Meeting Title: Growth Strategy for AI Agency Date: 2026-04-22 Meeting participants: Peter Lang, Robert Tseng, Peter’s Fathom Notetaker
WEBVTT
1 00:00:13.430 ⇒ 00:00:14.530 Peter Lang: Hey, Robert!
2 00:00:14.730 ⇒ 00:00:16.010 Robert Tseng: Hey, Peter.
3 00:00:17.180 ⇒ 00:00:18.480 Peter Lang: What’s going on?
4 00:00:21.430 ⇒ 00:00:22.249 Peter Lang: Can you hear me?
5 00:00:22.250 ⇒ 00:00:34.370 Robert Tseng: When you… yeah, yeah, I can hear you. When you, like, log into Zoom, and, like, note-takers, and all these, like, kind of pop-ups show up, and, like, kind of… you’re, like, X-ing through all of it so that you can actually see the person you’re talking to.
6 00:00:34.550 ⇒ 00:00:35.050 Peter Lang: Yeah.
7 00:00:35.290 ⇒ 00:00:37.020 Peter Lang: Yeah, it’s, it’s, it’s a lot.
8 00:00:37.560 ⇒ 00:00:38.170 Robert Tseng: Yeah.
9 00:00:38.380 ⇒ 00:00:46.070 Peter Lang: At least we all have one, like, AI following us around, versus, like, I want to introduce it to my agent team.
10 00:00:46.070 ⇒ 00:00:46.330 Robert Tseng: Haha.
11 00:00:46.590 ⇒ 00:00:49.480 Peter Lang: I’ll let them introduce themselves before we start off the call.
12 00:00:49.970 ⇒ 00:00:53.680 Robert Tseng: That might be, a year from now, we might be dealing with that.
13 00:00:53.870 ⇒ 00:00:58.899 Peter Lang: Yeah, do we have to introduce agents? I wonder if we’ll get to that point.
14 00:00:58.900 ⇒ 00:00:59.670 Robert Tseng: Yeah.
15 00:01:00.560 ⇒ 00:01:09.170 Peter Lang: Well, I’m happy we were able to connect. My team was trying to tell me, how you came into my world, and they said, maybe Kang?
16 00:01:09.740 ⇒ 00:01:10.660 Robert Tseng: Yes, yes.
17 00:01:10.660 ⇒ 00:01:11.260 Peter Lang: Okay.
18 00:01:11.260 ⇒ 00:01:11.830 Robert Tseng: Yeah.
19 00:01:12.890 ⇒ 00:01:20.270 Peter Lang: My name doppelganger. We don’t look a lot. The names get, you know, mistaken for each other quite frequently.
20 00:01:20.610 ⇒ 00:01:21.810 Robert Tseng: Yeah, that’s funny.
21 00:01:21.870 ⇒ 00:01:28.199 Robert Tseng: Yeah, no, I… I’m in New York, I met… I met Peter King, probably, like.
22 00:01:28.200 ⇒ 00:01:42.069 Robert Tseng: a month ago. Yeah, I mean, I run an agency, he was telling me about, like, hey, he had this… at this point in his journey, he started to kind of build out this whole code, and he was, you know, just really grieving about how influential, like, kind of…
23 00:01:42.070 ⇒ 00:02:01.489 Robert Tseng: you and your program was for him. So, yeah, I think that definitely… I mean, I’ve been on your newsletter, kind of just opened my eyes and, like, wanted to keep people look out for that. So, yeah, I think that’s kind of… thank you for kind of rescheduling a couple times. Sorry, I just got back from travels. But, but yeah, so I think that’s… that’s kind of how we got connected.
24 00:02:01.670 ⇒ 00:02:05.019 Peter Lang: Great. Well, why did you start an agency versus buying one?
25 00:02:06.760 ⇒ 00:02:16.560 Robert Tseng: Yeah, well, I guess started off 3 years ago just, more like freelancing, didn’t take on too many clients, more than you can serve.
26 00:02:16.560 ⇒ 00:02:18.330 Peter Lang: LA became a business thing.
27 00:02:18.330 ⇒ 00:02:29.430 Robert Tseng: Yeah, accidentally became a business. Yeah, now we’re about, like, 25 people, and yeah, I feel like we’re at a place now where, I think, talking to Peter Kang.
28 00:02:29.500 ⇒ 00:02:42.690 Robert Tseng: even when I met him, we were already talking to smaller data… I’m in the data and AI space, so, in the… we’ve talked to smaller data consultancies, folks that are, like, less than…
29 00:02:42.760 ⇒ 00:02:58.809 Robert Tseng: less than 10 people, been in business for at least 3 years, maybe they, like, hit some stagnant growth, and yeah, just, it’s… I didn’t really have, like, a reason… I was more of, like, a, hey, let’s partner or a collaborate, but I think he kind of put the idea out there that, like, hey, actually, maybe there is, like, a…
30 00:02:58.910 ⇒ 00:03:08.320 Robert Tseng: there’s a… there’s a path to buy them, and it’s like, yeah, so I… I think that’s kind of what piqued my interest, and something that feels… feels relevant to kind of where we are now.
31 00:03:09.180 ⇒ 00:03:09.780 Peter Lang: Yeah!
32 00:03:10.030 ⇒ 00:03:29.469 Peter Lang: I was a digital agency, and when digital was coming on the scene, I was surrounded by all these creative PR and advertising firms who just didn’t get it. Who just didn’t keep up. And you’re… and you’re essentially positioned where most of the digital agency ecosystem’s going to be positioned.
33 00:03:30.000 ⇒ 00:03:30.580 Robert Tseng: Yeah.
34 00:03:31.460 ⇒ 00:03:38.619 Peter Lang: So, the… you’re either gonna be the hunter or the hunt dead, man. Right. Right now, you have…
35 00:03:38.810 ⇒ 00:03:52.619 Peter Lang: early bell curve adoption, because that… you started the company with the intentions around AI and data first. Yeah. You actually have the highest trending EBITDA multiples, as of 2026.
36 00:03:53.130 ⇒ 00:03:53.680 Robert Tseng: Yeah.
37 00:03:53.930 ⇒ 00:04:00.789 Peter Lang: And there’s a bunch of people who have your clients who should be servicing them like you are, but aren’t yet.
38 00:04:01.440 ⇒ 00:04:02.610 Robert Tseng: Right, yeah.
39 00:04:04.480 ⇒ 00:04:05.780 Peter Lang: Yeah.
40 00:04:05.780 ⇒ 00:04:06.780 Robert Tseng: Oh, I didn’t get…
41 00:04:06.780 ⇒ 00:04:07.300 Peter Lang: Blow it up!
42 00:04:07.300 ⇒ 00:04:08.370 Robert Tseng: extensively, yeah.
43 00:04:08.370 ⇒ 00:04:11.159 Peter Lang: Yeah, you could be 80 people by the end of the year.
44 00:04:11.820 ⇒ 00:04:12.460 Robert Tseng: Hmm.
45 00:04:14.310 ⇒ 00:04:17.439 Robert Tseng: Yeah, I believe that, so…
46 00:04:17.440 ⇒ 00:04:35.580 Peter Lang: Well, okay, so there’s three P’s. It’s possible, plausible, and probable, that you’re usually trying to solve. Once you know something’s possible, you know that you can move forward with it. Then you know, to some degree, there’s plausibility, there’s evidence to support that this is accurate, and it’s appropriate for you. But yet.
47 00:04:35.880 ⇒ 00:04:40.660 Peter Lang: There’s gonna be this probability equation that’s necessary for you to actually take action, which is, okay.
48 00:04:40.660 ⇒ 00:04:41.230 Robert Tseng: Sure.
49 00:04:41.230 ⇒ 00:04:42.770 Peter Lang: Do I feel like I can do it?
50 00:04:42.950 ⇒ 00:04:45.640 Peter Lang: what do I need in order to do it? And then…
51 00:04:45.740 ⇒ 00:04:47.810 Peter Lang: If I’m going to do it, what will it take for me?
52 00:04:48.410 ⇒ 00:04:49.010 Robert Tseng: Yeah.
53 00:04:49.010 ⇒ 00:05:01.930 Peter Lang: And those are all calculations that lead to you actually doing the thing, versus just acknowledging that, you know, the weather is shifting and something’s happening. Right. So you’re, like, perfectly timed.
54 00:05:02.560 ⇒ 00:05:06.050 Peter Lang: Perfectly timed for the market. Do you know that?
55 00:05:07.040 ⇒ 00:05:23.719 Robert Tseng: Yeah, I mean, I just came back from, like, a services conference. Yeah, I mean, kind of like you were saying, there were some bigger consultancies, mid-sized firms, like, around 500 people that are interested, and I mean, they might want to try to buy us, but I don’t really think we want to kind of let go of it yet.
56 00:05:23.760 ⇒ 00:05:29.530 Robert Tseng: And then also met, like, other… yeah, I just kind of was able to better feel out, like, hey, like.
57 00:05:30.100 ⇒ 00:05:48.700 Robert Tseng: you know, this is what the market looks like. And then, yeah, I mean, some investment makers are kind of just there sharing about, like, what the multiples were, so I feel like I’m seeing all the market signals that you’re describing. So yeah, I think it’s definitely, like, something I believe is possible. I am interested in trying to figure out, like.
58 00:05:48.700 ⇒ 00:06:00.870 Robert Tseng: yeah, like, the plausibility of it, like, what will it take for me? Because I basically do business development for… for, agency currently, and so, yeah, doing, like, M&A as a growth
59 00:06:00.970 ⇒ 00:06:09.149 Robert Tseng: as, like, a channel, as a growth channel. It’s not really something we’ve really built out, so I think that’s why your program would be,
60 00:06:09.270 ⇒ 00:06:12.789 Robert Tseng: Yeah, seems like it would really help me figure that out.
61 00:06:14.080 ⇒ 00:06:15.239 Peter Lang: You do sales?
62 00:06:15.370 ⇒ 00:06:17.170 Peter Lang: And you’re a day-to-man guy?
63 00:06:18.100 ⇒ 00:06:18.810 Robert Tseng: Yeah.
64 00:06:18.810 ⇒ 00:06:20.770 Peter Lang: M&A’s gonna be easy.
65 00:06:20.890 ⇒ 00:06:30.530 Peter Lang: If you said you’re, you know, technical, you don’t do sales, then M&A is going to be that, you know…
66 00:06:30.970 ⇒ 00:06:37.769 Peter Lang: outside your comfort zone exercise. But if you’re responsible for providing for 20… 26 people.
67 00:06:38.150 ⇒ 00:06:39.350 Robert Tseng: But yeah, 25 people, yeah.
68 00:06:39.350 ⇒ 00:06:51.969 Peter Lang: You have an accidental entrepreneur, so freelance, you started expanding by delegation by, I just had more demand than I can support, and then you accidentally grew sub, you know, 30 people.
69 00:06:52.460 ⇒ 00:07:05.429 Peter Lang: As long as you flip the switch in your head and become the hunter, not the accidental entrepreneur anymore, which it sounds like you’re calibrated to it, it sounds like the feedback loops you’re circulating in are giving you that response.
70 00:07:05.540 ⇒ 00:07:09.490 Peter Lang: You could be an animal, you would be unrecognizable in a year!
71 00:07:12.090 ⇒ 00:07:27.510 Peter Lang: PE would just buy you so they could deploy you! So you have a choice, you can either scale to a certain threshold, I looked at your career background, beyond anything you probably experienced professionally, which would be wonderful, stimulating, and hard.
72 00:07:28.360 ⇒ 00:07:47.130 Peter Lang: and own all of it, carried by the burden of that. You could sell a portion of the business now, bring on a strategic partner who’s, like, a CEO role for you, focus on Eric Jonah, genius that contributes best, but have a massive expanding pie. Or you could sell now, strategically.
73 00:07:47.130 ⇒ 00:07:56.229 Peter Lang: Basically, it’s a trade of equity with some cash consideration at close to participate in someone else’s grand strategy and big plan for the next 3 years.
74 00:07:56.570 ⇒ 00:07:59.239 Peter Lang: Right. You have tons of options, Robert!
75 00:07:59.580 ⇒ 00:08:10.320 Peter Lang: I would buy you! So, Robert, if you don’t want to do it, someone should do it for you. That’s the same tone I had with Peter when I met Peter.
76 00:08:10.590 ⇒ 00:08:30.520 Peter Lang: Peter was doing all these little spin-offs. I’m like, what are you doing, man? Why are you starting 0-1 with all these, like, you know, divestiture spin-off models? Right. Why don’t you just go buy something more established and plug it into your system, play slightly bigger than you’re playing now? And he just said he was risk-adverse, more conservative in his nature, wanted to build on the reps, and then he got… then he…
77 00:08:30.820 ⇒ 00:08:36.370 Peter Lang: Join my world, which is, unless you’re surrounded by people where this is the every single day.
78 00:08:36.770 ⇒ 00:08:48.089 Peter Lang: Right. You jump back into your business, you’re doing business development, you’re managing your team, and you become some of the five people you spend your time with, who happen to be below you on the org chart.
79 00:08:48.710 ⇒ 00:08:49.330 Robert Tseng: Right.
80 00:08:49.770 ⇒ 00:09:00.699 Peter Lang: And so it’s just having the people around you who, like, are your coach, your champions, your support team, your comrades, who are doing the same things, just recognizing in you the potential that you’re just waiting to tap into.
81 00:09:00.910 ⇒ 00:09:01.630 Peter Lang: It’s…
82 00:09:01.630 ⇒ 00:09:01.950 Robert Tseng: Yeah.
83 00:09:01.950 ⇒ 00:09:21.830 Peter Lang: so well-positioned. I wish I had an asset well-positioned. I own a company called Growth Hackers, and we hired, and we built the GrowthOS, and I have a great partner in that business, because I don’t operationally sit in those companies, and he’s savvy like you, but we don’t have a go-to-market solution like you do.
84 00:09:21.830 ⇒ 00:09:23.109 Peter Lang: We built the technology.
85 00:09:23.110 ⇒ 00:09:29.220 Peter Lang: we have an audience, we have education, but where you’re positioned is huge. Absolutely huge. Yeah.
86 00:09:29.220 ⇒ 00:09:29.540 Robert Tseng: Yeah.
87 00:09:29.540 ⇒ 00:09:30.230 Peter Lang: Bouncing now.
88 00:09:31.640 ⇒ 00:09:38.790 Robert Tseng: Yeah, so, I mean, half our business is, like, healthcare and CPG, so, I mean, that’s really just, like,
89 00:09:38.950 ⇒ 00:09:49.040 Robert Tseng: function of… that’s related to the background that my business partner and I came from. He’s kind of the technical architect behind, like, our… yeah, he’s like… I mean, he’s… yeah, functionally, he… he’s… he’s…
90 00:09:49.040 ⇒ 00:09:59.789 Robert Tseng: it kind of builds out our… our solutions, and then I kind of just go and sell it. And then, yeah, I feel like we’re… this year, I mean, coming out of this past week of conferencing, I feel like
91 00:09:59.830 ⇒ 00:10:07.430 Robert Tseng: the… the common theme I’m hearing is, like, we need to vertically specialize. I mean, we’re partnered
92 00:10:07.490 ⇒ 00:10:24.259 Robert Tseng: we’re in the Snowflake ecosystem, they’re, like, a big hyperscaler in the data space, but in order to get more attention from them and to, like, really turn partnerships into a channel, like, we have to solve for a niche that they’re not really, like, that active in, so I think that’s also kind of, yeah, that’s another…
93 00:10:25.040 ⇒ 00:10:27.589 Robert Tseng: point that I’m taking out of this, that, like.
94 00:10:27.610 ⇒ 00:10:45.229 Robert Tseng: yeah, we just… we have to… we have to dominate a vertical, rather than just kind of being a lot… saying yes to everything above a certain, like, kind of price point, which is… we have, like, kind of… I feel like we’ve hit a ceiling right now for… for pricing, which was good, but I think, we’re… yeah, I think just trying to… trying to…
95 00:10:45.230 ⇒ 00:10:51.150 Robert Tseng: focus more of our portfolio on a specific vertical is, like, the other challenge that I want to do, yeah.
96 00:10:51.150 ⇒ 00:10:51.710 Peter Lang: baby.
97 00:10:51.820 ⇒ 00:10:52.350 Peter Lang: Maybe.
98 00:10:52.350 ⇒ 00:10:54.070 Robert Tseng: Yeah, maybe, maybe, yeah.
99 00:10:54.070 ⇒ 00:10:56.239 Peter Lang: Who is like you in the market?
100 00:10:56.440 ⇒ 00:10:58.200 Peter Lang: But for a few steps ahead of you.
101 00:10:58.840 ⇒ 00:11:01.890 Robert Tseng: Yeah, I would say that, like.
102 00:11:02.480 ⇒ 00:11:06.849 Robert Tseng: a few steps, like, you know, pH data, I feel like, is, like, an example of, like,
103 00:11:07.040 ⇒ 00:11:11.800 Robert Tseng: You know, probably 10 years, 10 years, 7, 10 years ahead of us of, like, where we want to be.
104 00:11:12.660 ⇒ 00:11:14.969 Peter Lang: Two to three years would be a better target, but
105 00:11:15.920 ⇒ 00:11:21.959 Peter Lang: who’s about 2 years, who looks like you, who competes with you, who looks like you, but they’re bigger than you?
106 00:11:22.520 ⇒ 00:11:23.130 Robert Tseng: Yeah.
107 00:11:23.290 ⇒ 00:11:27.170 Robert Tseng: I’d say, like, Brooklyn Data Company,
108 00:11:27.270 ⇒ 00:11:41.089 Robert Tseng: So that’s… that’s one. But they didn’t really make the push to… they already… they sold out, they got bought out by another agency, and they haven’t… they haven’t added the AI depth to their… to their book, so we’re actually beating them on deals now, and we’re at the same price point, but…
109 00:11:41.100 ⇒ 00:11:54.140 Robert Tseng: You know, 3 or 4 years ago, like, I was offered a job by them. We could have, like, gone and worked for them. But, yeah, I feel like we’re… yeah, I feel like the gap is, you know, within 2 years striking distance to basically get to where they are, and…
110 00:11:54.290 ⇒ 00:11:56.830 Robert Tseng: If, yeah, if we keep going up this trajectory.
111 00:11:57.300 ⇒ 00:11:57.810 Peter Lang: Yeah.
112 00:11:57.990 ⇒ 00:11:59.890 Peter Lang: Yeah, how much revenue do you have?
113 00:12:00.600 ⇒ 00:12:09.859 Robert Tseng: We’re doing, I mean, this year, right, will be about $4 million, a year, if we kind of keep…
114 00:12:10.130 ⇒ 00:12:13.189 Robert Tseng: Maybe more? Yeah, could be more, yeah.
115 00:12:13.190 ⇒ 00:12:20.560 Peter Lang: You need to be at 10. Like, there’s… you’re just not… you’re not positioned well to your maximum capacity in regards to, like, pricing and demand.
116 00:12:20.560 ⇒ 00:12:20.990 Robert Tseng: Yeah.
117 00:12:20.990 ⇒ 00:12:29.100 Peter Lang: Yeah, you guys have tons of potential. You could easily, easily be… Four times your size.
118 00:12:29.670 ⇒ 00:12:44.800 Peter Lang: you… if you figure out, a better ICP associated with where you want to go, you guys could win it. So my general take in the marketplace, and what I ask everybody.
119 00:12:44.970 ⇒ 00:12:48.070 Peter Lang: Which is, we begin with the end in mind. It’s in 5 years from now.
120 00:12:48.070 ⇒ 00:12:48.610 Robert Tseng: Yeah.
121 00:12:49.080 ⇒ 00:12:51.179 Peter Lang: Who would buy you?
122 00:12:52.400 ⇒ 00:12:53.100 Robert Tseng: Yeah.
123 00:12:53.100 ⇒ 00:13:08.159 Peter Lang: And it’s not what do you… what’s… I don’t ask people, where do you want to be, what’s your goals? Sure. Hold this thing forever. In the digital technology space where you sit, you have to evolve so frequently that it’s not going to make a lot of sense for you to hold this long term.
124 00:13:09.170 ⇒ 00:13:09.740 Robert Tseng: Yeah.
125 00:13:10.130 ⇒ 00:13:13.340 Peter Lang: If you’re… depending on where you are on your personal balance sheet.
126 00:13:14.390 ⇒ 00:13:14.890 Robert Tseng: Yeah.
127 00:13:14.890 ⇒ 00:13:22.259 Peter Lang: If you’re trying to create… take advantage of This is your time, Robert.
128 00:13:24.610 ⇒ 00:13:28.880 Peter Lang: Like, it’s NEVER been better for a business like you.
129 00:13:29.610 ⇒ 00:13:30.190 Robert Tseng: Yeah.
130 00:13:31.350 ⇒ 00:13:36.950 Peter Lang: Then, you grab it by the throat, you do a 5-year plan in two and a half.
131 00:13:37.480 ⇒ 00:13:41.160 Peter Lang: And you sell for transformational value.
132 00:13:44.040 ⇒ 00:13:44.640 Robert Tseng: Yeah.
133 00:13:45.240 ⇒ 00:13:48.219 Peter Lang: And then you’re at your discretion what you want to do moving forward.
134 00:13:48.970 ⇒ 00:13:49.550 Robert Tseng: Yeah.
135 00:13:51.160 ⇒ 00:14:01.469 Robert Tseng: Yeah, no, I think, you know, 10… getting to 10 million ARR in 2 years, like, that’s definitely the goal. I feel like that would open up a lot of doors, like, even some of the bigger…
136 00:14:01.610 ⇒ 00:14:03.760 Robert Tseng: firms, like, yeah, coming out of this comp… I mean.
137 00:14:04.400 ⇒ 00:14:09.480 Robert Tseng: Yeah, there’s a couple bigger firms that are already trying to talk to us, and I know that they…
138 00:14:09.480 ⇒ 00:14:11.320 Peter Lang: They’re gonna try to pick you up, man.
139 00:14:11.320 ⇒ 00:14:13.810 Robert Tseng: Yeah, they’re trying… I think… I believe that they’re trying to… trying to.
140 00:14:13.810 ⇒ 00:14:18.449 Peter Lang: They all want you, man. You are the prettiest girl at the party.
141 00:14:19.200 ⇒ 00:14:25.500 Robert Tseng: Yeah, yeah, definitely this year compared to last year, like, the tone has changed a lot, going.
142 00:14:25.500 ⇒ 00:14:26.790 Peter Lang: Everyone’s scared out of their day.
143 00:14:26.790 ⇒ 00:14:27.409 Robert Tseng: Never mind.
144 00:14:27.410 ⇒ 00:14:28.290 Peter Lang: Yeah.
145 00:14:28.650 ⇒ 00:14:34.279 Peter Lang: Like, and maybe not everyone’s talking to you this candidly, because they’re.
146 00:14:34.280 ⇒ 00:14:35.260 Robert Tseng: Yeah, yeah, no, definitely.
147 00:14:35.260 ⇒ 00:14:37.659 Peter Lang: Trying, they’re trying to win you over, but…
148 00:14:37.660 ⇒ 00:14:38.220 Robert Tseng: Yeah.
149 00:14:38.220 ⇒ 00:14:47.209 Peter Lang: My general take is really easy. I call it as I see it, it’s a little off-putting for some people, but you’re in a tremendous, tremendous position.
150 00:14:47.390 ⇒ 00:15:01.269 Peter Lang: Yeah. You can actually play above your current weight because of your product offering, because of what you do as a service, because of your capabilities. Now, there’s a lot of asterisks to my optimistic assumptions there.
151 00:15:01.270 ⇒ 00:15:01.690 Robert Tseng: Sure.
152 00:15:01.690 ⇒ 00:15:09.870 Peter Lang: But I’ve… I look under the hood of 20, 40 million revenue businesses, Frequently.
153 00:15:10.170 ⇒ 00:15:13.559 Peter Lang: And they are trying to solve for what you do.
154 00:15:14.670 ⇒ 00:15:28.630 Peter Lang: They already have the contracts, they already have significant clients and customers, they just wish they could sell what you do. There’s a great example of this, do you know Ned? He had a company that he sold to Power Digital.
155 00:15:30.310 ⇒ 00:15:31.340 Robert Tseng: I do, yeah.
156 00:15:31.340 ⇒ 00:15:33.260 Peter Lang: Yeah, yeah, do you know why they liked him?
157 00:15:33.930 ⇒ 00:15:34.250 Robert Tseng: Why?
158 00:15:34.250 ⇒ 00:15:36.349 Peter Lang: data! Yeah.
159 00:15:36.860 ⇒ 00:15:38.779 Peter Lang: Because Power Digital didn’t have it.
160 00:15:39.190 ⇒ 00:15:39.830 Robert Tseng: Yeah.
161 00:15:40.590 ⇒ 00:15:46.419 Peter Lang: So, there’s so many big, established companies that would love you.
162 00:15:46.420 ⇒ 00:15:46.830 Robert Tseng: Yeah.
163 00:15:46.830 ⇒ 00:15:54.300 Peter Lang: And they would pay a tremendous amount. There’d be a performance component, too, but they’d have… you could run a very competitive process now.
164 00:15:55.050 ⇒ 00:15:55.430 Robert Tseng: Yeah.
165 00:15:55.430 ⇒ 00:16:03.270 Peter Lang: and then just ride someone else’s, you know, cash for the expansion of the business versus your own. Where do you think…
166 00:16:03.390 ⇒ 00:16:05.749 Peter Lang: Your ambition leans more into.
167 00:16:07.260 ⇒ 00:16:14.030 Robert Tseng: Yeah, no, I definitely, in… within 5 years, I feel like we will be… we will be acquired. I… yeah, I think.
168 00:16:14.030 ⇒ 00:16:21.990 Peter Lang: My next… if you continue doing the circulation that you’re doing, someone’s gonna make you an offer you won’t be able to say no to by… sometime next year.
169 00:16:22.850 ⇒ 00:16:28.559 Robert Tseng: Yeah, okay, I believe that as well. So, yeah, I mean, I think we’re just trying to…
170 00:16:28.850 ⇒ 00:16:32.050 Robert Tseng: I mean, I think it’s a land grab right now, like, I do think that…
171 00:16:32.260 ⇒ 00:16:42.620 Robert Tseng: like I already said, we’re already… we’re already punching above our weight, like, definitely the past two quarters, we’ve already seen us win… win deals against bigger competitors that we weren’t winning before.
172 00:16:42.630 ⇒ 00:16:57.160 Robert Tseng: So I do feel like, yeah, there’s, like, a market appetite that wasn’t here 6 months ago, and so, yeah, I’m really staffing up, you know, throwing, like, 25% of our revenue back into sales and marketing, so, like, we are really trying to go for it.
173 00:16:57.410 ⇒ 00:16:59.199 Peter Lang: Do you know that name, Daniel Hume?
174 00:16:59.770 ⇒ 00:17:01.240 Robert Tseng: Daniel Hume, I don’t.
175 00:17:01.420 ⇒ 00:17:04.529 Peter Lang: So, he’s the Chief AI Officer of WPP.
176 00:17:05.010 ⇒ 00:17:05.790 Robert Tseng: Okay.
177 00:17:05.790 ⇒ 00:17:07.760 Peter Lang: His business was called Citalia.
178 00:17:08.180 ⇒ 00:17:16.540 Peter Lang: And Satalia was a digital transformation company, essentially helping people deploy using their data, AI systems.
179 00:17:16.900 ⇒ 00:17:20.180 Peter Lang: And he’d been doing this for 10 years.
180 00:17:20.690 ⇒ 00:17:25.590 Peter Lang: Prior to opening M&A. WP bought him in 21.
181 00:17:25.599 ⇒ 00:17:26.269 Robert Tseng: -Oh.
182 00:17:26.939 ⇒ 00:17:37.409 Peter Lang: And you can see that for, like, a year and a half, they didn’t do anything, really, with it. They’re like, yay, token, look at what we bought. And then OpenAI released…
183 00:17:38.069 ⇒ 00:17:45.779 Peter Lang: ChatGTV. And they went, oh, yeah, we own that thing! That’s extremely relevant! Let’s pull Daniel, to the forefront.
184 00:17:46.100 ⇒ 00:17:46.660 Robert Tseng: Yeah.
185 00:17:46.660 ⇒ 00:17:50.860 Peter Lang: their brain product with their CTO. And so…
186 00:17:51.210 ⇒ 00:18:01.229 Peter Lang: Everybody, institutional capital specifically, is looking for someone like you doing what it is you do at a commercial level, because there’s a lot of.
187 00:18:01.670 ⇒ 00:18:10.359 Peter Lang: or claiming to do it. There’s a lot of people transitioning to it, but that transition requires a change management process that disrupts
188 00:18:10.520 ⇒ 00:18:13.970 Peter Lang: The, current, team morale.
189 00:18:14.530 ⇒ 00:18:19.899 Peter Lang: Yeah. And potentially the performance, financially of the business, and so they’re looking for bits like you.
190 00:18:20.180 ⇒ 00:18:28.720 Peter Lang: Yeah. So, you’re just well-positioned. The reason why I asked where you want to go is because when it’s such an easy ticket off the island.
191 00:18:30.090 ⇒ 00:18:33.909 Robert Tseng: It’s funny that you, from outside, you think it’s easy and everything, so… yeah, but yeah.
192 00:18:33.910 ⇒ 00:18:38.439 Peter Lang: Yeah, it’s just, I’m in a privileged position of sitting higher on the mountain as I look down on the village, so…
193 00:18:38.440 ⇒ 00:18:39.100 Robert Tseng: Yeah, yeah.
194 00:18:39.100 ⇒ 00:18:52.329 Peter Lang: you’re running through the streets day in and day out, blocking, tackling, creating business, managing people, making promises, and trying to fulfill on it. I can see from where I’m sitting on the hill where you’re headed and where you’re about to go.
195 00:18:52.510 ⇒ 00:18:57.749 Peter Lang: I can see who’s behind you and who’s ahead of you. So it’s just… it’s… for me, it’s easy. It’s not simple, but it’s easy.
196 00:18:57.750 ⇒ 00:18:58.110 Robert Tseng: Yeah.
197 00:18:58.110 ⇒ 00:19:07.710 Peter Lang: It’s almost already destined to happen for you. Unless you have something significantly challenging that is a personal side or a partner.
198 00:19:07.710 ⇒ 00:19:08.030 Robert Tseng: Yeah.
199 00:19:08.030 ⇒ 00:19:11.150 Peter Lang: Having to get to that destination pretty naturally.
200 00:19:11.220 ⇒ 00:19:26.770 Peter Lang: It should be hard, it’s gonna be uncertain, but you’re… you’re in a really well-positioned company for that. Now, there’s things that you could do to better position yourself for that attractive, offer, the next phase.
201 00:19:26.770 ⇒ 00:19:35.909 Peter Lang: which, again, is, like, you priming to sell the thing basically in 18 months from now, which is not productive. Or you’re the hunter.
202 00:19:36.600 ⇒ 00:19:54.199 Peter Lang: And you say, instead of selling out, which is… I use that term just because you’re no longer becoming the entrepreneur, and you’re offering a lot of the responsibility, instead of partnering with someone to accomplish that by selling, you could also take the lead, Robert.
203 00:19:54.520 ⇒ 00:20:03.239 Peter Lang: Yeah. You could easily have a financial partner who helps you do this aggressively at scale, remain in massive control.
204 00:20:03.690 ⇒ 00:20:18.839 Peter Lang: And be more valuable in the same period of time, way more work, way more pushed outside your comfort zone, way more nights of feeling like an imposter, because you’re doing things you’ve never imagined doing before, but you’re doing it every single day.
205 00:20:19.150 ⇒ 00:20:19.560 Robert Tseng: Yeah.
206 00:20:19.560 ⇒ 00:20:23.130 Peter Lang: stay 18 months later, we look back, and you’re like, I don’t even remember!
207 00:20:23.520 ⇒ 00:20:32.119 Peter Lang: who I was a year… I can’t even recognize who I was a year ago, two years ago, because I’m doing so… so much substantially different.
208 00:20:32.330 ⇒ 00:20:33.540 Peter Lang: Yeah.
209 00:20:33.820 ⇒ 00:20:38.119 Robert Tseng: Okay, I see where… I see how you’re setting the stage, so it’s like, yeah, either… I mean…
210 00:20:38.120 ⇒ 00:21:00.410 Robert Tseng: the… prepping to sell in 18 months is, like, one thing, or you can, yeah, just go and really try to go and… yeah, the land grab, just kind of go in and buy out more companies. Yeah, I feel like we’re more in the… on the second trajectory, like, where I don’t… I don’t think we’re ready to sell yet, like, there’s nothing… there’s no urgency pushing us to sell right now. We want to stay in the game, we want to, like, kind of grow this thing as much as we can.
211 00:21:00.410 ⇒ 00:21:03.979 Robert Tseng: Because I believe that the selling… the options will be there.
212 00:21:04.630 ⇒ 00:21:14.940 Robert Tseng: We are almost 50-50, yeah. So, my co-founder is… he is… he’s the functionally face of the company as CEO. He’s 51, I’m 49, so… Great.
213 00:21:14.940 ⇒ 00:21:18.110 Peter Lang: So if I offer both of you $10 million in your pocket, you wouldn’t sell?
214 00:21:18.110 ⇒ 00:21:18.740 Robert Tseng: Yeah.
215 00:21:23.890 ⇒ 00:21:24.930 Robert Tseng: Than you are, than you.
216 00:21:24.930 ⇒ 00:21:26.460 Peter Lang: You are for sale, then you are for sale.
217 00:21:26.460 ⇒ 00:21:26.990 Robert Tseng: Yeah.
218 00:21:26.990 ⇒ 00:21:39.539 Peter Lang: This is… this is… this is where… so, whenever someone says something like, I wouldn’t sell, they just don’t think they’re gonna get a… an offer that would get them to agree to selling.
219 00:21:39.750 ⇒ 00:21:43.749 Robert Tseng: Yeah, I mean, we’ve been offered, like, some multiple of our EBITDA at this point.
220 00:21:43.750 ⇒ 00:21:49.960 Peter Lang: No, no, I was like, you and your founder got to put in $10 million, as a payment, would you sell?
221 00:21:52.650 ⇒ 00:21:54.820 Robert Tseng: At 10 million right now, no, would not, yeah.
222 00:21:54.820 ⇒ 00:21:57.960 Peter Lang: Good, good! Yeah. Good. Good. Yeah. 15?
223 00:21:59.290 ⇒ 00:21:59.910 Robert Tseng: No.
224 00:22:00.230 ⇒ 00:22:07.500 Peter Lang: Okay, good, so now I know where you’re sitting in your opportunity. Yeah. So then you know that you potentially have a business that you could get to $100 million.
225 00:22:08.000 ⇒ 00:22:08.630 Robert Tseng: Yeah.
226 00:22:08.860 ⇒ 00:22:09.400 Peter Lang: Yeah.
227 00:22:13.910 ⇒ 00:22:17.279 Robert Tseng: Yeah, that’s more our target right now, yeah.
228 00:22:17.280 ⇒ 00:22:21.610 Peter Lang: Yeah, yeah, and then how quickly do you think you… how long do you think it will take?
229 00:22:23.220 ⇒ 00:22:27.810 Robert Tseng: Well, I was… we were telling, 5… 5 years,
230 00:22:27.920 ⇒ 00:22:29.680 Robert Tseng: To get to 100 million? Yeah, we’re talking to you guys.
231 00:22:29.980 ⇒ 00:22:33.609 Robert Tseng: Yeah, to stay in the game for 5 more years to get there, yeah.
232 00:22:33.610 ⇒ 00:22:36.860 Peter Lang: That’s interesting, yeah. Well, it depends.
233 00:22:37.350 ⇒ 00:22:39.549 Peter Lang: Do you know a company called Herringbone?
234 00:22:40.950 ⇒ 00:22:41.810 Robert Tseng: I doubt.
235 00:22:41.810 ⇒ 00:22:45.459 Peter Lang: Herringbone Digital’s, $100 million in 12 months.
236 00:22:47.170 ⇒ 00:22:48.210 Peter Lang: Do you wanna know why?
237 00:22:49.560 ⇒ 00:22:53.550 Peter Lang: They bought 6 companies, and when you combine those 6 companies, there’s $100 million.
238 00:22:54.050 ⇒ 00:22:54.600 Robert Tseng: Huh.
239 00:23:00.520 ⇒ 00:23:01.400 Robert Tseng: Yeah.
240 00:23:01.780 ⇒ 00:23:07.690 Peter Lang: So, again, you’re playing with what you know you or think you have available.
241 00:23:08.180 ⇒ 00:23:08.810 Robert Tseng: Yeah.
242 00:23:09.110 ⇒ 00:23:13.019 Peter Lang: you actually have more available, you just don’t know it yet. So it’s solving problems.
243 00:23:13.020 ⇒ 00:23:13.350 Robert Tseng: Right.
244 00:23:13.350 ⇒ 00:23:14.700 Peter Lang: that don’t exist.
245 00:23:15.460 ⇒ 00:23:23.610 Peter Lang: That’s… that’s… that’s the mental shift. It’s… because you’re actually doing a job that’s limited in its capacity.
246 00:23:23.800 ⇒ 00:23:32.629 Peter Lang: Although you’re hearing people’s opinions on your business, all these sources, you still show up and jump back into the business and have to solve for the 0 to 1.
247 00:23:33.340 ⇒ 00:23:33.950 Robert Tseng: Right.
248 00:23:34.420 ⇒ 00:23:38.660 Peter Lang: So, the goal is to make sure you have more leverage in the business than that.
249 00:23:39.310 ⇒ 00:23:39.680 Robert Tseng: Yeah.
250 00:23:39.680 ⇒ 00:23:55.559 Peter Lang: you can be much faster. There’s nothing, like, where you’re positioned, yes, there’s some things that probably need to be fixed. Yes, under the hood, there’s probably systems. There’s lack of, you know, sophistication or maturity across the organization at various levels. There’s a bunch of things you are not prepared for professionally, but that’s not.
251 00:23:55.560 ⇒ 00:23:55.940 Robert Tseng: Yeah.
252 00:23:55.940 ⇒ 00:23:59.350 Peter Lang: If you’re at 4… what’s your margin on 4?
253 00:24:00.310 ⇒ 00:24:02.719 Robert Tseng: We’re, like, 65% margins, yeah.
254 00:24:02.720 ⇒ 00:24:07.420 Peter Lang: Yeah, yeah, you should be able to reinvest
255 00:24:07.570 ⇒ 00:24:13.889 Peter Lang: to have the company be at 10 million by the end of… let’s call it Q1 of 27.
256 00:24:14.730 ⇒ 00:24:27.839 Peter Lang: Yeah. And then at the end of 27, if you were doing acquisitions and working with financial partners that remained, more debt than equity, so you retained your ownership, by the end of 27, you could be 10 million of EBITDA.
257 00:24:28.930 ⇒ 00:24:37.530 Peter Lang: 10 million of EBITDA trades for 10 times pretty no flinch. So, at the end of 27, you get your 100 million plus valuation.
258 00:24:39.080 ⇒ 00:24:39.680 Robert Tseng: Wow.
259 00:24:43.530 ⇒ 00:24:44.140 Peter Lang: Yeah.
260 00:24:46.570 ⇒ 00:24:47.140 Peter Lang: And you only.
261 00:24:47.140 ⇒ 00:24:47.760 Robert Tseng: Yeah, I mean…
262 00:24:47.760 ⇒ 00:24:51.520 Peter Lang: You almost, when I say it, like, it sounds like a lot, but at the same time, it doesn’t, huh?
263 00:24:52.390 ⇒ 00:25:01.059 Robert Tseng: Yeah, no, I mean, there’s very loaded statements, but, like, yeah, I mean, it’s great that you have that… you have that clarity. I mean, I…
264 00:25:01.060 ⇒ 00:25:04.390 Peter Lang: There’s a lot of 2 million in profit businesses.
265 00:25:04.620 ⇒ 00:25:05.040 Robert Tseng: Yeah.
266 00:25:05.040 ⇒ 00:25:11.260 Peter Lang: That unless they have your service offering to their customers, will not remain at $2 million in profit.
267 00:25:11.680 ⇒ 00:25:12.330 Robert Tseng: Right.
268 00:25:12.980 ⇒ 00:25:15.360 Peter Lang: You are the solution.
269 00:25:15.980 ⇒ 00:25:31.250 Peter Lang: and you get to buy them on the cheap. You could get really ambitious and make this a $500 million enterprise target, and just… and make… it’s a lot… the bigger the goal and vision, the easier it is to have financial backing that doesn’t dilute your equity position.
270 00:25:32.350 ⇒ 00:25:32.700 Robert Tseng: Hmm.
271 00:25:33.640 ⇒ 00:25:47.849 Peter Lang: Whenever anyone does small things, people show up, and they want control and governance with that small deployment of capital. You have a big vision, and you have a consolidation vision, where you have an aggregation thesis around data and AI,
272 00:25:49.240 ⇒ 00:25:58.750 Peter Lang: And then you… you don’t have to technically niche down, you need to appropriately be set up for who’s gonna buy you at 400 million.
273 00:25:59.380 ⇒ 00:25:59.780 Robert Tseng: Yeah.
274 00:25:59.780 ⇒ 00:26:09.119 Peter Lang: And then it’s only a handful of… it’s more than a handful, it’s about a dozen buyers who would show up within this period of time and buy you for that.
275 00:26:10.560 ⇒ 00:26:21.939 Peter Lang: Because they have to. And this is why it said you have to sell soon, because they’re all building these solutions themselves. Right. So rather than build it, they’d rather buy it, because they’re sitting on the dry powder.
276 00:26:22.380 ⇒ 00:26:22.990 Robert Tseng: Yeah.
277 00:26:25.170 ⇒ 00:26:27.379 Peter Lang: Yeah, man, you’re in a really good spot.
278 00:26:30.460 ⇒ 00:26:43.079 Robert Tseng: Oh, thank you, appreciate, appreciate, kind of, I mean, a lot of statements that have just really blown my mind, I don’t… I can’t even really… everything I told you just accelerated by… in half, you know, so I’m just like, okay,
279 00:26:43.610 ⇒ 00:26:49.400 Robert Tseng: Yeah, I mean, obviously we’re trying to get to the, you know, how is… am I a good fit for your program right now?
280 00:26:49.400 ⇒ 00:26:59.929 Peter Lang: Oh, I wasn’t even talking about that. Yeah. It depends where you sit on the spectrum. Like, if you really are who I just described, someone who wants to be…
281 00:27:00.160 ⇒ 00:27:05.119 Peter Lang: $300 million in EV end of 27?
282 00:27:05.650 ⇒ 00:27:06.930 Peter Lang: Yeah.
283 00:27:07.780 ⇒ 00:27:14.939 Peter Lang: you would just do well to be around me and the people I have around me, who believe in you doing that.
284 00:27:15.460 ⇒ 00:27:28.649 Peter Lang: whether that’s in a program, whether that’s part of our community, I mean, just… when I talk to Peter, and I’ll use him as a good example, because you’ve been following, Peter doesn’t have what you just described as that level of ambition.
285 00:27:29.200 ⇒ 00:27:29.810 Robert Tseng: Yeah.
286 00:27:29.810 ⇒ 00:27:43.269 Peter Lang: Peter’s not trying to go to 100 million of EV at the end of 26 or 27. He’s not trying to get to half a billion in valuation. He’s not building that type of business. He doesn’t have the appetite for it. It’s not what he wants.
287 00:27:44.100 ⇒ 00:27:55.790 Peter Lang: And so the ways that he’s accomplishing what he wants, we still can support. Helping him do it in a very measured, conservative, and bit-by-bit way. That’s perfect. Right. Your instance?
288 00:27:56.450 ⇒ 00:28:04.920 Peter Lang: you should come to Boston, because you’ve got to meet Michael. Michael, is, so we’re hosting a panel.
289 00:28:05.060 ⇒ 00:28:07.000 Peter Lang: On AI.
290 00:28:07.320 ⇒ 00:28:07.990 Peter Lang: And Michael.
291 00:28:07.990 ⇒ 00:28:13.669 Robert Tseng: Yeah, the Wednesday evening. I’ll… I was… I’m gonna be there next week for conference, so I was gonna go to that anyway.
292 00:28:14.270 ⇒ 00:28:16.190 Peter Lang: Michael’s, that’s his company.
293 00:28:16.710 ⇒ 00:28:17.360 Robert Tseng: Okay.
294 00:28:20.220 ⇒ 00:28:24.289 Peter Lang: Okay, Michael, Michael was in Wonderman, he was at Power Digital.
295 00:28:24.460 ⇒ 00:28:36.809 Peter Lang: He is one contact away from someone who would buy you today for what I just described as, the 15 million in both your pockets.
296 00:28:40.390 ⇒ 00:28:44.369 Peter Lang: So, he’s also attending the boot camp.
297 00:28:45.960 ⇒ 00:28:46.620 Robert Tseng: Yeah.
298 00:28:46.620 ⇒ 00:29:03.999 Peter Lang: So, if I were to say, you should drop anything you’re doing and join me for those 3 days, and I almost guarantee by Saturday morning, you will wake up, and you will have completely re-evaluated where you and your business partner will be in 12 to 16 months.
299 00:29:04.860 ⇒ 00:29:05.470 Robert Tseng: Yeah.
300 00:29:06.320 ⇒ 00:29:06.850 Peter Lang: Yeah.
301 00:29:06.850 ⇒ 00:29:10.160 Robert Tseng: I think we owe it to ourselves to really recalibrate at this point, yeah.
302 00:29:10.580 ⇒ 00:29:11.210 Peter Lang: Yeah.
303 00:29:12.020 ⇒ 00:29:12.880 Peter Lang: Rubber, yeah.
304 00:29:13.430 ⇒ 00:29:14.190 Robert Tseng: Yeah.
305 00:29:14.390 ⇒ 00:29:22.579 Peter Lang: And it’s hard! It’s hard. It’s like, I use a fitness analogy, which is, easy for people to kind of digest.
306 00:29:22.670 ⇒ 00:29:35.309 Peter Lang: if you’ve never run before, like, great distances, and I say you’re gonna run a 100-mile race, you go, holy crap, I can barely run 10 miles, 5 miles, 2 miles. You just don’t know what you’re capable of doing yet.
307 00:29:36.100 ⇒ 00:29:42.480 Peter Lang: And as soon as you’re around people who say, this is what it takes to run the 100 miles, and we can have you run that 100 miles in 6 months.
308 00:29:43.230 ⇒ 00:29:43.690 Robert Tseng: Yeah.
309 00:29:43.690 ⇒ 00:29:45.780 Peter Lang: Oh, crap, I didn’t even think I could!
310 00:29:47.230 ⇒ 00:29:52.130 Peter Lang: And that’s that possible, plausible, And then you start doing the work.
311 00:29:52.790 ⇒ 00:30:03.140 Peter Lang: Like, you start having the discussions, kind of doing a natural exploration and discovery, but in the area that gets you to that goal, and every rep you
312 00:30:03.350 ⇒ 00:30:10.280 Peter Lang: Complete, partially, fully, You end up building the probability yourself.
313 00:30:10.810 ⇒ 00:30:11.410 Robert Tseng: Yeah.
314 00:30:12.020 ⇒ 00:30:16.920 Peter Lang: And then when you’re about 30% in, you go, oh, I’m a believer now, and you go all in.
315 00:30:17.940 ⇒ 00:30:40.410 Peter Lang: And it’s fun, man. It’s fun. So you’re… you’re in a great place. You’re definitely qualified for everything that I have going on. The way I think about it would be twofold. If you’re going to become the hunter, you need to understand what it takes to be a hunter. So if you’re going to do a 100-mile race, you need to understand what it’s going to take to do a 100-mile race. If you can learn that academically, you can get guidance specifically to your business.
316 00:30:40.440 ⇒ 00:30:47.200 Peter Lang: it’s worth it. You do it, you know, do it, do it. Because you’re gonna do it anyway, you just want to increase the probability of being successful.
317 00:30:47.760 ⇒ 00:30:48.400 Robert Tseng: Right.
318 00:30:49.430 ⇒ 00:30:50.370 Robert Tseng: Yeah.
319 00:30:50.370 ⇒ 00:30:55.550 Peter Lang: Rubber, you should. You definitely should. And I’m not kidding, I would buy you.
320 00:30:55.800 ⇒ 00:31:00.710 Peter Lang: But you wouldn’t accept my offers, so… You want more than…
321 00:31:01.020 ⇒ 00:31:07.360 Peter Lang: what I would pay today, given your potential, but there’s plenty who would. Man, there’s plenty who would.
322 00:31:07.360 ⇒ 00:31:07.870 Robert Tseng: Yeah.
323 00:31:07.870 ⇒ 00:31:15.740 Peter Lang: If at all you can carve it out, I don’t do… the first… this is my first boot camp. I don’t normally do in-person things, because I usually center right around my…
324 00:31:15.740 ⇒ 00:31:30.859 Peter Lang: travel and itinerary. All we’re doing this now is building up the EOS of M&A. I’m building my influence, my thought leadership, my books. My publisher’s now coming out September of 27. There’s a lot of things you have to do on personal brand. It’s rather annoying, but it’s part of the gig, and…
325 00:31:30.860 ⇒ 00:31:31.230 Robert Tseng: Yeah.
326 00:31:31.230 ⇒ 00:31:32.040 Peter Lang: answer that.
327 00:31:32.210 ⇒ 00:31:40.960 Peter Lang: But I get the privilege of talking to folks like you, who I just get so energized by, partially jealous, but also energized by, because you’re just…
328 00:31:40.960 ⇒ 00:31:52.219 Peter Lang: you’re there, man. You’re at the right moment in time, doing the thing that if you continue to do it, and you do it well, and you have the right people giving you advice, or…
329 00:31:52.410 ⇒ 00:32:02.010 Peter Lang: supporting you and cheering you on, your probability of being extremely successful doing it is high, but it is a window. You do not have a 5-year window, man.
330 00:32:03.220 ⇒ 00:32:04.840 Peter Lang: You don’t have a 5-year window.
331 00:32:04.840 ⇒ 00:32:05.280 Robert Tseng: Yeah.
332 00:32:05.280 ⇒ 00:32:16.319 Peter Lang: I think you’re… I think you know that the chips are stacked in your favor, and it will continue to be stacked in your favor, so you just gotta make sure you leave the casino while those chips are stacked high.
333 00:32:16.550 ⇒ 00:32:16.960 Robert Tseng: Yeah.
334 00:32:16.960 ⇒ 00:32:19.390 Peter Lang: And you’re… man, Robert.
335 00:32:19.560 ⇒ 00:32:25.359 Peter Lang: Well, this was a wonderful surprise. I was… I was… wasn’t sure what I was going to get with where you guys were at.
336 00:32:25.360 ⇒ 00:32:25.960 Robert Tseng: Yeah.
337 00:32:26.190 ⇒ 00:32:27.739 Peter Lang: But yeah, we’d love to have you!
338 00:32:28.190 ⇒ 00:32:36.579 Peter Lang: I mean, of course, I would love to buy you, but I would love to have you join us. You get to meet other people. Peter’s gonna be at the event as well. He’ll be in Boston.
339 00:32:36.580 ⇒ 00:32:37.330 Robert Tseng: Right.
340 00:32:37.330 ⇒ 00:32:43.279 Peter Lang: And other folks who are investors, Michael’s gonna be there. You need to become friends with Michael.
341 00:32:43.610 ⇒ 00:32:49.720 Peter Lang: Yeah. His name’s Michael Murray. You need to become friends with him, meet him at the meetup. We’re gonna have, like, 60 people at the meetup, which is our cap.
342 00:32:50.030 ⇒ 00:32:54.300 Peter Lang: Be with us for the two days of the boot camp, come to dinner, sit next to Michael.
343 00:32:55.070 ⇒ 00:33:03.949 Peter Lang: Yeah. He is you, but just probably 20 years older. Yeah. And he’s building interesting things.
344 00:33:04.060 ⇒ 00:33:14.269 Peter Lang: So, alright, Robert, I have to run, but a theme on this, we have two seats left, so, if at all you do want to join us,
345 00:33:15.200 ⇒ 00:33:16.989 Peter Lang: Do it swiftly.
346 00:33:17.190 ⇒ 00:33:18.069 Robert Tseng: Do it soon. Got it.
347 00:33:18.070 ⇒ 00:33:22.499 Peter Lang: Because we… I would want you there. And if not, just the boot camp. I mean…
348 00:33:22.720 ⇒ 00:33:27.660 Peter Lang: Or just the meetup. The meetup is applying, the meetup’s… the meetup.
349 00:33:28.230 ⇒ 00:33:28.870 Robert Tseng: Yeah.
350 00:33:28.870 ⇒ 00:33:37.490 Peter Lang: less productive than 2 days, actively working on what you can do, which I would… oh man, everyone’s gonna like you in the room, too, Robert.
351 00:33:37.990 ⇒ 00:33:42.970 Peter Lang: They’re all gonna… like, they’re all building cool things, too. Like, there’s not.
352 00:33:42.970 ⇒ 00:33:43.290 Robert Tseng: Oh, yeah.
353 00:33:43.290 ⇒ 00:33:52.030 Peter Lang: agency owner or an investor who doesn’t have people who are actively building solutions around data and AI right now, at least in my sphere.
354 00:33:52.420 ⇒ 00:33:52.970 Robert Tseng: Totally.
355 00:33:52.970 ⇒ 00:33:55.119 Peter Lang: And we’re looking at the market as, like.
356 00:33:55.450 ⇒ 00:34:12.010 Peter Lang: This is the best time to go acquire a little bit more dated folks who have revenue, who have some deep client relationships, and all those clients are going to be asking for this. And if you do not provide it, they’re switching, which is what you’re saying, that’s why you’re winning business from even people who are potentially bigger than you.
357 00:34:12.429 ⇒ 00:34:12.919 Robert Tseng: Yeah.
358 00:34:12.920 ⇒ 00:34:15.489 Peter Lang: You’ll be taking a lot of business, you just have to reposition for it.
359 00:34:15.870 ⇒ 00:34:19.280 Peter Lang: Before I let you go, anything else that you have questions on?
360 00:34:19.780 ⇒ 00:34:22.789 Robert Tseng: No, that’s all good. I… I will be there. Yeah.
361 00:34:22.790 ⇒ 00:34:25.089 Peter Lang: Robert, I will see you next week.
362 00:34:25.810 ⇒ 00:34:27.260 Robert Tseng: Cool. Alright, thanks, Peter.
363 00:34:27.260 ⇒ 00:34:29.989 Peter Lang: And then, what’s your business partner’s name?
364 00:34:30.580 ⇒ 00:34:31.360 Robert Tseng: Tom?
365 00:34:31.710 ⇒ 00:34:35.370 Peter Lang: Send him the recording. Utan, when you listen to this,
366 00:34:35.630 ⇒ 00:34:49.250 Peter Lang: you and Robert are in a very good place, man. And the fact that you two are 4951, take a look at your operating agreement if you haven’t recently. Make sure you guys see what it takes and sell
367 00:34:49.250 ⇒ 00:35:07.979 Peter Lang: Situations, someone’s gonna show up and offer you guys money, use expectations of what you two are agreeing upon today, recalibrate that every quarter. Set a regular meeting every quarter to say, okay, if someone shows up and offers us this money, would we accept it? What’s the threshold so you two don’t create a dispute when someone shows up and tries to play you guys against each other by offering you a lot of money?
368 00:35:08.570 ⇒ 00:35:11.439 Robert Tseng: Hmm. Got it. No, I appreciate that. Yeah.
369 00:35:11.680 ⇒ 00:35:13.410 Peter Lang: Alright, Robert, I’ll send you the recording.
370 00:35:13.650 ⇒ 00:35:14.280 Peter Lang: See you next week.
371 00:35:14.280 ⇒ 00:35:15.360 Robert Tseng: Alright, thanks, Peter.
372 00:35:15.790 ⇒ 00:35:16.460 Robert Tseng: Bye.