Meeting Title: Account Mapping + ICP Refinement Date: 2026-04-17 Meeting participants: Fireflies.ai Notetaker Ardi, Robert Tseng, Ardi Ghasemi
WEBVTT
1 00:05:23.320 ⇒ 00:05:24.889 Ardi Ghasemi: What’s up, Robert?
2 00:05:33.920 ⇒ 00:05:34.680 Robert Tseng: Charity.
3 00:05:35.030 ⇒ 00:05:36.999 Ardi Ghasemi: What’s up, man? How you doing?
4 00:05:38.380 ⇒ 00:05:39.870 Robert Tseng: Good. Happy Friday!
5 00:05:40.250 ⇒ 00:05:42.550 Ardi Ghasemi: Happy Friday to you! I like the hat!
6 00:05:43.050 ⇒ 00:05:43.830 Robert Tseng: Thank you.
7 00:05:44.340 ⇒ 00:05:46.869 Robert Tseng: You too, we have a kind of a similar thing going on.
8 00:05:47.380 ⇒ 00:06:04.419 Ardi Ghasemi: Yeah, yeah, yeah, I’m working from home today, and I was hoping… I wasn’t supposed to have that many meetings today, because I’m not on my, on my screens, but of course it ends up being, like… I have been on Zoom literally since 8am, so… I miss my screens.
9 00:06:04.670 ⇒ 00:06:07.969 Ardi Ghasemi: It’s crazy. What’s going on with you guys? Busy week, huh?
10 00:06:08.950 ⇒ 00:06:22.280 Robert Tseng: Yeah, yeah. We made a couple hires, I mean, we… yeah, just… like, I think I mentioned to you, I was, like, working on still closing the pipeline from Q1, so I feel like that’s still where things are.
11 00:06:22.460 ⇒ 00:06:27.249 Robert Tseng: Yeah, I mean, we signed, kind of, biggest deal in company history, like, last week.
12 00:06:27.250 ⇒ 00:06:27.819 Ardi Ghasemi: I heard.
13 00:06:27.820 ⇒ 00:06:29.090 Robert Tseng: Add another one.
14 00:06:29.090 ⇒ 00:06:30.330 Ardi Ghasemi: You’re looking amazing, man.
15 00:06:30.330 ⇒ 00:06:37.459 Robert Tseng: another one come through this week, probably two more closing next week. So, yeah, I mean, I think we’re definitely…
16 00:06:38.610 ⇒ 00:06:40.209 Robert Tseng: Picking… picking up women.
17 00:06:40.210 ⇒ 00:06:44.929 Ardi Ghasemi: Man! That’s awesome, man. Y’all deserve it. I know how hard you guys grind.
18 00:06:46.420 ⇒ 00:06:47.150 Robert Tseng: Thanks.
19 00:06:50.000 ⇒ 00:06:54.810 Robert Tseng: Yeah, well, I know we don’t have too much time, so I thought I’d just kind of jump into… Let’s do it!
20 00:06:55.750 ⇒ 00:07:06.769 Robert Tseng: you had sent over some things for me, so, yeah, I just want to kind of come through your… yeah, the refined SOW. I mean, I think, appreciate it, this is… this is helpful.
21 00:07:06.870 ⇒ 00:07:10.919 Robert Tseng: Yeah, I know that we haven’t really, like.
22 00:07:11.390 ⇒ 00:07:14.109 Robert Tseng: I, I don’t know, I was excited. Okay, well…
23 00:07:14.390 ⇒ 00:07:23.820 Robert Tseng: I’m just gonna assume that you haven’t been in our systems yet, and you haven’t been, like, digging around. And so, I think that definitely feels like it’s the next step. I…
24 00:07:24.250 ⇒ 00:07:35.260 Robert Tseng: I was reluctant to kind of, like, do all of that, because I feel like I just… I would rather batch it with, like, when this partnerships manager starts in 2 weeks. We have two more people starting the week of the 27th.
25 00:07:35.530 ⇒ 00:07:51.150 Robert Tseng: So I’d rather kind of just do it all in one go. Like, the last person I trained was Jarrell, but then, like, you know, everything’s kind of just fizzled out. So, yeah, I just… it just felt like I couldn’t really jump back to the beginning, in the middle of, like, kind of…
26 00:07:51.150 ⇒ 00:08:07.250 Robert Tseng: this month, when I was really trying to push… push some deals through. So, ideally, you know, after this, we get… we get you in, you’re able to start kind of fishing for answers for these things yourself, because we have everything kind of documented to some extent.
27 00:08:07.250 ⇒ 00:08:17.260 Robert Tseng: I think, like, you know, in advance of you coming in, like, I will try to put, like, kind of the answers to a lot of these kind of things together, so…
28 00:08:17.260 ⇒ 00:08:30.439 Robert Tseng: I think I just want to kind of clarify where I think we’re good and where we’re already… and where we’re not, and then maybe that’ll kind of give you a better sense of, like, where you would be able to start.
29 00:08:30.740 ⇒ 00:08:40.910 Robert Tseng: So yeah, I think on the ICP definition side, like, we do have a… we have a bunch of ICPs, I think…
30 00:08:41.320 ⇒ 00:08:44.470 Robert Tseng: Covering those basic signals, like, yeah, we definitely have that.
31 00:08:44.710 ⇒ 00:08:46.590 Robert Tseng: I…
32 00:08:46.920 ⇒ 00:08:55.570 Robert Tseng: I think we sell to quite… we sell to two… we still sell to quite a wide range of buyers,
33 00:08:56.140 ⇒ 00:09:03.390 Robert Tseng: I don’t really want… I don’t really know if we’re in a place to, like, Go after a specific
34 00:09:03.790 ⇒ 00:09:12.459 Robert Tseng: one, like, all bets are off, like, I don’t think I would bet on a single vertical. I just don’t really think that’s where our…
35 00:09:12.460 ⇒ 00:09:27.330 Ardi Ghasemi: Yeah, let me… Robert, just really quick, let me interject there, because maybe it’s, I’m going to reframe it differently. The ICP is not meant to pigeonhole you into one specific type of audience. It’s to make sure that we can keep it as wide as you want, right?
36 00:09:27.330 ⇒ 00:09:44.470 Ardi Ghasemi: But it’s to make sure that you’re able to track that, right? From my understanding, and I know little, right? Right now, if I look at everything, I can’t… I don’t have any data to see, oh, when we do work with a pool maintenance company, or a energy drink company.
37 00:09:44.470 ⇒ 00:09:46.630 Ardi Ghasemi: I don’t know what that looks like right now.
38 00:09:46.630 ⇒ 00:10:05.020 Ardi Ghasemi: it’s all just kind of muddled in. I don’t know, like, what… I don’t have any data on this specific ICP, how it looks, so my hunch on that was not to limit you into what type, but more so to… you can go after any 200 industries if you want, doesn’t make a difference, but if you do, you guys owe it to yourselves to at least
39 00:10:05.020 ⇒ 00:10:17.219 Ardi Ghasemi: be able to see what that looks like, and you’d be able to compare and see, hey, when we go after, home maintenance type of companies from pools to HVAC, this is how we convert, versus when we go after.
40 00:10:17.220 ⇒ 00:10:17.580 Robert Tseng: CPU.
41 00:10:17.580 ⇒ 00:10:32.689 Ardi Ghasemi: companies, this is how we typically do, and this is who we talk to, and this is how the sales cycle looks like. That was it, but again, if you feel that that limits you, you don’t need to go there. For me, it’s more so surfacing the data and the learnings from it, versus pigeonholing you.
42 00:10:33.450 ⇒ 00:10:39.550 Robert Tseng: Okay. Yeah, that makes sense. I… Yeah, I guess, kind of.
43 00:10:40.100 ⇒ 00:10:46.800 Robert Tseng: I’m not… I’m not sure what good looks like for you on that front, so I mean, I think that’s definitely something we can…
44 00:10:47.780 ⇒ 00:10:51.810 Robert Tseng: we can try to… to build out. Like, I…
45 00:10:54.010 ⇒ 00:11:04.299 Robert Tseng: Yeah, right now, it’s kind of just… it’s rolled… you put me and Utom in front of any lead, like, we’ll kind of figure out who we’re talking to, and then we’re steering the conversation, so I understand
46 00:11:04.670 ⇒ 00:11:06.450 Robert Tseng: Like, trying to…
47 00:11:06.520 ⇒ 00:11:14.230 Robert Tseng: get us in, like, the 3 deals that were… the 4 deals that were closing over the last week and this week, you know, with the energy drink company, we have…
48 00:11:14.230 ⇒ 00:11:26.529 Robert Tseng: We have, like, I have, like, a health… healthcare company. They do… they work with big pharma and run… run trials, like, completely different, completely different target there.
49 00:11:26.530 ⇒ 00:11:27.000 Ardi Ghasemi: Right.
50 00:11:27.000 ⇒ 00:11:43.120 Robert Tseng: Another one’s, like, a telehealth platform still, so, I mean, somewhat adjacent to that. And then, we have… we have one more that’s just, like, a real estate, like, AI company, whatever. So, all quite different, industries, all kind of facing…
51 00:11:43.120 ⇒ 00:11:49.449 Robert Tseng: Similar challenges, and so maybe there are some common threads that we’ll be able to kind of figure out across all these different
52 00:11:49.580 ⇒ 00:11:51.889 Robert Tseng: Folks, but… But that’s the thing, yeah.
53 00:11:51.890 ⇒ 00:11:53.529 Ardi Ghasemi: No, go ahead, sorry, Robert, no, no, go ahead.
54 00:11:53.720 ⇒ 00:12:02.700 Robert Tseng: No, no, yeah, I think, I was kind of… Yeah, I guess… There are more.
55 00:12:02.700 ⇒ 00:12:06.070 Ardi Ghasemi: Yeah, let me… let me… here’s how I’m seeing it, man, and…
56 00:12:08.170 ⇒ 00:12:19.710 Ardi Ghasemi: what you just mentioned to me is a massive point, I think it’s a great microcosm of what I can offer, and it’s up to you guys to decide if you want that. Yeah. With you and Utam doing this, you guys don’t need me.
57 00:12:19.810 ⇒ 00:12:27.869 Ardi Ghasemi: I be honest, you don’t, because you’re like, Utam and I can talk to everyone, whoever comes, I don’t need the ICP, and I get that, you don’t, you really don’t.
58 00:12:27.920 ⇒ 00:12:34.410 Ardi Ghasemi: The problem is, what happens when you bring in a salesperson? Because when you tell that to a salesperson, and I’ve been one.
59 00:12:34.410 ⇒ 00:12:53.399 Ardi Ghasemi: That’s a fucking nightmare. That doesn’t give me anything to work with. And I’m not you guys. I can’t go into these conversations as a co-founder, and I’m not as good as you guys. So, if I come in as an AE, I need to… someone needs to hold my hand. They might not ask you to, but you guys need to. So, what might help you is to start thinking about.
60 00:12:53.450 ⇒ 00:13:03.279 Ardi Ghasemi: Not even maybe the next partnership manager. Maybe a year from now, man. You have two, three AEs coming on, and if you don’t have that ICP side, even a little bit of data.
61 00:13:03.700 ⇒ 00:13:16.400 Ardi Ghasemi: then it’s hard to direct them, versus you might have something here, and say, these two adjacent healthcare companies, and you tell one AE, hey man, we’ve seen some success here, as you can see, we want you to dig in here.
62 00:13:16.530 ⇒ 00:13:28.780 Ardi Ghasemi: We want you to outbound here, we want you to build relationships here, go to events with this IT, because we’ve seen it work so far, so it’s worth an experimentation for us to go into there. You can’t tell an AE, hey man.
63 00:13:28.950 ⇒ 00:13:48.939 Ardi Ghasemi: I mean, go to an event, like, you can just talk to whoever, and, you know, like, I hope you’re good enough to sell your services, right? Yeah. Because they’re not you guys. You guys are killers, and you guys will be fine, and if it was just you and Utam, I would be like, y’all don’t fucking need any of this shit. Get to as many events, get to as many people as you need, and you guys should be fine.
64 00:13:50.300 ⇒ 00:13:53.029 Robert Tseng: Yeah. Okay, no, that makes sense.
65 00:13:53.700 ⇒ 00:13:56.489 Robert Tseng: Yeah, I mean, you’ve been thinking about with,
66 00:13:56.860 ⇒ 00:14:05.469 Robert Tseng: like, with Jarrell, he came in, he had his own… he came in with his own book of, like, kind of… he had his own Rolodex already. He was…
67 00:14:05.470 ⇒ 00:14:05.800 Ardi Ghasemi: Interesting.
68 00:14:05.800 ⇒ 00:14:23.910 Robert Tseng: in selling to a particular segment that didn’t actually align with, like, what we’re… what we’re trying to go after. I mean, it’s… I would say what he’s going after is not really ICP for us. And yeah, I guess, like, he wasn’t willing to kind of step into what we’re… where we needed to sell, and, like, he just wants to kind of…
69 00:14:23.910 ⇒ 00:14:29.489 Robert Tseng: stay out with his… with his book. So, like, you know, he’s… he’s still a partner to the business, he’s kind of just…
70 00:14:29.510 ⇒ 00:14:35.279 Robert Tseng: talking casually, but I’m not really, like, training him anymore at this point. So, I think that this is, like, a kind of…
71 00:14:35.540 ⇒ 00:14:38.449 Robert Tseng: Helps me to see,
72 00:14:38.450 ⇒ 00:14:59.119 Robert Tseng: I think I was too attracted to somebody who had deep roots in a particular vertical, thinking that they could sell us into there, but then they don’t fully, like, understand, like, where we are… like, they’re not… they’re not willing to go to where we’re already having wins and to keep doing it there. So, I think that’s… that’s, that…
73 00:14:59.120 ⇒ 00:15:04.810 Robert Tseng: That makes sense, okay, anyway, we can move on from this. I, I think that’s…
74 00:15:04.810 ⇒ 00:15:23.790 Robert Tseng: This is helpful, because I want to come out of this call, I want to know, look, if Artie’s coming in, and, like, he works with us for, like, 90 days, then we were ready to get our first AE, like, what do I need to do to kind of help him? Because I think I’ve kind of… I’m, like, stuck in a rhythm now where, like, I know that I can just… I can manage 20 to 25 leads on my own.
75 00:15:23.790 ⇒ 00:15:48.619 Robert Tseng: And, like, frankly, like, Q2 is… is doing better than Q1 when I had 4 people on this team, because I’m just, like, I’m just going after this… I’m very, like, laser-focused on just… on just maintaining the list that I can… the accounts that I can, and whatever, like, it… it will… it doesn’t scale my time, obviously, it’s been… it’s been eating into my time, but yeah, I know that it’s not really getting me closer to bringing on, like, another… another seller, which is why…
76 00:15:48.620 ⇒ 00:15:54.169 Robert Tseng: you know, I’m telling Utam, I do want to work with Artie, and I want to work with him now, I just want to know, like, kind of.
77 00:15:54.170 ⇒ 00:16:00.480 Robert Tseng: what exactly I need to… what do I need to shift in order to, like, help him help us?
78 00:16:00.590 ⇒ 00:16:02.000 Robert Tseng: So I think that’s…
79 00:16:02.000 ⇒ 00:16:10.659 Ardi Ghasemi: Yeah, no, I appreciate you being candid with that, Robert. And again, man, like, I mean it when I’ve told you this a couple times, this should be not more stressful for you.
80 00:16:10.690 ⇒ 00:16:30.680 Ardi Ghasemi: This should be making not only your days easier, but making everything more clear. So, like, the fact that you’re doing everything, you’re saying you’re managing these leads, I just want to get a… put a layer of further visibility for you that becomes, like, all this work you’re doing becomes more so a foundation of your sales org.
81 00:16:30.880 ⇒ 00:16:46.589 Ardi Ghasemi: So you guys still no longer depend on those personalities that have a big Rolodex, and these big risks, and taking someone based on who they know, and you get to a point, man, which is hard, but you get to it where you have such a built-out system.
82 00:16:46.590 ⇒ 00:16:52.420 Ardi Ghasemi: And sales frameworks, and how you handle intros, how you talk about negotiating, how you talk about your product.
83 00:16:52.420 ⇒ 00:16:57.780 Ardi Ghasemi: Right? Where you now have the luxury of being like, that guy’s a good sales guy.
84 00:16:57.780 ⇒ 00:17:04.990 Ardi Ghasemi: he doesn’t know shit about my product, but it doesn’t matter, I don’t need him to. He has the right skills, and that’s how I know, as a sales leader myself.
85 00:17:05.329 ⇒ 00:17:05.649 Robert Tseng: now.
86 00:17:05.650 ⇒ 00:17:25.309 Ardi Ghasemi: the better I build my infrastructure, I don’t give a fuck what they’re selling. I don’t give a fuck if they’ve talked to these people or not. I can dig into more of their character, how they talk, their mentality, and I can pick the right character traits and bring them in, because I’m like, hey, you learn this system, you have the right qualities of a good salesperson.
87 00:17:25.310 ⇒ 00:17:30.069 Ardi Ghasemi: But now I need you to learn the system, and now it’s a plug and play, almost.
88 00:17:30.130 ⇒ 00:17:42.890 Ardi Ghasemi: So, that’s an area where I can help you too, where you continue doing what you’re doing, let me build the infrastructure to it, so you now, by the end of Q2, you can see, do you mind if I share my screen really quick?
89 00:17:42.890 ⇒ 00:17:43.570 Robert Tseng: Oh, yeah, yeah, of course.
90 00:17:43.570 ⇒ 00:17:47.310 Ardi Ghasemi: I just want to show you just a snapshot, like, example, nothing crazy.
91 00:17:47.580 ⇒ 00:17:51.850 Ardi Ghasemi: So, like.
92 00:17:51.900 ⇒ 00:18:04.930 Ardi Ghasemi: And this is a new segment we started, literally a month ago. But anything I build, like this new sales pipeline and building, really quickly for myself. I’m doing all these convos, for example. We just started a whole new segment for Scentsy.
93 00:18:04.930 ⇒ 00:18:23.160 Ardi Ghasemi: So I’m just trying to see for facilities how many intros I’ve had and how they’ve translated, you know, in the last month that we actually started this. So now I know I can just come here, I can see my intro meetings completed, how they’re moving through the funnel. And dude, look at the sample size. It’s like, I don’t need this today. I don’t.
94 00:18:23.170 ⇒ 00:18:32.350 Ardi Ghasemi: But I’d rather have it now, because I know in 9 months from now, not only the volume’s gonna be much higher, but I know I’m gonna have to bring in 1 or 2 AEs.
95 00:18:32.350 ⇒ 00:18:51.960 Ardi Ghasemi: And now I have much more comfortable. I can go to marketing and tell them, F you, your fucking leads are 35% less than what you provided to me before, I need more, right? And so on and so on. And again, this stuff I just build myself, because it helps me. This is from previous teams and stuff. I want to know how deals are lost between each rep, right?
96 00:18:51.960 ⇒ 00:18:52.540 Robert Tseng: Yeah.
97 00:18:52.540 ⇒ 00:19:08.319 Ardi Ghasemi: And I just want to give you the… I just want to let you dream a little bit in terms of, like, when you guys have 4 AEs, so you can look at Maximo and Jack, and I can see exactly where they’re at, where they’re losing deals, and what I can do individually, and what I can do as a team, right?
98 00:19:08.390 ⇒ 00:19:20.300 Ardi Ghasemi: So some of this stuff, I don’t think is a big lift, I think you get it, you guys are a fucking data company. You build dashboards for a living. So, I just want to add that layer to what you guys are doing, and…
99 00:19:20.780 ⇒ 00:19:29.089 Ardi Ghasemi: And the way we work, man, can vary. It doesn’t have to be too formalized, like, I’ll just tell you, I’m working with a company that, right now, we wouldn’t do the whole scope of work.
100 00:19:29.270 ⇒ 00:19:31.109 Ardi Ghasemi: After an hour sitting with them.
101 00:19:31.740 ⇒ 00:19:37.100 Ardi Ghasemi: online, their biggest lowest hanging fruit is they’re struggling on negotiating. Like, they can’t talk.
102 00:19:37.120 ⇒ 00:19:52.349 Ardi Ghasemi: To their… to the people. The co-founders are brilliant, they just do not know how to talk. So I’m literally, for the next two weeks, I’m reviewing calls and doing… and doing coaching feedback. And that’s the best way to help them today, right? So, I just want you to feel freedom with…
103 00:19:52.350 ⇒ 00:19:57.440 Ardi Ghasemi: how we should work, and you should see… and we don’t also have to do, like, 3 months right off the bat. We could do a month.
104 00:19:57.600 ⇒ 00:20:05.449 Ardi Ghasemi: And then maybe after a month, Robert, you might be like, Artie, we’re kind of chillin’, I have… I got enough from you that I can now build myself, then fuck it, you know?
105 00:20:05.920 ⇒ 00:20:06.480 Robert Tseng: Yeah.
106 00:20:06.980 ⇒ 00:20:11.840 Robert Tseng: Okay, yeah, no, I think that that’s helpful. Yeah, I do agree.
107 00:20:13.130 ⇒ 00:20:17.900 Robert Tseng: Yeah, knowing what is ready, to, like.
108 00:20:18.020 ⇒ 00:20:32.740 Robert Tseng: like, building… building things out to the point where we can’t actually have an AE walk in the door and be successful, I think we’ve shown that we cannot do that. We’ve not been able to do that ourselves. So, I think having you come in, build it out the way that you feel like it is…
109 00:20:33.140 ⇒ 00:20:40.350 Robert Tseng: is really ready for that plug-and-play first… first AE, like, I think that… that to me is very compelling.
110 00:20:41.710 ⇒ 00:20:52.109 Robert Tseng: kind of, like, offer that you’re making. So, I will… yeah, I, I think that’s… that sounds like what we want. I would like to be, you know.
111 00:20:52.340 ⇒ 00:21:12.350 Robert Tseng: three months from now, like, able to go out and get… source a… source an AE, and he can come in, and he can actually be set up for success, because I feel like that’s just something we’ve not been able to do… do well. So, I do see that as the biggest gap. So, if it requires all these things that you’re describing, like, sure, we can. We can get there.
112 00:21:12.840 ⇒ 00:21:13.520 Ardi Ghasemi: Nope.
113 00:21:13.520 ⇒ 00:21:38.500 Ardi Ghasemi: And that’s the thing, so if you want to do that, that will take 3 months, and I’m happy to engage with you guys like that to start, again, build the infrastructure for it, like, similar to, kind of, like, not just dashboards, but build out definitions for the stages, make it more simplified. You don’t need to do any of it, man. You continue doing what you’re doing, right? I don’t want this to be an extra, like, oh, fuck, Artie, I don’t want to change those. You don’t need to, I’ll do it, right? Yeah. I’ll just give you the end product of, like, this is how the stages look.
114 00:21:38.500 ⇒ 00:21:42.790 Ardi Ghasemi: look like. I’ll try to organize your stuff in there, so we do a little cleanup work to start.
115 00:21:42.790 ⇒ 00:22:02.700 Ardi Ghasemi: And then from there, I might… I want to dig into how your calls are going, because it’s… you’re no longer going to be pitching them, right? When you’re scaling this out. So my goal with that, I review a shit ton of your calls, right? You and UTAMS combined, I start to get an understanding of what the value is, where the barriers are, where you guys can get better individually, but more so.
116 00:22:02.700 ⇒ 00:22:03.070 Robert Tseng: Yeah.
117 00:22:03.070 ⇒ 00:22:21.440 Ardi Ghasemi: Set up the sales frameworks, this is how an intro should go, this is how a demo, this is when you send a contract. Don’t send a contract when this… these things are not there. Have that written out, right? And then from there, we can… I can even help you maybe the last 30 days of it, day 60 to 90, it’s really getting an understanding of
118 00:22:21.440 ⇒ 00:22:32.300 Ardi Ghasemi: Now, Utam asked this, so I don’t know if you guys differ there, like, what type of AEs? Do you want me in the interviews? I could be on the first interview to see… tell you guys that this guy doesn’t have the right mentality.
119 00:22:32.300 ⇒ 00:22:46.699 Ardi Ghasemi: And again, I look for personality traits and character, that’s what makes a salesperson not what they’ve sold, right? Yeah. It’s less relevant for that, and I can help you guys there. But the setup work, I think, will take 2 months, reviewing the calls, the HubSpot, all of that.
120 00:22:46.700 ⇒ 00:23:00.450 Ardi Ghasemi: And then if you need help with, like, outbound sequences and stuff, that, can… I can probably blend that in on the second month. I think first month is gonna be busy cleaning everything up, and also for me to get an understanding of where you guys are at, current state.
121 00:23:00.910 ⇒ 00:23:02.400 Robert Tseng: Yeah. Okay.
122 00:23:02.520 ⇒ 00:23:09.600 Robert Tseng: Cool. Yeah, let’s do that. I don’t know what, Wouton discussed with you on rates or whatever, but, like, I guess I’d be happy to.
123 00:23:09.600 ⇒ 00:23:26.659 Ardi Ghasemi: You guys are… I told you, Tom, this, I’m still in my kind of infancy stage with this. I’m working with a few other companies. Normally, the whole pitch for me is, like, you know, instead of a head of sales, you bring me in for 90 days, and I charge, like, 70% less than a full-time salary for a head of sales.
124 00:23:26.660 ⇒ 00:23:33.259 Ardi Ghasemi: So usually that’s, like, 5 grand a month. I told you, Tom, I’ll do that for half for you guys each month, so $2,500.
125 00:23:33.260 ⇒ 00:23:45.809 Ardi Ghasemi: A month, for that. And again, you tell me, Robert, you can connect with Duton if you want. We could start with, based on what you told me, I think we need at least 60 days, and then we can do an option for the third.
126 00:23:45.810 ⇒ 00:23:57.020 Ardi Ghasemi: And again, once you guys are good with that, I can put everything out in the agreement. Based on this call, too, I can adjust the scope of work to be very clear what done looks like.
127 00:23:57.020 ⇒ 00:24:09.770 Ardi Ghasemi: And then, usually what I do, even if after 60 days you guys don’t want to go to 90, I provide 30 days of just, like, advisory, meaning, like, I’m just here. So, like, because typically when you put a new system.
128 00:24:09.920 ⇒ 00:24:22.729 Ardi Ghasemi: things break, people don’t know what to do with this or that, so I’ll be kind of available, you know, you guys can put a meeting on my calendar whenever. And then from there, yeah, it just depends on what you guys need. I’m also, like.
129 00:24:23.050 ⇒ 00:24:33.199 Ardi Ghasemi: a RevOps guy that I’m working with, so if people want, like, CRM implementation stuff, like, which you guys don’t, there’s an add-on thing there. If you want, like, full-on recruiting help.
130 00:24:33.200 ⇒ 00:24:44.759 Ardi Ghasemi: we can talk about that later on, but, again, Utam’s a homie, I’m close to you guys’ business a lot, so I’m less concerned about the rates and more so just trying to get some wins for you guys.
131 00:24:45.400 ⇒ 00:24:56.849 Robert Tseng: Okay, yeah, I think I’m ready to move forward with all that. I think that makes sense. 60 days to start basically, like, yeah, I want to give you enough time to feel like you can actually, you know, have…
132 00:24:56.850 ⇒ 00:25:13.139 Robert Tseng: work towards something that you feel like is going to be successful. So yeah, I think next step, I’ll just have… I don’t know if we’ve exchanged paperwork or whatever, but I’ll have, my ops team just kind of reach out. If we have to sign anything, we’ll look at that over the line.
133 00:25:13.300 ⇒ 00:25:24.700 Robert Tseng: hopefully it’ll get you into the Brainforge platform soon, and then, like, I think you’ll have access to all of our systems. So, we all use the same, like, kind of shared OnePass thing for all of our sales stuff, so… Awesome. Yeah.
134 00:25:24.700 ⇒ 00:25:36.269 Ardi Ghasemi: Let’s fucking do that, man. I’ll get the paperwork ready on my side, I’ll send it via PandaDoc, so you’ll get that, and then I’m happy to sign anything for data disclosure and everything to get into your systems.
135 00:25:36.270 ⇒ 00:25:51.710 Ardi Ghasemi: And then the process typically starts with, kind of an extended discovery. We could do it async. I’ll work with you guys’ schedule, man. Again, I’m not trying to add more shit on you guys’ plate. So, after that initial call, I get, like, a very detailed view of current state, but…
136 00:25:52.210 ⇒ 00:26:02.700 Ardi Ghasemi: I’m thinking off this out loud, I probably want to just… I might just dig into your systems first before setting up that call, and so when I set up that call, I might just, like, ask things that I can’t find.
137 00:26:02.700 ⇒ 00:26:13.260 Ardi Ghasemi: Whatever. Yeah. And then from there, I then… after I have, like, a firm understanding of your current state, I’ll then give you, like, a week-by-week breakdown of my deliverables.
138 00:26:13.260 ⇒ 00:26:26.610 Ardi Ghasemi: Sure. And then we connect however you want. Once a week is typically what I do, and then everything else delivered async. If you want to add me to your Slack, you can. I had one company add me to their Slack. All that is kind of open up to what you guys want.
139 00:26:27.170 ⇒ 00:26:43.690 Robert Tseng: Okay, yeah, I think that… that cadence works for us. We are very Slack-heavy here, and so there are, like, there are probably two sales channels that, like, are… that are pretty hot, like, there’s… we’re chatting every day on that, so it would be good for you just to be there. You don’t have to respond to things, but at least you just kind of know, like, how we’re, like, keeping deals moving along.
140 00:26:43.710 ⇒ 00:26:55.340 Robert Tseng: And yeah, I think that… that… that makes sense, just giving you some time to poke around first, and you can come to us with any questions. You know, we’re… we’re, like, on all the time, so, like, we’ll respond to anything you want to ask for.
141 00:26:55.880 ⇒ 00:26:56.570 Robert Tseng: Yeah.
142 00:26:56.570 ⇒ 00:27:01.789 Ardi Ghasemi: I’m with you, Tom, at a coffee shop at Saturdays at 9am, so I know you guys are always on.
143 00:27:01.790 ⇒ 00:27:06.590 Robert Tseng: Yeah, so we will, yeah, hopefully we’ll get you everything you need.
144 00:27:07.050 ⇒ 00:27:12.300 Ardi Ghasemi: Cool, man. Listen, I’m looking forward to it, okay? I’ll try to get everything to you guys. I have meetings for the next few hours, but…
145 00:27:12.300 ⇒ 00:27:13.460 Robert Tseng: Yeah, no worries, take your time.
146 00:27:13.460 ⇒ 00:27:15.130 Ardi Ghasemi: I’ll get you… I’ll get you the sub.
147 00:27:15.540 ⇒ 00:27:18.339 Robert Tseng: Okay, cool, appreciate you being patient with us over this.
148 00:27:18.340 ⇒ 00:27:18.690 Ardi Ghasemi: Got it.
149 00:27:18.690 ⇒ 00:27:37.640 Robert Tseng: I think, no, I think you’re… you’re… you’re very respectful, your persistence, but you have strong, and you have strong opinions. Like, I think these are all, like, good qualities, help us kind of build confidence. I think we were, yeah, totally was not expecting, you know, like, maybe a month ago, but, you know, over… over these weeks, I think, you know, we’re pretty.
150 00:27:37.640 ⇒ 00:27:38.590 Ardi Ghasemi: You guys are doing…
151 00:27:38.590 ⇒ 00:27:39.950 Robert Tseng: I think this is what we need, yeah.
152 00:27:40.270 ⇒ 00:27:51.670 Ardi Ghasemi: Man, I’m here for you guys, I’m excited to follow your journey, I’m a big fan, so y’all are doing some amazing work, and anything I can do to help, I told you, Tom, the same. I’m happy to do it. So, I’m excited, man.
153 00:27:52.060 ⇒ 00:27:53.490 Robert Tseng: Okay, cool. Thanks, Artie.
154 00:27:53.490 ⇒ 00:27:56.080 Ardi Ghasemi: Awesome. Yeah, of course, Robert. Talk soon. Later, man.
155 00:27:56.080 ⇒ 00:27:56.699 Robert Tseng: soon. Bye.