Meeting Title: Brainforge Go-to-Market Team Sync Date: 2026-04-22 Meeting participants: Hannah Wang, Ruixi Wen
WEBVTT
1 00:02:24.750 ⇒ 00:02:26.180 Ruixi Wen: Hi, hello!
2 00:02:26.480 ⇒ 00:02:28.019 Hannah Wang: Hey, Miranda, how are you?
3 00:02:28.020 ⇒ 00:02:32.219 Ruixi Wen: Hi, I’m doing good. Yeah, where are you calling in from?
4 00:02:32.530 ⇒ 00:02:35.050 Hannah Wang: I’m… I live in LA.
5 00:02:35.360 ⇒ 00:02:36.950 Ruixi Wen: Oh, awesome, awesome.
6 00:02:36.950 ⇒ 00:02:38.140 Hannah Wang: How about you?
7 00:02:38.370 ⇒ 00:02:44.520 Ruixi Wen: Yeah, I live in San Francisco, but I moved to… I moved from LA, like, last year, after I graduated.
8 00:02:44.880 ⇒ 00:02:46.920 Hannah Wang: Oh, because you went to USC, right?
9 00:02:46.920 ⇒ 00:02:47.850 Ruixi Wen: Yeah, yeah, yeah.
10 00:02:47.850 ⇒ 00:02:51.640 Hannah Wang: Okay, I went to UCLA, so… rivals.
11 00:02:55.230 ⇒ 00:03:03.640 Hannah Wang: Yeah, before we jump in, how… how’s everything going at Brainforge?
12 00:03:04.500 ⇒ 00:03:23.550 Ruixi Wen: Yeah, it’s been good, yeah. I was, like, doing, like, AI initiatives before, but I feel like, like, it’s, like, kind of too abstract. It’s a lot of times, like, Utam is not sure, like, where to go, but I also don’t have, like, years of experience to really, like.
13 00:03:23.680 ⇒ 00:03:33.600 Ruixi Wen: like, shape, like, how the product should be like. And we think, like, probably, like, the go-to-market team, is, like, a much better fit.
14 00:03:33.750 ⇒ 00:03:38.300 Ruixi Wen: for, in terms of, like, also kind of like a PM for go-to-market, helping
15 00:03:38.990 ⇒ 00:03:49.779 Ruixi Wen: helping with the automation, and then every part. Yeah. Yeah, it was honestly, like, a decision we just, like, made recently, I believe it’s on Monday.
16 00:03:49.780 ⇒ 00:03:59.739 Ruixi Wen: And, one of, like, the job description as well, the problem space, I’m gonna help with is definitely with, like, you and Rico part, yeah.
17 00:03:59.740 ⇒ 00:04:08.009 Hannah Wang: Okay, yeah, cool. Yeah, the automation… I mean, I think you got a taste of that when I messaged you about that one…
18 00:04:08.310 ⇒ 00:04:13.020 Hannah Wang: thing I wanted you to help on, but then I said I wanted to try, I think.
19 00:04:13.350 ⇒ 00:04:16.169 Hannah Wang: Yeah, you just got a taste of what…
20 00:04:16.350 ⇒ 00:04:22.100 Hannah Wang: the go-to-market team kind of does, so I… can…
21 00:04:22.280 ⇒ 00:04:36.939 Hannah Wang: walk you through kind of what I do on a day-to-day basis, and then, I guess areas that I could use, or I guess the go-to-market team can use your help, and then,
22 00:04:37.080 ⇒ 00:04:47.260 Hannah Wang: Lastly, I’ll share kind of, like, helpful resources for you, just to point you in the right direction, and to give you more context into stuff, so…
23 00:04:47.390 ⇒ 00:04:53.340 Hannah Wang: Yeah, let me… kind of… well, I guess…
24 00:04:53.650 ⇒ 00:05:00.849 Hannah Wang: I’ll intro myself, like, I initially came on as Like, the design, kind of…
25 00:05:00.970 ⇒ 00:05:08.470 Hannah Wang: head. I guess I still am, but I’m one of the designers at Brainforge, and then we have another
26 00:05:08.890 ⇒ 00:05:23.389 Hannah Wang: Designer, her name is Anne. She works in the Philippines, and she works Manila time, so she’s not US hours, so you probably won’t interact with her that much, on the design side.
27 00:05:23.470 ⇒ 00:05:32.720 Hannah Wang: But then I… I’m also, like, helping on the, go-to-market team, more so for, like.
28 00:05:33.130 ⇒ 00:05:43.299 Hannah Wang: engagement. So seeing, like, out of all the sales assets that we make, like, do we have good call-to-actions on them, and are we, like, converting
29 00:05:43.460 ⇒ 00:05:51.640 Hannah Wang: Basically, leads, into customers, and just making sure that all of our
30 00:05:51.880 ⇒ 00:05:56.260 Hannah Wang: All the things that we put out have… like, enticing…
31 00:05:57.330 ⇒ 00:06:01.390 Hannah Wang: I guess, actions that can be taken from it, so,
32 00:06:01.600 ⇒ 00:06:10.549 Hannah Wang: that’s kind of, like, my main… my, I guess, my official job title is, like, the design and creative and lead engage… creative, and…
33 00:06:10.750 ⇒ 00:06:26.269 Hannah Wang: I’m forgetting what my title is, because it’s so long, but yeah, that’s kind of what I… my actual JD, but then, I think as we try to fill in some of the gaps that we have on the go-to-market side, I also, here and there, like…
34 00:06:26.700 ⇒ 00:06:35.940 Hannah Wang: help out with, running campaigns and doing, like, nurturing for conversations.
35 00:06:36.090 ⇒ 00:06:42.209 Hannah Wang: So yeah, I’ll kind of just, like, run you through what that actually looks like,
36 00:06:42.310 ⇒ 00:06:53.749 Hannah Wang: So I’m… gonna share my entire screen. Give me one second, I…
37 00:06:54.060 ⇒ 00:06:54.660 Ruixi Wen: Okay.
38 00:06:54.660 ⇒ 00:06:55.780 Hannah Wang: I’m sorry.
39 00:06:55.780 ⇒ 00:06:56.720 Ruixi Wen: retirement.
40 00:06:56.720 ⇒ 00:06:58.610 Hannah Wang: Yeah, thank you.
41 00:06:58.850 ⇒ 00:07:09.290 Hannah Wang: Okay, so… this… link I will share with you.
42 00:07:09.990 ⇒ 00:07:20.829 Hannah Wang: Right now, there we go. So… This is,
43 00:07:21.740 ⇒ 00:07:32.839 Hannah Wang: Oh my gosh, the zoom. Okay, this is… the New Forge… Marketing Hub,
44 00:07:33.800 ⇒ 00:07:41.159 Hannah Wang: So this is where, basically, all of our campaigns live. So you can see here.
45 00:07:41.560 ⇒ 00:07:56.169 Hannah Wang: I think these should be active now, but the active, proposed, completed, and paused, like, basically all statuses of the campaigns that we have. And basically, campaigns is just a broader term for, like.
46 00:07:56.850 ⇒ 00:08:05.269 Hannah Wang: outreach, I would say. So, like, a big… we’ve seen that we’ve had the most success in terms of, like.
47 00:08:05.390 ⇒ 00:08:18.700 Hannah Wang: people accepting our LinkedIn connection requests from, like, conference attendants, so regardless of whether or not we go to a conference, like, I… Rico and I…
48 00:08:18.850 ⇒ 00:08:26.639 Hannah Wang: I guess the go-to-market team sets up, like, automations to send connection requests to people who
49 00:08:26.640 ⇒ 00:08:39.340 Hannah Wang: either speak at these conferences or attend them. So, VixelCon, this is, like, a big conference that, like, an accelerator, I think.
50 00:08:39.340 ⇒ 00:08:50.970 Hannah Wang: I think that’s what they are, like, Vixel, they hold every year in Austin, so that was the conference that, Robert, Kayla, and Utam were at, and Pranav on Monday.
51 00:08:50.970 ⇒ 00:08:51.400 Ruixi Wen: Yeah.
52 00:08:52.420 ⇒ 00:08:58.209 Hannah Wang: So, like, with this one, Robert was like, oh, can you, like, hit up
53 00:08:58.470 ⇒ 00:09:04.740 Hannah Wang: All the attendees that came, with, like, an email?
54 00:09:04.890 ⇒ 00:09:23.800 Hannah Wang: sequence, and then a LinkedIn connection request sequence. That’s usually what we do. So for the email sequence, we sent, just, like, an email of our slides, of the talk that Robert and Utam gave, and then, like, a booking meeting link, and then on the flip side, on,
55 00:09:24.400 ⇒ 00:09:29.880 Hannah Wang: LinkedIn, we just sent, like, a connection request, so I can show you…
56 00:09:30.360 ⇒ 00:09:34.010 Hannah Wang: So I have access to…
57 00:09:36.150 ⇒ 00:09:40.980 Hannah Wang: this, which is Robert’s LinkedIn account, so you can see here, like.
58 00:09:41.210 ⇒ 00:09:47.120 Hannah Wang: yeah, basically we set up automations to be like, hey, like, I just sent you an email.
59 00:09:47.280 ⇒ 00:10:00.319 Hannah Wang: But I’d love to connect here with the hopes that if they’re an ICP fit, then, we continue to nurture the conversation towards booking a meeting.
60 00:10:01.050 ⇒ 00:10:19.639 Hannah Wang: So, yeah, that’s kind of, like, the gist of all the campaigns that we run. So, usually what happens is, like, Robert or Utam are like, oh, I’m interested in either attending this conference, or there’s a lot of companies that fit within our,
61 00:10:20.790 ⇒ 00:10:28.569 Hannah Wang: Fit the company that we want to go after. And we, like, go after the people that attend.
62 00:10:28.710 ⇒ 00:10:32.859 Hannah Wang: Or speak at these conferences. So that’s…
63 00:10:33.090 ⇒ 00:10:38.719 Hannah Wang: like, a big part of what I do, and I build…
64 00:10:39.850 ⇒ 00:10:45.649 Hannah Wang: Lead lists for all of these campaigns, so,
65 00:10:45.820 ⇒ 00:10:55.929 Hannah Wang: everything in blue are trackers, and then everything in this red coral color are the lead lists corresponding to each of these campaigns.
66 00:10:58.480 ⇒ 00:11:13.309 Hannah Wang: So yeah, that’s kind of what I do, like, building the lead lists, looking for signal on LinkedIn for anyone who’s going to any conference that we’re targeting. Sometimes, like, a conference gives
67 00:11:13.750 ⇒ 00:11:19.050 Hannah Wang: Like, if we attend a conference, sometimes they give you the attendee list, so…
68 00:11:19.050 ⇒ 00:11:19.370 Ruixi Wen: Nope.
69 00:11:19.370 ⇒ 00:11:28.860 Hannah Wang: we go through that, too. But yeah, that’s, like, a big proponent of, I guess, like, the go-to-market motion, and you can see it’s, like.
70 00:11:29.210 ⇒ 00:11:37.679 Hannah Wang: Successful people, like… accept our connection request. So yeah, that’s…
71 00:11:39.100 ⇒ 00:11:58.259 Hannah Wang: kind of what I do there. Let me go back to my notes, because I wrote down notes of what I should go over with you. So, yeah, I run campaigns, and then I also do the nurturing. This is related to what
72 00:11:58.440 ⇒ 00:12:09.060 Hannah Wang: I talked with you about, earlier in our conversation, about that one Notion doc, that I created.
73 00:12:09.190 ⇒ 00:12:12.060 Hannah Wang: Basically, converting…
74 00:12:12.180 ⇒ 00:12:21.289 Hannah Wang: an MQL to SQL. So, MQL is a marketing qualified lead, so those are people who…
75 00:12:21.340 ⇒ 00:12:23.320 Hannah Wang: Those are, like, potential…
76 00:12:23.360 ⇒ 00:12:42.599 Hannah Wang: sales-qualified leads who come from the go-to-market team. So, anyone that responds to our campaigns here, like, basically any of the attendees or the speakers, like, they’re all MQLs, and the goal for at least my
77 00:12:42.960 ⇒ 00:12:47.790 Hannah Wang: like, metrics that are in the WBR that I’ll share with you.
78 00:12:48.100 ⇒ 00:12:55.339 Hannah Wang: Afterwards, because I know there’s a lot of stuff. But basically, like, all the metrics.
79 00:12:55.440 ⇒ 00:13:10.240 Hannah Wang: over here under marketing, under my name, like, the goal of me, this section, is to convert, marketing qualified leads, so like I said, any, lead that comes in through marketing activity that we do, whether it’s.
80 00:13:10.240 ⇒ 00:13:10.670 Ruixi Wen: Yep.
81 00:13:10.670 ⇒ 00:13:22.170 Hannah Wang: on LinkedIn or running campaigns, transforming them into sales-qualified leads that get added to our actual sales pipeline and become clients. So…
82 00:13:22.870 ⇒ 00:13:31.839 Hannah Wang: Like, obviously, we can’t just, like, stop at this, like, this…
83 00:13:31.900 ⇒ 00:13:44.530 Hannah Wang: like, Abdullah accepted our connection request, and if we don’t, like, follow up with another message, like, they’re not going to engage with us, obviously. So, like, the hard…
84 00:13:45.000 ⇒ 00:13:54.280 Hannah Wang: part… I think where the gap is and where, like, AI can probably help us is,
85 00:13:54.460 ⇒ 00:14:10.479 Hannah Wang: Like, given the context of this person and the conversation and where we met them, like, generating follow-up messages that we can send to them to nurture the conversation to a point where a meeting is booked.
86 00:14:10.500 ⇒ 00:14:20.220 Hannah Wang: Because that’s the ultimate goal for MQL to SQL conversion, is meeting… a meeting booked with either Robert or UTam or whoever is on the sales team.
87 00:14:20.270 ⇒ 00:14:27.850 Hannah Wang: So… like, obviously, on LinkedIn, like, I… it’s not just me on here, like…
88 00:14:28.360 ⇒ 00:14:38.129 Hannah Wang: Robert does a lot of back and forth, like, with Jack, I think he, like… this is all him, this… I didn’t…
89 00:14:38.860 ⇒ 00:14:43.680 Hannah Wang: Draft any of the conversations here. But yeah, that’s…
90 00:14:44.430 ⇒ 00:14:58.900 Hannah Wang: what I tried to help with last year, and then I… I think… and then I was asked to help with it a little bit more this year, is just to help come up with these messages, and it’s… it’s hard because I think all the AI
91 00:14:59.280 ⇒ 00:15:03.750 Hannah Wang: generated messages sound so AI, and it just doesn’t sound
92 00:15:04.170 ⇒ 00:15:10.420 Hannah Wang: Robert, but, Robert was arguing that because we have
93 00:15:10.670 ⇒ 00:15:20.530 Hannah Wang: the platform, and we have Cursor, and we have, like, the context of all their emails, and all the Slack messages,
94 00:15:20.750 ⇒ 00:15:25.440 Hannah Wang: Like, it should be able to generate a response that doesn’t sound…
95 00:15:25.730 ⇒ 00:15:32.100 Hannah Wang: to AIE. So that’s kind of where I asked you to help me,
96 00:15:32.210 ⇒ 00:15:44.470 Hannah Wang: with this, the reason why… and then I asked you to not help, because I wanted to try, and I tried, and it was not… it was kind of bad. So, I think…
97 00:15:44.470 ⇒ 00:15:54.750 Hannah Wang: like, 2 weeks ago, before I went out of office, Robert mentioned that he, whipped up something that can help with this, and he used, like.
98 00:15:56.440 ⇒ 00:16:07.029 Hannah Wang: it’s called a… it’s called HeyReach. HeyReach is basically an automation tool that we use to send LinkedIn outbound messages, so all of the…
99 00:16:07.150 ⇒ 00:16:14.720 Hannah Wang: messages you see here have, like, the same format except the name. That’s because we used HeyReach to send out,
100 00:16:15.020 ⇒ 00:16:20.419 Hannah Wang: all the messages, so I can kind of show you an example of what…
101 00:16:20.420 ⇒ 00:16:21.779 Ruixi Wen: Oh yeah, that would be helpful, yeah.
102 00:16:21.780 ⇒ 00:16:29.959 Hannah Wang: looks like. Yeah, so Rico does most of this, so I think if you call him, then he… you can ask him to give you a more thorough
103 00:16:30.100 ⇒ 00:16:42.949 Hannah Wang: run down, because I don’t set these up, Rico does currently, but yeah. You can see, like, oh, Roberts, VixilCon lead list, Utam’s lead list, we split the lead list in half, and…
104 00:16:43.090 ⇒ 00:16:55.009 Hannah Wang: You can see that the sequence is still… Happening… If this loads…
105 00:16:58.950 ⇒ 00:17:10.919 Hannah Wang: Yeah, so you can see, like, we loaded all the leads into this campaign, and then HeyReach is still in the progress of sending out,
106 00:17:11.750 ⇒ 00:17:24.850 Hannah Wang: messages, so… or I think it sent out connection requests to all these people, and the ones that you see in Robert’s LinkedIn account are the ones that accepted our connection request, so…
107 00:17:25.190 ⇒ 00:17:32.070 Hannah Wang: the… I don’t think you’ll be responsible for setting this up like I think Rico will still be, so…
108 00:17:32.670 ⇒ 00:17:41.509 Hannah Wang: don’t worry if, like, it doesn’t make sense, or you don’t know how to do it. Like, I don’t know how to do it either. But I just rely on…
109 00:17:42.570 ⇒ 00:17:56.890 Hannah Wang: There you go, to do it. So HeyReach is for LinkedIn, and then I can show you real quick… whoa. Instantly, instantly is for emails, so email automations.
110 00:17:57.630 ⇒ 00:18:03.850 Hannah Wang: So again, Rico is usually the one responsible for this, but yeah, you can see here, we have…
111 00:18:04.680 ⇒ 00:18:14.909 Hannah Wang: the lead list for VixelCon, and then, all the leads are here, and this is the message that we sent out to everyone.
112 00:18:15.220 ⇒ 00:18:19.480 Hannah Wang: So, yeah, we usually do, like, a…
113 00:18:19.950 ⇒ 00:18:32.919 Hannah Wang: well, depending on the campaign, we either just do LinkedIn connection request outreaches, or if there’s, like, something substantial that we can send in an email, we
114 00:18:32.920 ⇒ 00:18:46.379 Hannah Wang: send the bulk in the email, and then we also send, like, a follow-up, LinkedIn referencing that email, and being like, I would love to connect. So, that’s kind of what we’ve been doing so far.
115 00:18:47.740 ⇒ 00:18:48.420 Hannah Wang: Gotcha.
116 00:18:48.420 ⇒ 00:18:50.889 Ruixi Wen: Calling is not a part, right?
117 00:18:52.130 ⇒ 00:18:52.990 Hannah Wang: What was that?
118 00:18:52.990 ⇒ 00:18:54.570 Ruixi Wen: Calling? Like, cold calling?
119 00:18:54.570 ⇒ 00:18:58.509 Hannah Wang: calling… oh, like, cold calling?
120 00:18:59.220 ⇒ 00:19:10.360 Hannah Wang: Yeah, we don’t really do that. We do everything through… LinkedIn is our main, like, nurturing platform. We don’t really do cold calling.
121 00:19:10.360 ⇒ 00:19:11.040 Ruixi Wen: Z.
122 00:19:11.240 ⇒ 00:19:19.060 Ruixi Wen: And… and I’m curious, like, by deployment of campaigns, like,
123 00:19:19.440 ⇒ 00:19:26.689 Ruixi Wen: like, what does that exactly mean? Is the deployment of campaign exactly about, like, the motion you’re talking about? Like,
124 00:19:26.940 ⇒ 00:19:35.170 Ruixi Wen: Like, outreaching from the least, as well as, like, Like, following up the sequence.
125 00:19:35.920 ⇒ 00:19:43.310 Hannah Wang: I would say deploying a campaign starts when, like.
126 00:19:44.350 ⇒ 00:19:51.719 Hannah Wang: like, Robert sends a message about, here, I can just show you an example. So…
127 00:19:52.980 ⇒ 00:20:03.530 Hannah Wang: Here, this was during a call that he sent this, so he was just explaining more context, but he was saying these are two events that we want to target.
128 00:20:03.660 ⇒ 00:20:13.129 Hannah Wang: Next, so you can see that I added it here, like, progress, Martech, Next, Boston. So it starts when he sends this types of message.
129 00:20:13.760 ⇒ 00:20:19.020 Hannah Wang: And then… And then I build the lead list, which is…
130 00:20:19.170 ⇒ 00:20:24.830 Hannah Wang: For that one. I don’t have the lead list yet, because I didn’t work on it yet. And then…
131 00:20:25.110 ⇒ 00:20:35.849 Hannah Wang: From there… asking Rico to set up these automations. I give him the messaging, usually, and then…
132 00:20:36.360 ⇒ 00:20:40.050 Hannah Wang: I think deployment ends when This is all…
133 00:20:40.240 ⇒ 00:20:48.640 Hannah Wang: done. Like, he starts the campaign. Yeah, does that…
134 00:20:48.640 ⇒ 00:20:49.380 Ruixi Wen: exclusion.
135 00:20:49.380 ⇒ 00:20:58.909 Hannah Wang: And the nurturing, I think, is, like, a separate part where, like, after the deployment of a campaign is complete, like, if…
136 00:20:58.910 ⇒ 00:21:10.779 Hannah Wang: a lead accepts our connection request, we have to nurture it and be like, oh, thanks for, like, accepting our connection request, blah blah blah.
137 00:21:10.780 ⇒ 00:21:11.460 Ruixi Wen: I know.
138 00:21:11.460 ⇒ 00:21:12.720 Hannah Wang: Ask, like.
139 00:21:12.830 ⇒ 00:21:21.499 Hannah Wang: A question, or something that will get them to engage with us more, and then ultimately book a meeting.
140 00:21:21.740 ⇒ 00:21:23.529 Ruixi Wen: Mmm, I see, I see.
141 00:21:23.530 ⇒ 00:21:26.009 Hannah Wang: Yeah. So, yeah.
142 00:21:26.010 ⇒ 00:21:41.290 Ruixi Wen: And when we are talking about, like, self-qualified leads, like, we call, like, the first meeting… once they book the first meeting, we consider them self-qualified, because I know in some companies, they only consider self-qualified when they, like.
143 00:21:41.470 ⇒ 00:21:48.280 Ruixi Wen: post the demo stage, or start at the POC stage? What is our, metric like here.
144 00:21:48.280 ⇒ 00:21:51.530 Hannah Wang: I think it’s when they…
145 00:21:53.890 ⇒ 00:21:59.889 Hannah Wang: I think it’s when they book a call, book a meeting with us, and then that’s when they become a SQL.
146 00:21:59.890 ⇒ 00:22:00.730 Ruixi Wen: Hmm.
147 00:22:01.220 ⇒ 00:22:02.380 Hannah Wang: Let me…
148 00:22:04.070 ⇒ 00:22:22.000 Hannah Wang: Yeah, so, obviously, like, not all MQLs would be an SQL, like, some of them might not be a good fit. So, like, an MQL becomes an SQL when, number one, we qualified them because they’re, like, an ICP fit, or their account fits.
149 00:22:22.200 ⇒ 00:22:28.590 Hannah Wang: With the companies that we work with, and then number two, they… Book a meeting.
150 00:22:28.740 ⇒ 00:22:35.909 Hannah Wang: like, a book a qualification or a discovery call with us. Like, that’s when they enter the SQL pipeline.
151 00:22:37.020 ⇒ 00:22:49.529 Ruixi Wen: I see. And where, what’s our ICP look like, and do we set up somewhere, like, instantly where, what do you call it, like, the…
152 00:22:50.080 ⇒ 00:22:53.170 Ruixi Wen: Hayreach? HayReach, yeah.
153 00:22:53.430 ⇒ 00:22:59.360 Hannah Wang: Yeah, so… cursor should be able to give you the answer to our ICP,
154 00:23:07.540 ⇒ 00:23:14.409 Hannah Wang: like, I think either Robert or Uten put, like, a markdown about RICP, so if you ask Cursor, like.
155 00:23:14.750 ⇒ 00:23:19.750 Hannah Wang: What is our ICP? I think it should give you the answer. Oh, yeah. And then…
156 00:23:21.190 ⇒ 00:23:24.610 Hannah Wang: What was your second question about when you said, hey, region, instantly?
157 00:23:24.610 ⇒ 00:23:25.900 Ruixi Wen: Oh, yeah.
158 00:23:28.190 ⇒ 00:23:36.970 Ruixi Wen: Yeah, I’m just curious, like, for the lead list, unless, like, the conference gave you, like, the attendees, like, how else do you generate the lead list?
159 00:23:36.970 ⇒ 00:23:45.860 Hannah Wang: Oh, yeah, usually, I just…
160 00:23:47.460 ⇒ 00:23:56.830 Hannah Wang: it’s hard. I just go on LinkedIn and search for, like, certain hashtags that… that conference… uses…
161 00:23:57.040 ⇒ 00:24:04.199 Hannah Wang: And then, I just go based off of signal. So, like, if someone posts, like, oh, I’m gonna go to this conference.
162 00:24:04.680 ⇒ 00:24:07.639 Hannah Wang: then I add them to my list.
163 00:24:07.640 ⇒ 00:24:10.410 Ruixi Wen: See, this part is, like, not really automated.
164 00:24:10.410 ⇒ 00:24:12.819 Hannah Wang: No, and I wish it was, but…
165 00:24:12.820 ⇒ 00:24:13.340 Ruixi Wen: Oh.
166 00:24:13.340 ⇒ 00:24:21.409 Hannah Wang: I think the hard part with LinkedIn is that their APIs are, like, super protected, and
167 00:24:21.410 ⇒ 00:24:39.160 Hannah Wang: like, you have to be a verified partner, like, a Microsoft verified partner in order to access their, APIs so that we can hook up, like, a LinkedIn MCP. So that’s what I was having a hard time with, because ideally, I would be able to scrape all of the messages
168 00:24:39.270 ⇒ 00:24:40.919 Hannah Wang: from the past.
169 00:24:41.050 ⇒ 00:24:43.640 Hannah Wang: here, where Robert
170 00:24:43.810 ⇒ 00:24:57.380 Hannah Wang: like, we can see how Robert converses with people, and then pull that into Cursor and be like, oh, given, like, this large database of messages from LinkedIn, like, can you help me generate more messages?
171 00:24:57.410 ⇒ 00:25:13.630 Hannah Wang: like it to nurture leads. And then similarly, like, for scraping posts, like, it would be awesome if there’s some way to, like, scrape all of these posts and, just look
172 00:25:13.630 ⇒ 00:25:24.890 Hannah Wang: even on, like, his homepage here, like, look through and be like, oh, is anyone attending XYZ conference? I did talk to B. Braille about that.
173 00:25:25.040 ⇒ 00:25:28.409 Hannah Wang: I don’t really know how to pronounce his name properly, but B…
174 00:25:28.410 ⇒ 00:25:29.750 Ruixi Wen: Yeah, same.
175 00:25:29.750 ⇒ 00:25:35.619 Hannah Wang: It’s okay. So I did call him about that before I went out of office.
176 00:25:36.100 ⇒ 00:25:47.069 Hannah Wang: And I did tell him, like, oh, is there any way to make, like, a LinkedIn MCP? And then he said he would talk to the platform team about it, but I don’t know where that…
177 00:25:47.310 ⇒ 00:26:04.549 Hannah Wang: is. So, that’s, I guess, another thing you can kind of pick up for… to pick up to help the go-to-market team is just, like, yeah, any way to connect any of these LinkedIn stuff to our cursor would be awesome.
178 00:26:06.050 ⇒ 00:26:06.610 Hannah Wang: Yeah.
179 00:26:06.850 ⇒ 00:26:07.850 Hannah Wang: So…
180 00:26:07.850 ⇒ 00:26:11.780 Ruixi Wen: Yeah, you, you kind of mentioned, like, like.
181 00:26:12.050 ⇒ 00:26:28.619 Ruixi Wen: like, you’ve seen, like, the messaging are generated to AIS and, Robert Sync, like, shouldn’t be because we have an amount of rich data. I wonder, like, is that something, like, what was… sorry, I forgot that. Was it called? Hey, Rich?
182 00:26:28.620 ⇒ 00:26:29.310 Hannah Wang: I agree.
183 00:26:29.310 ⇒ 00:26:35.949 Ruixi Wen: so, like, right now it’s, like, connected to what? Like, what did our database look like?
184 00:26:36.880 ⇒ 00:26:47.380 Hannah Wang: I have no idea how HeyReach works, but you bring up a good point, because when Robert tried to work on the nurturing assistant, he…
185 00:26:47.380 ⇒ 00:26:47.840 Ruixi Wen: actually.
186 00:26:47.840 ⇒ 00:26:50.810 Hannah Wang: connected to HayReach’s MCP, so…
187 00:26:51.200 ⇒ 00:27:10.750 Hannah Wang: Good thinking there. I did not think about that at all. So again, like, Robert, he just, like, briefly mentioned it, and then I went out of office, and then I never followed up, so you can ask him about that, too. Like, how that, nurturing assistant is going after connecting it with HeyReach.
188 00:27:10.900 ⇒ 00:27:19.429 Hannah Wang: Because, yeah, I’m assuming HayReach… somehow is connected to LinkedIn, and it…
189 00:27:19.850 ⇒ 00:27:24.499 Hannah Wang: Yeah, you brought… you… you’re connecting the right dots there.
190 00:27:24.660 ⇒ 00:27:25.780 Ruixi Wen: I see, I see.
191 00:27:25.780 ⇒ 00:27:26.360 Hannah Wang: Yeah.
192 00:27:27.300 ⇒ 00:27:36.169 Hannah Wang: So… yeah, good questions. Feel free to keep interrupting me, I’m just gonna keep bulldozing through.
193 00:27:36.570 ⇒ 00:27:37.090 Ruixi Wen: Just stop.
194 00:27:37.090 ⇒ 00:27:53.810 Hannah Wang: me if you have any questions. So yeah, I run campaigns, I do… I try to help with nurturing, but I want AI to take over that somehow, so that all I need to do is just paste the message into the chat and send it.
195 00:27:53.810 ⇒ 00:28:04.149 Hannah Wang: Another thing I do is partnerships nurturing. I don’t know if you’ll help with this necessarily, but
196 00:28:04.160 ⇒ 00:28:07.500 Hannah Wang: Just in case, like, I’ll give you context.
197 00:28:07.570 ⇒ 00:28:11.580 Hannah Wang: to that. So it’s very similar to nurturing leads, but…
198 00:28:11.700 ⇒ 00:28:15.160 Hannah Wang: I don’t think you’re in this channel, I don’t know if.
199 00:28:15.160 ⇒ 00:28:17.669 Ruixi Wen: Yeah, I’m nomding this channel yet.
200 00:28:17.670 ⇒ 00:28:33.290 Hannah Wang: Okay, that’s okay. I don’t think you have to be, but, you can see, like, Robert was, like… I was trying to help with nurturing, basically, because, Robert built, like, a whole system for partnerships,
201 00:28:33.580 ⇒ 00:28:46.919 Hannah Wang: And then he was like, oh, given this markdown, can you help me, like, generate messages to send to our partners to, like, nudge them and move the partnership along? And then I tried working with it, and I didn’t…
202 00:28:47.020 ⇒ 00:28:53.680 Hannah Wang: it was just hard for me to do it, so, this is still, I think, like, a work-in-progress thing, but…
203 00:28:56.520 ⇒ 00:29:00.759 Ruixi Wen: Is the partnership nurturing sim- similar to,
204 00:29:01.180 ⇒ 00:29:04.829 Ruixi Wen: Those all-rich ones were very different.
205 00:29:05.050 ⇒ 00:29:09.669 Hannah Wang: I think partnership is a little different, because there’s more context.
206 00:29:09.870 ⇒ 00:29:13.880 Hannah Wang: Behind, like, a partner, so…
207 00:29:14.340 ⇒ 00:29:19.030 Hannah Wang: Let me just show you an example. So, Mixpanel is like a…
208 00:29:19.930 ⇒ 00:29:31.220 Hannah Wang: I’m forgetting all the data terms, but they’re a data-related platform that we’re… we partner with, and like, this was a message that I…
209 00:29:31.220 ⇒ 00:29:40.250 Hannah Wang: generated that Robert kind of tweaked and sent, and this is what we consider nurturing. Like, before this, our last message was on the 23rd.
210 00:29:40.660 ⇒ 00:29:55.659 Hannah Wang: And, like, we had a bunch of other contacts. We were trying to, like, plan an event with them, basically, and it didn’t pan out the way we wanted it to, so, this is an example of, like, nurturing the conversation, basically being like.
211 00:29:55.860 ⇒ 00:30:14.189 Hannah Wang: oh, I’d like to propose doing something else for Q2, like, is anyone up for a call? But partnerships is a lot slower than sales, so the nurturing isn’t as frequent, and we have different tiers for our partners.
212 00:30:14.390 ⇒ 00:30:21.630 Hannah Wang: the main partners that we’re… we want to focus on are Omni, and Omni’s like a…
213 00:30:22.480 ⇒ 00:30:28.250 Hannah Wang: BI visualization tool, also for data, and then,
214 00:30:28.440 ⇒ 00:30:42.679 Hannah Wang: Snowflake. We don’t have a Slack channel for Snowflake, but Snowflake is basically a large data warehouse company. So, yeah, those are our gold tier partners, and those are the partners that we want to focus on, but…
215 00:30:42.940 ⇒ 00:30:44.410 Hannah Wang: Yeah, it’s like…
216 00:30:44.780 ⇒ 00:30:53.110 Hannah Wang: we just need to nurture the conversations, but I don’t know if you’ll, like, necessarily help with that, just wanted to give you context.
217 00:30:53.230 ⇒ 00:30:58.350 Hannah Wang: Cause that’s also, like, what I kind of do for…
218 00:30:59.050 ⇒ 00:31:03.890 Hannah Wang: I guess this is the partnership side of Brainforge, not necessarily go-to-market.
219 00:31:04.080 ⇒ 00:31:05.180 Hannah Wang: Okay.
220 00:31:05.180 ⇒ 00:31:09.740 Ruixi Wen: I know, like, what’s the, system you sell, like, Robert build?
221 00:31:10.790 ⇒ 00:31:23.589 Hannah Wang: Yeah, let me… Gotta find it, let’s see… Is it this one?
222 00:31:25.630 ⇒ 00:31:30.420 Hannah Wang: Mmm… no… League…
223 00:31:48.470 ⇒ 00:31:49.629 Hannah Wang: Here we go.
224 00:32:00.910 ⇒ 00:32:04.039 Hannah Wang: Actually, I think it’s in the channel.
225 00:32:18.870 ⇒ 00:32:22.970 Hannah Wang: So basically, what he built was…
226 00:32:23.540 ⇒ 00:32:34.929 Hannah Wang: Like, given all of these partners and the tiers that we gave them, he built, like, this…
227 00:32:35.740 ⇒ 00:32:37.519 Hannah Wang: End of day…
228 00:32:37.520 ⇒ 00:32:38.030 Ruixi Wen: Tyler.
229 00:32:38.030 ⇒ 00:32:45.470 Hannah Wang: of payload JSON, or Markdown, or whatever, I forgot it is, and then in that
230 00:32:45.620 ⇒ 00:32:49.010 Hannah Wang: In that payload, like, it basically…
231 00:32:49.140 ⇒ 00:32:52.660 Hannah Wang: I remember there was, like, a table, and…
232 00:32:52.830 ⇒ 00:33:01.819 Hannah Wang: table of partners and, like, what the next action should be for each of those partners. And so he was saying that…
233 00:33:02.480 ⇒ 00:33:07.310 Hannah Wang: Given that all the knowledge is already in…
234 00:33:08.000 ⇒ 00:33:13.200 Hannah Wang: HubSpot, or in the emails, or in Slack, which cursor has
235 00:33:13.460 ⇒ 00:33:23.390 Hannah Wang: sorry, not HubSpot, GitHub. This is GitHub. So, given all the knowledge that’s in GitHub, or emails, or Slack messages, which Cursor has access to, like.
236 00:33:23.390 ⇒ 00:33:23.780 Ruixi Wen: Huh.
237 00:33:23.780 ⇒ 00:33:41.339 Hannah Wang: he was saying that it should be easy to generate, messages that are relevant, timely, and, like, basically sound like Robert or UTAM. I’m forgetting where he sent that payload, basically.
238 00:33:43.000 ⇒ 00:33:51.670 Hannah Wang: If I find it, I will link it to you, if you’re curious, so…
239 00:33:51.670 ⇒ 00:33:53.170 Ruixi Wen: Okay, awesome.
240 00:33:53.170 ⇒ 00:33:55.020 Hannah Wang: Partnership.
241 00:33:56.600 ⇒ 00:34:05.130 Hannah Wang: Yeah, so I’ll send that to you, and you could take a look, but I don’t know if it… it probably needs a little bit more tweaking,
242 00:34:05.590 ⇒ 00:34:23.699 Hannah Wang: it’s not, like, a foolproof system yet, but yeah, I’ll send that to you once I do have it, but I think this is, like, the knowledge base that you can reference, but yeah, before I send this message, I’ll make sure to verify everything.
243 00:34:23.860 ⇒ 00:34:29.300 Hannah Wang: Yeah, do you have any questions? Other questions for the partnership stuff?
244 00:34:32.340 ⇒ 00:34:46.990 Ruixi Wen: Yeah, I wonder, so, like, so your… your job is, like, basically done once, like, it becomes, like, sales qualified, right? Like, you don’t, take in charge of, like, demo and those things. Those things, like, are… are these, like,
245 00:34:47.110 ⇒ 00:34:53.850 Ruixi Wen: Are those, like, given to Wu-Tam and Robert, or also Riku participating? I’m just, like, trying to understand.
246 00:34:53.850 ⇒ 00:35:08.169 Hannah Wang: Yeah, yeah, good question. Yeah, my role is done once they become an… once they become an SQL. I’m like, alright, bye. Like, I don’t… I don’t interact with the lead anymore. Once they become an SQL, the nurturing is mostly Robert or Tom.
247 00:35:08.170 ⇒ 00:35:09.370 Ruixi Wen: Mmm, I see.
248 00:35:09.370 ⇒ 00:35:16.640 Hannah Wang: Rico doesn’t… do that. Rico is more of, like, the automation setup person.
249 00:35:17.040 ⇒ 00:35:34.410 Hannah Wang: I mean, Rico is in operations, so, like, I don’t… he’s just helping out in go-to-market right now, because I think we need a little bit of help in the area. We did have, like, a couple other people helping with go-to-market, but they’re not here with us anymore, at this company.
250 00:35:34.410 ⇒ 00:35:41.310 Hannah Wang: So, I think Rico’s just backfilling and trying to help out where there’s gaps, but…
251 00:35:41.920 ⇒ 00:35:52.849 Hannah Wang: Yeah, most of the, like, hardcore, like, calls and, like, pitching and all that stuff is… is Utam and Robert.
252 00:35:53.580 ⇒ 00:35:56.339 Ruixi Wen: Gotcha, gotcha. Okay, makes sense, yeah.
253 00:35:56.340 ⇒ 00:35:56.850 Hannah Wang: So…
254 00:35:57.570 ⇒ 00:35:58.070 Ruixi Wen: Media?
255 00:35:58.070 ⇒ 00:36:09.299 Hannah Wang: Rico are more of, like, the execution people, and then Robert is, like, the strategy slash, like, steering the boat where it needs to go. Yeah.
256 00:36:10.450 ⇒ 00:36:14.359 Ruixi Wen: Awesome, yeah, thank you so much, Hannah, this is, like, super helpful.
257 00:36:14.600 ⇒ 00:36:15.500 Hannah Wang: Yeah.
258 00:36:16.040 ⇒ 00:36:16.550 Ruixi Wen: They won’t.
259 00:36:16.800 ⇒ 00:36:22.920 Hannah Wang: Do you have, like, another meeting to go to? I… I can just wrap up if you do.
260 00:36:23.660 ⇒ 00:36:30.750 Ruixi Wen: Oh, no, no, no, not really. I’m probably gonna talk to Rickle and Robert today, too, but we don’t have anything set up yet.
261 00:36:30.750 ⇒ 00:36:47.210 Hannah Wang: Okay, yeah. So I’m just, like, blabbing a ton, because you can reference this call and cursor using the transcript later, so that’s why I’m just giving you extra information right now, so you have it in the transcript.
262 00:36:47.340 ⇒ 00:36:50.099 Hannah Wang: So sorry if I’m, like, talking a ton, I just wanna make sure.
263 00:36:50.100 ⇒ 00:36:53.020 Ruixi Wen: No, no, yeah, no, please, please.
264 00:36:55.080 ⇒ 00:37:12.679 Hannah Wang: Cool. And then, yeah, other things I do, like, it’s just design. So, I help… me and Anne help design, like, our website, and, like, at one point, we were helping with creating, like, architecture diagrams and all that stuff, but…
265 00:37:12.700 ⇒ 00:37:16.860 Hannah Wang: Right now… I guess…
266 00:37:17.120 ⇒ 00:37:21.119 Hannah Wang: The things that are related to go-to-market is,
267 00:37:22.890 ⇒ 00:37:33.880 Hannah Wang: Social media… So, another big part of GoToMarket is obviously our content. So, if I go back to Robert’s…
268 00:37:34.220 ⇒ 00:37:36.430 Hannah Wang: Or maybe Uten’s LinkedIn is better.
269 00:37:39.210 ⇒ 00:37:43.819 Hannah Wang: But yeah, like, we try to post on here often, and…
270 00:37:43.930 ⇒ 00:37:57.359 Hannah Wang: I think we’re actively trying to hire for a content person, so I don’t really have to… because right now, I’m trying to do content, but I’m not, like, a content person. I just more so help design the assets, but…
271 00:37:57.360 ⇒ 00:38:07.370 Hannah Wang: yeah, I design… me and Anne design, like, these assets here, so whenever we get, like, a copy… we get copy and content from…
272 00:38:07.580 ⇒ 00:38:13.220 Hannah Wang: like, our content person. We just create these, so that’s…
273 00:38:13.570 ⇒ 00:38:22.040 Hannah Wang: the design part of what I do. And then, yeah, like I said, I also currently… Create posts.
274 00:38:22.200 ⇒ 00:38:24.460 Hannah Wang: Like this one.
275 00:38:24.750 ⇒ 00:38:27.570 Hannah Wang: I helped draft it, and then…
276 00:38:27.700 ⇒ 00:38:39.510 Hannah Wang: Usually, Utam or Robert, like, approve it. And there’s, like, another platform that we use called Ordinal to help schedule posts, and then
277 00:38:39.710 ⇒ 00:38:45.969 Hannah Wang: We have approvals needed from whoever the right POC is. So that’s…
278 00:38:47.360 ⇒ 00:38:50.200 Hannah Wang: a lot of what I do, and then…
279 00:38:50.610 ⇒ 00:39:04.280 Hannah Wang: there’s, like, a separate marketing channel where Robert kind of just sends his ideas, and then I try to work on them when I can, and, like, hand them off to Anne, and give her all the requirements and stuff, so,
280 00:39:04.400 ⇒ 00:39:11.780 Hannah Wang: Yeah, that’s, like, the marketing. I guess the more hardcore design marketing side of things, that’s not really go-to-market.
281 00:39:12.260 ⇒ 00:39:16.839 Hannah Wang: And then, what still needs help, like I said, the nurturing stuff.
282 00:39:17.420 ⇒ 00:39:30.009 Hannah Wang: Yeah, I already explained this to you. And then, helpful resources. So, the Marketing Hub sheet is the one I just showed you with a bunch of lead lists and stuff.
283 00:39:30.210 ⇒ 00:39:39.050 Hannah Wang: And then this is our, we go over this every Monday during our weekly business review, WBR, so…
284 00:39:39.170 ⇒ 00:39:44.260 Hannah Wang: Yeah, Rico’s in charge of filling in some, Robert…
285 00:39:44.540 ⇒ 00:39:47.720 Hannah Wang: is also, and then I’m all of the marketing.
286 00:39:48.350 ⇒ 00:39:51.890 Hannah Wang: portion. So, this is just what we use to keep track
287 00:39:52.160 ⇒ 00:39:55.900 Hannah Wang: Of all our metrics to see, like, where…
288 00:39:56.300 ⇒ 00:40:01.829 Hannah Wang: Robert’s attention needs to go to. So I will send you this link as well.
289 00:40:01.940 ⇒ 00:40:11.820 Hannah Wang: I only really look at this tab right here, but I know that… Robert… And Ricoh Touch…
290 00:40:14.620 ⇒ 00:40:23.090 Hannah Wang: like, the quarterly business review and the monthly business review as well. I couldn’t tell you what
291 00:40:23.160 ⇒ 00:40:37.230 Hannah Wang: These are all just numbers and words to me, so you can ask Rico if you’re curious about any of these, numbers, but I only really pay attention to
292 00:40:37.710 ⇒ 00:40:39.750 Hannah Wang: The weekly business review.
293 00:40:40.380 ⇒ 00:40:43.380 Hannah Wang: And then…
294 00:40:44.640 ⇒ 00:40:51.660 Hannah Wang: What else? Yeah, I know we’re, like, super big on cursor and all that stuff, so…
295 00:40:51.660 ⇒ 00:41:05.349 Hannah Wang: When in doubt, just, like, ask Cursor if there’s anything. Like, the ICP stuff, it should all be in Cursor. If you have any questions about, like, the partnership stuff, I don’t know how super up-to-date
296 00:41:05.360 ⇒ 00:41:14.289 Hannah Wang: it is on GitHub, but you can ask it, like, oh, what is this XYZ partner? And what’s the status?
297 00:41:14.400 ⇒ 00:41:22.939 Hannah Wang: And… Yeah. So, ask Cursor when in doubt. I also know we’re trying to use, like, open…
298 00:41:23.290 ⇒ 00:41:28.819 Hannah Wang: code. I have no idea what that is. I didn’t look at B’s messages yet, but…
299 00:41:29.010 ⇒ 00:41:35.780 Hannah Wang: That also might be helpful. I don’t know, I just use cursor right now. And then…
300 00:41:36.120 ⇒ 00:41:42.010 Hannah Wang: The last thing… oh, yeah, so… I’m sh… Sure, you’ve…
301 00:41:43.480 ⇒ 00:41:51.009 Hannah Wang: seen this. This is, like, our… platform, I guess. Have you seen this before?
302 00:41:51.010 ⇒ 00:41:52.309 Ruixi Wen: Yam, yeah.
303 00:41:52.530 ⇒ 00:42:00.170 Hannah Wang: So all our meetings are here, all that stuff, but what I wanted to show you specifically was, our marketing assets.
304 00:42:00.890 ⇒ 00:42:09.280 Hannah Wang: Oh, this is so ugly on the side, but, our marketing assets page. So, these are all of, like.
305 00:42:09.370 ⇒ 00:42:26.260 Hannah Wang: basically one-pagers, decks, like, any sales collateral that the design team produced. So you can see this is, like, our case study. So it’s really convenient, because all the pages are hosted on one of our
306 00:42:26.430 ⇒ 00:42:45.540 Hannah Wang: it’s, like, hosted on our personal domain, so files.brainforge.ai. So from time to time, like, if it’s relevant, we send leads, like, hey, here’s this case study, and we, like, send them the link, and then it takes them to, basically, this page here.
307 00:42:45.760 ⇒ 00:42:48.390 Hannah Wang: So yeah, you’re probably not gonna touch…
308 00:42:48.640 ⇒ 00:42:55.370 Hannah Wang: a ton of this, but just wanted to show you that this exists. And…
309 00:42:55.890 ⇒ 00:43:05.590 Hannah Wang: Yeah, there’s… we’ve just built, like, a lot of case studies or, like, white papers or one-pagers to kind of support our sales motion.
310 00:43:05.840 ⇒ 00:43:10.340 Hannah Wang: So that’s this link here, which I will also send to you.
311 00:43:11.520 ⇒ 00:43:21.569 Hannah Wang: Yeah, and if there’s, like, any other resource I can think of later, I’ll keep sending them over.
312 00:43:21.570 ⇒ 00:43:22.110 Ruixi Wen: Okay.
313 00:43:22.510 ⇒ 00:43:27.039 Hannah Wang: But for now, I think that’s everything that I can think of, so…
314 00:43:27.620 ⇒ 00:43:31.389 Hannah Wang: Yeah, any… any questions? Or, like…
315 00:43:31.390 ⇒ 00:43:35.420 Ruixi Wen: Yeah, yeah, I have a question about, like,
316 00:43:35.640 ⇒ 00:43:41.120 Ruixi Wen: So basically, for the work that you’re doing for this, like, campaign deployment.
317 00:43:41.610 ⇒ 00:43:44.640 Ruixi Wen: I want our, like, the…
318 00:43:45.030 ⇒ 00:43:58.230 Ruixi Wen: I mean, you mentioned kind of, like, the lead list, that kind of takes time for you to gather signals and finding the right people to put on the lead list. And the other part is, like, the nurturing. But I guess, like.
319 00:43:58.650 ⇒ 00:44:15.390 Ruixi Wen: Right now, like, for the first message, like, how automated it is, like, is Heywitch, like, being very helpful, or you still have to manually does that? And, and also, like, is copy and paste part even…
320 00:44:15.550 ⇒ 00:44:21.259 Ruixi Wen: Like, a must-do, or, it could be having, like, a secure agent to send that off.
321 00:44:21.260 ⇒ 00:44:22.120 Hannah Wang: Mmm.
322 00:44:22.230 ⇒ 00:44:26.200 Hannah Wang: Yeah, so the first question… so the… the first…
323 00:44:26.660 ⇒ 00:44:33.340 Hannah Wang: This message is sent along with the connection request, because you know you can send, like, a message when you send a connection request, so…
324 00:44:33.340 ⇒ 00:44:34.050 Ruixi Wen: Oh, yeah.
325 00:44:34.050 ⇒ 00:44:36.450 Hannah Wang: That Harry’s just helpful in doing that.
326 00:44:37.940 ⇒ 00:44:47.840 Hannah Wang: yeah, we just basically tell it, oh, this is the template that you use, fill in their first name, and just send it. So, HeyReach is good for that.
327 00:44:48.610 ⇒ 00:44:49.290 Ruixi Wen: And boom.
328 00:44:49.290 ⇒ 00:44:50.470 Hannah Wang: the copy…
329 00:44:51.330 ⇒ 00:45:00.680 Hannah Wang: is, like, pretty easy for me to come up with. It’s usually, like, oh, I see you’re going to XYZ conference, would love to connect, or, like.
330 00:45:00.780 ⇒ 00:45:03.660 Hannah Wang: Hope you had a great time at XConference.
331 00:45:03.870 ⇒ 00:45:06.750 Hannah Wang: I… yeah, would love to connect, like.
332 00:45:07.510 ⇒ 00:45:12.809 Hannah Wang: the standard that we use for CX connection requests. And then…
333 00:45:12.930 ⇒ 00:45:25.860 Hannah Wang: Ideally, yeah, it’d be great if I didn’t have to, like, copy-paste the message and, like, hit enter manually, but honestly, that’s, like, the least… that’s, like…
334 00:45:26.250 ⇒ 00:45:32.350 Hannah Wang: P2, like, having, like, some system to automatically send.
335 00:45:32.420 ⇒ 00:45:46.400 Hannah Wang: the message for me. I think P0 is just coming up with the message itself. Like, that’s the hardest part. I really don’t care if I have to manually send the message. So, for example, like, let’s say…
336 00:45:46.560 ⇒ 00:45:51.600 Hannah Wang: for VixelCon, like, we added another column here that said, like.
337 00:45:51.720 ⇒ 00:45:57.679 Hannah Wang: Oh, follow-up message, and if, like, a skill, like, pastes
338 00:45:57.680 ⇒ 00:46:11.989 Hannah Wang: all the curated messages for each of these leads in here. Like, I… I’m happy to literally copy and then paste it and send it to each lead. So that… don’t worry about that part. I think the main part is just coming up with the message itself.
339 00:46:12.420 ⇒ 00:46:15.369 Ruixi Wen: Hmm, I see, I see. Makes sense, makes sense.
340 00:46:16.340 ⇒ 00:46:28.310 Hannah Wang: Yeah, and, like, it’s tricky because, like, some leads, like Robert, like, nurtures himself, and then…
341 00:46:28.960 ⇒ 00:46:31.889 Hannah Wang: Like, when the conference is over, like…
342 00:46:32.030 ⇒ 00:46:34.999 Hannah Wang: There’s just, like, an existing thread.
343 00:46:35.140 ⇒ 00:46:39.400 Hannah Wang: And so, like, I don’t really know, like, how to…
344 00:46:40.400 ⇒ 00:46:54.089 Hannah Wang: Yeah, it just depends on the lead and the context, and if there’s, like, a pre-existing conversation. So I just want, like, the skill or whatever agent that we end up building to be able to take all of that context in, like.
345 00:46:54.220 ⇒ 00:46:59.949 Hannah Wang: Who… what position this lead is at, where the company
346 00:47:00.270 ⇒ 00:47:03.690 Hannah Wang: The company that he works at, like, any prior…
347 00:47:03.920 ⇒ 00:47:15.080 Hannah Wang: conversation, like, any news about this company? Like, if they recently like, did… Funding, or, like, if…
348 00:47:15.440 ⇒ 00:47:18.929 Hannah Wang: This lead recently went from, like.
349 00:47:19.200 ⇒ 00:47:24.609 Hannah Wang: manager to VP, like, I don’t know, just, like, given any of that context, like.
350 00:47:24.790 ⇒ 00:47:29.349 Hannah Wang: Just generating a helpful message, because, like…
351 00:47:29.840 ⇒ 00:47:34.669 Hannah Wang: Yeah, there’s different angles you can take in terms of, like, messaging.
352 00:47:35.240 ⇒ 00:47:39.740 Hannah Wang: And I just remembered there’s, like, a…
353 00:47:39.890 ⇒ 00:47:49.179 Hannah Wang: thread that would be helpful for you. So I will find that after our call and send that over in terms of nurturing leads.
354 00:47:49.880 ⇒ 00:48:00.340 Ruixi Wen: Gotcha, yeah, this is… yeah, this is pretty hard, because it’s, like, pretty, personalized, and if, like… also, if Robert speaks with someone on the conference, but if you don’t have the contacts, like.
355 00:48:00.900 ⇒ 00:48:03.509 Ruixi Wen: It would just seem, like, really out of place, yeah.
356 00:48:03.510 ⇒ 00:48:07.849 Hannah Wang: Yeah, I mean, usually, like, a bunch of…
357 00:48:08.180 ⇒ 00:48:13.659 Hannah Wang: these, like, he probably wouldn’t have talked to them, and…
358 00:48:14.070 ⇒ 00:48:16.950 Hannah Wang: So those, I guess, are, like, edge cases, but…
359 00:48:17.190 ⇒ 00:48:28.409 Hannah Wang: Yeah, I think just P0 is… for any lead that we’ve, like, never talked to at the conference, or never met, like, how can we nurture the conversation, further?
360 00:48:28.790 ⇒ 00:48:35.499 Ruixi Wen: Mmm, I see, I see. I’m curious, like, by P1, you mean, like, the first follow-up.
361 00:48:35.700 ⇒ 00:48:36.500 Ruixi Wen: Or…
362 00:48:36.500 ⇒ 00:48:36.930 Hannah Wang: Sorry.
363 00:48:36.930 ⇒ 00:48:37.650 Ruixi Wen: I guess that’s.
364 00:48:37.650 ⇒ 00:48:42.830 Hannah Wang: more of a PM term. So, P0, it means priority zero. That’s, like, the most important.
365 00:48:42.830 ⇒ 00:48:43.210 Ruixi Wen: Oh, yeah.
366 00:48:43.210 ⇒ 00:48:48.939 Hannah Wang: that I want, and then P1 and P2 are like, oh, P1 is a nice-to-have, P2 is, like.
367 00:48:49.130 ⇒ 00:48:51.710 Hannah Wang: the next priority. It’s just like, yeah, zero.
368 00:48:51.710 ⇒ 00:48:53.160 Ruixi Wen: Oh, the tier, the tier…
369 00:48:53.160 ⇒ 00:48:53.849 Hannah Wang: Look at how you are.
370 00:48:53.850 ⇒ 00:48:54.670 Ruixi Wen: Oh, I see, I see.
371 00:48:54.670 ⇒ 00:49:00.449 Hannah Wang: Sorry, that’s like a PM term that I just… I’m not a PM, but I used to work with
372 00:49:00.710 ⇒ 00:49:08.429 Hannah Wang: I actually was a software engineer for a little while, so I worked with PMs, and that’s just the terminology that they used.
373 00:49:08.430 ⇒ 00:49:10.229 Ruixi Wen: Oh, I see, awesome.
374 00:49:11.810 ⇒ 00:49:19.410 Hannah Wang: Yeah, if you want to talk about my career journey, that’s a whole different story, but yeah, that’s kind of my… my background.
375 00:49:19.630 ⇒ 00:49:26.150 Hannah Wang: More technical, but I didn’t like it, so I… Quit.
376 00:49:26.660 ⇒ 00:49:32.030 Ruixi Wen: Oh, I see. The reason I didn’t like it was because it was, like, too, like, behind the screen, or…
377 00:49:32.980 ⇒ 00:49:39.280 Hannah Wang: Honestly, I just wasn’t good at it. Like, I wasn’t good at coding, I think.
378 00:49:39.500 ⇒ 00:49:41.750 Hannah Wang: I am, like, methodical.
379 00:49:41.880 ⇒ 00:49:46.320 Hannah Wang: And… I guess my brain can work like that, but…
380 00:49:46.900 ⇒ 00:49:59.479 Hannah Wang: I don’t… I just had a lot of imposter syndrome. I felt like I wasn’t good at it, and I had no interest in… in, like, following up with the new technology and, like.
381 00:49:59.740 ⇒ 00:50:08.569 Hannah Wang: coding and all that stuff. I was, like, a back-end software engineer, for 2 years after college,
382 00:50:08.950 ⇒ 00:50:11.350 Hannah Wang: And I was like, no, this is not…
383 00:50:11.650 ⇒ 00:50:18.009 Hannah Wang: not it for me, so… I actually wanted to do UX design, user.
384 00:50:18.010 ⇒ 00:50:18.450 Ruixi Wen: experience.
385 00:50:18.450 ⇒ 00:50:25.150 Hannah Wang: So I, like, quit my job as a dev, and then I did a bootcamp.
386 00:50:25.580 ⇒ 00:50:30.820 Hannah Wang: And then I was unemployed for a whole year, because I couldn’t find a job. And then…
387 00:50:30.820 ⇒ 00:50:34.260 Ruixi Wen: And the job market is super bad, like… I don’t know.
388 00:50:34.260 ⇒ 00:50:44.750 Hannah Wang: You know, and then, thankfully, like, I know Robert, so he also brought me on here, and I think my role has been evolving,
389 00:50:45.020 ⇒ 00:50:46.750 Hannah Wang: A bit, here and there.
390 00:50:46.970 ⇒ 00:50:51.420 Hannah Wang: So yeah, I’m now… I like to…
391 00:50:51.720 ⇒ 00:50:56.340 Hannah Wang: yeah, just design. I’m more of a visual person, I think.
392 00:50:57.030 ⇒ 00:51:07.250 Hannah Wang: But then, like, a side… side quest for my life is, wedding photography. I want to be a wedding photographer. I think that’s, like, my long-term goal, so…
393 00:51:07.250 ⇒ 00:51:10.939 Ruixi Wen: Oh, wow. Anyway, that’s so cool.
394 00:51:10.940 ⇒ 00:51:22.260 Hannah Wang: Thank you. I mean, I’m not, like, good at it, because I don’t have a lot of opportunities, because I think also that market is very saturated right now.
395 00:51:22.860 ⇒ 00:51:25.320 Hannah Wang: So… Yeah.
396 00:51:25.640 ⇒ 00:51:26.320 Ruixi Wen: Yeah.
397 00:51:26.320 ⇒ 00:51:30.889 Hannah Wang: kind of where my headspace is at, I guess, is,
398 00:51:31.270 ⇒ 00:51:42.670 Hannah Wang: do the best I can at Brainforge, and then in the time that I do have, try to work on my business, my photography business, which has slowed down a lot recently, but…
399 00:51:43.470 ⇒ 00:51:46.250 Hannah Wang: Yeah. That’s my life.
400 00:51:46.360 ⇒ 00:51:54.839 Ruixi Wen: Wait, that’s so cool, but I think, like, for creative space, there’s never, like, something as saturated, as long as, like, people… people like it, and…
401 00:51:55.630 ⇒ 00:52:05.359 Ruixi Wen: And there will always be, like, market. I think it’s different from, like, like, software engineer or something, like, it’s just, like, the spots open, there’s only this much spots in the market. That’s true.
402 00:52:05.360 ⇒ 00:52:07.089 Hannah Wang: But I feel like…
403 00:52:08.510 ⇒ 00:52:18.019 Hannah Wang: Yeah, it’s just hard to get my foot in the door, I think, with, photography, because no one wants a novice to photograph.
404 00:52:18.020 ⇒ 00:52:18.480 Ruixi Wen: No.
405 00:52:18.580 ⇒ 00:52:26.089 Hannah Wang: I guess the most important day of their life, like their wedding, so it’s… it’s been a little bit difficult, but…
406 00:52:26.460 ⇒ 00:52:31.210 Hannah Wang: Anyway, yeah, that’s kind of my life right now.
407 00:52:31.210 ⇒ 00:52:33.030 Ruixi Wen: Have you talked to Amber?
408 00:52:33.230 ⇒ 00:52:37.319 Hannah Wang: Yeah, I know, she’s a… she likes to do photography.
409 00:52:37.320 ⇒ 00:52:38.569 Ruixi Wen: Photography stuff, yeah.
410 00:52:38.570 ⇒ 00:52:39.990 Hannah Wang: Yeah, I’ve…
411 00:52:40.180 ⇒ 00:52:48.940 Hannah Wang: I’ve talked with her about it, she knows that I… I think a lot of the company knows that I want to be a wedding photographer, even Robert and Utam.
412 00:52:49.710 ⇒ 00:52:56.760 Hannah Wang: I talk their ear off about it, how I want to… do that, but… Yeah, it’s…
413 00:52:57.490 ⇒ 00:53:00.210 Hannah Wang: Yeah, it’s quite the journey, I think.
414 00:53:00.450 ⇒ 00:53:04.229 Ruixi Wen: Yeah, okay, awesome, yeah, I hope, like.
415 00:53:04.400 ⇒ 00:53:14.769 Ruixi Wen: you can get, like, a lot more bookings. Yeah, thank you. I feel like once you start, like, getting, like, you have a portfolio, and you have, like, some word-of-mouth, like, referrals, like.
416 00:53:14.770 ⇒ 00:53:15.230 Hannah Wang: Yeah.
417 00:53:15.230 ⇒ 00:53:17.249 Ruixi Wen: But just, like, take off, yeah.
418 00:53:19.200 ⇒ 00:53:28.080 Hannah Wang: Did you have any other question? Because I just want to stop recording if we’re gonna talk a little bit about just other stuff than work.
419 00:53:28.080 ⇒ 00:53:30.629 Ruixi Wen: Yeah, I don’t… I don’t have much questions. Okay.
420 00:53:30.630 ⇒ 00:53:31.580 Hannah Wang: I’ll just stop.