Meeting Title: Brainforge Sales and Partnerships Discussion Date: 2026-04-10 Meeting participants: Lisa Whall, Robert Tseng
WEBVTT
1 00:03:12.750 ⇒ 00:03:13.960 Robert Tseng: Hi, Lisa.
2 00:03:13.960 ⇒ 00:03:15.490 Lisa Whall: Hey, Rather, how are you?
3 00:03:15.960 ⇒ 00:03:17.129 Robert Tseng: Good, how are you?
4 00:03:17.130 ⇒ 00:03:18.849 Lisa Whall: I’m doing great. Doing great.
5 00:03:18.850 ⇒ 00:03:20.530 Robert Tseng: Sorry, I was running a little late.
6 00:03:20.530 ⇒ 00:03:25.069 Lisa Whall: Oh, you’re fine. Honestly, it’s been a day. It gave me a minute to breathe, so…
7 00:03:25.070 ⇒ 00:03:25.460 Robert Tseng: Yeah.
8 00:03:25.460 ⇒ 00:03:26.970 Lisa Whall: It’s so great.
9 00:03:27.510 ⇒ 00:03:28.189 Robert Tseng: Yeah, well, I know that.
10 00:03:28.190 ⇒ 00:03:28.949 Lisa Whall: Yeah, you talk to Uchi.
11 00:03:28.950 ⇒ 00:03:33.199 Robert Tseng: Tom already today, and now you’re here talking to us twice, so…
12 00:03:33.200 ⇒ 00:03:33.959 Lisa Whall: Oh, honey!
13 00:03:33.960 ⇒ 00:03:34.530 Robert Tseng: Yeah.
14 00:03:34.530 ⇒ 00:03:41.160 Lisa Whall: Awesome. That’s awesome. Well, first of all, congratulations on all your success. You guys are killing it. It’s super exciting.
15 00:03:41.410 ⇒ 00:03:54.680 Robert Tseng: Oh, thank you. I think, yeah, I mean, I’m sure we talked up a big game, and I mean, it’s a balance. He’s the guy, visionary, and then, I mean, I’m sure you’re gonna talk to me and ask me about, like, okay, how are things actually, what are the specifics?
16 00:03:55.930 ⇒ 00:03:57.849 Lisa Whall: I’ll need to ask you that.
17 00:03:57.850 ⇒ 00:03:59.509 Robert Tseng: Oh, really? Okay. That’s fine.
18 00:03:59.990 ⇒ 00:04:02.559 Robert Tseng: Yeah, this is really how it goes.
19 00:04:02.800 ⇒ 00:04:10.499 Robert Tseng: Yeah, but I, I, I think it’s, it’s, it’s mostly consistent. I, I think I, I could, I could, I could defend anything that he’s, that he said to you, probably.
20 00:04:10.500 ⇒ 00:04:21.900 Lisa Whall: Oh, no, it was all… it was very complimentary. He’s… Okay. Yeah, he’s like, dig deep with Robert, because he’s going to give you answers you probably need. So, no, it was… it was very positive. It was very positive.
21 00:04:22.550 ⇒ 00:04:40.229 Robert Tseng: Great. Yeah, well, I mean, I know we only have, like, 30 minutes, so I want to make sure this is as, like, helpful for you, and, yeah, I think both Kayla and Utam were, like, you have to talk to Lisa, make it happen this week, so, yeah, I think, like, I think I’ll probably kind of skip a lot of the
22 00:04:40.380 ⇒ 00:04:58.989 Robert Tseng: like, kind of throat clearing at the start, and whatever you feel like you want to know about, the current state of our go-to-market motion, or partnerships, like, I basically run sales and partnerships, alone right now. And yeah, I think that’s why
23 00:04:59.010 ⇒ 00:05:10.830 Robert Tseng: one of the bigger bets that we’re making is, like, okay, I’ve tried to hire BDRs, AEs, and just even just kind of a go-to-market person, and…
24 00:05:10.830 ⇒ 00:05:24.809 Robert Tseng: I think, yeah, this team has kind of continued to… it’s… the folks never stuck, and I think it’s hard, like, I think this is the hard stage, because we’re really trying to build a repeatable kind of, like, sales system right now. That’s the stage that we’re at.
25 00:05:24.810 ⇒ 00:05:39.660 Robert Tseng: we’ve been able to grow to where we are in spite of, like, my inability to build this team that well, and I think it’s just a testament to, like, kind of the exciting things that we’re doing, the capabilities we have, and…
26 00:05:39.660 ⇒ 00:05:47.049 Robert Tseng: Yeah, I think partnerships feels like the opportunity now. Over the past two quarters, we’ve seen that partners have driven
27 00:05:47.050 ⇒ 00:06:09.479 Robert Tseng: 60% of our… of our deals, and so it’s kind of like a no-brainer that, like, we really need, somebody to kind of come here and really activate this as a channel, more than just me, kind of, me and Utam having some relationships with partners and kind of nudging them along. So, I think, that’s kind of the colloquial, kind of, like, version of, I think, what’s going on here.
28 00:06:09.480 ⇒ 00:06:16.640 Robert Tseng: But happy to kind of zoom out or kind of move into the metrics wherever you feel like you want to, to get more clarity.
29 00:06:17.200 ⇒ 00:06:22.450 Lisa Whall: Oh, well, thank you, thank you for being open and honest, and it’s, I’ve been in this position
30 00:06:22.570 ⇒ 00:06:26.500 Lisa Whall: that, I told, the 20…
31 00:06:26.680 ⇒ 00:06:31.840 Lisa Whall: people were doing great, and I get drawn to the stage because
32 00:06:32.210 ⇒ 00:06:44.510 Lisa Whall: I don’t know, it’s just a lot of fun. It’s maybe harder in some ways, but you also don’t have all the barriers of a large company. As an example, I’m interviewing with Hitachi.
33 00:06:44.600 ⇒ 00:06:52.639 Lisa Whall: And literally, I started gagging when I got off the call. I’m like, I just can’t go back to that.
34 00:06:53.670 ⇒ 00:07:01.529 Lisa Whall: that… that broken structure, so I really enjoy this… this phase, and I… I don’t think…
35 00:07:02.540 ⇒ 00:07:11.379 Lisa Whall: A lot of salespeople That are kind of traditional salespeople do well at this stage, because they don’t have
36 00:07:12.040 ⇒ 00:07:29.129 Lisa Whall: you know, I have a CPA, I’ve got operations, so I can bring a lot of that to the table. Yeah. That, you know, kind of a traditional salesperson who’s just been kind of handed leads for 20 years, that’s not the case here. I’ve had to earn it. And so,
37 00:07:29.210 ⇒ 00:07:43.909 Lisa Whall: I think that that’s a differentiator, so I really appreciate you being honest with that, because it’s… it’s tough. It’s tough at this stage to get salespeople that will dig in and really do the work. They still want to be kind of spoon-fed
38 00:07:44.140 ⇒ 00:07:51.220 Lisa Whall: I call them baby birds, you know? They still want to give them the leaves. They don’t really want to go after it, so…
39 00:07:51.370 ⇒ 00:08:04.050 Lisa Whall: I think that’s a differentiator for me, and I do think partners… I was telling, you know, and then definitely get into questions, but just to give you a little bit, obviously, I’m sure you’ve seen my resume, but I worked at one of the
40 00:08:04.420 ⇒ 00:08:13.340 Lisa Whall: very first true mobile app development companies in the world when the iPhone first came out. There were literally, like, 3 that Apple would recommend.
41 00:08:13.610 ⇒ 00:08:18.900 Lisa Whall: To the clients, even though Apple said that they were neutral, they had back pocket people.
42 00:08:19.370 ⇒ 00:08:19.750 Robert Tseng: Yeah.
43 00:08:19.750 ⇒ 00:08:29.249 Lisa Whall: We ended up raising about $50 million. Unfortunately, we just couldn’t productize what we were doing, so it didn’t go as well as we would have liked, but it was a lot of fun.
44 00:08:29.600 ⇒ 00:08:34.080 Lisa Whall: And I feel like you guys have that same je ne sais quoi.
45 00:08:34.309 ⇒ 00:08:50.889 Lisa Whall: that… Snowflake, as an example, you can… and I call it… I used to tell Apple, I’m gum on your shoe, okay? If you can just open the door, I will close it. You know, so having that relationship, Snowflake.
46 00:08:50.980 ⇒ 00:08:59.020 Lisa Whall: Back you, or Microsoft, or the other partners that we’ll talk about. Just walking you in the door, you’ve got the credibility. You don’t need to…
47 00:08:59.180 ⇒ 00:09:05.250 Lisa Whall: go on and on about yourself. Snowflake recommended you. Snowflake showed up at the meeting.
48 00:09:05.420 ⇒ 00:09:18.089 Lisa Whall: And that’s… you guys have already done a lot of the hard work, and now it’s just formalizing it and scaling it. So, I think you… overall, you’re in really, really good shape, from what Udom told me from that perspective.
49 00:09:18.090 ⇒ 00:09:18.610 Robert Tseng: Okay.
50 00:09:19.010 ⇒ 00:09:28.370 Robert Tseng: Yeah, I think… I think we’ve been, yeah, we’re very, like, grateful for… yeah, we just have… and I think it’s in a very, like.
51 00:09:28.730 ⇒ 00:09:47.569 Robert Tseng: it’s, yeah, it’s not in a scalable way, which is kind of where I think, you know, having your expertise and seeing kind of what this looks at at scale. We’ve been… we’ve gotten some coaching already, and there are… there are folks that always want to advise us on, like, what to do about our partners, but nobody that really wants to come in and actually… actually do it.
52 00:09:47.570 ⇒ 00:09:50.969 Robert Tseng: So, I mean, with Snowflake, I think, like Utam said, that is…
53 00:09:50.970 ⇒ 00:09:59.860 Robert Tseng: that’s the hyperscaler that we want to bet on. It is… it is the one where we have multiple AEs… AE relationships already.
54 00:09:59.860 ⇒ 00:10:16.970 Robert Tseng: Where they’re sharing lead lists with us, we’re talking about, like, how do we go after them together? You know, Utam has a few in his book, and I mean, I’m on the Northeast right now, and, you know, when Snowflake… we used to work with Insomnia Cookies, Snowflake was trying to go after Crumble, and
55 00:10:17.080 ⇒ 00:10:33.110 Robert Tseng: this was when the North, like, in Pennsylvania, they basically had me go out to an event that they were hosting, and, like, try to… we tried to, like, kind of talk to the account together. So, we’ve kind of gone through some of these, like, scenarios with them already.
56 00:10:33.110 ⇒ 00:10:47.100 Robert Tseng: But yeah, I think even kind of the basics of, like, our sponsoring partner manager has moved on from Snowflake. We don’t really have, like, somebody to call up and take to lunch every month anymore, like, need to find who that person is. And then, like.
57 00:10:47.100 ⇒ 00:10:54.380 Robert Tseng: yeah, what are the standards that we need to hand to… that we need to hit to be able to give to Snowflake? I don’t know if it’s, like.
58 00:10:54.480 ⇒ 00:11:08.659 Robert Tseng: Yeah, to better help train their AEs from, like, from… I guess, rather than relying on our own individual relationships with these sales folks to be able to actually equip them to sell
59 00:11:08.660 ⇒ 00:11:16.130 Robert Tseng: or recommend, you know, Brainforge. So, I think, like, those are some of the, kind of, open-ended questions right now.
60 00:11:16.130 ⇒ 00:11:23.150 Robert Tseng: That, like, you know, would be very pressing, that if you, if you came in, like, you would probably be taking that over immediately.
61 00:11:23.150 ⇒ 00:11:28.920 Lisa Whall: Absolutely, absolutely. With my CPA background, even though I’ve been in sales for a long time,
62 00:11:29.160 ⇒ 00:11:36.860 Lisa Whall: I really like operationalizing things and scaling things, like, that’s something I’m very good at. So…
63 00:11:37.310 ⇒ 00:11:42.760 Lisa Whall: and again, I’ve done it before, and I’ve… I… I love doing this. I love…
64 00:11:43.340 ⇒ 00:11:46.660 Lisa Whall: operationalizing and scaling, and partners.
65 00:11:46.890 ⇒ 00:12:00.329 Lisa Whall: Or where it’s at. I mean, and again, you guys have the baseline. Now, let’s get in the proper program, let’s get the right co-funding, let’s see what it takes for a snowflake. I mean, you always have to go and say, okay.
66 00:12:00.530 ⇒ 00:12:10.820 Lisa Whall: AE, how do I help you be successful? What’s your quota? Understanding the details of their programs? Yeah. You know, well beyond, like, the countless
67 00:12:11.020 ⇒ 00:12:17.579 Lisa Whall: we can go much deeper and become their go-to. And once you… you already have case studies, you’ve already
68 00:12:17.770 ⇒ 00:12:23.510 Lisa Whall: been super successful with Snowflake. We just have to get that out there in the world, attend
69 00:12:23.790 ⇒ 00:12:27.690 Lisa Whall: Like, they always get together, as an example, usually.
70 00:12:27.800 ⇒ 00:12:29.850 Lisa Whall: You know, on a quarterly basis.
71 00:12:30.020 ⇒ 00:12:32.350 Lisa Whall: We’re gonna be there, we’re gonna take you to Happy Out.
72 00:12:32.590 ⇒ 00:12:40.460 Lisa Whall: I want to, you know, you have that one A, I want to meet your 10 other A’s in your patch, as an example. Yeah. Those are all things
73 00:12:40.580 ⇒ 00:12:49.340 Lisa Whall: You start doing that, and you’re gonna just see the revenue start playing in. Because you guys, again, already have the case studies. You’re not starting from ground zero.
74 00:12:49.800 ⇒ 00:12:57.290 Lisa Whall: And you certainly don’t need somebody to come in and advise. You need somebody to actually do shit. Do shit, you know?
75 00:12:57.290 ⇒ 00:12:57.710 Robert Tseng: Yeah.
76 00:12:57.710 ⇒ 00:13:04.980 Lisa Whall: That’s… that’s definitely what I bring to the table. I have no problems rolling up my sleeves and grinding it out.
77 00:13:06.800 ⇒ 00:13:19.549 Robert Tseng: Okay, yeah, no, great to hear. I think, yeah, like, I really just need somebody, like, a counterpart on my side to really just kind of, yeah, to run with me, right? Instead of, yeah, I guess, like.
78 00:13:19.870 ⇒ 00:13:27.430 Robert Tseng: just staying in the background, or also just taking orders, like, I think… I think that’s kind of the dynamic that’s been so far, and…
79 00:13:27.430 ⇒ 00:13:27.940 Lisa Whall: Right.
80 00:13:27.940 ⇒ 00:13:47.639 Robert Tseng: I think I definitely need somebody who has the… who… yeah, who… who… who wants to go after these deals, and I think that’s… that’s really, you know, I think that’s… that’s the… that’s what the first, I guess, the founding, you know, sales hires are going to be, and we’re making a bet that it’s going to be on the partner side.
81 00:13:47.740 ⇒ 00:13:49.230 Robert Tseng: So yeah, I mean, yeah.
82 00:13:49.230 ⇒ 00:13:55.860 Lisa Whall: But I do understand, too, a thing that a lot of partner people, they don’t know how to close deals.
83 00:13:56.230 ⇒ 00:14:10.940 Lisa Whall: Right. So they’ll come in, and they just want to do warm, and then they want to hand off. So I just wanted to reiterate that I’ve been in a position where I’ve built the channel and closed the deals, which I’ve done several times. So, I don’t want you to think that I’m going to come in and be
84 00:14:10.940 ⇒ 00:14:18.820 Lisa Whall: this high-level channel person, either, who’s like, okay, Robert, we just got a warm lead, and now I’m handing it off to you. Now, take it to the close.
85 00:14:19.190 ⇒ 00:14:19.800 Robert Tseng: Yeah.
86 00:14:20.530 ⇒ 00:14:31.669 Robert Tseng: Okay, yeah, no, I’m glad that you want to be kind of involved throughout the entire sales funnel as well. So, yeah, I mean, I’d love to just kind of share my screen, walk you through a few different things.
87 00:14:32.220 ⇒ 00:14:36.379 Robert Tseng: And kind of give you some time to answer questions, or ask any questions.
88 00:14:36.380 ⇒ 00:14:36.700 Lisa Whall: Perfect.
89 00:14:36.700 ⇒ 00:14:39.189 Robert Tseng: So let me… let me kind of.
90 00:14:39.190 ⇒ 00:14:42.189 Lisa Whall: And I did sign the NDA. That did get signed, so…
91 00:14:42.190 ⇒ 00:14:42.780 Robert Tseng: Okay, great.
92 00:14:42.780 ⇒ 00:14:43.510 Lisa Whall: Yes.
93 00:14:43.540 ⇒ 00:14:44.679 Robert Tseng: That’s helpful.
94 00:14:44.780 ⇒ 00:14:58.029 Robert Tseng: Yeah, I guess this is… this is just… well, I won’t spend too much time here, but this is just… I want you to get an understanding of, like, the systems that I’ve kind of built to, like, kind of power the work that we’re doing.
95 00:14:58.030 ⇒ 00:15:06.409 Robert Tseng: So, we are a very AI-native company, and, you know, I think they’re… I think it’d be helpful to kind of understand, like, how these things kind of all fit together.
96 00:15:06.410 ⇒ 00:15:20.439 Robert Tseng: So, you know, we’re operating a lot out of AI tools, and, you know, that could be something like a cursor, which is what I want to have here. I used it to kind of generate this, where you have multiple agents kind of running at the same time.
97 00:15:20.440 ⇒ 00:15:25.850 Robert Tseng: I build all of the sales skills that we need, whether it’s, like.
98 00:15:25.850 ⇒ 00:15:42.419 Robert Tseng: generating a scope of work from scratch, and I’ll just kind of give you a couple examples to look through. I was just speaking with a group of other agency CEOs earlier today to kind of show them how AI-enabled we are in our work, and this is an example of, like, a workflow I built out. So.
99 00:15:42.420 ⇒ 00:15:54.009 Robert Tseng: you know, from, you know, sales conversations we have, whether it’s, like, transcripts, emails, Slack messages, all of that gets put into our Brainforge platform. UTAV is basically the
100 00:15:54.020 ⇒ 00:15:58.849 Robert Tseng: the technical leader at Brain Forge, and so he’s kind of… he kind of orchestrates all that.
101 00:15:59.210 ⇒ 00:16:05.570 Robert Tseng: But yeah, with the assistance of AI, I can produce, like, a pretty buttoned-up SOW, has, like.
102 00:16:05.970 ⇒ 00:16:13.739 Robert Tseng: pricing, and we can generate a demo all within… in the background in under 15 minutes. And so, yeah, I think, like.
103 00:16:13.950 ⇒ 00:16:38.890 Robert Tseng: what I would like to do is not just, like, teach you all these skills, but I’m sure you have a way of doing things, and hopefully, like, I want you to feel free to, like, run the way that you do, and I would come alongside you and basically try to help speed things up with AI, and also, I guess, you know, if we… if we need to… if we need to harden anything else up, like, there’s a little bit of a, maybe, product management component to this as well.
104 00:16:38.890 ⇒ 00:16:47.110 Robert Tseng: Where, you know, you and I are basically building the tools that we need to keep, to keep, to keep our, our, to, to manage our pipeline.
105 00:16:47.170 ⇒ 00:17:02.189 Robert Tseng: But yeah, kind of zooming out from, like, a systems perspective, I think what would be helpful to see is, like, yeah, I think, one I’ll start with, like, on the partnership side, like, I think this is not the most up-to-date, it’s all, but, like, I think
106 00:17:02.250 ⇒ 00:17:15.660 Robert Tseng: we basically are managing about 15 to 20 partners at any given time. Snowflake and Omni are the two that we care about the most right now. Omni is, like, a BI tool, kind of like a Tableau Looker, that has…
107 00:17:15.660 ⇒ 00:17:30.720 Robert Tseng: some really nice AI features built out, that they’re actually… they’re actually handing us leads already. And so, to me, even though Snowflake is the long-term, like, bet, I think Omni is what’s really kind of driving, like, partner sales for us right now.
108 00:17:30.720 ⇒ 00:17:31.110 Lisa Whall: Okay.
109 00:17:31.110 ⇒ 00:17:42.610 Robert Tseng: And then… and then we have, a few other, kind of data partners as well, all across the stack. I won’t kind of go through all of them, that are in different tiers, where
110 00:17:42.610 ⇒ 00:17:56.059 Robert Tseng: You know, to me, the gold tier is, like, Ucham and I need to be… or I need to be, like, in a conversation with them, sending them updates every week, because we’re either exchanging leads, planning an event, or, like, we’re actively doing stuff with them.
111 00:17:56.150 ⇒ 00:18:16.129 Robert Tseng: maybe the silver tier, where maybe more organizing, like, once a month, once a month, trying to do a co-marketed post together on social media, going to attending the same events, co-sponsoring, like, a happy hour or something, like, trying to, you know, create more, kind of touchpoints together. Then bronze is more like a quarterly touchpoint.
112 00:18:16.130 ⇒ 00:18:18.290 Robert Tseng: And then calibration, to me, is like.
113 00:18:18.290 ⇒ 00:18:35.379 Robert Tseng: new partners that have high potential that, like, my goal is within 90 days, like, I’m trying to assess, are they going to be a bronze, silver, or gold partner for us? Perfect. So yeah, I think that’s kind of, like, my perspective on, how I manage, like, this portfolio of partners currently.
114 00:18:35.380 ⇒ 00:18:53.139 Robert Tseng: And, yeah, I mean, I don’t think we have to get into the nitty-gritty of, like, what the criteria are for who’s in what, but just giving you a sense of, like, the number of relationships that we’re juggling with, you know, very limited of my time. So, I’ll pause there, kind of see if you have any questions on this for so far.
115 00:18:53.140 ⇒ 00:19:10.969 Lisa Whall: No, so far, it makes a ton of sense. You know, I’ve been there where I’ve had, you know, hundreds of partners sometimes, and the prioritization is the first thing. We can’t be everything to everyone, and so that’s great that you’ve already got this in place. It’s phenomenal.
116 00:19:12.840 ⇒ 00:19:19.699 Robert Tseng: Right, yeah, I think on those… and I think… I don’t know if you… have you done partnerships for services companies before?
117 00:19:19.700 ⇒ 00:19:20.440 Lisa Whall: Yes.
118 00:19:20.610 ⇒ 00:19:21.950 Robert Tseng: Okay, okay.
119 00:19:22.020 ⇒ 00:19:41.089 Robert Tseng: I guess I haven’t been on the other side of the table with, like, our vendor, but I have talked to a lot of our… I mean, some of the other people we’re talking to for this role are partner people on the product side, and I’m always trying to better understand what is the difference between, like, the services and the product role from partnerships. I think for…
120 00:19:41.360 ⇒ 00:19:48.619 Robert Tseng: I mean, for us, like, we… we have to really, kind of, Position ourselves, as…
121 00:19:49.510 ⇒ 00:20:05.499 Robert Tseng: you know, we’re not the biggest brand, we’re not an EY, Deloitte, PhData, or whatever, but, like, yeah, kind of trying to find what’s our edge in each of these partner… partners. It’s either… and what I’m told is it’s… and I think I believe this, and it’s… it’s,
122 00:20:05.600 ⇒ 00:20:20.420 Robert Tseng: Like, a niche, like a vertical specialization, some niche that they’re… that a partner is… is, just needs… would want to… would think of us if they’re trying to work… go after accounts in that particular niche.
123 00:20:20.420 ⇒ 00:20:36.320 Robert Tseng: Then it’s maybe the account relationships that I already have, like, our existing… our existing network. And then, like, after that, it’ll… it’ll be kind of, like, the number of certifications, all the case studies, whatever. But I think really defining what the niche
124 00:20:36.380 ⇒ 00:20:58.040 Robert Tseng: what the play is for, like, a niche to go after with Snowflake, I don’t think that’s clear. Like, our ICP could be more crystallized. I think it’s been one of the, things that… the challenge we’ve run into is we started off pretty industry agnostic, you know? Half our business is CPG, 25% is healthcare, and the other 25% is, like, kind of a bunch of other things. So…
125 00:20:58.040 ⇒ 00:21:00.900 Robert Tseng: yeah, I think really figuring out, like.
126 00:21:00.900 ⇒ 00:21:18.120 Robert Tseng: how, like, what would Snowflake really want to partner with us on? Like, I have a couple ideas. I think finance is definitely part of it, maybe, like, fintech, I would say. And, you know, I… and we have… we have some direction on, like, where we should lean into more, but that’s definitely something that.
127 00:21:18.120 ⇒ 00:21:25.729 Robert Tseng: you know, you’d probably have to come in and figure out with us as we’re going to these partners. Yeah.
128 00:21:27.950 ⇒ 00:21:31.159 Lisa Whall: talking to Snowflake directly and asking them, point blank.
129 00:21:31.350 ⇒ 00:21:32.060 Lisa Whall: I mean, have any…
130 00:21:32.060 ⇒ 00:21:32.430 Robert Tseng: Sure.
131 00:21:32.430 ⇒ 00:21:36.249 Lisa Whall: conversations, like, they’ll share information with you. They want good partners.
132 00:21:36.830 ⇒ 00:21:41.409 Lisa Whall: They’re always looking for new, better partners, so there’s…
133 00:21:41.570 ⇒ 00:21:55.650 Lisa Whall: we don’t have to guess, I guess is my point. Talk directly to them and saying, where are your partners like me? Here’s the work that we’ve done, and really sitting down with them, you’d be surprised. They’ll share so much information with you, because they want to be successful.
134 00:21:55.650 ⇒ 00:22:04.279 Lisa Whall: too, and if we’re there to make them successful and help them meet their numbers, they will be our best friends all day long. Where service companies go wrong.
135 00:22:04.770 ⇒ 00:22:13.530 Lisa Whall: Every time, is they always have their hand out, and they’re just begging for leads without bringing anything to the table, without bringing leads, case studies.
136 00:22:13.720 ⇒ 00:22:27.529 Lisa Whall: they just want it… I call it the baby bird syndrome. They just, again, I’m using that term again, but that’s where services companies go wrong. If you bring one guy, one good lead.
137 00:22:27.670 ⇒ 00:22:42.919 Lisa Whall: and you get a good case study, he’s going to introduce you to all of his friends, he’s going to introduce you to his manager, and then you can start the spider webbing, and it’s amazing how quick it can go once you have a couple of good stories. That’s how it works on the services side.
138 00:22:43.440 ⇒ 00:22:44.139 Robert Tseng: Got it.
139 00:22:44.280 ⇒ 00:22:58.360 Robert Tseng: Yeah, I think to that point, in terms of… you’re calling it a spiderweb. I mean, to me, that’s kind of like, you know, account mapping or stakeholder mapping on the partner side. I don’t think we’ve really done a good job of that exercise. I mean, we’ve maybe talked about
140 00:22:58.360 ⇒ 00:23:18.399 Robert Tseng: we have the names in our minds, but, like, yeah, the fact that, like, our Snowflake partner left, and we haven’t… and we didn’t even know until 2 months later, and we haven’t found somebody who’s kind of a warm intro, since her departure, that to me is kind of… yeah, we dropped the ball there. And so, really better understanding
141 00:23:18.400 ⇒ 00:23:37.960 Robert Tseng: you know, for each of these… we may not be able to do that exercise for all the partners, but at least for the prime, like, the gold tier partners, we need… we need to have that really dialed in. And, you know, I think, have, you know, having… yeah, it sounds like you understand that, and, yeah, I think that would be an area where we could really… we could really use help.
142 00:23:37.960 ⇒ 00:23:44.679 Lisa Whall: Yeah, just the organization and the go-to-market with them, but yeah, and I love doing that, so I’m excited about that.
143 00:23:45.170 ⇒ 00:23:45.790 Robert Tseng: Okay.
144 00:23:46.160 ⇒ 00:23:53.940 Robert Tseng: Cool. I think, a few things that I’ll share, let’s see,
145 00:23:54.420 ⇒ 00:24:10.689 Robert Tseng: Yeah, I mean, like, just to kind of give you a sense of, like, you know, the pipeline that we’re building currently, and so, yeah, I mean, from, like, partner, you know, I think some things that I can share. You know, our average deal size…
146 00:24:10.690 ⇒ 00:24:12.140 Lisa Whall: It’s on my list, of course.
147 00:24:12.140 ⇒ 00:24:12.750 Robert Tseng: Yeah.
148 00:24:13.330 ⇒ 00:24:24.230 Robert Tseng: Average deal size is, is, is 50 grand, and I think that’s increasing. So, yeah, I think 50 grand, over, over 3 months.
149 00:24:24.230 ⇒ 00:24:34.350 Robert Tseng: And, yeah, on the high end, we have… we have, we have clients that are paying us 100 grand a month, and then on the low end, it’s 15K a month. That’s, like, our… that’s our floor. And so…
150 00:24:34.350 ⇒ 00:24:38.150 Lisa Whall: So your contracts are recurring versus…
151 00:24:38.150 ⇒ 00:24:38.520 Robert Tseng: Yes.
152 00:24:38.560 ⇒ 00:24:39.940 Lisa Whall: Okay, okay.
153 00:24:39.940 ⇒ 00:24:41.000 Robert Tseng: Yeah, well, so, I mean.
154 00:24:41.000 ⇒ 00:24:43.159 Lisa Whall: I love, by the way. It’s 3 months.
155 00:24:43.420 ⇒ 00:24:45.760 Robert Tseng: But then for usually…
156 00:24:45.760 ⇒ 00:24:46.720 Lisa Whall: Okay, okay.
157 00:24:46.720 ⇒ 00:24:59.389 Robert Tseng: Yeah, but then, yeah, we have clients that stay on with us. Like, longest client has been with us for a year and a half at this point, and yeah, we’re about to sign a 12-month deal, so, you know, I think typically…
158 00:25:00.200 ⇒ 00:25:00.870 Lisa Whall: By the way.
159 00:25:00.870 ⇒ 00:25:06.500 Robert Tseng: start with us at, like, 1 to 3 months, and then after that, we renew them to a 6-12 month contract, yeah.
160 00:25:06.500 ⇒ 00:25:13.530 Lisa Whall: Okay, interesting. Can you tell me a little bit more about how the deal If we… Adam, like…
161 00:25:14.580 ⇒ 00:25:15.720 Lisa Whall: how that…
162 00:25:16.140 ⇒ 00:25:24.629 Lisa Whall: what… what is in that 12-month contract? Like, what… what services are you providing? Because going on your website and looking at
163 00:25:24.770 ⇒ 00:25:35.960 Lisa Whall: it seemed more of a point-to-point solution. We’re going to do a project, and then we’re going to leave. That’s kind of the way I read it on the website. I probably misinterpret it, but does that make sense?
164 00:25:35.960 ⇒ 00:25:53.969 Robert Tseng: Oh, yeah, totally. I think… I think the website, does a good job of capturing all that. I think… I mean, for this… this is an example. This is a client we work with. They’re a big CPG brand, they do $600 million in revenue, and so what we have here is basically a 6-month contract with them, where we are
165 00:25:54.060 ⇒ 00:26:06.929 Robert Tseng: we are basically their out… their, their data team, and so… Got it! Great! Yeah, like, we’re doing everything from setting up the data foundations, we selected the data warehouse, which was Snowflake.
166 00:26:06.930 ⇒ 00:26:24.779 Robert Tseng: And then we’re bringing all… we’re landing all the data, from across all their different teams over 6 months into Snowflake. That’s really all we’re doing for the first 6 months. There’s, like, some business… there’s some BI component to it, where we’ve also brought in Omni, and we’re gonna build out some dashboards for them. But I expect, you know, come September.
167 00:26:25.070 ⇒ 00:26:30.369 Robert Tseng: we’re going to renew them for a longer contract. I’m gonna go for another year-long contract.
168 00:26:30.370 ⇒ 00:26:47.909 Robert Tseng: for maintenance, for, kind of maybe focusing in on a couple specific teams, because I expect to help them hire and to manage some of this as well. So, I think you were right in that there is a point-to-point solution where, yeah, like.
169 00:26:47.910 ⇒ 00:26:53.670 Robert Tseng: When we… we want to… Stand up the… we want to stand up the data foundations from scratch.
170 00:26:53.670 ⇒ 00:27:13.660 Robert Tseng: And, you know, that’s usually what happens when we get brought into a Snowflake contract, which is why we like it, because it’s like, there’s plenty of work to do, we’re able to work with clients for the longest period of time, rather than just, like, switching out, like, a Tableau or Power BI by putting it on me, which is a little bit more downstream, and typically is a shorter contract.
171 00:27:13.660 ⇒ 00:27:14.120 Robert Tseng: So…
172 00:27:14.120 ⇒ 00:27:16.410 Lisa Whall: No, I’m tracking you, I like it.
173 00:27:16.750 ⇒ 00:27:21.140 Lisa Whall: Yeah. …to, kind of, you know, the managed services side of things, which is…
174 00:27:22.350 ⇒ 00:27:24.200 Lisa Whall: It’s where the money is, I love it.
175 00:27:24.860 ⇒ 00:27:33.850 Robert Tseng: Yeah, so, I mean, for this client, we basically did, like, a 3-month discovery with them, and then we kind of renewed them at, like, $92K a month for 6 months, is pretty much…
176 00:27:33.850 ⇒ 00:27:36.080 Lisa Whall: Great! That’s fantastic!
177 00:27:36.860 ⇒ 00:27:37.500 Robert Tseng: Yeah.
178 00:27:37.500 ⇒ 00:27:37.850 Lisa Whall: Let’s re…
179 00:27:37.850 ⇒ 00:27:38.350 Robert Tseng: So…
180 00:27:38.350 ⇒ 00:27:39.410 Lisa Whall: Keep that!
181 00:27:39.860 ⇒ 00:27:47.779 Robert Tseng: So yeah, so I think there are plenty of other CPG brands of their size that I would love to go after, and we want to get into more enterprise deals,
182 00:27:47.780 ⇒ 00:27:48.180 Lisa Whall: Absolutely.
183 00:27:48.180 ⇒ 00:27:58.460 Robert Tseng: So, yeah, through Snowflake, and, you know, this is another angle, but, like, we know that they have, you know, privileged partnerships with the Deloitts and EYs of the world.
184 00:27:58.460 ⇒ 00:28:09.230 Robert Tseng: And so, you know, both Uzuma and I have connections at the partner level at UI and Deloitte, and they obviously need to subcontract out Snowflake work, so we’re picking up deals from them as well.
185 00:28:09.230 ⇒ 00:28:18.829 Robert Tseng: And we’re hoping that’ll be a way for us to keep, kind of, driving up our visibility in Snowflake, because they’re bringing us onto bigger deals than we can get on our own.
186 00:28:18.830 ⇒ 00:28:30.190 Lisa Whall: I’m all about subcontracting, too. Hey, gum in the shoe, man. Bring… if I’m going in on EMY and on their paper, and I don’t have to deal with an MSA, and it’s generating revenue at this stage.
187 00:28:30.360 ⇒ 00:28:31.640 Lisa Whall: That’s awesome.
188 00:28:32.270 ⇒ 00:28:33.000 Robert Tseng: Yeah.
189 00:28:33.460 ⇒ 00:28:37.539 Robert Tseng: Yeah, so I think that’s, that’s, that’s, that’s another, yeah, that’s another angle for…
190 00:28:37.540 ⇒ 00:28:40.580 Lisa Whall: That’s really great. That’s… that’s fantastic.
191 00:28:41.030 ⇒ 00:28:51.899 Lisa Whall: that you guys are already at that… that level, that they’re… they’re trusting you and bringing you in as a… a contractor, or a, you know, third-party provider. That’s… that’s fantastic.
192 00:28:52.500 ⇒ 00:28:54.430 Lisa Whall: I mean… Yeah.
193 00:28:55.770 ⇒ 00:28:57.470 Lisa Whall: And like you said, it drives up
194 00:28:57.640 ⇒ 00:29:01.550 Lisa Whall: Then this snowflake, so it’s trusting you more, all of the things, so…
195 00:29:02.190 ⇒ 00:29:02.850 Robert Tseng: Yeah.
196 00:29:02.960 ⇒ 00:29:17.439 Robert Tseng: So I guess kind of, you know, I know this is only just kind of very surface-level kind of overview, but kind of in light of all that, like, what do you feel like, you know, if you were… like, what’s your gut kind of telling you in terms of, like.
197 00:29:17.600 ⇒ 00:29:24.139 Robert Tseng: If you were to come in first, kind of, 90 days, like, what would you… what would you want to focus on?
198 00:29:24.380 ⇒ 00:29:29.370 Lisa Whall: The first 90 days is to get Snowflake… Snowflake organized?
199 00:29:30.060 ⇒ 00:29:44.649 Lisa Whall: understand them, understand their programs, and really formalize the program so that we can scale, because it’s great to have buddies at these companies. I mean, I’ve been at small companies where Microsoft would flip me a deal now and then, and
200 00:29:44.650 ⇒ 00:29:52.310 Lisa Whall: That was great, but it’s not scalable. So, we have to play their game, and we have to understand their partner.
201 00:29:52.900 ⇒ 00:29:57.609 Lisa Whall: programs, like you said, the certifications, all of those things. Now, you don’t stop
202 00:29:58.140 ⇒ 00:30:14.400 Lisa Whall: you still keep those informal relationships going, but eventually, when you really want to go after the big dogs, they want you to be at a certain level. I don’t know Snowflake’s partnership as much as I do Microsoft, but I do know that
203 00:30:14.860 ⇒ 00:30:17.629 Lisa Whall: There’s only so far you can get on the buddy system.
204 00:30:17.860 ⇒ 00:30:20.309 Lisa Whall: So, we need to…
205 00:30:20.690 ⇒ 00:30:36.100 Lisa Whall: why you’re hot, you guys have all of the components. We need to find that partner manager. We need to maybe skip level. It sounds like you guys have relationships at higher levels, or I can find them, or, you know, I’ve got enough connections that
206 00:30:36.120 ⇒ 00:30:44.340 Lisa Whall: And just get embedded in the proper way, because you really can’t scale unless you have
207 00:30:45.480 ⇒ 00:30:48.419 Lisa Whall: you’re playing by the rules. Does that make sense?
208 00:30:48.760 ⇒ 00:30:49.490 Robert Tseng: Yeah.
209 00:30:49.490 ⇒ 00:30:54.059 Lisa Whall: Yeah, so that’s… that’s where I would focus, on those two gold partners.
210 00:30:54.410 ⇒ 00:30:57.150 Lisa Whall: It doesn’t mean that… whip…
211 00:30:57.430 ⇒ 00:31:00.970 Lisa Whall: I mean, I don’t know if you knew, but I wrote a book about AI.
212 00:31:01.410 ⇒ 00:31:04.139 Robert Tseng: I did, I did see that on your LinkedIn.
213 00:31:04.140 ⇒ 00:31:10.919 Lisa Whall: I wrote it over two years ago because I wanted to be known as a credible source in the space.
214 00:31:11.340 ⇒ 00:31:11.750 Robert Tseng: Yeah.
215 00:31:11.810 ⇒ 00:31:16.900 Lisa Whall: It’s… it’s been really, really helpful to open doors.
216 00:31:17.500 ⇒ 00:31:28.709 Lisa Whall: Sorry, I got sidetracked. I was going somewhere with that besides just showing the book. But where I’m saying with AI, it doesn’t mean that we ignore the other 15 partners, because
217 00:31:28.850 ⇒ 00:31:32.989 Lisa Whall: My goal, Robert, and that’s why I felt like I connected with you guys so much.
218 00:31:33.500 ⇒ 00:31:48.040 Lisa Whall: I want to standardize and put… use AI for everything that we possibly can so that we can be out building relationships and get back to selling. I actually wrote a LinkedIn post a couple years ago about how when I first
219 00:31:48.190 ⇒ 00:31:51.500 Lisa Whall: Transitioned into sales from accounting, and…
220 00:31:52.220 ⇒ 00:32:05.370 Lisa Whall: I used to be able to… I had an admin. I used to be able to go out and be around people, and be on planes, and build relationships. And then more and more and more, I became an admin, and I sat at the computer all day.
221 00:32:05.610 ⇒ 00:32:06.310 Robert Tseng: Yeah.
222 00:32:06.310 ⇒ 00:32:21.950 Lisa Whall: And I don’t want to do that anymore. I want to be out… let’s automate as much as we can, and spend more, and more, so that we, you, me, and Udom can be at conferences, in front of customers.
223 00:32:22.180 ⇒ 00:32:25.659 Lisa Whall: With the Snowflake teams when they’re having their events.
224 00:32:25.900 ⇒ 00:32:29.049 Lisa Whall: And that’s how we’ll grow.
225 00:32:29.240 ⇒ 00:32:38.750 Lisa Whall: I love the fact that you guys are AI first. That’s what’s been so attractive to me. I’ve been talking about this for two and a half years, and I was going to start my own agency, but I’m not an engineer.
226 00:32:38.860 ⇒ 00:32:54.450 Lisa Whall: And so when Steve Krause told me about you guys, I’m like, that’s what I’ve been dreaming about. And when I talk to, like, the Hitachis of this world, I’m like, how are you using AI in your everyday business? How are you using it in delivery?
227 00:32:54.640 ⇒ 00:32:56.230 Lisa Whall: I just get these blank…
228 00:32:57.310 ⇒ 00:33:14.969 Lisa Whall: basis, and they’re like, well… I said, well, how can I go to a customer and say, you need to use AI when I don’t even use it myself? I mean, this is basic stuff. So, that’s the vision that I have, is everything that we touch, we automate so that
229 00:33:15.140 ⇒ 00:33:24.090 Lisa Whall: we’re building relationships and scaling the company. I also liked Udam’s delivery approach, where turning the delivery people into salespeople.
230 00:33:24.090 ⇒ 00:33:24.620 Robert Tseng: Yeah.
231 00:33:24.620 ⇒ 00:33:30.809 Lisa Whall: Then started off as a consultant for a company in Navit, and he worked on Wall Street.
232 00:33:30.930 ⇒ 00:33:39.360 Lisa Whall: And they didn’t have… they had a few salespeople, but it was all delivery people, and they trained them to ferret out deals, and they paid them.
233 00:33:40.390 ⇒ 00:33:46.840 Lisa Whall: Love that model. That model… and once you’re in a customer, you should never leave.
234 00:33:47.560 ⇒ 00:33:47.930 Robert Tseng: Yeah.
235 00:33:47.930 ⇒ 00:33:49.940 Lisa Whall: I’m talking enterprise, of course.
236 00:33:49.940 ⇒ 00:33:50.570 Robert Tseng: Yeah.
237 00:33:50.570 ⇒ 00:34:08.679 Lisa Whall: And so, you’re already on the right track doing that with those contracts and finding that type of work. So there’s just a lot of things you guys are doing really right, and I would… I’d love to be part of that team. This is the big wave. I’ve been through it all with tech. Mobile… I actually worked at U.S. Robotics.
238 00:34:09.300 ⇒ 00:34:16.179 Lisa Whall: Which is the very first modem company. If you’ve ever seen the movie, BlackBerry?
239 00:34:17.010 ⇒ 00:34:17.480 Robert Tseng: Yeah.
240 00:34:17.480 ⇒ 00:34:21.049 Lisa Whall: there’s this whole interaction with U.S. Robotics Accounting.
241 00:34:21.290 ⇒ 00:34:21.929 Robert Tseng: Stop.
242 00:34:22.469 ⇒ 00:34:27.799 Lisa Whall: That was probably me on the phone, because I worked at U.S. Robotics and Finance in that time.
243 00:34:27.800 ⇒ 00:34:28.360 Robert Tseng: Stop!
244 00:34:28.360 ⇒ 00:34:34.420 Lisa Whall: And I’m like, oh my god, that was probably me, sorry we didn’t pay you.
245 00:34:34.770 ⇒ 00:34:51.230 Lisa Whall: But this is… this is the wave. But until you have data figured out, and again, I’m… I’m preaching to the choir, I know, but I’m excited about this. This is the speech I’ve been giving for 2 years. This isn’t in my book. If you don’t have data figured out, AI sits here.
246 00:34:51.350 ⇒ 00:34:58.350 Lisa Whall: And data’s here, and there’s so much opportunity there’s… I mean…
247 00:34:58.850 ⇒ 00:35:15.440 Lisa Whall: I read an article the other day, and I wish I would have saved it. They said the next trillion dollar company is going to be a services company, and they’re going to demote all of the moded software. And that’s… I feel like you guys could… we could do that. We can do that.
248 00:35:15.590 ⇒ 00:35:22.810 Lisa Whall: And with a fraction of the people, and then have outcome-based pricing, and make 70-80% margins.
249 00:35:23.000 ⇒ 00:35:29.739 Lisa Whall: Instead of this whole selling people and hours, that model doesn’t work. And it’s actually… Yeah.
250 00:35:29.840 ⇒ 00:35:32.139 Lisa Whall: Not working for us.
251 00:35:32.260 ⇒ 00:35:37.760 Lisa Whall: Because if we can figure out how to use an agent, you know, I’m being very broad at this point.
252 00:35:37.910 ⇒ 00:35:44.629 Lisa Whall: Or somehow figure out… The $200,000 contract, and we can get it done in a day?
253 00:35:44.780 ⇒ 00:35:46.129 Lisa Whall: Maybe we can.
254 00:35:46.360 ⇒ 00:35:54.339 Lisa Whall: With AI. They don’t care. We got them the outcome. I mean, there’s so much more money that you can make in services now if you do it right.
255 00:35:54.630 ⇒ 00:35:57.140 Lisa Whall: Right. No big services company?
256 00:35:58.180 ⇒ 00:36:07.639 Lisa Whall: they will never, until they are destroyed, they won’t get off of that selling bodies for hours, so this… they won’t do it.
257 00:36:07.640 ⇒ 00:36:07.980 Robert Tseng: Yeah.
258 00:36:07.980 ⇒ 00:36:08.830 Lisa Whall: Trust me.
259 00:36:09.020 ⇒ 00:36:15.410 Robert Tseng: they’re trying to prolong it as long as they can. We talked to folks there, and, like, they know that it’s going down, but they’re, like.
260 00:36:15.790 ⇒ 00:36:33.650 Robert Tseng: we don’t… we’re afraid of the change. We don’t wanna… when we… when they go off outcome, then they don’t get to bill as many hours, and, like, they… they don’t understand that what they’re… what they’re selling is very bloated, and, yeah, I… I think, like, yeah, that… that’s, that… that… that… that… that’s…
261 00:36:34.220 ⇒ 00:36:51.050 Robert Tseng: I guess that’s just the position they have currently, and we want to… we already do outcome-based pricing, even I showed you that $92K a month kind of contract. I mean, yeah, that’s not even by hours, you know, that’s just, yeah, so I guess it’s off outcome.
262 00:36:51.050 ⇒ 00:36:57.040 Lisa Whall: And we’ll… we’ll lose some. We’ll make mistakes, and we’ll lose some, but when you have a gun to your head.
263 00:36:57.510 ⇒ 00:37:01.919 Lisa Whall: and you have to make a profit, you’re gonna use AI to figure it out.
264 00:37:02.230 ⇒ 00:37:02.880 Robert Tseng: Yeah.
265 00:37:02.880 ⇒ 00:37:12.220 Lisa Whall: But if you don’t ever do that, you’re gonna keep the bloated system. I’ve got a friend right now that’s working at a firm that spun out of 3Cloud.
266 00:37:12.510 ⇒ 00:37:17.289 Lisa Whall: And I’m like, how’s it going? He’s like, we haven’t closed anything. I’m like, hmm.
267 00:37:17.450 ⇒ 00:37:18.820 Lisa Whall: What are you charging?
268 00:37:19.820 ⇒ 00:37:23.429 Lisa Whall: 400 an hour, and I just laugh. I go.
269 00:37:23.530 ⇒ 00:37:34.000 Lisa Whall: you know what people are doing with your SOWs, right? It’s like, what? Like, they’re just feeding it to chat GPT, and they’re either finding somebody else to do it, or they’re doing it themselves. Like.
270 00:37:34.000 ⇒ 00:37:34.360 Robert Tseng: Yeah.
271 00:37:34.360 ⇒ 00:37:35.909 Lisa Whall: That model is done.
272 00:37:36.240 ⇒ 00:37:37.120 Lisa Whall: Yeah.
273 00:37:38.640 ⇒ 00:37:39.630 Lisa Whall: And…
274 00:37:39.880 ⇒ 00:37:46.850 Lisa Whall: now we rise from the ashes, right? And we go in and do it the right way. And we make a hell of a lot more money, too!
275 00:37:47.390 ⇒ 00:37:47.940 Robert Tseng: Yeah.
276 00:37:47.940 ⇒ 00:37:48.740 Lisa Whall: You know?
277 00:37:50.630 ⇒ 00:37:51.170 Lisa Whall: Cool.
278 00:37:51.170 ⇒ 00:37:51.620 Robert Tseng: Yeah, like.
279 00:37:51.620 ⇒ 00:37:53.429 Lisa Whall: So, I get on my soapbox a little bit.
280 00:37:53.430 ⇒ 00:38:01.069 Robert Tseng: No, all good. I’m glad you’re excited, and I mean, it’s clear that you get it. I think we meet a lot of folks who don’t really get
281 00:38:01.600 ⇒ 00:38:12.300 Robert Tseng: what’s coming. Yeah, I mean, like, I think all the market signals you’re seeing are this… that’s what we’ve been building towards since day one. We already have 65% gross margins, like, we believe we can hit 70%.
282 00:38:12.300 ⇒ 00:38:14.410 Lisa Whall: Oh, that’s phenomenal!
283 00:38:14.970 ⇒ 00:38:16.680 Lisa Whall: That’s great!
284 00:38:16.680 ⇒ 00:38:28.200 Robert Tseng: Yeah, so I think, we’re, you know, even though we’re… I feel like we were always just, like, a break away from kind of doubling the business, but, yeah, I feel like, you know, coming at this time.
285 00:38:28.200 ⇒ 00:38:48.459 Robert Tseng: react… get any of these channels to work, like, I… I think we’re… we’re going to… the business is just gonna keep… keep growing from here. So, yeah, I think we… we would love to, you know, I… I wanna… we are… I’m talking to two other people, and I think probably early next week, I’ll be able to get back to you.
286 00:38:48.460 ⇒ 00:38:57.920 Robert Tseng: But yeah, I think, I… overall, I think all very positive signals, and yeah, we can… I’ll… we’ll follow up, we’ll follow up shortly.
287 00:38:58.200 ⇒ 00:39:06.759 Lisa Whall: Sounds good. Well, have a great… I could talk all day. So, have a great Friday afternoon, and thank you for making the time to talk to me. I really appreciate it.
288 00:39:07.180 ⇒ 00:39:09.190 Robert Tseng: Of course. Yeah, anytime. Thanks, Lisa.
289 00:39:09.190 ⇒ 00:39:10.370 Lisa Whall: Thanks, we’ll see ya.
290 00:39:10.370 ⇒ 00:39:11.349 Robert Tseng: Yep, bye.
291 00:39:11.350 ⇒ 00:39:12.080 Lisa Whall: Bye.