Meeting Title: GTM Planning + Kickoff Date: 2026-04-06 Meeting participants: Rico Rejoso, Hannah Wang, Robert Tseng, Jorrel Sto. Tomas
WEBVTT
1 00:00:41.960 ⇒ 00:00:43.470 Robert Tseng: Hello?
2 00:00:44.980 ⇒ 00:00:46.790 Rico Rejoso: Hey guys! Happy Monday!
3 00:00:46.790 ⇒ 00:00:47.470 Hannah Wang: Yay.
4 00:00:47.470 ⇒ 00:00:48.650 Robert Tseng: Happy Monday!
5 00:00:51.040 ⇒ 00:01:05.970 Robert Tseng: Okay, shorter meeting, so I’m just gonna jump into it. So, I did record a video, I pushed out a few skills. One is around WBR updating, one is around MBR updating, and one is around partnerships. So.
6 00:01:05.970 ⇒ 00:01:16.649 Robert Tseng: Rico, I see you kind of filling in some stuff for WBR. I don’t think you’ll need to do this in the future. Like, I’ve been kind of checking your work against what I’ve… what in the… against the,
7 00:01:17.090 ⇒ 00:01:21.999 Robert Tseng: the skill that I had built out. It was good. I think your work helped me, like.
8 00:01:22.110 ⇒ 00:01:27.129 Robert Tseng: figure out a couple bugs that I needed to fix, which I’m fixing right now.
9 00:01:27.340 ⇒ 00:01:37.549 Robert Tseng: But yeah, I feel pretty… pretty sure that after this week, you probably will not have to update this anymore. I can just… I can just run the skill, and it’ll update what I… what I… what I need to see here.
10 00:01:37.860 ⇒ 00:01:42.389 Robert Tseng: That said, like, you know, your role basically shifts from
11 00:01:42.700 ⇒ 00:01:47.059 Robert Tseng: I would like you to run the skill, and, like.
12 00:01:47.260 ⇒ 00:01:57.280 Robert Tseng: you can… you can ver… you need to verify it, but you don’t have to go and pull the numbers. So, hopefully that gives you… lets you come to the meeting more prepared to talk about, like.
13 00:01:57.940 ⇒ 00:02:04.519 Robert Tseng: when I’m asking a question about why did Pipeline dip, you can tell me, like, which accounts are driving that.
14 00:02:05.140 ⇒ 00:02:10.439 Robert Tseng: And so, you know, as I’m kind of… I can show you…
15 00:02:11.310 ⇒ 00:02:13.140 Robert Tseng: Yeah, I was literally just like.
16 00:02:13.380 ⇒ 00:02:19.910 Robert Tseng: I fixed a few things here. Like, I knew we didn’t move any deals to new stages.
17 00:02:20.620 ⇒ 00:02:38.499 Robert Tseng: Actually, I don’t think… I mean, I’m assuming this is true. Like, I think about… I don’t think anything really moved, this past week. Things may have moved in between, like, from proposal to requirements or whatever, but I don’t actually think things moved, from these different categories.
18 00:02:38.730 ⇒ 00:02:40.600 Robert Tseng: So…
19 00:02:40.730 ⇒ 00:02:55.710 Robert Tseng: yeah, like, I was… I was checking that against, what I have here. So basically, what you… when you end up running the skill, you do a dry run, or, like, a single time entry, it’ll spit out some version of this, like, it doesn’t have the…
20 00:02:55.850 ⇒ 00:03:13.770 Robert Tseng: meetings booked, and discovery calls, because you need to, like, run through all the gates, which I’m testing right now. But a dry run is just, like, a quick hit. It’ll run in, like, less than 30 seconds. Whereas, like, the full run, where it goes through all the different checkpoints that I set up, will probably take more, like, 15 to 20 minutes.
21 00:03:14.220 ⇒ 00:03:21.480 Robert Tseng: But yeah, there were some things that were off, like total SQL, or new SQL was off, new total SQL was, like, slightly off.
22 00:03:21.670 ⇒ 00:03:39.979 Robert Tseng: But then it has all the inputs, and then if you keep scrolling down, it kind of takes… pulls out different tables from HubSpot. So, basically, once this dry run, like, file is created, you can have another agent window in cursor, and you can be talking to it, you can be asking.
23 00:03:40.120 ⇒ 00:03:54.629 Robert Tseng: it, like, why is this number 16? Like, why is it 7%, or whatever, like, what’s driving this? And it’ll just read the file, and then it’ll tell you which, like, what… what specific deals, like, moved.
24 00:03:54.650 ⇒ 00:04:06.139 Robert Tseng: when they were moved, you know, just basic things that you would be able to pull out of HubSpot automatically. But, yeah, I think that’s what you should do when you prepare for these calls instead.
25 00:04:06.260 ⇒ 00:04:24.050 Robert Tseng: So you’re not just, like, scrambling to fill in the numbers, but, like, you’re actually trying to understand, like, the differences, because obviously, if something hits… goes into the red, I want to ask about it. I mean, chances are, I would have done the research already and looked into it, but, you know, I would… I would like…
26 00:04:24.150 ⇒ 00:04:27.570 Robert Tseng: you to understand it as well.
27 00:04:27.740 ⇒ 00:04:42.849 Robert Tseng: Because if you’re gonna be in this call, and you want to be involved in this work, then you… you gotta… you gotta know what’s going on in the pipeline as well. So, does that kind of, like, give you an idea of, like, how I think this process is gonna evolve?
28 00:04:43.780 ⇒ 00:04:55.030 Rico Rejoso: Yeah, definitely, and I also wanted to test out the skill. Earlier, when you sent out the message to the Brainforge team channel, it wasn’t yet on the main repo, so I wasn’t able to check it earlier.
29 00:04:55.150 ⇒ 00:04:56.269 Rico Rejoso: Just so I know.
30 00:04:56.940 ⇒ 00:05:04.830 Robert Tseng: Okay, yeah, I mean, there was probably some delay and, like, I mean, I pushed it last night, so… I think we have, like.
31 00:05:05.370 ⇒ 00:05:13.350 Robert Tseng: the PRs go through, like, twice a day. So, I mean, I guess I just… Sam probably didn’t push it in at the time. But you can, yeah, you can test it out for next time.
32 00:05:13.590 ⇒ 00:05:23.420 Robert Tseng: So… I feel less confident about the WBR one, because I didn’t really test it that much. I kind of wanted you to just do it the normal way today, so that I could
33 00:05:23.600 ⇒ 00:05:30.229 Robert Tseng: actually go in and check, which is helpful, but for, like, the MBR, I feel pretty good about it. I was testing it a lot yesterday.
34 00:05:30.410 ⇒ 00:05:40.070 Robert Tseng: Okay, well anyway, so, moving forward, I’m just gonna assume I can backfill, and yeah, we can fix some of this stuff later.
35 00:05:40.680 ⇒ 00:05:48.550 Robert Tseng: Yeah, I think overall, the kind of the story that I’m seeing, partner pipeline is still dry, so, yeah, I think, like.
36 00:05:48.820 ⇒ 00:05:59.949 Robert Tseng: yeah, that’s concerning, like, this is gonna be my biggest focus area this, this, this week, which is why I kind of pushed out that partner, agent as well. So,
37 00:06:00.400 ⇒ 00:06:20.210 Robert Tseng: I think if you guys look into sales partnerships, you’ll be able to see specifically, kind of, like, some of the reminders that I’m testing out. But I’m basically trying to just nudge me and Utam to kind of follow up on partner activities. I think I have all the strategy and playbooks already written out in
38 00:06:20.290 ⇒ 00:06:30.450 Robert Tseng: in, cursor, I just needed to surface them in a more, like, surface them in a clearer way to basically me and UTong were the ones who are pushing partnerships along.
39 00:06:30.680 ⇒ 00:06:39.990 Robert Tseng: I’ll share more of my learnings, because I went to that Catalyst conference that, you guys booked me at last week, so, but I’ll get to that when we talk about bets.
40 00:06:40.040 ⇒ 00:06:58.750 Robert Tseng: Yeah, as far as new, new SQL pipeline, yeah, smaller, smaller deals, we still add in pipeline, but not… I mean, I think pipeline is, is, is low, so we, we have, we met with Artie earlier today, and we talked through some ways that we can quickly add to our top-of-funnel pipeline.
41 00:06:58.860 ⇒ 00:07:11.050 Robert Tseng: So, after I kind of get partnerships back, kind of on a good track and all… Then I’m going to run a couple outbound campaigns. We’ll keep doing the event-based, kind of…
42 00:07:11.460 ⇒ 00:07:30.299 Robert Tseng: event-based campaigns on LinkedIn, as we… as they come up, but, you know, that’s really gonna just impact your MQL pipeline. So, I’m seeing that MQL pipeline is good. We’ve been more stable the past couple weeks. I think it’s largely because of the events. We’ve been doing maybe one or two events per week, so…
43 00:07:30.300 ⇒ 00:07:37.909 Robert Tseng: Yeah, I think a useful skill to build, and I’m gonna, you know, Hannah, when you get your time to do it, like.
44 00:07:38.310 ⇒ 00:07:56.960 Robert Tseng: I think just finding what events would be relevant, I think you can… you can, you can leverage AI to go and help you… help you figure that out. Like, obviously, I’ll… I’ll come into stuff in my conversations with people, and I’ll keep sharing it with the team, but yeah, this is, like, the un… the incompleted task that never finished in Q1, where we
45 00:07:57.060 ⇒ 00:08:13.139 Robert Tseng: talked about, like, building an events calendar for, you know, up ahead, and I think this is still, like, you know, a clear driver for MQL for us, so we should always just have, like, one or two events per week that we’re just, like, sending campaigns for.
46 00:08:13.410 ⇒ 00:08:14.020 Hannah Wang: Hmm.
47 00:08:14.430 ⇒ 00:08:15.260 Hannah Wang: Okay.
48 00:08:15.900 ⇒ 00:08:16.510 Robert Tseng: Yeah.
49 00:08:16.810 ⇒ 00:08:26.190 Robert Tseng: Yeah, frankly, it doesn’t even have to be a skill, I think, but if you were to limit it, you know, just look at New York, New York, LA, Austin, those are the three places we have.
50 00:08:26.260 ⇒ 00:08:29.899 Robert Tseng: any events that are interesting, I know you used to be manually looking through stuff.
51 00:08:29.920 ⇒ 00:08:47.410 Robert Tseng: But I think you could pretty much set up a skill that scrapes some of the, like, event platforms, whether it’s, like, Luma, or… I know you were looking at your invite, I mean, I’m not gonna… maybe even LinkedIn, you know, you can… you can pick a few different high-signal platforms.
52 00:08:47.660 ⇒ 00:08:54.190 Robert Tseng: frankly, like, I might add to that, too, there are certain Slack communities that we’re a part of that, we should be…
53 00:08:55.190 ⇒ 00:09:08.539 Robert Tseng: we should monitor for events as well. And, like, today, my LinkedIn DMs, I just got hit with, like, a random, like, snowflake event. So, like, there are these interesting ones that are, like, we need to build some sort of qualification criteria.
54 00:09:08.590 ⇒ 00:09:18.099 Robert Tseng: like, obviously, I don’t want you to be running event campaigns the entire week. You only really need to do one or two, and you’re able to hit your MQL, like, pipeline targets, so, it’s kind of, like.
55 00:09:18.200 ⇒ 00:09:34.929 Robert Tseng: figuring out, like, how do you cast a wide net to capture those events, and then, like, being able to prioritize the ones that are the most important, which are… I think the criteria should be something like going for anything that matches one of our partners, so obviously any Snowflake.
56 00:09:34.980 ⇒ 00:09:51.570 Robert Tseng: or on the event, related event, or any event that they’re showing up to, like, that’s one we should be at. I think that should be top priority. And then for our different partner tiers, I think that’s… those are another, like, kind of good set to pattern match on what would be considered a good event.
57 00:09:51.570 ⇒ 00:10:04.939 Robert Tseng: And then we can look through our ICP qualification criteria and go after, like, industry-based conferences, things like ShopTalk for CPG, or, you know, there’s gonna be other ones that we come… that come along, come along as well.
58 00:10:06.880 ⇒ 00:10:16.190 Robert Tseng: But, yeah, so I know… I’m just, like, saying that into the transcript, so, like, maybe you’d be able to reuse that later when you’re trying it.
59 00:10:16.420 ⇒ 00:10:17.410 Robert Tseng: Yeah. Okay.
60 00:10:17.890 ⇒ 00:10:34.259 Robert Tseng: Cool. Yeah, no new proposals were sent last week, so that’s kind of an L. I mean, I guess that’s on me, but we also just didn’t really have anything that was ready to set new proposals for. So, yeah, well, yeah, I think that’s,
61 00:10:34.380 ⇒ 00:10:38.730 Robert Tseng: it’s concerning, but I… I mean, that’s… that’s not really something you guys control.
62 00:10:38.900 ⇒ 00:10:41.700 Robert Tseng: Other than that, I guess…
63 00:10:41.840 ⇒ 00:10:46.809 Robert Tseng: So, I think this section still looks kind of wonky. I don’t really think the,
64 00:10:47.540 ⇒ 00:10:54.720 Robert Tseng: The, the… The, cursor solution really worked for this either yet.
65 00:10:54.910 ⇒ 00:11:05.870 Robert Tseng: It should be pretty simple. It’s really just, like, I think the math, you were right, Pico, it’s literally just a percentage of, like, the active SQL in that… in that week, so…
66 00:11:05.960 ⇒ 00:11:23.600 Robert Tseng: like, if I were to do this manually, I would literally just be looking at HubSpot, these are all the active leads, and then I would just be looking at the source names, and trying to, like, group them into these four different categories. So, and then, you know, just doing, like, you know, you can just… you can just do the calculation from there.
67 00:11:23.770 ⇒ 00:11:31.729 Robert Tseng: But, yeah, anyway, like, I think that’s… that’s something I’m trying to get the cursor to do automatically, but we’re just not there yet.
68 00:11:33.130 ⇒ 00:11:49.259 Robert Tseng: overall, like, kind of value of our pipeline, yeah, we have healthy pipeline, right? Or, like, you know, I won’t say it’s necessarily healthy, some of these are stalled deals, but pipeline is looking better than it was in Q1, and we do have a lot of deals that are kind of in the mix right now.
69 00:11:49.330 ⇒ 00:12:06.069 Robert Tseng: that are all kind of, like, waiting. My actions, all of these today, so, there should be nothing that’s due, today. Everything is either kind of a follow-up earlier, like, later this week. I have a couple, further, calls booked. Deloitte, I have a meeting with them on Wednesday.
70 00:12:06.680 ⇒ 00:12:20.040 Robert Tseng: And then, like, Ellie, like, we’re still going through some legal stuff, so… and then, Sunstone, I have a meeting booked later this week. So, I expect 3 of these deals to keep moving along. EY, you know, we’re… they’re… they’re off.
71 00:12:20.160 ⇒ 00:12:22.720 Robert Tseng: or the partner was off Friday, Monday, so…
72 00:12:23.280 ⇒ 00:12:41.200 Robert Tseng: hopefully we’ll see some movement there today. And then elements, I finally finished all the redlining, so I’m expecting this… this to go over… this… this to go over today. So, yeah, I think, you know, overall, this is… this is good. You guys can see what happens when we actually have, like, more than 10
73 00:12:41.200 ⇒ 00:12:50.140 Robert Tseng: these in the pipeline, even if activity’s not happening every week, like, things are moving along, so we just need to keep filling, filling this pipeline, and we’ll be fine.
74 00:12:50.340 ⇒ 00:12:51.570 Robert Tseng: On the sales side.
75 00:12:52.130 ⇒ 00:12:57.120 Robert Tseng: Okay, well, I think that’s pretty much all I’m gonna save for now. I actually didn’t really look at the
76 00:12:57.580 ⇒ 00:13:02.920 Robert Tseng: Marketing stuff, great, we got all these DMs. Good, yeah, so engagement still looks good.
77 00:13:02.970 ⇒ 00:13:20.430 Robert Tseng: visitor is dropping, we don’t have any content, so I know that we’re a little bit starved on content. I think, Hannah, one of Kayla’s OKRs now, I’ve basically assigned her to work with you on putting out one Brainforge-related culture team recruiting post per week.
78 00:13:20.530 ⇒ 00:13:40.219 Robert Tseng: And, yeah, I’m trying to get Utam and I to post twice a week. So, I have a draft that’s probably gonna go out for next week. It’s not scheduled through Ordinal, or not next week, I meant for tomorrow. But yeah, like, I think we’re… we are… we do need to get our content published back up and running, because we’ve been off for 3 weeks.
79 00:13:40.220 ⇒ 00:13:58.790 Hannah Wang: Yeah, I already have… or Uthman already approved two posts that Kayla proposed. It’s… one of them is the team member of the month post on the Brainforge account, and then the other one is a hiring post, so I’m gonna push those out this week, and then… Okay. …whatever,
80 00:13:58.890 ⇒ 00:14:09.440 Hannah Wang: whatever draft you have, like, if you need… obviously, I want to make, like, a design for it and think about the CTA, so just send that to me, and I’ll think about that, and then we can…
81 00:14:09.740 ⇒ 00:14:19.379 Hannah Wang: post it. I’m also out of office starting Thursday, so just need to figure out handoff and whatnot, but yeah, that’s this week.
82 00:14:20.020 ⇒ 00:14:20.750 Robert Tseng: Okay.
83 00:14:20.750 ⇒ 00:14:21.520 Hannah Wang: Yep, yeah.
84 00:14:21.520 ⇒ 00:14:23.419 Robert Tseng: You’re off, just Thursday, Friday?
85 00:14:24.320 ⇒ 00:14:28.099 Hannah Wang: No, Thursday to next Thursday.
86 00:14:28.270 ⇒ 00:14:29.710 Robert Tseng: Oh, okay, cool.
87 00:14:31.960 ⇒ 00:14:32.580 Hannah Wang: Yeah.
88 00:14:32.580 ⇒ 00:14:41.830 Robert Tseng: Yeah, well, let’s… yeah, I mean, ideally, I will try to get you a few drafts that you can schedule before you leave then. But, yeah.
89 00:14:44.470 ⇒ 00:14:45.390 Robert Tseng: Okay.
90 00:14:45.530 ⇒ 00:14:55.609 Robert Tseng: Yeah, I think that’s… Pretty much… the story… From this past week.
91 00:14:57.080 ⇒ 00:15:03.200 Robert Tseng: Any other things that you guys feel like I missed from activity?
92 00:15:06.870 ⇒ 00:15:07.570 Hannah Wang: No?
93 00:15:08.040 ⇒ 00:15:08.480 Robert Tseng: Okay.
94 00:15:08.480 ⇒ 00:15:09.369 Hannah Wang: Makes sense.
95 00:15:10.210 ⇒ 00:15:23.940 Robert Tseng: Cool. So, yeah, overall a down week, and I’m trying to… trying to pick… pick things back up again. So, we’ll, I wasn’t really addressing, kind of, top line, pipeline last week. So, we will, we will, get moving on that.
96 00:15:25.800 ⇒ 00:15:32.320 Robert Tseng: Cool, so let’s go around and just kind of share some bets for the week, then. Yeah, once again.
97 00:15:32.430 ⇒ 00:15:45.240 Robert Tseng: like, it’s not necessarily… you can… you can say multiple things in one, just, like, kind of, what’s the… what’s, like, the theme that you’re… you’re… you’re making on? What is… is there, like, something that you’re trying to… to accomplish?
98 00:15:45.340 ⇒ 00:15:54.029 Robert Tseng: Anyway, I’m not gonna prescribe it too much, but we’ll go around and share those so that… so it’s on the record, and we can, we can…
99 00:15:54.250 ⇒ 00:15:56.609 Robert Tseng: I’ll review it at the recap later in the week.
100 00:15:58.000 ⇒ 00:16:04.960 Hannah Wang: Yeah, I can go. Sure. My first bet is to… become…
101 00:16:05.160 ⇒ 00:16:08.409 Hannah Wang: somewhat proficient with cursor in building all…
102 00:16:08.620 ⇒ 00:16:15.740 Hannah Wang: skills. So, I think the two in mind that I have is, the MQL nurturing one. I know that’s kind of, like.
103 00:16:15.860 ⇒ 00:16:21.699 Hannah Wang: I feel like that’d just be really helpful to have, so I am working on that right now.
104 00:16:22.080 ⇒ 00:16:29.049 Hannah Wang: So I’ll build that out, and then the second one… the second skill I want to build is, yeah, the event-based
105 00:16:29.420 ⇒ 00:16:33.819 Hannah Wang: Or the event scraping skill, or whatever we call it, so…
106 00:16:33.820 ⇒ 00:16:34.450 Robert Tseng: Yeah.
107 00:16:34.450 ⇒ 00:16:35.250 Hannah Wang: Focus on that.
108 00:16:35.250 ⇒ 00:16:47.709 Robert Tseng: I’ll say, like, working with LinkedIn, it’ll be a bit challenging. I’ve not done it, but I hear some challenges, so curious what you’ll run into. But every other tool that we have, it works with
109 00:16:48.100 ⇒ 00:16:52.330 Robert Tseng: works with, this skill process.
110 00:16:52.440 ⇒ 00:16:52.910 Robert Tseng: So…
111 00:16:52.910 ⇒ 00:16:55.319 Hannah Wang: Okay. Yeah, I mean, I…
112 00:16:55.790 ⇒ 00:17:03.240 Hannah Wang: when I thought about the MQL one, like, it would be nice to have it linked to LinkedIn, but…
113 00:17:03.450 ⇒ 00:17:09.339 Hannah Wang: I’ll just come up with something, and then kind of show you, and then we can iterate off of that.
114 00:17:09.519 ⇒ 00:17:21.999 Robert Tseng: Okay. I believe it’s easier to read out of LinkedIn, but you can’t write into it, so if anything, you do the drafting somewhere else, whether it’s directly in, like, a Markdown file, or if you want to put it into a sheet, you can as well.
115 00:17:22.319 ⇒ 00:17:23.839 Robert Tseng: That’s what I’d probably recommend.
116 00:17:23.839 ⇒ 00:17:25.109 Hannah Wang: They can, like, read
117 00:17:25.399 ⇒ 00:17:30.499 Hannah Wang: messages, or not that you have to know the answer, but if you know, like, I can read.
118 00:17:31.150 ⇒ 00:17:39.049 Robert Tseng: Yeah, I think it can pull out JSON blobs out of LinkedIn API, so, like, I believe it can read messages.
119 00:17:39.440 ⇒ 00:17:48.120 Robert Tseng: like, if you filter off of… yeah, I mean, you could, you know, simple date filters and, like, messages. I don’t know how much of the content you’ll be able to get, but at least you’ll get names.
120 00:17:48.370 ⇒ 00:17:59.919 Robert Tseng: Anyway, I think you just have to go in and try to figure out what the limits are. But yeah, generally, like, MCP is good for, like, reading, but it’s not great for writing.
121 00:18:01.330 ⇒ 00:18:09.889 Robert Tseng: And, yeah, that’s why with all the skills that I built, I’m not writing directly back into the Google Sheet yet. Also because, like, our Google Drive MCP is kind of…
122 00:18:11.010 ⇒ 00:18:17.680 Robert Tseng: bad, like, in writing, so I prefer to just write it directly into a, like.
123 00:18:18.000 ⇒ 00:18:23.449 Robert Tseng: file like this that I can just, like, review, and it makes it easier to edit the skill.
124 00:18:23.740 ⇒ 00:18:27.430 Robert Tseng: Once it’s, like, actually ready to just be…
125 00:18:27.580 ⇒ 00:18:34.950 Robert Tseng: what Utom calls, like, hardened, then… then he may, like, find some way to actually write it into cheats, but I don’t…
126 00:18:35.490 ⇒ 00:18:39.890 Robert Tseng: I… I just think that’s, like, unnecessary effort if you get… if that’s where you end up getting stuck.
127 00:18:40.890 ⇒ 00:18:48.400 Hannah Wang: Okay, I mean, I don’t mind copy-pasting into a Google Sheet and manually sending messages, so… Yeah, I think that’ll…
128 00:18:48.400 ⇒ 00:18:49.539 Robert Tseng: Like, not… yeah.
129 00:18:49.890 ⇒ 00:18:51.449 Hannah Wang: And then, like.
130 00:18:51.910 ⇒ 00:19:00.619 Hannah Wang: Yeah, what I… I don’t have to get into the nitty-gritty, but… okay, yeah, if what I build out is, like, too manual and dranky, we can reiterate it, but anyway, I heard.
131 00:19:00.620 ⇒ 00:19:12.680 Robert Tseng: I’m just trying to give you some of my, pointers from… from me trying to build in this way, and things that I ran into, so if you run into the same things, it’s like…
132 00:19:13.010 ⇒ 00:19:14.809 Robert Tseng: Oh, it’s not just you.
133 00:19:15.230 ⇒ 00:19:16.549 Hannah Wang: Okay.
134 00:19:16.550 ⇒ 00:19:17.110 Robert Tseng: Yeah.
135 00:19:17.230 ⇒ 00:19:23.489 Hannah Wang: So those are the… that’s my first bet, is just AI stuff. And then the second one is, I guess…
136 00:19:24.380 ⇒ 00:19:37.510 Hannah Wang: driving towards upping our posts… number of posts for the week, so whether it be Kayla’s, OKRs, or just the drafts that you or Utom have, just driving that, and hopefully that’ll drive the…
137 00:19:37.890 ⇒ 00:19:43.049 Hannah Wang: Visitor engagement metric, because that, yeah, is down, because we’re not posting anything, so…
138 00:19:43.810 ⇒ 00:19:51.310 Robert Tseng: Yeah, on that note, it’s like, why the drafting on my side is taking so long this week is because I’m trying to…
139 00:19:51.370 ⇒ 00:20:06.289 Robert Tseng: build skills for it as well, so that we can just give it to people in the company, so other people could just use the same skill to draft their own content, like, is basically what I want to do. I want it to… I want content to come not just from me and Utam. I think…
140 00:20:06.520 ⇒ 00:20:16.599 Robert Tseng: we’ve seen on the recruiting side, specifically, I don’t think any sales, you know, lead has told us this specifically, but Kayla and Brile have received a couple
141 00:20:16.600 ⇒ 00:20:31.590 Robert Tseng: I think Rico was there when he was saying it, like, people were like, oh, is this even, like, a real company? Because only two people from the company post, and it’s just me and Uten. And so, I think there’s kind of, like, other people should post, and we want to try to…
142 00:20:31.700 ⇒ 00:20:36.609 Robert Tseng: incentivize that as well. So, I’m trying to build it in a way where people will be able to.
143 00:20:37.510 ⇒ 00:20:48.259 Hannah Wang: Yeah, I know in the past, people have expressed interest, but maybe they’re just, like, intimidated by where to start, so that skill will be helpful for the rest of the team. Yeah.
144 00:20:51.240 ⇒ 00:20:52.540 Robert Tseng: Okay, cool.
145 00:20:54.840 ⇒ 00:20:55.820 Robert Tseng: Rico?
146 00:20:55.820 ⇒ 00:20:56.360 Rico Rejoso: Yep.
147 00:20:57.910 ⇒ 00:21:06.589 Rico Rejoso: I guess first threat would be to try off the new skill that you just, pushed to, variable, and test out the WBR.
148 00:21:06.710 ⇒ 00:21:13.400 Rico Rejoso: The second would… After that is to fill out the remaining what was that?
149 00:21:13.600 ⇒ 00:21:21.360 Rico Rejoso: the partner… the partner active SQL, this… that column, and…
150 00:21:21.550 ⇒ 00:21:40.800 Rico Rejoso: Back also filled out the one for last week. The reason I haven’t filled out yet, because I… wasn’t… I didn’t know where to get the numbers from. You just mentioned earlier that I should go to the active or in-progress deals and just counting off manually. Yeah, I was confused, because we have, like, source…
151 00:21:41.670 ⇒ 00:21:52.320 Rico Rejoso: Deal source, source detail, source name, properties in HubSpot, so I don’t know which one was to… should I prefer to when it comes to, counting that off.
152 00:21:52.970 ⇒ 00:22:00.389 Robert Tseng: Yeah, I think this was, like, a legacy field that Ryan made, I believe.
153 00:22:00.510 ⇒ 00:22:08.250 Robert Tseng: Well, anyway, it’s like a… it’s a smart property of HubSpot, which is kind of weird, like, I would…
154 00:22:08.450 ⇒ 00:22:09.809 Robert Tseng: It’s kind of hard to…
155 00:22:10.160 ⇒ 00:22:22.869 Robert Tseng: it’s hard to query from, first of all, using the HubSpot MCP. Like, we should have just made it a standard field and changed the values from, from, cursor. Anyway, that’s too nitty-gritty, but, like, also…
156 00:22:23.570 ⇒ 00:22:30.489 Robert Tseng: Yeah, it’s not, like, very clear which ones are partner referral delivery in Sales Outbound.
157 00:22:30.750 ⇒ 00:22:33.559 Robert Tseng: Hopefully, you’ll be able to, like…
158 00:22:34.640 ⇒ 00:22:36.750 Rico Rejoso: Yeah, I was thinking of, like…
159 00:22:36.750 ⇒ 00:22:37.370 Robert Tseng: difference.
160 00:22:37.370 ⇒ 00:22:50.970 Rico Rejoso: Since there’s, like, a few options here, like, for if it’s events, then it has to go through what kind of event was it, and stuff, so I wanted to, you know, try to consolidate that so we can gather data much easier as well.
161 00:22:51.940 ⇒ 00:23:04.939 Robert Tseng: Yeah, I’m okay with this level of granularity, because we do want to know, like, where they’re coming from, but there probably needs to be another kind of, like, field that, turns these into…
162 00:23:05.540 ⇒ 00:23:15.539 Robert Tseng: these fields. And sales outbound is just, like, this is an old… this is an old way of writing it, like, I think we have a few more categories. So actually, we probably should…
163 00:23:15.680 ⇒ 00:23:19.659 Robert Tseng: expand this to a few more. Like, it should just be…
164 00:23:19.890 ⇒ 00:23:25.300 Robert Tseng: you know, I might just make a change, so… we have…
165 00:23:25.620 ⇒ 00:23:27.589 Robert Tseng: Maybe, I think there should be one more.
166 00:23:48.180 ⇒ 00:23:58.000 Robert Tseng: I feel like this should be fine. So, it’s like… You know, inbound, inbound website, Alt inbound, and then…
167 00:23:58.780 ⇒ 00:24:03.920 Robert Tseng: Referrals are pretty straightforward. Delivery is just upsells.
168 00:24:04.170 ⇒ 00:24:09.790 Robert Tseng: partners… It’s just anything that says… partner.
169 00:24:10.070 ⇒ 00:24:12.180 Robert Tseng: Event partner, event, or partner?
170 00:24:12.790 ⇒ 00:24:16.630 Robert Tseng: And then… Outbound.
171 00:24:17.230 ⇒ 00:24:18.540 Rico Rejoso: The referral confirmed.
172 00:24:20.680 ⇒ 00:24:25.549 Robert Tseng: Yeah, well, then this kind of overlaps. Ugh, okay, this is a little bit annoying. But,
173 00:24:27.150 ⇒ 00:24:38.169 Robert Tseng: Yeah, we basically need to make discrete categories off of these. So, like, I mean, I just… because I don’t want to be segmenting it by that much, like, this should just be pretty quick to review.
174 00:24:38.350 ⇒ 00:24:45.890 Robert Tseng: Yeah. I frankly don’t really care what’s outbound and inbound, to be honest, so…
175 00:24:46.310 ⇒ 00:24:50.190 Robert Tseng: I think this is already pretty obvious from what we have up here.
176 00:24:51.110 ⇒ 00:24:56.170 Robert Tseng: So maybe all I care about is just… these three.
177 00:24:56.290 ⇒ 00:25:03.880 Robert Tseng: And these don’t have to add up to 100%. It’s fine. Like, I just want to know, is partner staying above
178 00:25:04.410 ⇒ 00:25:08.269 Robert Tseng: 30% is referrals staying above whatever, like.
179 00:25:09.430 ⇒ 00:25:17.210 Robert Tseng: Yeah, like, this is just supposed to give me a portfolio mix of, like, where… where SQLs are coming from,
180 00:25:17.950 ⇒ 00:25:18.540 Rico Rejoso: Okay.
181 00:25:18.910 ⇒ 00:25:20.309 Robert Tseng: Yeah, I think, I think just this one.
182 00:25:20.310 ⇒ 00:25:26.560 Rico Rejoso: Regional partners, right? And referral could be anyone outside our organization, or… non-partner.
183 00:25:26.690 ⇒ 00:25:34.260 Rico Rejoso: That has provided deals or leads with, correct? And delivery is just basically upsell coming from our active clients.
184 00:25:34.690 ⇒ 00:25:39.309 Robert Tseng: Correct. Yeah, so partner can come from a referral or event, partner event.
185 00:25:39.450 ⇒ 00:25:45.010 Robert Tseng: Referral is just employees or clients, and then delivery is just upsells. Yeah.
186 00:25:45.480 ⇒ 00:25:48.779 Rico Rejoso: Yep, got it, yeah, we’ll work on that. And, okay.
187 00:25:48.940 ⇒ 00:25:59.120 Rico Rejoso: last would be to… yes, I’m on the same page figuring out some of the stuff or tasks that we’re, repeatedly working on that we can put into Cursor and create a skill with.
188 00:26:00.230 ⇒ 00:26:06.310 Rico Rejoso: So yeah, I’ll probably have to also, you know, automate a lot of stuff that’s… we’re working with.
189 00:26:06.740 ⇒ 00:26:12.309 Rico Rejoso: And check it out, or propose it to you guys afterwards. Those are my bets for this week.
190 00:26:13.420 ⇒ 00:26:14.120 Robert Tseng: Okay.
191 00:26:14.430 ⇒ 00:26:15.130 Robert Tseng: Cool.
192 00:26:16.570 ⇒ 00:26:19.180 Robert Tseng: Jarrell?
193 00:26:22.820 ⇒ 00:26:30.740 Jorrel Sto. Tomas: Hello, my bet’s this week, I just joined the Ops Guild today, so I’m getting reacclimated in there.
194 00:26:30.870 ⇒ 00:26:34.310 Jorrel Sto. Tomas: Their kind of sphere.
195 00:26:34.730 ⇒ 00:26:44.169 Jorrel Sto. Tomas: I know they’re very AI-friendly, so I’m trying to see if there’s a play there to generate leads from that. They’re mostly companies, series B and above.
196 00:26:44.530 ⇒ 00:26:48.540 Jorrel Sto. Tomas: That’s actually where I met the guy for,
197 00:26:48.900 ⇒ 00:26:53.939 Jorrel Sto. Tomas: Crexi. I messaged you guys about it in Sales Channel before, but I.
198 00:26:54.420 ⇒ 00:27:05.679 Jorrel Sto. Tomas: I… we rotate, like, usually directly meet VP or SVP of Operations, or directly the CEO. I’m in this org, so since I just rejoined, I’m gonna get, like.
199 00:27:06.030 ⇒ 00:27:14.829 Jorrel Sto. Tomas: invited to the dinners here in LA. So that’s basically my play here, is to just get straight to the decision makers and see where their AI
200 00:27:16.150 ⇒ 00:27:33.310 Jorrel Sto. Tomas: capabilities are. There’s actually a lunch next… or dinner next week that I’m going to, hosted by Ops Guild. There’s about a hundred of these, Ops Guild members going, so, yeah, so this is… this is kind of why I’m… I’m really pushing for these in-person stuff.
201 00:27:34.150 ⇒ 00:27:47.510 Jorrel Sto. Tomas: Because that’s kind of what I’m seeing the plays are with AI. Ironically, they want to see the people behind the AI stuff, as opposed to the generic cold email blasts.
202 00:27:47.640 ⇒ 00:28:02.670 Jorrel Sto. Tomas: But yeah, aside from that, I’ve been getting really active within the YC community. I’ve been DMing a lot of the founders for the more tenured companies. Like I said, just trying to see where the appetite is. And then still pushing for Butterfly right now. So, I have a meeting with…
203 00:28:02.670 ⇒ 00:28:13.019 Jorrel Sto. Tomas: Lawson, the guy at Crexi, next week, so we’ll see how they’re doing. But since real estate is an ICP, I’m trying to see if that’s something viable we can…
204 00:28:13.060 ⇒ 00:28:26.579 Jorrel Sto. Tomas: we can kind of explore. But yeah, those are… yeah, I’m just getting very aggressive with it versus stuff. Oh, and the other last thing, I have a meeting with the platform lead at WonderVC. I don’t know if you’re familiar with WonderVentures, Robert.
205 00:28:26.580 ⇒ 00:28:27.150 Robert Tseng: Hmm.
206 00:28:27.400 ⇒ 00:28:31.429 Jorrel Sto. Tomas: But yeah, I’m trying to get access to their portfolio.
207 00:28:31.600 ⇒ 00:28:37.179 Jorrel Sto. Tomas: I actually met a few of their portcos last week, and I’m trying to see if there’s…
208 00:28:37.340 ⇒ 00:28:41.260 Jorrel Sto. Tomas: something I can… or we can do there, cause…
209 00:28:41.820 ⇒ 00:28:47.469 Jorrel Sto. Tomas: Yeah, they’re mostly pre-seed, but a lot of their current portfolios, like, I don’t know if you’re familiar with Honey?
210 00:28:47.630 ⇒ 00:28:48.629 Jorrel Sto. Tomas: I, actually.
211 00:28:48.980 ⇒ 00:28:57.780 Jorrel Sto. Tomas: familiar with honey, if you’re from LA. Honey was one of their earliest porkos, and right now, they’re…
212 00:28:57.880 ⇒ 00:28:59.890 Jorrel Sto. Tomas: They have a mixture of, like.
213 00:29:00.210 ⇒ 00:29:12.750 Jorrel Sto. Tomas: retail, CPG, and, like, AI entertainment. That type of, that type of mix. And so I’m trying to see if there’s a play there as well. But that’s my bets. I’m trying to really just get embedded in these, in these circles, and then hopefully
214 00:29:12.910 ⇒ 00:29:19.830 Jorrel Sto. Tomas: In these next couple weeks, or at least the next week or so, I can get you some meetings. Robert, that’s… that’s my goal, so…
215 00:29:19.940 ⇒ 00:29:32.049 Jorrel Sto. Tomas: Yeah, so I’m getting very annoying with them, so… I’m really trying… I’m really, really trying to get, at least an in-person, so I can, introduce some of the stuff that we’re working on here.
216 00:29:33.470 ⇒ 00:29:47.469 Robert Tseng: Okay, cool. Sounds good. And for me, my bet is partnerships. I’m going to basically drive all the partnerships forward this week. That’s what I’m going to be doing for the rest of the day today. So, be testing my partner agent thing that I built out, and…
217 00:29:47.620 ⇒ 00:29:53.960 Robert Tseng: Yeah, gonna… Yeah, I’ll just be making a lot of noise in that channel, so…
218 00:29:55.740 ⇒ 00:29:57.439 Robert Tseng: We’re gonna… we’re gonna get…
219 00:29:57.830 ⇒ 00:30:04.190 Robert Tseng: I don’t think we’re gonna get anything from them this week. It just seems unrealistic, but,
220 00:30:04.430 ⇒ 00:30:06.180 Robert Tseng: I don’t know, we’ll, we’ll try.
221 00:30:07.900 ⇒ 00:30:08.750 Robert Tseng: Okay.
222 00:30:09.230 ⇒ 00:30:23.070 Robert Tseng: Well, that’s, I think that’s… that’s all we got. So, let me know if you have anything else in Slack. Try the new skills, if you need help getting set up on anything, message Brile, and Brile will help you,
223 00:30:23.350 ⇒ 00:30:27.250 Robert Tseng: If not, I may be able to just help here and there.
224 00:30:28.970 ⇒ 00:30:29.520 Robert Tseng: Okay.
225 00:30:29.730 ⇒ 00:30:30.740 Hannah Wang: See, everyone.
226 00:30:30.740 ⇒ 00:30:31.370 Jorrel Sto. Tomas: Right?