Meeting Title: GTM Planning + Kickoff Date: 2026-04-13 Meeting participants: Rico Rejoso, Robert Tseng, Jorrel Sto Tomas
WEBVTT
1 00:04:39.590 ⇒ 00:04:40.919 Robert Tseng: Here we go.
2 00:04:44.160 ⇒ 00:04:45.799 Rico Rejoso: Hey, Robert, how are you?
3 00:04:47.860 ⇒ 00:04:53.009 Robert Tseng: Good, just kind of a hectic Monday, but it’s usually how it is.
4 00:04:53.420 ⇒ 00:04:55.840 Rico Rejoso: Yeah, happy Monday!
5 00:04:55.840 ⇒ 00:05:03.260 Robert Tseng: Yeah Okay, this’ll be quick, since it’s just me and you today.
6 00:05:04.430 ⇒ 00:05:11.879 Robert Tseng: I just… yeah, I didn’t really get a chance to update my parts. I just wanted to make sure that everything is actually working on the skills, so…
7 00:05:12.300 ⇒ 00:05:13.270 Robert Tseng: Yeah.
8 00:05:13.270 ⇒ 00:05:23.270 Rico Rejoso: that one, but I have issues with the HubSpot MCP. I already told Ryle, and I just submitted a couple of PRs to help resolve that. Just waiting it to get merged.
9 00:05:24.100 ⇒ 00:05:24.780 Robert Tseng: Okay.
10 00:05:26.760 ⇒ 00:05:29.850 Robert Tseng: Like, you’re not able to access it, or…
11 00:05:29.850 ⇒ 00:05:30.950 Rico Rejoso: Yeah, it’s not…
12 00:05:31.300 ⇒ 00:05:42.870 Rico Rejoso: I mean, it’s not returning the… what you showed us before, right? And it’s not able to execute the skill itself. So I figured and checked the settings, I… the MCP is showing an error.
13 00:05:43.050 ⇒ 00:05:44.020 Rico Rejoso: Some kind of error message.
14 00:05:44.020 ⇒ 00:05:45.120 Robert Tseng: Oh.
15 00:05:45.120 ⇒ 00:05:45.660 Rico Rejoso: Yeah.
16 00:05:45.860 ⇒ 00:05:47.010 Robert Tseng: Hmm, okay.
17 00:05:47.930 ⇒ 00:05:53.429 Robert Tseng: No worries. Okay, so we did what we could here, let’s see…
18 00:05:57.610 ⇒ 00:06:00.280 Robert Tseng: Yeah,
19 00:06:01.290 ⇒ 00:06:06.420 Robert Tseng: Okay, that’s fine. I think this is still just gonna be, like, we just have to do this exercise anyway.
20 00:06:08.960 ⇒ 00:06:15.830 Robert Tseng: Yeah, as far as the number of discovery calls, I guess I look from here, so what, it’s like…
21 00:06:16.740 ⇒ 00:06:21.850 Robert Tseng: 1, 2, 3, then… And,
22 00:06:26.110 ⇒ 00:06:28.669 Robert Tseng: Zero reschedules? We’ll see.
23 00:06:29.660 ⇒ 00:06:31.739 Robert Tseng: Yeah, no reschedule’s there.
24 00:06:32.570 ⇒ 00:06:34.010 Robert Tseng: 3, 4…
25 00:06:38.800 ⇒ 00:06:54.340 Robert Tseng: What the schedule… Disco call here one… 2… 3… 4… Bye…
26 00:07:00.060 ⇒ 00:07:02.570 Robert Tseng: Okay, so this is gonna be…
27 00:07:04.410 ⇒ 00:07:07.419 Robert Tseng: whatever. Hannah will fill that out when she comes back.
28 00:07:08.310 ⇒ 00:07:17.530 Robert Tseng: partner SQL added, let’s see… Created…
29 00:07:24.100 ⇒ 00:07:31.650 Robert Tseng: We got one, which is… Bukaka.
30 00:07:34.360 ⇒ 00:07:35.590 Robert Tseng: So…
31 00:07:52.880 ⇒ 00:08:01.360 Robert Tseng: Proposals that were sent… I believe it’s still zero.
32 00:08:02.370 ⇒ 00:08:04.500 Robert Tseng: I don’t think we sent any new ones.
33 00:08:10.380 ⇒ 00:08:11.070 Robert Tseng: Oh, God.
34 00:08:15.320 ⇒ 00:08:23.079 Robert Tseng: Proposal creation… Yeah. No new proposals, these are all just existing ones. Okay.
35 00:08:24.880 ⇒ 00:08:25.730 Robert Tseng: Good.
36 00:08:26.150 ⇒ 00:08:33.890 Robert Tseng: And so you filled these out, yeah, okay, this makes sense.
37 00:08:37.270 ⇒ 00:08:43.559 Robert Tseng: Okay, something better, we were here… we were unsure here because of…
38 00:08:46.060 ⇒ 00:08:54.949 Robert Tseng: yeah, I don’t know, we’re kind of lagging behind on this one. This is just because you were able to calculate… like, active SQL for that week, right? I think we can…
39 00:08:55.750 ⇒ 00:08:59.820 Robert Tseng: Oh, right, we said that we would update these,
40 00:09:01.160 ⇒ 00:09:03.330 Robert Tseng: you know, I should just do that now.
41 00:09:03.560 ⇒ 00:09:08.970 Robert Tseng: Partner, referral, delivery…
42 00:09:13.260 ⇒ 00:09:14.069 Robert Tseng: call it.
43 00:09:14.200 ⇒ 00:09:15.790 Robert Tseng: Inbound…
44 00:09:26.660 ⇒ 00:09:29.849 Robert Tseng: Yeah, basically anything that’s not outbound, I care about.
45 00:09:29.950 ⇒ 00:09:37.560 Robert Tseng: So if we looked at the existing ones right now…
46 00:09:38.760 ⇒ 00:09:42.679 Robert Tseng: There are, what, 18 deals currently?
47 00:09:43.060 ⇒ 00:09:51.189 Robert Tseng: And… Partner is, like… 2 out of 18…
48 00:09:52.160 ⇒ 00:09:56.330 Robert Tseng: Inbound is 2 out of… 3 out of 18.
49 00:09:57.940 ⇒ 00:10:00.059 Robert Tseng: World is,
50 00:10:06.880 ⇒ 00:10:15.900 Robert Tseng: 5 out of 18… Delivery is, hmm.
51 00:10:24.450 ⇒ 00:10:25.190 Robert Tseng: Okay.
52 00:10:26.160 ⇒ 00:10:30.029 Robert Tseng: I don’t know what it was for the previous weeks, but I’m not gonna go and look at that.
53 00:10:31.010 ⇒ 00:10:35.410 Robert Tseng: Yeah, I mean, I can go and fill this stuff in later.
54 00:10:35.570 ⇒ 00:10:38.399 Robert Tseng: You know, actually, I’m not gonna do it later, I’m just gonna do it.
55 00:10:39.240 ⇒ 00:10:40.390 Robert Tseng: No.
56 00:10:40.980 ⇒ 00:10:42.220 Robert Tseng: So…
57 00:10:58.140 ⇒ 00:10:59.590 Robert Tseng: UPT…
58 00:11:08.990 ⇒ 00:11:12.169 Robert Tseng: the TCV we call,
59 00:11:26.120 ⇒ 00:11:30.140 Robert Tseng: Well, this is really the same as down here.
60 00:11:38.280 ⇒ 00:11:39.190 Robert Tseng: Ew.
61 00:11:52.550 ⇒ 00:11:53.600 Robert Tseng: controls…
62 00:12:15.060 ⇒ 00:12:16.450 Robert Tseng: 1… what?
63 00:12:29.530 ⇒ 00:12:35.310 Robert Tseng: Okay, so… I think that covers everything else.
64 00:12:42.570 ⇒ 00:12:46.229 Robert Tseng: Alright, now I can actually see the story. So…
65 00:12:47.850 ⇒ 00:12:55.190 Robert Tseng: Yeah, I mean, bookings-wise, we’re still hanging in there. Top line is dropping, like, and then…
66 00:12:55.710 ⇒ 00:13:03.270 Robert Tseng: Partners still stalled, or, like, top line as in marketing pipeline is still… is dropping.
67 00:13:03.490 ⇒ 00:13:08.680 Robert Tseng: Obviously, since Hannah hasn’t done anything in the past Few days.
68 00:13:08.870 ⇒ 00:13:17.250 Robert Tseng: Then, partner stuff is just… I mean, we’re not… I need… I need to hire that partners manager for this to really get going again.
69 00:13:17.680 ⇒ 00:13:23.269 Robert Tseng: But I am somehow still sustaining the pipeline goal, so I think…
70 00:13:23.600 ⇒ 00:13:28.949 Robert Tseng: That just… I mean, I will do whatever I can to keep this number up. That’s… that’s all I…
71 00:13:29.280 ⇒ 00:13:31.660 Robert Tseng: That’s all I really can do.
72 00:13:32.870 ⇒ 00:13:38.010 Robert Tseng: As far as active deals right now,
73 00:13:40.310 ⇒ 00:13:43.819 Robert Tseng: What is there? What am I looking at here?
74 00:13:44.700 ⇒ 00:13:51.870 Robert Tseng: Yeah, this still doesn’t really make sense. I don’t think you can be over 100%, so I think we’re still miscalculating this.
75 00:13:57.390 ⇒ 00:14:04.590 Robert Tseng: Yeah, I was just… This is, yeah, this just doesn’t make… doesn’t make sense. So,
76 00:14:04.720 ⇒ 00:14:07.480 Robert Tseng: It’s like, how many of the…
77 00:14:10.820 ⇒ 00:14:14.870 Robert Tseng: Yeah, if there were 5 SQL mid leads.
78 00:14:15.030 ⇒ 00:14:18.060 Robert Tseng: And one of them went into proposal.
79 00:14:18.410 ⇒ 00:14:20.459 Robert Tseng: In this past week.
80 00:14:20.580 ⇒ 00:14:26.440 Robert Tseng: then that should be 20%. Like, that’s how this should be calculated. So…
81 00:14:27.740 ⇒ 00:14:30.799 Robert Tseng: I think HubSpot should be able, like, the…
82 00:14:30.910 ⇒ 00:14:38.299 Robert Tseng: the automation that I… or the skill I set up should be able to calculate this, but I’m gonna have you just backfill that, because I think that just doesn’t make sense.
83 00:14:40.030 ⇒ 00:14:44.380 Robert Tseng: Yeah.
84 00:14:44.890 ⇒ 00:14:45.800 Robert Tseng: Okay.
85 00:14:46.230 ⇒ 00:14:53.140 Robert Tseng: Cool. Well, other than that, I mean, that’s pretty much all I really needed to see from this
86 00:14:53.650 ⇒ 00:15:12.019 Robert Tseng: this group for now, I mean, as far as, like, sales strategies, like, we still have deals in the pipeline to close. I’m still closing deals from last quarter, so… I still expect… I expect Sunstone to get over the line this week, and probably at least… at least Ellie. So, as far as, like, sustaining top line.
87 00:15:12.410 ⇒ 00:15:19.749 Robert Tseng: Usham and I have been building out some, like, go-to-market engineering, things to…
88 00:15:20.910 ⇒ 00:15:27.019 Robert Tseng: basically push on the outbound campaign. I had… I uploaded, like, about 50,000 contacts, so…
89 00:15:27.150 ⇒ 00:15:29.830 Robert Tseng: We’re gonna launch a couple campaigns in the next week.
90 00:15:29.970 ⇒ 00:15:34.910 Robert Tseng: And then, yeah, I mean, as far as, like, net new…
91 00:15:35.040 ⇒ 00:15:43.609 Robert Tseng: deals, like, I’m… I’m still adding, like, about 4 a week, so, I think I will… I will keep being able to get around that number.
92 00:15:43.840 ⇒ 00:15:56.379 Robert Tseng: Per week. So, yeah, I think it’s just kind of hold on, keep doing the only thing that matters. Like, I think for me, the only thing that matters is adding new pipeline, so I literally don’t really… I don’t really care about…
93 00:15:56.580 ⇒ 00:16:03.670 Robert Tseng: I mean, I’m actively trying to find people to come and… someone to come and manage this, and then…
94 00:16:03.790 ⇒ 00:16:10.059 Robert Tseng: on the marketing side, like, when Hannah comes back, I’m gonna… I’ll manage her a bit… a bit better there.
95 00:16:10.510 ⇒ 00:16:11.230 Robert Tseng: But…
96 00:16:11.440 ⇒ 00:16:21.590 Robert Tseng: yeah, turn off content, turn off all these things, like, as you… I mean, I don’t know if you guys can see it, but literally none of that stuff matters. Like, I mean, it would matter if it was done well, but, like.
97 00:16:22.060 ⇒ 00:16:22.820 Robert Tseng: you know.
98 00:16:22.950 ⇒ 00:16:35.170 Robert Tseng: shrinking the team and being more focused on just doing what matters, like, I feel like has been able to land more consistent, like, SQL pipeline than we did in the quarter. So,
99 00:16:35.290 ⇒ 00:16:42.390 Robert Tseng: like, in the previous quarter. So, I think this is kind of the limit of the capacity that I have, but,
100 00:16:42.780 ⇒ 00:16:49.790 Robert Tseng: I think I can continue to sustain, like, this amount of pipeline per week, with the time that I have, so…
101 00:16:49.790 ⇒ 00:17:04.539 Robert Tseng: Yeah, this… I think… I think that’s all I’m willing to say. We don’t need to talk about strategy or anything today, like, I’m already meeting with our advisors, tomorrow, so I have more updates on, like, MBR and QBR stuff that I’ll share with them.
102 00:17:04.780 ⇒ 00:17:09.149 Robert Tseng: But I think for the purposes of this call, I think that’s enough.
103 00:17:09.310 ⇒ 00:17:18.239 Robert Tseng: So for Rico, when I… if I launch those, well, yeah, I think getting the… getting that skill fixed so you can actually do the HubSpot thing would be helpful.
104 00:17:18.380 ⇒ 00:17:36.080 Robert Tseng: And then, I may pull you into some nurturing stuff, but I’m also, like, it’s not that urgent to me, so I may not actually pull you into it now. We’re evaluating whether we want to bring Miranda over to the go-to-market side, because I just need somebody to just
105 00:17:36.280 ⇒ 00:17:41.000 Robert Tseng: push campaigns, and, like, nobody’s… nobody’s doing that except for me, so…
106 00:17:41.190 ⇒ 00:17:45.149 Robert Tseng: If she’s, like, on the platform team, it’s not that…
107 00:17:45.590 ⇒ 00:17:53.270 Robert Tseng: like, she’s not… we don’t really need to use all her time there, then I may… I may bring her over here, and then she will… she’ll run some campaigns.
108 00:17:53.880 ⇒ 00:17:55.950 Robert Tseng: Yeah.
109 00:17:57.120 ⇒ 00:17:59.079 Robert Tseng: So that’s… that’s pretty much all I got.
110 00:18:04.420 ⇒ 00:18:05.090 Robert Tseng: Cool.
111 00:18:05.350 ⇒ 00:18:12.879 Robert Tseng: All right, well, yeah, I think that’s… that’s good. I don’t really need to say anything else for now.
112 00:18:13.910 ⇒ 00:18:15.629 Robert Tseng: Alright, we can end the call here.
113 00:18:15.880 ⇒ 00:18:16.450 Rico Rejoso: Okay.
114 00:18:16.710 ⇒ 00:18:17.130 Robert Tseng: Thanks.
115 00:18:17.130 ⇒ 00:18:17.730 Rico Rejoso: Fantastic.