, yeah.
27 00:01:46.910 ⇒ 00:01:49.330 Uttam Kumaran: I’m feeling cold right now, dude.
28 00:01:49.330 ⇒ 00:01:53.599 Garrett Gibson: Then it started warming up, so I took mine off.
29 00:01:53.600 ⇒ 00:01:57.969 Uttam Kumaran: It’s sunny outside, but it’s, like, crisp here. Yeah. So…
30 00:01:58.380 ⇒ 00:01:58.910 Garrett Gibson: I wonder…
31 00:01:58.910 ⇒ 00:01:59.340 Uttam Kumaran: Interesting.
32 00:01:59.340 ⇒ 00:02:00.040 Garrett Gibson: day.
33 00:02:00.040 ⇒ 00:02:00.510 Uttam Kumaran: Yeah.
34 00:02:03.330 ⇒ 00:02:11.550 Uttam Kumaran: Cool. Well, I’m pumped to have Garrett join. I feel like this is sort of now expanding squad. I feel really good. I think,
35 00:02:12.130 ⇒ 00:02:21.259 Uttam Kumaran: basically what I told Garrett is, like, I kinda wanna see our team just continue to really, like, ratchet it up and, like, crush it on the CSO side. I think…
36 00:02:21.430 ⇒ 00:02:25.400 Uttam Kumaran: This week is off to a good start. I think last week was better than the one before that.
37 00:02:25.660 ⇒ 00:02:34.469 Uttam Kumaran: I’m trying to think what was the week before that, I think it was rough, or it was 3 weeks ago, or 4 weeks ago, but we’ve come a long way from even just 3 weeks, so I feel like…
38 00:02:34.890 ⇒ 00:02:42.880 Uttam Kumaran: you know, what, a table has 3 legs, so I feel like now, apart… outside of me, we have, like, at least 3 people.
39 00:02:43.210 ⇒ 00:02:49.720 Uttam Kumaran: You know, in the car on this one, which is really good. I feel like what I’m sort of looking forward to is that
40 00:02:49.960 ⇒ 00:03:04.010 Uttam Kumaran: kind of, like, continuation of just, like, we continue to escalate things and discuss, like, cases or situations that are coming up. I think Garrett is gonna play a little bit of, like, hopefully a bigger role on just our team of, like.
41 00:03:04.180 ⇒ 00:03:07.229 Uttam Kumaran: thinking about the heartbeats within the CSO crew.
42 00:03:07.400 ⇒ 00:03:11.679 Uttam Kumaran: And, like, how do we sort of start to think about
43 00:03:11.930 ⇒ 00:03:18.730 Uttam Kumaran: Like, what are the ways we standardize, the way we’re escalating things, the way we’re talking about opportunities and clients?
44 00:03:18.860 ⇒ 00:03:29.449 Uttam Kumaran: In addition to, you know, him joining on the Element team, and then starting probably in… after, you know, his first, like, 30-day stint, seeing where else he can… he can support.
45 00:03:29.700 ⇒ 00:03:34.719 Uttam Kumaran: So that’s kind of it. I mean, Garrett, I think I usually call these guys, and I’m like, what’s the deal today?
46 00:03:35.370 ⇒ 00:03:40.370 Uttam Kumaran: Of course, like, I can fill up the air, but that’s usually what I’m…
47 00:03:40.640 ⇒ 00:03:42.709 Uttam Kumaran: what I’m thinking about, you know, I know
48 00:03:42.870 ⇒ 00:03:51.730 Uttam Kumaran: on Pranav, your recent stuff, I pushed Sam on getting allocations done, so he’s making good progress there. Yep.
49 00:03:52.040 ⇒ 00:04:00.850 Uttam Kumaran: I think, Greg, we spent a lot of time last week talking about, default, talking about Element. I’m curious, like, how the GVL stuff went.
50 00:04:01.060 ⇒ 00:04:07.600 Uttam Kumaran: Yeah, I think maybe today we can just discuss anything that’s top of mind. I think maybe,
51 00:04:07.780 ⇒ 00:04:16.009 Uttam Kumaran: a lot of us have… share a lot of the context, so just give, like, a 5-second explainer before going into a topic for Garrett’s.
52 00:04:16.010 ⇒ 00:04:16.370 Garrett Gibson: Yep.
53 00:04:16.370 ⇒ 00:04:19.909 Uttam Kumaran: Absorption, but yeah, let’s… yeah, whatever we want to talk about.
54 00:04:20.459 ⇒ 00:04:25.209 Garrett Gibson: might just take notes here on the side, just so I can refer back later.
55 00:04:25.700 ⇒ 00:04:43.050 Pranav: Yeah. One case that came up today, with… so, like, every Monday we have a call with ABC, so I’m, like, both of my clients are in the AI side. For ABC, what we’re working on… it’s, like, a few different things. This specific…
56 00:04:43.100 ⇒ 00:04:47.170 Pranav: thing has to do with the transcripts project that we’re working on, so…
57 00:04:47.520 ⇒ 00:04:55.009 Pranav: They have customer support that they transcribe all the calls. We’re trying to…
58 00:04:55.110 ⇒ 00:04:59.490 Pranav: Analyze those calls to see where they can…
59 00:05:00.030 ⇒ 00:05:03.999 Pranav: basically use the chatbot that we built for them, just out of the box.
60 00:05:04.120 ⇒ 00:05:09.429 Pranav: our whole thing is about we’re trying to drive usage to this, chatbot. That’s…
61 00:05:09.590 ⇒ 00:05:21.709 Pranav: in line with their goals, but then also, importantly, for our goals. Like, that’s exactly, like… our contract is, like, based on how much they use us, use the product that we built them, we get more money, basically.
62 00:05:21.830 ⇒ 00:05:22.340 Pranav: Bruh.
63 00:05:22.340 ⇒ 00:05:23.410 Garrett Gibson: Makes sense.
64 00:05:23.600 ⇒ 00:05:26.859 Pranav: So… One thing that came up today was that…
65 00:05:27.050 ⇒ 00:05:33.029 Pranav: Yvette, who is, like, the main point of contact over there, she…
66 00:05:33.130 ⇒ 00:05:41.700 Pranav: She said, like, there’s this one thing with transcripts that’s, like, super pressing for her, and it has to do with the cancellation transcripts.
67 00:05:41.700 ⇒ 00:05:42.680 Garrett Gibson: Burger.
68 00:05:42.680 ⇒ 00:05:43.430 Pranav: Right.
69 00:05:43.560 ⇒ 00:05:46.700 Pranav: Yeah, and so, she just was like.
70 00:05:46.810 ⇒ 00:05:53.310 Pranav: How much of a lift is it for you to analyze these transcripts and give us a summary for, like, why they…
71 00:05:53.890 ⇒ 00:05:55.850 Pranav: why they canceled.
72 00:05:55.850 ⇒ 00:05:56.310 Garrett Gibson: Oh, okay.
73 00:05:56.310 ⇒ 00:05:56.980 Pranav: He said, okay.
74 00:05:56.980 ⇒ 00:05:58.850 Garrett Gibson: Sites and things like that, yeah.
75 00:05:59.030 ⇒ 00:06:05.680 Pranav: Yeah, and so… the complexity depends, is what I told her, and I told her,
76 00:06:06.110 ⇒ 00:06:10.959 Pranav: where are you at in that process right now? She’s like, yeah, I can do this manually. And I said, okay.
77 00:06:11.020 ⇒ 00:06:29.460 Pranav: So, where are we at in terms of sourcing those transcripts? Have you already filtered throughout, like, the thousands of calls that you get per week? And she was like, yeah, I can do that, and I can also give you those transcript IDs. And I was like, okay, at that point, we already have all the transcripts that we need to analyze. It seems like a pretty easy task for us.
78 00:06:29.460 ⇒ 00:06:31.090 Uttam Kumaran: I think I know where you’re going, but yeah.
79 00:06:31.330 ⇒ 00:06:32.520 Garrett Gibson: Yeah. Yeah.
80 00:06:33.660 ⇒ 00:06:46.109 Pranav: And so, my thing was, like, how I’m thinking about this is, like, whether I say yes or no, is like, okay, does this increase our Andy usage or decrease Andy usage? I was like, okay, this is something that’s gonna increase Andy usage.
81 00:06:46.110 ⇒ 00:06:46.790 Garrett Gibson: Yeah.
82 00:06:46.790 ⇒ 00:06:52.470 Pranav: So, I was like, yes, this is something we can do, and it also is like, this doesn’t completely…
83 00:06:53.150 ⇒ 00:07:04.840 Pranav: Another thing that I’m thinking about in my head is that our contract ends end of May. And so, for our current timeline, I feel very confident that we can hit these goals by mid-May or third week of May.
84 00:07:04.860 ⇒ 00:07:19.859 Pranav: with… before she brought up this other, project. So I was like, we can definitely bake in another one to two week work of things to do, especially since this is something that’s gonna drive Andy usage up. Like, I would love, like…
85 00:07:19.860 ⇒ 00:07:25.090 Garrett Gibson: Sounds like a feature kind of request, not really like a… Whole development effort, right?
86 00:07:25.090 ⇒ 00:07:39.760 Pranav: Yep. And it’s very much so parallel to, like, what we’re already working on. Like, we have a different, we’re driving different type of insights from transcripts for a different project. This would just be more of, like, a…
87 00:07:39.760 ⇒ 00:07:49.409 Pranav: it’s not… it’s not, like, something we would just bake into this project, but it’s, like, very much so, like, how I want to be moving forward, I think, because through transcripts, you can get so much information.
88 00:07:49.410 ⇒ 00:07:50.080 Uttam Kumaran: Yeah.
89 00:07:50.080 ⇒ 00:07:50.600 Pranav: Oh.
90 00:07:50.600 ⇒ 00:07:54.759 Garrett Gibson: Yeah, you want to have all the layers, right? Not just, like… A part of it.
91 00:07:55.150 ⇒ 00:07:58.220 Pranav: Yeah, so basically, but I was just kind of like…
92 00:07:58.740 ⇒ 00:08:12.470 Pranav: we have experience before, like, just saying yes to things that maybe we shouldn’t have said yes to, right? This seems a little bit different to me, though. And I also am like, based on how our contract is with them, too, like.
93 00:08:12.590 ⇒ 00:08:17.840 Pranav: it seems like something I would say yes to. I don’t.
94 00:08:17.840 ⇒ 00:08:23.249 Garrett Gibson: Do you think you could break it down into, like, I guess, like, tasks and things like that?
95 00:08:24.320 ⇒ 00:08:28.399 Garrett Gibson: Kinda like… Give a daily estimate, you know, to, or something?
96 00:08:29.180 ⇒ 00:08:30.130 Pranav: Yeah, so…
97 00:08:30.130 ⇒ 00:08:34.070 Garrett Gibson: That might be more targeted, you know? So, like, the estimate.
98 00:08:34.470 ⇒ 00:08:35.020 Pranav: Yeah.
99 00:08:35.020 ⇒ 00:08:36.530 Garrett Gibson: Definitely thinking about.
100 00:08:36.990 ⇒ 00:08:43.159 Pranav: Yeah, like, how… right now, I kind of laid out to them, like, what I need from them, and so…
101 00:08:43.549 ⇒ 00:08:44.039 Garrett Gibson: Because.
102 00:08:44.039 ⇒ 00:08:44.469 Pranav: What depends.
103 00:08:44.470 ⇒ 00:08:48.499 Garrett Gibson: as well, if you’re, like, also expecting something from them, you know?
104 00:08:48.950 ⇒ 00:08:49.540 Pranav: That way.
105 00:08:49.540 ⇒ 00:08:51.770 Garrett Gibson: Also, push out the timeline if they’re…
106 00:08:52.140 ⇒ 00:08:55.679 Garrett Gibson: They might… that might not be a high priority for them to get back to.
107 00:08:57.510 ⇒ 00:09:03.189 Pranav: Yeah. So, basically, later this week, I’m going to sync with Yvette to actually define
108 00:09:03.290 ⇒ 00:09:19.360 Pranav: Okay, this is when we’re gonna start, this is when we’re gonna end it. So as of right now, like, I haven’t changed anything in, like, the roadmap or anything, like, barely mentioned it’s the same. Everything is just kind of going as we scoped it, like, a week ago.
109 00:09:19.900 ⇒ 00:09:32.859 Garrett Gibson: And then maybe also reference, like, tasks that you already, like, completed, you know, from the, like, previous features that have already been implemented in the AI chatbot, and then give you a good source of comparison for, like, the remaining work, you know?
110 00:09:34.880 ⇒ 00:09:35.910 Pranav: Yeah.
111 00:09:36.720 ⇒ 00:09:38.580 Pranav: Yeah, I think.
112 00:09:38.580 ⇒ 00:09:47.819 Uttam Kumaran: One question I have, too, is, like, I mean, my gut instinct is, like, you should do the smallest piece of it, and then you should ladder the rest of the roadmap in for the renewal.
113 00:09:47.820 ⇒ 00:09:51.930 Garrett Gibson: Yeah. Because that kind of gives them a teaser, too, right? To renew?
114 00:09:52.350 ⇒ 00:09:57.100 Uttam Kumaran: Yeah, like, I think you should take… you should do the one-time exercise.
115 00:09:57.400 ⇒ 00:10:06.410 Uttam Kumaran: You should do… you should do exactly what you’re doing, which is, like, build out the longer roadmap. Yeah. Do the one time, like, you have a batch of things, let me… let’s do, like, a little analysis.
116 00:10:07.030 ⇒ 00:10:13.019 Uttam Kumaran: and then basically use that as another thing for… Yeah. …the… cause… cause… cause I think…
117 00:10:13.450 ⇒ 00:10:19.530 Uttam Kumaran: One is, like, okay, what’s in this renewal? One, it’s gonna be we continue to have work for Andy.
118 00:10:19.850 ⇒ 00:10:23.779 Uttam Kumaran: Right, whether it’s… New people, whether it’s analysis, upgrades.
119 00:10:24.220 ⇒ 00:10:38.109 Uttam Kumaran: like that, you can either structure exactly the same way, you can up the sessions, whatever, we can work on that. I also think you should loop in this transcript work. It’s not something that was in our original thing. You can say we went ahead and did some of it.
120 00:10:38.540 ⇒ 00:10:45.059 Uttam Kumaran: like, but we want to include this, like, spelled out. This is the… this is the thing with this contract, is…
121 00:10:45.330 ⇒ 00:10:54.539 Uttam Kumaran: we’ve actually done a lot for them that isn’t in this original contract, from, like, training to a lot of stuff, so I want to make this next one a little bit more specific.
122 00:10:54.880 ⇒ 00:10:55.480 Pranav: Yeah.
123 00:10:56.770 ⇒ 00:11:04.220 Garrett Gibson: And also, I would kind of add to that, like, the different kinds of transcripts, like, you mentioned cancellation, but, like, what are the other kind of, like, flavors, right? Yeah.
124 00:11:04.670 ⇒ 00:11:05.120 Pranav: Yep, yep.
125 00:11:05.120 ⇒ 00:11:07.510 Garrett Gibson: To kind of, yeah, group them all together.
126 00:11:08.360 ⇒ 00:11:11.399 Pranav: Yeah, there’s definitely a few different ones there, like hold time.
127 00:11:11.400 ⇒ 00:11:11.730 Garrett Gibson: Yeah.
128 00:11:11.730 ⇒ 00:11:15.660 Pranav: There’s, like, a whole list of different things that…
129 00:11:15.660 ⇒ 00:11:16.440 Garrett Gibson: Yeah.
130 00:11:16.610 ⇒ 00:11:18.999 Pranav: I’ve been exposed to it, and I just need to, like, fully…
131 00:11:19.000 ⇒ 00:11:20.460 Garrett Gibson: Exactly.
132 00:11:22.090 ⇒ 00:11:22.800 Garrett Gibson: Cool.
133 00:11:23.490 ⇒ 00:11:24.120 Pranav: Yeah.
134 00:11:25.880 ⇒ 00:11:30.570 Pranav: Okay, so I think we’re thinking about this the same way, just like, this is… yeah, exactly like…
135 00:11:30.760 ⇒ 00:11:35.770 Pranav: what can we do in the scope of one week? Just because I know this is, like, a pressing issue for them.
136 00:11:35.770 ⇒ 00:11:36.740 Garrett Gibson: Exactly.
137 00:11:36.740 ⇒ 00:11:42.310 Pranav: it’s gonna increase usage for us anyways, so, like, it might even boost us up to the next tier for May. Yeah.
138 00:11:42.310 ⇒ 00:11:42.860 Garrett Gibson: Sure.
139 00:11:43.150 ⇒ 00:11:47.900 Pranav: But then also, like, This can be expanded to, like, a whole month’s effort, and then.
140 00:11:47.900 ⇒ 00:11:48.550 Garrett Gibson: Oh, sorry.
141 00:11:49.030 ⇒ 00:11:50.869 Pranav: Right out into the next contract.
142 00:11:51.510 ⇒ 00:11:52.040 Garrett Gibson: book.
143 00:11:53.130 ⇒ 00:11:53.720 Pranav: Cool.
144 00:11:54.730 ⇒ 00:11:58.030 Uttam Kumaran: Yeah, and then I think, dude, by the end… we should start working on that.
145 00:11:58.340 ⇒ 00:11:59.750 Uttam Kumaran: Towards the end of this month.
146 00:12:00.780 ⇒ 00:12:01.589 Pranav: the contract?
147 00:12:01.590 ⇒ 00:12:02.240 Uttam Kumaran: Yeah.
148 00:12:02.240 ⇒ 00:12:03.140 Pranav: Yeah, definitely.
149 00:12:03.860 ⇒ 00:12:04.430 Uttam Kumaran: Cool.
150 00:12:04.770 ⇒ 00:12:17.730 Pranav: So how I’m thinking about going about doing that is just kind of drafting a new project plan. So, like, starting off with initiatives there, then projects, because the initiatives are what are gonna turn into, like, SOWs.
151 00:12:17.760 ⇒ 00:12:18.710 Uttam Kumaran: Right? Yes.
152 00:12:18.710 ⇒ 00:12:23.229 Pranav: Okay, so perfect. So I’ll just start with, like, initiatives, and then turn that into an SOW.
153 00:12:23.430 ⇒ 00:12:31.720 Uttam Kumaran: Yeah, I think start by getting your grasp around all the things we could potentially do. Yeah. Because the way to articulate it to Yvette is, like, here’s all the things, like, what do you want?
154 00:12:32.160 ⇒ 00:12:36.090 Uttam Kumaran: Yeah. Then it becomes more of, like, here’s all the things we could do, what do you want, versus, like.
155 00:12:36.540 ⇒ 00:12:40.410 Uttam Kumaran: to date, this contract has been, like, I’m like, here’s what you get.
156 00:12:40.770 ⇒ 00:12:43.409 Uttam Kumaran: You know, this is where you can start to look at, like, hey.
157 00:12:43.520 ⇒ 00:12:47.179 Uttam Kumaran: like, let’s… and this is where maybe we should brainstorm. Couple examples.
158 00:12:47.350 ⇒ 00:12:51.069 Uttam Kumaran: They’ve wanted to do this, like, they want to hook up Andy to a voice spot.
159 00:12:51.230 ⇒ 00:12:57.450 Uttam Kumaran: So people can call Andy directly, right? Okay, that’s, like, a whole thing. Second piece is, like…
160 00:12:57.570 ⇒ 00:13:01.019 Uttam Kumaran: They are interested in rolling out ANDI for internal use cases.
161 00:13:01.180 ⇒ 00:13:07.330 Uttam Kumaran: HR questions, process questions. So not… not just for the CSRs, for…
162 00:13:07.530 ⇒ 00:13:13.309 Uttam Kumaran: potentially, like, any ABC employee, right? And to use Andy for their work, right?
163 00:13:13.750 ⇒ 00:13:14.390 Uttam Kumaran: So…
164 00:13:14.390 ⇒ 00:13:22.440 Garrett Gibson: I have a question also, what, for the CS support system, what system do they use? Like, they’re… is it just, like, an internal system, or is it…
165 00:13:22.780 ⇒ 00:13:24.290 Garrett Gibson: Third party?
166 00:13:24.750 ⇒ 00:13:28.630 Uttam Kumaran: Yeah, so we built our whole thing on, on, Google Chat.
167 00:13:28.930 ⇒ 00:13:29.310 Garrett Gibson: Oh, okay.
168 00:13:29.310 ⇒ 00:13:32.009 Uttam Kumaran: And then we built the backend, so kind of system.
169 00:13:33.020 ⇒ 00:13:34.730 Uttam Kumaran: And then they use, they use,
170 00:13:34.880 ⇒ 00:13:41.049 Uttam Kumaran: 8x8 for, like, phone call, transcription, but they don’t have… they don’t have a lot of… and then they have a CRM.
171 00:13:41.670 ⇒ 00:13:43.729 Garrett Gibson: Yeah, okay. Yes, that’s…
172 00:13:44.490 ⇒ 00:13:54.680 Pranav: I’m gonna talk to them about. It’s like, they have that CRM, they have a few other tools as well. Later this week, I have a call with them to kind of discuss… there’s, like, four other tools that they’re working with.
173 00:13:54.680 ⇒ 00:13:55.570 Uttam Kumaran: Yes.
174 00:13:55.570 ⇒ 00:13:56.210 Pranav: to, like…
175 00:13:56.390 ⇒ 00:14:09.179 Pranav: I can figure out, like, okay, what things are siloed right now that… because transcripts was one thing that was siloed, right? It was just, like, 8x8, it was connected to their CRM, but it was never being utilized with Andy, so that’s one thing.
176 00:14:09.180 ⇒ 00:14:11.699 Garrett Gibson: There could be a whole list of things, right?
177 00:14:12.340 ⇒ 00:14:14.919 Pranav: Some of these apps, there’s definitely some…
178 00:14:15.080 ⇒ 00:14:17.260 Pranav: Something that we can use to leverage usage.
179 00:14:17.700 ⇒ 00:14:18.569 Uttam Kumaran: Yeah, exactly.
180 00:14:18.690 ⇒ 00:14:19.260 Uttam Kumaran: Yeah.
181 00:14:19.260 ⇒ 00:14:19.790 Garrett Gibson: Bye.
182 00:14:20.390 ⇒ 00:14:26.189 Uttam Kumaran: Yeah, so there’s… so this is where, like, you know, we didn’t end up winning, for now, that, like, larger discovery, like.
183 00:14:26.350 ⇒ 00:14:28.360 Uttam Kumaran: do data for all of ABC.
184 00:14:28.520 ⇒ 00:14:39.790 Uttam Kumaran: But, like, you could just do it for a Yvette, basically. And I think that’s what I want to tell her. I’m gonna tell… I wanna… I wanna tell her, and… and also, like, when you’re here, we should… we should go. If you’re… we should go that week, you’re here.
185 00:14:39.790 ⇒ 00:14:40.940 Pranav: Yeah, no.
186 00:14:40.940 ⇒ 00:14:55.120 Uttam Kumaran: we should go talk to them and tell them, like, look, we tried to pitch this basically what we wanted to do… we’re doing for you to everybody. They’re not buying it. So, but we… we think we can deliver for you. You’re seeing what we can do. So, if you can fight for budget for us to…
187 00:14:55.240 ⇒ 00:14:58.180 Uttam Kumaran: Do the train… but the problem is, she may not care about
188 00:14:59.030 ⇒ 00:15:03.929 Uttam Kumaran: like, Andy getting deployed across the company, so we may have to find another stakeholder for that.
189 00:15:04.310 ⇒ 00:15:04.750 Garrett Gibson: Agreed.
190 00:15:04.750 ⇒ 00:15:11.820 Uttam Kumaran: So, there’s a couple things. There’s, like, can we go deeper for just her? So she loves, she wants to do that voice thing. They want to do more 8x8.
191 00:15:11.990 ⇒ 00:15:19.839 Uttam Kumaran: Almost thinking about, like… think about a world where, like, a bunch of calls happen, and at the end of the week, an automation runs that’s like, you should update
192 00:15:20.120 ⇒ 00:15:23.179 Uttam Kumaran: The central document with these changes, because, like.
193 00:15:23.180 ⇒ 00:15:23.780 Pranav: Nope.
194 00:15:23.980 ⇒ 00:15:33.239 Uttam Kumaran: in order to improve churn, or whatever, whatever, you know? Like, think about that world. Think about some type of, like, real good, like, HUD for Janice and Yvette to see, like.
195 00:15:33.360 ⇒ 00:15:35.459 Uttam Kumaran: the health of the CSR team, right?
196 00:15:35.590 ⇒ 00:15:42.130 Uttam Kumaran: maybe proactively flag opportunities for churn. So there’s a lot of stuff just within there, and then there’s also this, like, offshoot to, like.
197 00:15:42.270 ⇒ 00:15:47.769 Uttam Kumaran: hey, like, we’re probably, like, a hop, skip, and a jump from putting Andy in for the whole company.
198 00:15:47.890 ⇒ 00:15:48.830 Uttam Kumaran: Right?
199 00:15:50.150 ⇒ 00:15:52.659 Uttam Kumaran: Do you care about that? Who cares about that? Like…
200 00:15:53.070 ⇒ 00:15:56.809 Uttam Kumaran: So, you’re now 2 months ahead, like, you’re in a good spot to start to, like.
201 00:15:57.150 ⇒ 00:16:03.400 Uttam Kumaran: do those things. Yeah. And that would, again, be on top of just, like, maintaining and handling the current set.
202 00:16:04.220 ⇒ 00:16:10.560 Pranav: Yeah, so one thing I’m thinking about, too, is, like, when does it make sense to, like, have…
203 00:16:10.660 ⇒ 00:16:17.489 Pranav: Do you think for this client, it makes sense to have multiple contracts? Like, we have that one, like, usage contract, and then we have other…
204 00:16:17.490 ⇒ 00:16:26.980 Uttam Kumaran: So what we’ll do, and this is, like, on the legal side, we’re signing MSAs with everybody. So there’ll be, like, a master services agreement, which basically is, like, Brainforge is allowed to do services
205 00:16:27.250 ⇒ 00:16:29.910 Uttam Kumaran: with this, and then we’ll append SOWs.
206 00:16:29.910 ⇒ 00:16:30.590 Greg Stoutenburg: Hmm, okay.
207 00:16:30.590 ⇒ 00:16:35.030 Uttam Kumaran: So if… so if you then… if you’re like, hey, we want to break out Candy?
208 00:16:35.220 ⇒ 00:16:45.399 Uttam Kumaran: from potentially, like, there’s another scope around just transcripts, and then there’s this, like, other scope around deploying Andy broadly, like, we can do that. That’s more just creative…
209 00:16:45.590 ⇒ 00:16:47.569 Uttam Kumaran: Like, contract strategy.
210 00:16:47.600 ⇒ 00:17:07.430 Uttam Kumaran: Yeah. And we could totally do that. So, for every one of our clients, we’re moving… and Garrett, previously we were just on single contracts with everybody, single SOWs. We’re now moving any renewals, we sign an MSA, and then we append… we sign the additional scope. That allows us to, like, tack on scopes pretty easily. Yeah.
211 00:17:20.540 ⇒ 00:17:21.300 Uttam Kumaran: What else?
212 00:17:23.220 ⇒ 00:17:27.979 Pranav: Yeah. For Eden, that’s one that I need to think more about,
213 00:17:28.520 ⇒ 00:17:36.380 Pranav: I think Danny’s coming back this week. For the past two weeks, he hasn’t been there, so it’s just mostly been me talking to their IT person.
214 00:17:36.770 ⇒ 00:17:38.609 Pranav: Who’s Adam, so…
215 00:17:38.610 ⇒ 00:17:39.130 Uttam Kumaran: Okay.
216 00:17:39.370 ⇒ 00:17:42.249 Pranav: This week, I think Daniel will be here,
217 00:17:42.440 ⇒ 00:17:46.389 Pranav: We’re showing, like, the first, like, milestone completed, so…
218 00:17:46.590 ⇒ 00:17:55.819 Pranav: this is another very unique SOW, where it’s, like, they kind of just, like, bought a bucket of hours, you know, we didn’t confirm any deliverables.
219 00:17:56.690 ⇒ 00:18:02.359 Pranav: And I think it’s because they have so many ideas, which is really good for us.
220 00:18:03.010 ⇒ 00:18:05.820 Garrett Gibson: It’s good to have a priority, too, right? Yeah.
221 00:18:05.820 ⇒ 00:18:06.689 Pranav: What was that, sorry?
222 00:18:06.690 ⇒ 00:18:09.259 Garrett Gibson: It’s good to have a priority, too, right?
223 00:18:09.260 ⇒ 00:18:10.230 Pranav: Yeah, so I think…
224 00:18:10.230 ⇒ 00:18:11.230 Garrett Gibson: Yeah.
225 00:18:11.230 ⇒ 00:18:19.129 Pranav: We did a good job of figuring out what is, like, the biggest value add for them, which is, like, this chatbot that has just integrations with all their communication channels.
226 00:18:19.130 ⇒ 00:18:19.660 Garrett Gibson: today.
227 00:18:20.050 ⇒ 00:18:21.160 Pranav: And so…
228 00:18:21.300 ⇒ 00:18:29.280 Pranav: now I need to, like, during every one of these meetings with Danny, like, he’s always like, oh, it’d be dope if we could do this, if we could do that. And so…
229 00:18:30.120 ⇒ 00:18:30.540 Pranav: I…
230 00:18:30.540 ⇒ 00:18:31.150 Garrett Gibson: Yeah.
231 00:18:31.150 ⇒ 00:18:36.339 Pranav: will keep us, like, kind of targeted in, like, what we’re doing right now. So, like.
232 00:18:36.340 ⇒ 00:18:37.090 Garrett Gibson: Yeah, absolutely.
233 00:18:37.090 ⇒ 00:18:38.720 Pranav: here too much in the next 2 months.
234 00:18:38.720 ⇒ 00:18:48.970 Garrett Gibson: Yeah, you can have them, like, shuffle the backlog further down the road, you know, to, like, the prioritization, but probably stay fixed while you’re, like, you know, having a flight, kind of, you know?
235 00:18:48.970 ⇒ 00:19:03.110 Pranav: I mean, I can also even be just like, hey, yeah, like, why don’t I scope this out, and then, you know, we have anything to say with them, like, we just create a new for that work, right? Because we have the resourcing, or hire the resourcing, to just start working on it in parallel.
236 00:19:03.110 ⇒ 00:19:03.899 Garrett Gibson: That works, too.
237 00:19:03.900 ⇒ 00:19:04.580 Pranav: Yeah.
238 00:19:06.320 ⇒ 00:19:23.039 Uttam Kumaran: Yeah, so I think with a… basically, what you’re gonna hear Robert say is, like, anything that’s a hourly, we want to move to fixed scope as fast as possible. So that’s gonna be the push, is, like, we did this month, or whatever, and, like, okay, now we wanna see…
239 00:19:23.180 ⇒ 00:19:29.600 Uttam Kumaran: Now we clearly can carve out these pieces. There’s a couple ways to deliver that. One is, like.
240 00:19:29.900 ⇒ 00:19:45.380 Uttam Kumaran: Hey guys, we’re gonna book hours, but then you’re gonna have unpredictability in, like, how many hours it’s gonna take? It’s actually cheaper for you, and more predictable for you to just be like, it’s gonna be this cost. What is a benefit for us? We can charge up front, right? Like, things like that.
241 00:19:46.120 ⇒ 00:19:54.880 Uttam Kumaran: And then you can start to break this out. And so I think that’s just roughly what it’s gonna be like. Do you feel confident, like, into this next standing meeting that you kind of, like, have everything…
242 00:19:55.020 ⇒ 00:20:00.089 Uttam Kumaran: Ready to go, and like… They’re gonna be like, cool, this isn’t… the pace is really good here.
243 00:20:00.590 ⇒ 00:20:08.609 Pranav: Yeah, 100%. Like, I already had a meeting with them on Friday, and just got good feedback from Adam,
244 00:20:08.660 ⇒ 00:20:24.349 Pranav: I mentioned kind of, like, what’s been completed in the external channel today, and Danny seemed hyped about, like, what’s been done. And tomorrow, I’ll get, like, the actual confirmation, because right now, just deploying the app is what I’m working on, so by end of day today.
245 00:20:24.610 ⇒ 00:20:27.060 Pranav: Just might take a little bit longer, like…
246 00:20:27.520 ⇒ 00:20:30.440 Pranav: By tomorrow, they’ll have, like, an application that they can actually, like.
247 00:20:30.630 ⇒ 00:20:33.819 Pranav: have in their hands and, like, click around with, so… Okay.
248 00:20:35.460 ⇒ 00:20:36.070 Garrett Gibson: That’s…
249 00:20:37.270 ⇒ 00:20:37.840 Uttam Kumaran: Cool.
250 00:20:38.620 ⇒ 00:20:42.300 Uttam Kumaran: Great. Yeah, I mean, dude, I think while you have a lead on both of these, like…
251 00:20:42.300 ⇒ 00:20:42.880 Pranav: Yeah.
252 00:20:42.880 ⇒ 00:20:53.939 Uttam Kumaran: run laps, like, just keep trying to get ahead and ahead, like, we can sign a contract for the next ABC thing today, if you get it signed, like, we don’t… so, I think that’s, like.
253 00:20:54.190 ⇒ 00:21:04.989 Uttam Kumaran: I think on ABC, it’s really clear, I think you’re gonna nail that. I think float to her that you’ll be here, and we’ll go see them when you’re here. Yeah. If you can get everything sort of into motion by then, then…
254 00:21:05.120 ⇒ 00:21:08.529 Uttam Kumaran: We can go propose that and do that in person. That could be sick.
255 00:21:08.630 ⇒ 00:21:12.280 Uttam Kumaran: And then I think for, for…
256 00:21:12.700 ⇒ 00:21:18.319 Uttam Kumaran: Eden, too. I think you just keep trying to push. I was… I didn’t even know you were doing this, sort of, without…
257 00:21:18.490 ⇒ 00:21:28.069 Uttam Kumaran: Casey, so… I think, yeah, start to hand off stuff, because I could use your help, and we could go work on more cli… more, like, sales stuff, so…
258 00:21:28.350 ⇒ 00:21:28.870 Pranav: Yeah.
259 00:21:28.870 ⇒ 00:21:43.620 Uttam Kumaran: that could be a really good thing. And then again, similar with that, like, see if you can get… see if you can start to have some of those conversations up front, or, like, work with Robert to be like, hey, this is on track, like, can we start to plan out the future situations, you know?
260 00:21:46.560 ⇒ 00:21:48.040 Pranav: Yeah, sounds good.
261 00:21:50.590 ⇒ 00:21:51.150 Uttam Kumaran: Okay.
262 00:21:52.150 ⇒ 00:21:52.980 Uttam Kumaran: Craig?
263 00:21:52.980 ⇒ 00:21:55.320 Greg Stoutenburg: Alright, 8 minutes. I’m gonna let it rip.
264 00:21:56.210 ⇒ 00:22:02.420 Greg Stoutenburg: So should I just give, like, an overview, just, like, for Garrett’s sake as well? Well, Garrett and I talked about Element earlier today. Yeah.
265 00:22:02.420 ⇒ 00:22:04.030 Garrett Gibson: Let’s get McCall coming up right here.
266 00:22:04.030 ⇒ 00:22:21.189 Greg Stoutenburg: Yeah, we’ll talk about Element more. So, yeah, I guess then I’ll focus on… well, I guess Element, just some updates. I think, I think that the relationship with Shivani… relationship building with Shivani is going well. Like, she wanted to reach out and call me about some…
267 00:22:21.190 ⇒ 00:22:30.000 Greg Stoutenburg: dashboard stuff, and how we’re working with the team and stuff like that on… Cool. I think it was Friday. We talked this morning about where we’re at with Omni. She was happy with the revised spec.
268 00:22:30.000 ⇒ 00:22:37.429 Greg Stoutenburg: And said that she… I invited her back into the dock and said, you know, you can look at this now, and also don’t look at these parts.
269 00:22:37.430 ⇒ 00:22:37.780 Garrett Gibson: Okay.
270 00:22:37.780 ⇒ 00:22:40.429 Greg Stoutenburg: And I think I’ll… I think I’ll clear that bar this time.
271 00:22:40.430 ⇒ 00:22:40.850 Uttam Kumaran: Cool.
272 00:22:40.850 ⇒ 00:22:43.190 Greg Stoutenburg: So yeah, I think that’s going well.
273 00:22:44.920 ⇒ 00:22:51.090 Greg Stoutenburg: for… yeah, so I’ll just move on to default, then. I think with default, I like the… I like the pitch.
274 00:22:51.090 ⇒ 00:23:05.110 Greg Stoutenburg: Utam and I had a call on Friday to add to some of my Q2 pitch for default, and really just spend more time looking for business opportunities. We’re doing all this… we’ve done all this data and reporting work for them,
275 00:23:05.110 ⇒ 00:23:07.640 Garrett Gibson: What is Default Site? I don’t think I’m familiar with them.
276 00:23:07.770 ⇒ 00:23:25.849 Greg Stoutenburg: Sorry, yeah, so they make a, like, an automation system for, for, like, booking sales calls and things like that. So you connect all these various systems, and someone who’s, like, a salesperson or a customer success person can, get a read on
277 00:23:25.850 ⇒ 00:23:27.949 Greg Stoutenburg: Where they should be reaching out.
278 00:23:27.950 ⇒ 00:23:28.300 Garrett Gibson: So…
279 00:23:28.330 ⇒ 00:23:31.380 Greg Stoutenburg: the health of client accounts, things like that. Oh, okay.
280 00:23:31.380 ⇒ 00:23:31.900 Garrett Gibson: Cool.
281 00:23:31.900 ⇒ 00:23:37.319 Greg Stoutenburg: And, they’ve actually got a great website, so default.com, 40 seconds, it’s like, oh, I understand what they do now.
282 00:23:38.830 ⇒ 00:23:49.770 Greg Stoutenburg: Yeah, you don’t always get that. Yeah, so, you know, we’ve done all this reporting stuff, and a lot of the focus has been there, but then the next step needs to be, now, here’s where we see opportunities.
283 00:23:49.770 ⇒ 00:23:50.520 Garrett Gibson: You know?
284 00:23:50.520 ⇒ 00:23:53.540 Greg Stoutenburg: Give us… give us a little bit more… put us in the driver’s seat.
285 00:23:53.540 ⇒ 00:23:57.089 Garrett Gibson: Probably AI, like, machine learning, maybe, like…
286 00:23:57.190 ⇒ 00:23:59.160 Garrett Gibson: AI agent, right, kind of stuff.
287 00:23:59.640 ⇒ 00:24:04.750 Greg Stoutenburg: I don’t know what we’ve… there’s… I don’t know what AI conversations we’ve had with them.
288 00:24:04.920 ⇒ 00:24:05.560 Greg Stoutenburg: Okay.
289 00:24:05.560 ⇒ 00:24:09.160 Uttam Kumaran: So what you’re gonna, like… This is where I…
290 00:24:09.160 ⇒ 00:24:11.110 Garrett Gibson: a foundation, now you can, like, add a.
291 00:24:11.110 ⇒ 00:24:17.680 Uttam Kumaran: Yeah, so I think, Greg, like, we still have not yet been, like, closed the loop on, like, all of your data is measured.
292 00:24:17.680 ⇒ 00:24:18.320 Greg Stoutenburg: Yeah.
293 00:24:18.320 ⇒ 00:24:24.090 Uttam Kumaran: But, like… What you’re gonna see is, like, we’re gonna start selling this cursor
294 00:24:24.190 ⇒ 00:24:34.419 Uttam Kumaran: situation that we have. Yeah. And I don’t know yet whether it’s all, like, wrapped in a bow, but, like, this is where…
295 00:24:34.420 ⇒ 00:24:46.189 Uttam Kumaran: as you guys are… as we start to lock up, basically, as we, like, are good with the stuff we’re slated to deliver, and you’re thinking about expanding, I’m gonna give you, like, here’s the safe things to sell, and then…
296 00:24:46.310 ⇒ 00:24:50.470 Uttam Kumaran: This AI thing is just a different beast, like, it will require you to sort of get your…
297 00:24:50.620 ⇒ 00:24:53.759 Uttam Kumaran: your mind around, like, how to talk to it. Yeah. But…
298 00:24:54.010 ⇒ 00:25:00.639 Uttam Kumaran: This thing is, like, the real… not only is it, like, Like, really, really effective.
299 00:25:00.800 ⇒ 00:25:04.039 Uttam Kumaran: big money, like, we could sell this for a lot, and so…
300 00:25:04.430 ⇒ 00:25:09.970 Garrett Gibson: It can even use AI to, like, help AI plan, you know, capabilities to implement, right?
301 00:25:09.970 ⇒ 00:25:15.970 Uttam Kumaran: Yeah, you’re gonna see the way we’re using it is everything that we can sell to them, so… but it just depends on the appetite. Like, I think Greg…
302 00:25:15.970 ⇒ 00:25:16.640 Garrett Gibson: Yeah, exactly.
303 00:25:16.640 ⇒ 00:25:27.450 Uttam Kumaran: you having the relationship, making sure that, okay, like, the data foundation, you’re already kind of going into there with Blobby, and then it’s a good way to think about it, like, think about Blobby across the rest of your business, right?
304 00:25:27.710 ⇒ 00:25:29.650 Greg Stoutenburg: Yeah, it’s our gateway.
305 00:25:29.650 ⇒ 00:25:42.380 Uttam Kumaran: Yeah, the thing with these guys is just, like, they’re kind of, like, high-flying startups, so they’re always kind of, like, really busy working on other things. Yeah. So, you may not be able to bite off stuff that isn’t, like, right in front of them.
306 00:25:42.570 ⇒ 00:25:43.380 Greg Stoutenburg: Yeah, right.
307 00:25:43.380 ⇒ 00:25:49.129 Uttam Kumaran: Right, like, seeing the amount of deals that are coming in and how much money we made this month is, like, right in front of them.
308 00:25:49.130 ⇒ 00:25:51.820 Garrett Gibson: See what, like, highest value add, yeah, probably for them.
309 00:25:51.820 ⇒ 00:26:02.910 Uttam Kumaran: Yeah, so, but then a good… a clear way could be, like, you just ratchet up Lobby, and then that could expand into, like, what about if we expanded AI into other parts of the business, right?
310 00:26:02.910 ⇒ 00:26:10.290 Greg Stoutenburg: Yeah. Well, and the fact that we’ve got Caitlin using Omni’s MCP, like, that’s good. So the appetite is there, the interest is.
311 00:26:10.290 ⇒ 00:26:10.850 Garrett Gibson: there.
312 00:26:10.850 ⇒ 00:26:19.100 Greg Stoutenburg: She gets it, and then, you know, can work some influence with other stakeholders there as, yeah, as time goes on.
313 00:26:19.870 ⇒ 00:26:20.430 Uttam Kumaran: Okay.
314 00:26:20.600 ⇒ 00:26:21.900 Greg Stoutenburg: Yep. Boom. Yep.
315 00:26:22.340 ⇒ 00:26:28.409 Uttam Kumaran: So yeah, I mean, are you… so see if you can grab time with those folks. I mean, I owe the Supabase thing today.
316 00:26:28.540 ⇒ 00:26:28.930 Greg Stoutenburg: Yeah.
317 00:26:28.930 ⇒ 00:26:31.579 Uttam Kumaran: And then, yeah, I mean, I think…
318 00:26:31.870 ⇒ 00:26:40.449 Uttam Kumaran: everybody in that meeting, probably except for, like, maybe Laura or Ryan, like, Lev, I know, has time, Deanna has time.
319 00:26:40.450 ⇒ 00:26:40.960 Greg Stoutenburg: Yeah.
320 00:26:40.960 ⇒ 00:26:46.729 Uttam Kumaran: Ryan has time if it’s, like, good, and they’re all really personable, so, like, you could totally, like, meet with them.
321 00:26:46.730 ⇒ 00:26:50.969 Greg Stoutenburg: Yeah, yeah, I use Cursor to draft some, one-on-one intro messages during.
322 00:26:50.970 ⇒ 00:26:51.410 Uttam Kumaran: Nice.
323 00:26:51.410 ⇒ 00:26:55.850 Greg Stoutenburg: So, that’ll be one thing. I’ll try to tick that off this week.
324 00:26:56.010 ⇒ 00:26:56.580 Uttam Kumaran: Cool.
325 00:26:57.550 ⇒ 00:26:59.759 Uttam Kumaran: Wow. How did Subt go for a GVL?
326 00:26:59.760 ⇒ 00:27:15.430 Greg Stoutenburg: Oh yeah, so GVL, yeah, I forgot. Last 3 minutes, I think it went really well. I mean, all the deliverables, I thought, looked good. I was able to identify very clear opportunities, like, hey, if we just fix this one part where I see this notable gap, if we could get you up to SaaS benchmarks here, you would make
327 00:27:15.430 ⇒ 00:27:27.619 Greg Stoutenburg: Worst case scenario, an additional $8,000 a year, on the high end, more like, a million, and, you know, reality will be somewhere in between, but on the higher end.
328 00:27:27.620 ⇒ 00:27:30.280 Greg Stoutenburg: But basically, I was able to show.
329 00:27:30.280 ⇒ 00:27:30.670 Uttam Kumaran: Great.
330 00:27:30.870 ⇒ 00:27:49.240 Greg Stoutenburg: if you… if you were to, like, make a very modest improvement, like, if 20 additional vet clinics, made 3 more certificates per month, that’s where they get… that’s where they make their money. A vet signs a certificate that says this animal, you know, doesn’t have rabies and can travel. It’s like that. That’s the business.
331 00:27:49.240 ⇒ 00:27:58.409 Greg Stoutenburg: then, you know, you end up with, like, this pot of extra money. And then, here’s where, if you could reduce churn, you’d make this much more, and so on.
332 00:27:58.870 ⇒ 00:28:13.339 Greg Stoutenburg: She seemed open to the pitch, she liked the reporting, we had pretty clear conversations about what a future direction might look like. Robert, you know, touched up my pitch into, like, just a more concise doc and shared it back out with her.
333 00:28:13.480 ⇒ 00:28:23.959 Greg Stoutenburg: I… I mean, we’ll see what happens. She had to be nudged, and then today was like, I can’t look at this, SOW until the end of the week, which I thought, hmm, that’s not… I wouldn’t call it enthusiasm.
334 00:28:23.960 ⇒ 00:28:25.989 Uttam Kumaran: You never… you never know.
335 00:28:25.990 ⇒ 00:28:26.500 Garrett Gibson: It’s in sales.
336 00:28:26.500 ⇒ 00:28:29.680 Uttam Kumaran: Dude, this is… now that you guys pitched well, now it’s just…
337 00:28:29.680 ⇒ 00:28:30.090 Greg Stoutenburg: Yeah.
338 00:28:30.090 ⇒ 00:28:31.239 Uttam Kumaran: This is just, like…
339 00:28:31.240 ⇒ 00:28:31.750 Garrett Gibson: Okay.
340 00:28:31.750 ⇒ 00:28:35.099 Uttam Kumaran: Sales shit, where you just gotta push and, like, figure, you know, so it’s…
341 00:28:35.100 ⇒ 00:28:41.989 Greg Stoutenburg: I really thought the… I really thought the pitch went really well, and she seemed receptive. So we’ll see what happens. I mean, my…
342 00:28:42.350 ⇒ 00:29:00.119 Greg Stoutenburg: a reason I feel a little reluctant about it is that this is a client that balked at 3,000. So, like, this is already someone who, like, signaled price sensitivity very early. But we’ll see. Maybe they’ll… maybe they’ll sign on for…
343 00:29:00.380 ⇒ 00:29:06.589 Greg Stoutenburg: I forget, you know, the middle pitch was… I think Robert pitched an 18K option and a 36K option.
344 00:29:07.620 ⇒ 00:29:08.090 Garrett Gibson: Huh, huh.
345 00:29:08.410 ⇒ 00:29:13.760 Uttam Kumaran: Okay, but now if it’s in that bucket, then it’s like… so the thing about sales is, like.
346 00:29:14.450 ⇒ 00:29:19.979 Uttam Kumaran: Once you’ve convinced someone they need you, then it’s just… then you’re just managing projects, kind of project management.
347 00:29:19.980 ⇒ 00:29:20.580 Greg Stoutenburg: Yeah.
348 00:29:20.580 ⇒ 00:29:25.529 Uttam Kumaran: So that’s the thing, I think, maybe it’s worth being, like, I haven’t talked to Raur about it, but it’s like.
349 00:29:25.640 ⇒ 00:29:32.130 Uttam Kumaran: did we do that, and are they, like, in? Then it’s sort of like, okay, what’s the pricing, when do you pay, blah blah blah. Like, that is, like…
350 00:29:32.340 ⇒ 00:29:41.590 Uttam Kumaran: That’s, like, the next thing to tackle. So it could be helpful, like, if I was to think about a couple ways for you to still be helpful here. One is, like.
351 00:29:41.710 ⇒ 00:29:50.860 Uttam Kumaran: keep watching, like, keep messaging Robert, being like, can you nudge this? You want me to nudge this? Yeah. Give him ideas on, like, how to nudge it, or like…
352 00:29:51.070 ⇒ 00:29:51.960 Uttam Kumaran: Hey, like.
353 00:29:52.140 ⇒ 00:30:05.469 Uttam Kumaran: what if we did it this way? Or, like, it’s pretty clear you guys are gonna pay this contract back in, like, 90 days if we make this change. What’s the holdup? Like, that’s some helpful ways to help the sales guys, but that’s good, that sounds great.
354 00:30:05.730 ⇒ 00:30:06.490 Greg Stoutenburg: Yeah.
355 00:30:06.640 ⇒ 00:30:07.370 Greg Stoutenburg: Yep.
356 00:30:07.500 ⇒ 00:30:08.320 Greg Stoutenburg: Cool.
357 00:30:09.040 ⇒ 00:30:12.080 Greg Stoutenburg: Cool. Well, I do see it’s, element call time.
358 00:30:12.080 ⇒ 00:30:14.090 Garrett Gibson: Yeah. Okay. Gotta join over?
359 00:30:14.090 ⇒ 00:30:14.820 Uttam Kumaran: Alright.
360 00:30:14.820 ⇒ 00:30:15.310 Garrett Gibson: Let’s jump there.
361 00:30:15.750 ⇒ 00:30:16.590 Uttam Kumaran: Alright, perfect.
362 00:30:16.980 ⇒ 00:30:17.750 Uttam Kumaran: You guys, either.
363 00:30:17.750 ⇒ 00:30:18.750 Garrett Gibson: Chris, like…