Meeting Title: GTM Planning + Kickoff Date: 2026-05-04 Meeting participants: Lisa Whall, Robert Tseng, Ruixi Wen, Rico Rejoso, Hannah Wang
WEBVTT
1 00:02:54.980 ⇒ 00:02:56.280 Lisa Whall: Hello!
2 00:02:57.310 ⇒ 00:02:58.460 Robert Tseng: Hello!
3 00:02:58.810 ⇒ 00:03:05.149 Lisa Whall: Great presentation! I hadn’t seen it from beginning to end. I was very impressed.
4 00:03:06.280 ⇒ 00:03:09.770 Robert Tseng: Oh, for… for what?
5 00:03:09.770 ⇒ 00:03:13.090 Lisa Whall: For… what is it called? V…
6 00:03:13.320 ⇒ 00:03:16.300 Lisa Whall: The conference you guys just went to.
7 00:03:16.530 ⇒ 00:03:20.660 Robert Tseng: Oh, oh, I didn’t even, I haven’t washed it yet.
8 00:03:20.660 ⇒ 00:03:22.709 Lisa Whall: Yeah. Well, you did great!
9 00:03:22.710 ⇒ 00:03:23.930 Robert Tseng: Thank you, appreciate it.
10 00:03:24.740 ⇒ 00:03:36.990 Lisa Whall: It’s kind of funny, because all… everything that’s in that presentation, I swear I had not seen any of the stuff that I’ve talked to Utem about, like, in depth. I’m like, oh, we really are in sync! Okay, right on! It was great.
11 00:03:36.990 ⇒ 00:03:38.450 Robert Tseng: Oh, great.
12 00:03:38.740 ⇒ 00:03:39.560 Robert Tseng: Yeah.
13 00:03:41.280 ⇒ 00:03:53.169 Robert Tseng: Yeah, I mean, I do kind of want to show you something new that I’ve been pitching around, because I was also on the road last week. So let me send this to you if you haven’t seen it, Lisa. I’ve been sending this to Leeds,
14 00:03:54.990 ⇒ 00:03:57.700 Robert Tseng: Actually, I might just drop it into… into this…
15 00:04:01.180 ⇒ 00:04:02.790 Robert Tseng: Zoom chat.
16 00:04:11.950 ⇒ 00:04:17.540 Robert Tseng: So, I was like, And I can flash it real quick for people to join, but,
17 00:04:20.769 ⇒ 00:04:28.929 Robert Tseng: Yeah, I was, like, trying to unify, like, all our different services under one cohesive pitch compared to, like, what we…
18 00:04:29.390 ⇒ 00:04:32.739 Robert Tseng: I’ve been doing… you know, I might as well just share my full screen.
19 00:04:32.890 ⇒ 00:04:36.740 Robert Tseng: That way, you know… See how I nav this?
20 00:04:38.550 ⇒ 00:04:40.400 Ruixi Wen: This is a really nice dog.
21 00:04:41.640 ⇒ 00:04:50.930 Robert Tseng: Oh, yeah? Thanks, Claude, I guess. Claude, Claude plus design team, plus a little bit of me.
22 00:04:50.930 ⇒ 00:04:51.580 Ruixi Wen: or…
23 00:04:51.970 ⇒ 00:04:52.570 Robert Tseng: Yeah.
24 00:04:53.640 ⇒ 00:04:57.400 Ruixi Wen: Did I have a skill specifically for this kind of, like, templating.
25 00:04:57.740 ⇒ 00:05:04.370 Robert Tseng: I can go create one. I was just kind of trying things out, and I kind of liked where this landed.
26 00:05:05.720 ⇒ 00:05:18.430 Robert Tseng: Marketing assets… Oh yeah, man, hopefully this is helpful for you, Lisa, as you’re, like, clicking through our platform. Like, this is what I do when I’m looking for internal resources to, like, see what to put in front of partners or pitches, or leads.
27 00:05:18.610 ⇒ 00:05:26.090 Robert Tseng: But yeah, so, like, we always had this, like, AI capabilities deck, and we had one that was, like.
28 00:05:26.390 ⇒ 00:05:28.589 Robert Tseng: Data, like, these are a couple of the…
29 00:05:28.990 ⇒ 00:05:31.930 Robert Tseng: most classic ones, I’ll just, like, kind of…
30 00:05:32.600 ⇒ 00:05:37.389 Robert Tseng: So, if you haven’t looked through this, it’s like, yeah, really focus on…
31 00:05:37.650 ⇒ 00:05:51.119 Robert Tseng: you know, building this, like, data stack thing, focused on, like, where… it’s like a warehouse-centric build. We have a… we highlight a few vendors, and it’s, like, kind of… this is, like, the old way of pitching data. It’s kind of, like, the way I think about it.
32 00:05:51.120 ⇒ 00:05:51.650 Lisa Whall: Yeah.
33 00:05:52.040 ⇒ 00:05:58.550 Robert Tseng: And then we had, like, a separate, like, AI deck that was, like, Kind of more about…
34 00:05:59.270 ⇒ 00:06:09.929 Robert Tseng: yeah, like, eval, like, it’s all back-end stuff, really. We, like, talk about governance briefly and some of the AI stack, but anyway, it always felt like I was pitching two separate things.
35 00:06:09.930 ⇒ 00:06:12.180 Lisa Whall: Yeah, I know exactly what you mean, yep.
36 00:06:12.400 ⇒ 00:06:31.649 Robert Tseng: Yeah, so I think Hannah helped a lot with this, but, like, you know, I… I was, like, kinda at a couple conferences last week, and trying to, like, build a more cohesive pitch, so I think I’m calling Brainforge more, like, a context engineering firm, and what is context? Well.
37 00:06:31.650 ⇒ 00:06:35.109 Robert Tseng: context, you know, I kind of, like, prefaced it, you know.
38 00:06:35.290 ⇒ 00:06:45.200 Robert Tseng: The data stack, the traditional kind of, like, bi-directional, like, very, very linear relationship between systems, is not the way that, like,
39 00:06:45.640 ⇒ 00:06:48.420 Robert Tseng: You know, data… data systems are going to…
40 00:06:48.600 ⇒ 00:06:52.010 Robert Tseng: Bistro… wow, that was really loud. I thought I was, like…
41 00:06:52.290 ⇒ 00:07:03.770 Robert Tseng: I didn’t have my noise cancellation on, but it’s just really loud sound. Anyway, so, like, yeah, very, very rigid, and then, like, you know, I saw this, like, cool illustration from a marketer’s perspective of, like.
42 00:07:03.770 ⇒ 00:07:21.029 Robert Tseng: their wish list of having this, like, what they’re calling, like, a canvas, which I think is meant to be a way to visualize, like, an agnostic stack where you can access each of these blobs from all over the place, which I think is, like… I thought that was a creative way to put it. I also like that it
43 00:07:21.130 ⇒ 00:07:30.750 Robert Tseng: you know, it’s a way for me to rethink how we do our data design diagrams, too, because I think before, it’s all very much just kind of, like, this, like.
44 00:07:30.900 ⇒ 00:07:38.710 Robert Tseng: thing, which I think is just not really how, systems are operating these days.
45 00:07:39.200 ⇒ 00:07:45.250 Robert Tseng: Yeah, and then… so, anyway, you can kind of… I’m gonna kind of thumb through every slide here, but…
46 00:07:45.250 ⇒ 00:08:00.969 Robert Tseng: Yeah, so then I spend more time kind of clarifying what context is. It’s, like, 5 different types of data, maybe there’s more, but, like, I don’t know, these are the buckets. So there’s, like, customer data from systems of record, like CRMs, company data, you know, this is transactional stuff, back office content stuff.
47 00:08:00.970 ⇒ 00:08:18.290 Robert Tseng: content, which is maybe the, kind of, the docs and, unstructured data, kind of text-based things that we’re used to kind of ingesting on the AI side now. Code, which obviously everything that we do and we do for clients, we set up a repo and all of… we host all of their architecture and run it through
48 00:08:18.290 ⇒ 00:08:29.109 Robert Tseng: Or they host it, we manage it. And then there’s, like, control data, which is more kind of governance policies, which is not really an area we touch, but was trying to just, like, kind of.
49 00:08:29.410 ⇒ 00:08:43.440 Robert Tseng: throw that in there as well. So, anyway, like, I think this is the way that I’ve been, as of last week, starting to talk more about the business. So, would appreciate you guys, especially being on the sales side, kind of going through this, see if it makes sense.
50 00:08:43.490 ⇒ 00:08:54.469 Robert Tseng: Yeah, I mean, I guess… I mean, Hannah, when you saw… because you’ve probably been the only one that’s really kind of gone through this end-to-end, when you went through this, was this… like, what was your kind of feedback?
51 00:08:55.480 ⇒ 00:08:57.779 Robert Tseng: Or do you… I don’t know if you had a feedback, yeah.
52 00:08:58.240 ⇒ 00:09:03.569 Hannah Wang: I was just focused on designing, so I didn’t really look at the content.
53 00:09:03.870 ⇒ 00:09:04.190 Robert Tseng: Okay.
54 00:09:04.190 ⇒ 00:09:07.039 Hannah Wang: as much, so I can look through it and give feedback later.
55 00:09:07.040 ⇒ 00:09:23.249 Robert Tseng: Sure, no worries. But yeah, I would say, you know, there’s a bunch of other extraneous slides in the back that I haven’t decided how to fit in yet, but yeah, if this team wants to go through it, and you can ask me any questions, I think that that would be helpful for me to kind of know if it’s… how it’s landing with you as well.
56 00:09:23.630 ⇒ 00:09:24.220 Lisa Whall: Cool.
57 00:09:27.700 ⇒ 00:09:32.730 Robert Tseng: Okay, cool. Well, I guess that was kind of the…
58 00:09:33.860 ⇒ 00:09:42.490 Robert Tseng: icebreaker slash recap on, like, last week for me. Other things, I mean, a couple other highlights that I want to share,
59 00:09:43.390 ⇒ 00:09:57.510 Robert Tseng: So, yeah, I think just kind of revising the pitch that I feel like will help unify services. I think from a partnerships perspective, well, I was in a room, Lisa, with, like, mostly, like, kind of C-level, kind of.
60 00:09:57.850 ⇒ 00:09:58.970 Robert Tseng: service…
61 00:09:59.010 ⇒ 00:10:08.280 Robert Tseng: services for other agencies, and just kind of hearing how they’re adopting AI, and then just, like, trying to understand, like.
62 00:10:08.280 ⇒ 00:10:28.290 Robert Tseng: what their challenges were, so I think there’s a couple… yeah, there are a lot of great follow-ups. You know, these are big agencies, like 500-plus people that are really interested in what we’re building, so I think the market appetite is definitely there for, like, how, you know, everyone’s thinking about how to be an AI-native kind of firm here. So, yeah, I think that that kind of gave me more…
63 00:10:28.290 ⇒ 00:10:32.719 Robert Tseng: clarity on what orgs they’re trying, so there’s, like, on one side of the spectrum.
64 00:10:32.720 ⇒ 00:10:50.539 Robert Tseng: which I think was in this, like, email that I drafted, and I asked Hannah to kind of figure out some sort of, like, way to distribute that to other agency contacts in our HubSpot. But really, like, you know, I saw a wide range of demos of just what people are doing. On one side, it’s basically just, like, what we have on platform, which is
65 00:10:50.540 ⇒ 00:10:55.110 Robert Tseng: Just, like, document transcription, Or just meeting transcription.
66 00:10:55.110 ⇒ 00:11:01.690 Robert Tseng: But, like, maybe with a couple extra, like, specific features to,
67 00:11:02.180 ⇒ 00:11:07.979 Robert Tseng: like, agencies, so if I were to, like, I don’t know, click into… I’m just clicking to something that I don’t…
68 00:11:08.540 ⇒ 00:11:15.200 Robert Tseng: won’t be too… off. Okay, yeah, so, you know, we have this where we obviously have the transcript.
69 00:11:15.200 ⇒ 00:11:29.270 Robert Tseng: But there are no… but, like, an agency, you know, would want to be able… they’ve added maybe, like, visual descriptors, so being able to… I don’t know, I guess it’s, like, every 10 seconds or something, like, it cuts the clip, and then it… like, there’s a…
70 00:11:29.270 ⇒ 00:11:44.929 Robert Tseng: there’s another, like, visual description of, like, what that part of the clip is about, so it’s able to, like, create more, like, better timestamps where people can jump around to the meeting, as opposed to, like, what we do, which is just straight up just transcripts. So I thought that was an interesting, kind of, just, like, addition, where
71 00:11:44.930 ⇒ 00:11:51.059 Robert Tseng: agencies are kind of, like, tuning just, like, AI transcription and making it a little bit more just…
72 00:11:51.060 ⇒ 00:11:52.899 Robert Tseng: More, more than just, like, texts.
73 00:11:52.900 ⇒ 00:11:58.880 Robert Tseng: Text transcription, but also creating more, basically, metadata on top of, like, visual elements, too.
74 00:11:58.950 ⇒ 00:12:13.830 Robert Tseng: So, it’s interesting that they thought that that was really, powerful. And then on the other side of the spectrum, it’s like, just skipping the whole UI and just having, like, an open… open claw for… for agencies, so…
75 00:12:13.900 ⇒ 00:12:19.760 Robert Tseng: you know, Slack agent that basically is like an executive assistant for every person in the company.
76 00:12:19.810 ⇒ 00:12:36.159 Robert Tseng: you just chat with them, and they’re, like, doing things like scheduling meetings, setting follow-ups, a bunch of sub-agents under them, which is, like, we kind of have the scaffolding for that. We didn’t go… we didn’t commit all the way to doing, open claw for enter… like, for services firms.
77 00:12:36.530 ⇒ 00:12:38.409 Robert Tseng: But yeah, I think…
78 00:12:38.730 ⇒ 00:12:48.589 Robert Tseng: There’s, you know, that’s… that might… that was, like, another kind of end of the extreme, where it was, like, not trying to build another tool that was, like,
79 00:12:48.590 ⇒ 00:13:01.930 Robert Tseng: like, not to build another internal AI tool, but really just, like, plugging in agents into where people work, which is kind of the thought that we had when we, you know, brought in, like.
80 00:13:01.940 ⇒ 00:13:10.870 Robert Tseng: you can chat with agents in Slack, you just can’t really… and you can’t click out… you can kick them off to do some,
81 00:13:11.000 ⇒ 00:13:25.360 Robert Tseng: to code, like, I, you know, we run Codex and Cursor through Slack, but it’s not like you have a personal assistant right now that can help you do XYZ random general things. So, anyway, I think that was, like, kind of the…
82 00:13:25.360 ⇒ 00:13:31.769 Robert Tseng: the spectrum of the room that I was in, and, trying to, like, better understand, like, where
83 00:13:31.770 ⇒ 00:13:42.299 Robert Tseng: Brainforge’s current capabilities, like, are, compared to that. But yeah, so overall it was interesting. I’d love to chat more about it when I see some of you for one-on-ones.
84 00:13:42.390 ⇒ 00:13:50.020 Robert Tseng: Yeah, so that’s… that was kind of the couple of the highlights from… from my… my time, last week.
85 00:13:51.890 ⇒ 00:13:54.450 Hannah Wang: I have a question that might be, like.
86 00:13:54.580 ⇒ 00:14:08.100 Hannah Wang: outdated, but… Yeah. I remember, like, last year… I know our ICP has changed a lot, but I know that we weren’t, like, going after agencies, but now I’m assuming that’s, like.
87 00:14:08.280 ⇒ 00:14:10.199 Hannah Wang: Shifted a bit.
88 00:14:10.860 ⇒ 00:14:16.410 Hannah Wang: I don’t know, because I know you ran, like, a bunch of agency campaigns a couple months ago, too, so…
89 00:14:16.410 ⇒ 00:14:21.530 Robert Tseng: Well, like, did we? I’m also kind of, like, unsure what we actually did with them, because, like, I feel like…
90 00:14:21.960 ⇒ 00:14:39.980 Robert Tseng: based on what our team ran, like, a couple months ago, I mean, I got, like, one lead out of that, and I was, like, talking to them, but I don’t know, being in this room now, maybe, like, the appetite has changed, but everybody’s, like, really interested in this stuff now. So, yeah, like, I’m not entirely… I might have to, like, go back and…
91 00:14:40.090 ⇒ 00:14:55.509 Robert Tseng: better understand, like, what we were exactly pitching to those agencies, which is why I was, like, trying to ask Pranav to kind of, like, synthesize, like, what the work he’s doing, which, frankly, I don’t think our team has a good idea of, like, what we’re describing. I thought his Slack message to early June was, like.
92 00:14:56.140 ⇒ 00:15:04.369 Robert Tseng: just, like, peanuts compared to, like, what we actually do. So, I was not really happy with that message, because I had, like, kind of set us up to…
93 00:15:04.370 ⇒ 00:15:09.249 Robert Tseng: Kind of be, like, hyping up our team to be like, oh, look at all the things that we could do, and then he, you know, he just…
94 00:15:09.250 ⇒ 00:15:24.399 Robert Tseng: drop that message that kind of killed the momentum, frankly, in my opinion. And that’s why I was asking for, like, marketing assets as well. I know you created a case study, I was surprised that we didn’t have case studies already, considering that we spent, like, 2 months with Lilo. So yeah, I mean, there’s, like…
95 00:15:24.400 ⇒ 00:15:29.639 Robert Tseng: I guess maybe I’m, like, jumping the gun a bit and thinking that we were more ahead on terms of, like.
96 00:15:29.640 ⇒ 00:15:38.180 Robert Tseng: how we positioned ourselves for agencies, maybe because I didn’t kind of originate that, but I do think that, you know, the…
97 00:15:38.180 ⇒ 00:15:55.729 Robert Tseng: there’s… there is a… there’s a… there’s a good fit, and some of them, if they’re not our direct customers, will definitely be our partners. So, there are, there are two, in particular, follow-ups out of, like, last week that I’m, you know, the one that’s building open flaw for services firms. Like, they… they have way too much…
98 00:15:55.770 ⇒ 00:16:11.639 Robert Tseng: they have way too much, deal flow, they can’t even… they can’t serve it, so I’m trying to ask them to pass some of that to our team to take on. So, yeah, I think there will be more opportunities like that coming through, but I would never say that they are, like, our primary ICP. I think it’s just, like, kind of…
99 00:16:13.150 ⇒ 00:16:30.090 Robert Tseng: you know, I’m in those rooms because, like, we are an agency, I guess, and so just trying to, like, understand what other agencies are doing, and there are ways that we can help them based off of, like, what we do internally, but I don’t think I would try to make them a primary ICP.
100 00:16:30.670 ⇒ 00:16:41.119 Hannah Wang: Okay, yeah, because I know, like, when I run campaigns and stuff, some of the leads, or some of the MQLs work at agencies, and I’ve always just kind of, like, ignored them, but…
101 00:16:41.450 ⇒ 00:16:43.330 Robert Tseng: Yeah, maybe we don’t do that, yeah.
102 00:16:43.330 ⇒ 00:16:44.400 Hannah Wang: Okay, yeah.
103 00:16:44.400 ⇒ 00:16:44.990 Robert Tseng: Yeah.
104 00:16:44.990 ⇒ 00:16:45.589 Hannah Wang: Got it.
105 00:16:46.620 ⇒ 00:16:47.420 Hannah Wang: Okay.
106 00:16:48.200 ⇒ 00:16:49.770 Robert Tseng: Cool.
107 00:16:49.830 ⇒ 00:17:09.650 Robert Tseng: Any other kind of, like, thoughts, reflections from last week? I know I’m kind of a little… going a little bit off script here, because we didn’t get to check in on Thursday last week. I’m curious, like, kind of maybe share about, like, how your bet went last week, or, you know, any… any learnings, things… things… or, yeah, anything that I didn’t get to… get to hear from you, towards the end of last week.
108 00:17:15.670 ⇒ 00:17:20.739 Hannah Wang: Trying to remember what last week was.
109 00:17:24.440 ⇒ 00:17:34.609 Hannah Wang: A lot of my bets, and I think it’ll continue on this week too, was just, like, nurturing, leads based on all the conferences that you…
110 00:17:35.200 ⇒ 00:17:47.390 Hannah Wang: I know you had a busy week last… the last couple weeks, so, yeah, just trying to nurture, I guess, the ones that we want to move to SQL pipeline. So I’m
111 00:17:47.720 ⇒ 00:17:59.769 Hannah Wang: working on the follow-up messages from all the various, like, events that we were kind of targeting, and I know the agency ASK is also there, too. So,
112 00:18:00.240 ⇒ 00:18:01.100 Hannah Wang: Yeah, a lot of my.
113 00:18:01.100 ⇒ 00:18:04.920 Robert Tseng: Yeah, maybe we do a little call after this. I have a bunch of, like.
114 00:18:05.510 ⇒ 00:18:14.849 Robert Tseng: messages in my inbox and things I need to follow up with, so maybe that would just be helpful for me to talk through. I probably won’t hit all of them, but, like, we can kind of divide it up, after we’re.
115 00:18:14.850 ⇒ 00:18:27.139 Hannah Wang: Yeah, I think that’d be helpful, especially because you went to some in person, so I don’t want to, like, put words in your mouth, so I think that’s why I was a little hesitant for, like, the MarTech one that you went to, for example, and stuff like that.
116 00:18:27.140 ⇒ 00:18:27.550 Robert Tseng: Okay.
117 00:18:27.550 ⇒ 00:18:35.459 Hannah Wang: Okay. Yeah, we can talk about that. And then, I did work on some… Collateral for…
118 00:18:35.910 ⇒ 00:18:43.480 Hannah Wang: Sorry, partnerships. So, Lisa, I know I basically spammed you last week with a bunch of stuff to review, but…
119 00:18:43.490 ⇒ 00:19:03.469 Hannah Wang: I guess once you are able to take a look at that, I can surface that up to you, Robert and Utam, and then I think, yeah, having, like, updated partner artifacts would be helpful for Lisa to circulate, so I’m working with her on that. I did that last week, and I’ll just continue.
120 00:19:04.280 ⇒ 00:19:08.450 Robert Tseng: Is this related to, like, I don’t know, Lisa and I, we had talked about, like, this…
121 00:19:08.780 ⇒ 00:19:17.289 Robert Tseng: I don’t know, one-pager thing, or, like, something that we give to partner managers so they can distribute to their AEs? Is that… Yeah. Okay.
122 00:19:17.290 ⇒ 00:19:18.370 Lisa Whall: Exactly, exactly.
123 00:19:18.370 ⇒ 00:19:18.930 Robert Tseng: Yeah.
124 00:19:18.930 ⇒ 00:19:19.390 Lisa Whall: Yeah. Okay.
125 00:19:19.390 ⇒ 00:19:25.470 Hannah Wang: I tried to work on the one-pager, but I just felt like it looked off, so I made a deck version.
126 00:19:25.470 ⇒ 00:19:28.549 Robert Tseng: Yeah, yeah, I’m not saying it has to be one page, I’m just trying to describe it, yeah.
127 00:19:28.550 ⇒ 00:19:28.900 Hannah Wang: Yeah, yeah.
128 00:19:28.900 ⇒ 00:19:37.200 Lisa Whall: It looks really good, but I’ll definitely get you some, specific feedback. There is, we’ve been kind of going around about this, Robert, and
129 00:19:37.880 ⇒ 00:19:39.959 Lisa Whall: I talked to Udom,
130 00:19:40.220 ⇒ 00:19:51.829 Lisa Whall: over the weekend as well, but as you know, I’m a big believer in video, because no one in our space is using it, which is just bizarre. Yeah. And I think that that’s a huge…
131 00:19:51.980 ⇒ 00:19:59.090 Lisa Whall: differentiator for us. So… Uram and Hannah will pull you into this too, but…
132 00:19:59.440 ⇒ 00:20:09.350 Lisa Whall: We can create, at scale, really quickly, personalized messages, To anyone, using clones.
133 00:20:09.460 ⇒ 00:20:14.559 Lisa Whall: And, hey Jen, I mean, it’s super easy. Once we get the messaging.
134 00:20:14.850 ⇒ 00:20:17.319 Lisa Whall: Of what we want those… which…
135 00:20:17.640 ⇒ 00:20:22.789 Lisa Whall: Robert, after seeing the presentation, I think I can synthesize that into…
136 00:20:23.430 ⇒ 00:20:26.790 Lisa Whall: You know, messaging to talk to partners.
137 00:20:27.050 ⇒ 00:20:35.909 Lisa Whall: I just feel like, honestly, I don’t think anybody opens attachments anymore. I really don’t. Or maybe it’s just me, maybe it’s just me.
138 00:20:35.910 ⇒ 00:20:36.790 Robert Tseng: Oh, yeah, yeah.
139 00:20:36.790 ⇒ 00:20:41.380 Lisa Whall: But, if somebody sends me something, and I don’t know them.
140 00:20:41.590 ⇒ 00:20:50.219 Lisa Whall: I’m most likely not going to open an attachment. If somebody sends me a video that’s embedded in the email so I can see it, see the,
141 00:20:51.310 ⇒ 00:20:53.779 Lisa Whall: what’s the word, guys? Thumbnail.
142 00:20:54.160 ⇒ 00:20:55.660 Lisa Whall: Yeah. You gotta click on it.
143 00:20:56.470 ⇒ 00:21:14.459 Lisa Whall: I’m gonna see what this is about. So, I’d really like to take a stab at doing that, and then also attach the deck. I mean, it’s not saying… but I think if you got them interested, you could literally point, you know, take a look at the deck for more information. I think that both are necessary and good.
144 00:21:14.710 ⇒ 00:21:25.829 Lisa Whall: But I really want to start using video, like, at scale for us. I’ve been thinking about this for, like, a year, and I’ve been studying this space, and it’s like…
145 00:21:26.380 ⇒ 00:21:39.869 Lisa Whall: why people aren’t doing it, I don’t have… and they will eventually, but right now, it’s such a great opportunity for us to differentiate ourselves just by using clones, so we’re actually using AI,
146 00:21:40.240 ⇒ 00:21:49.809 Lisa Whall: We’re personalizing at scale, like, we’re doing all these… I always look at vendors, do they drink their own champagne? Like, that’s the first question I ask.
147 00:21:50.250 ⇒ 00:21:56.619 Lisa Whall: And so I just think we’ve got a great story around that that we can highlight in a very fun.
148 00:21:56.780 ⇒ 00:22:05.269 Lisa Whall: we can truly differentiate ourselves. So I’ll get off my soapbox, but that’s what I would like to do for partners. And we can test partners, and we can test directs.
149 00:22:06.170 ⇒ 00:22:06.770 Robert Tseng: Yeah.
150 00:22:07.210 ⇒ 00:22:09.700 Lisa Whall: So I don’t… if that sounds good to you, Robert.
151 00:22:11.140 ⇒ 00:22:30.980 Robert Tseng: Yeah, I think that… that looks… that sounds great. I mean, I think, kind of in parallel, like, Miranda’s obviously trying to get us… get the outbound, kind of, like, tool out. She showed… walked me through a demo last week, I thought it was great. I think a couple tweaks for us to be used, but it… yeah, you know, it’s… it’s, you know, it’s incredible that we’re… we kind of… we can have a
152 00:22:31.070 ⇒ 00:22:35.689 Robert Tseng: we can basically have our own version of Apollo HeyReach plus, like.
153 00:22:36.870 ⇒ 00:22:38.830 Robert Tseng: I mean, what are all these other out-of-market tools?
154 00:22:38.830 ⇒ 00:22:43.730 Lisa Whall: And by the way, I love that. I can’t stand paying for those tools. I can’t stop those tools.
155 00:22:44.090 ⇒ 00:22:54.270 Lisa Whall: It’s, like, one of my worst spends, so that makes me… I’ll have to get with Miranda, because I wasn’t super familiar with what we’re doing there, but I’d love to learn more about that, because that’s… that’s… Yeah.
156 00:22:54.270 ⇒ 00:23:08.879 Robert Tseng: and then being able to experiment with copy, layering on things like embedded video, like, it’s not just gonna be iterating on, like, multiple text-only, like, sequences, so I think this is… this is… this is great. Like, I… I definitely think that this will be part of our motion going forward.
157 00:23:08.880 ⇒ 00:23:21.270 Robert Tseng: But yeah, Lisa, I think Mickey… Mickey is kind of like our creative person that we’ve brought in. He’s purely doing video. I mean, you’ve met him already, but yeah, that, you know, coming… coming out of VixelCon, that was also…
158 00:23:21.270 ⇒ 00:23:26.289 Robert Tseng: Kind of a bet we wanted to make, like, hey, we do want to do more, like, multimedia, kind of.
159 00:23:26.290 ⇒ 00:23:42.449 Robert Tseng: based marketing, and I think the… I think the… what you’re describing, embedded short videos at scale, like, I think that totally fits in line with what we’re hoping. I mean, you already have the tooling, you know what it looks like out in real life, but, like, yeah, really having him to kind of… to… to deploy that as well, I think.
160 00:23:42.450 ⇒ 00:23:56.560 Lisa Whall: Oh, 100%, 100%. Like, we walked through everything last week, and now that his time’s freeing up after VixelCon. Yeah, we’re gonna work together on this so that we can get up and running really quickly, and…
161 00:23:56.800 ⇒ 00:24:05.170 Lisa Whall: I just… I know I’m repeating, but the fact that we can create 100, 200 personalized messages?
162 00:24:05.760 ⇒ 00:24:18.030 Lisa Whall: And, like, basically, the only thing that takes long is processing, like, in a couple of hours. It’s, like, so cool. I mean, I can create, and have created 100 videos in a day.
163 00:24:18.160 ⇒ 00:24:20.049 Lisa Whall: Like, it’s amazing.
164 00:24:21.560 ⇒ 00:24:22.240 Robert Tseng: Me neither.
165 00:24:23.050 ⇒ 00:24:39.330 Robert Tseng: Okay, well, it seems like we’ll just kind of keep going through this. There’s some kind of, tables I want to cover, and then we’ll come back to more, just, like, bets for the week. So, okay, so let’s take a look. In terms of meetings booked, yeah, we had a bunch of meetings, some of this…
166 00:24:39.540 ⇒ 00:24:44.620 Robert Tseng: You know, I think we’re… yeah, I do… this does feel like we’re…
167 00:24:44.970 ⇒ 00:24:50.060 Robert Tseng: kind of at capacity, we can go higher, obviously, if once we start kind of booking.
168 00:24:50.150 ⇒ 00:25:07.230 Robert Tseng: adding… adding Lisa’s meetings into this, and, you know, anybody who’s meeting with external… external vendors, or not just vendors, but external people. So, yeah, I guess, Rico, just a note for you, I would like to start adding, like, Lisa into this mix, too, just because I want to kind of see… see,
169 00:25:07.330 ⇒ 00:25:11.180 Robert Tseng: how… You know, her, her time with, with,
170 00:25:11.370 ⇒ 00:25:20.700 Robert Tseng: You know, in partner calls, and also possibly with leads as well, is going to scale how… how much… how much volume we can take on for meetings.
171 00:25:21.460 ⇒ 00:25:22.000 Rico Rejoso: Got it.
172 00:25:22.960 ⇒ 00:25:42.419 Robert Tseng: Yeah, and then from here, I kind of just distilled, like, how many were actually disco calls. I removed ones that were, like, Sol Labs was, like, a partner… this was a friend catch-up for UTOM, or, like… I mean, partner, possibly, but we haven’t done anything with them. And then I, like, you know, we… Uoutom and I talked to a couple of the same people, so I just kind of removed those.
173 00:25:42.460 ⇒ 00:26:01.499 Robert Tseng: Overall, great. As far as, like, MQL pipeline, good. I think, yeah, this makes sense. Yeah, some of these folks, are follow-ons from the events we’ve been going to, so I do expect this to continue to… to be high, and, you know, hopefully we’ll add a bunch more, you know, this week, because I haven’t finished all the follow-ups.
174 00:26:01.510 ⇒ 00:26:06.139 Robert Tseng: Yeah, I know, like, partner S… Partner Pipeline, you know, we’re…
175 00:26:07.010 ⇒ 00:26:22.429 Robert Tseng: Lisa got us into select status, or kind of… we’re on our way there with Snowflake, and we got our foot in the door with GCP, and also… and AWS is opening up, so I feel like in the past week, we’ve made huge moves trying to get into these partner networks, so…
176 00:26:22.430 ⇒ 00:26:27.739 Robert Tseng: You know, hopefully we’ll start seeing kind of the fruit of some of this pipeline coming in, over the next few weeks.
177 00:26:28.590 ⇒ 00:26:36.310 Robert Tseng: As far as SQL pipeline added, yeah, I guess, like, there’s a couple… there’s, like, one deal that came in,
178 00:26:36.440 ⇒ 00:26:54.570 Robert Tseng: overall, like, I just didn’t really send that much outbound, so I think that’s really the… the situation. Miranda’s tool is not up and running yet, so, yeah, we definitely took a dip. We’re… we’re kind of grinding to a halt here, not filling our pipeline, so this is more or less kind of, like, top priority for me in terms of
179 00:26:54.570 ⇒ 00:26:58.479 Robert Tseng: Making sure that we’re going back up to what our target should be.
180 00:26:58.570 ⇒ 00:27:07.829 Robert Tseng: Otherwise, we’re gonna… pipeline’s gonna dry up. So, proposals? Yeah, we had a couple proposals. We’re still waiting for a couple deals to get over the line,
181 00:27:07.880 ⇒ 00:27:15.150 Robert Tseng: Yeah, and so there have been some small adjustments that we’ve been making to try to speed up these deal cycles.
182 00:27:15.150 ⇒ 00:27:21.630 Robert Tseng: pro… proactively… it’s just a lot of this kind of the legal handoffs, which is what Ricoh is really helping with.
183 00:27:21.630 ⇒ 00:27:44.099 Robert Tseng: trying to get clients to not go back and forth so much on, like, some of the docs that we put out, and especially since we’re working in regulated industries, they’re asking us to take on more and more liability, so, you know, there’s these types of, like, negotiations that I have to have with our insurance, and also kind of, like, legal side to figure out, like, hey, how much liability do we actually want to sign up for?
184 00:27:44.230 ⇒ 00:27:46.939 Robert Tseng: Before, clients were fine with us just doing.
185 00:27:46.940 ⇒ 00:27:47.330 Lisa Whall: Right.
186 00:27:47.330 ⇒ 00:28:04.100 Robert Tseng: like, an annualized revenue based off of, like, the… or annualized, like, size of, like, the… how much we charge them, so basically 12 months of how much they pay us. But now, clients are saying, that’s not enough, like, you need to go higher. So, we’ve had to increase our insurance limits, they’re wanting, like, 3 to 5 million dollar caps.
187 00:28:04.100 ⇒ 00:28:04.560 Lisa Whall: Yeah.
188 00:28:04.560 ⇒ 00:28:11.149 Robert Tseng: you know, if we pay that out of pocket, we wipe the business. So, like, you know, this kind of stuff is, like, you know, I’m treading more cautiously.
189 00:28:11.490 ⇒ 00:28:12.740 Robert Tseng: Like, how we’re doing this.
190 00:28:12.740 ⇒ 00:28:17.840 Lisa Whall: I’m very familiar with the… what you’re talking about. Very familiar.
191 00:28:18.370 ⇒ 00:28:35.949 Robert Tseng: Yeah, so it’s just killing the pace of the deals right now, so, I mean, I just wanted to call that out for the team. Yeah, as far as inputs, yeah, sales, I kind of… SQL leads, a lot of we just kind of moved out, I dropped them, because just have not really moved in the past month.
192 00:28:35.970 ⇒ 00:28:50.909 Robert Tseng: And, yeah, I think there’s still ways to, like, re-engage them, which is why, kind of Hannah, I brought that one example of, like, even though I depre- I, like, moved, movers and shakers out of the sales pipeline, I don’t really think they were gonna… they were gonna buy.
193 00:28:50.910 ⇒ 00:28:59.159 Robert Tseng: like, being able to give them timely updates when I’m, like, trying to circle back with them, and then being able to find other, like, liked
194 00:29:00.700 ⇒ 00:29:02.760 Robert Tseng: similar leads.
195 00:29:02.900 ⇒ 00:29:18.759 Robert Tseng: and then be able to target… retarget them with an updated email based off of the, you know, that are tailored based on the deal stage that they’re in. I think that would just be a way to turn every, like, bespoke message that I’m sending into something that’s a little bit more scalable.
196 00:29:20.820 ⇒ 00:29:31.290 Robert Tseng: Yeah, and then as far as, like, kind of deal pipeline right now, yeah, I think inbound partners kind of… kind of been slow. We’re really just working through some of the delivery deals right now, still.
197 00:29:31.350 ⇒ 00:29:41.290 Robert Tseng: So, Magic Spoon, CTA, both haven’t gone over the line yet. I mean, even Eden, like, we’re still redlining, but we are basically in a month-to-month contract with them.
198 00:29:41.470 ⇒ 00:30:00.170 Robert Tseng: And then there’s, you know, as far as active pipeline goes, it’s… we are having… having a bit of a dip. So, yeah, really trying to keep… keep this momentum up, this week, and… and keep… keep filling our pipeline. That’s the story on the sales side. So yeah, I’ll let Hannah kind of… do you want to jump in, share what you’re seeing on the marketing side.
199 00:30:01.310 ⇒ 00:30:10.149 Hannah Wang: Sure. Similar story to last week, just because Robert went to a lot of events last week.
200 00:30:10.430 ⇒ 00:30:20.939 Hannah Wang: In Boston. But yeah, we’re seeing, I guess, not an increase necessarily, but I guess just a steady continuation of
201 00:30:21.480 ⇒ 00:30:28.540 Hannah Wang: engagement from, I guess, the campaigns that I’m running to target people who go to a certain…
202 00:30:29.160 ⇒ 00:30:34.570 Hannah Wang: events, or conferences that we would like to target, so.
203 00:30:34.570 ⇒ 00:30:41.060 Robert Tseng: That’s great. I mean, this is… this is no content. We’re doing no content and still keeping up these numbers. Kind of crazy, so…
204 00:30:41.060 ⇒ 00:30:52.280 Hannah Wang: Yeah, I mean, it’s thanks to you for sending… for either, like, going to the conferences, and also just, like, sending conferences that we’d like to kind of target, so I think…
205 00:30:52.430 ⇒ 00:30:58.129 Hannah Wang: yeah, literally, content is just one post, and that’s on the Brainforge account, which…
206 00:30:58.130 ⇒ 00:30:58.630 Robert Tseng: Yeah.
207 00:30:58.630 ⇒ 00:31:04.230 Hannah Wang: doesn’t get much engagement anyway. So I think, yeah, a lot of the…
208 00:31:04.510 ⇒ 00:31:22.160 Hannah Wang: the DMs and just connection requests that I’m sending through mostly your account, Robert, is what is driving these numbers, so I feel like it’s just confirming the hypothesis that we had, like, months ago, that event-based activations are the way to go, so…
209 00:31:22.190 ⇒ 00:31:33.800 Hannah Wang: We’ll just keep doing that, and then we’ll start to build, like, a better system for following up, that doesn’t require, like, all of my brain cells, basically. So, Miranda, that’s kind of…
210 00:31:33.800 ⇒ 00:31:43.359 Hannah Wang: what I talked to you about last week. I know that’s not the highest priority for you, so that’s okay. I can just do it manually for now, but I think once we get that
211 00:31:43.360 ⇒ 00:31:50.630 Hannah Wang: kind of system built in, it’d be a lot easier to keep the numbers up and, keep the momentum up, so…
212 00:31:50.690 ⇒ 00:31:52.909 Hannah Wang: Yeah, that’s the marketing side.
213 00:31:54.080 ⇒ 00:32:01.069 Robert Tseng: Cool. Jayden is starting this week. I did meet with her last week already, just to kind of onboard her a little bit, or give her a sense of, like, what…
214 00:32:01.070 ⇒ 00:32:18.199 Robert Tseng: you know, what we do, and she… she writes for, like, one of our competitors, so, you know, I think I’m trying to ramp her up to do at least 4 posts a week. I think that’ll probably take her a couple weeks to get there, but she already has a backlog. I think once she’s in our systems, I will probably just direct her
215 00:32:18.200 ⇒ 00:32:34.170 Robert Tseng: probably mostly to Rico and Hannah, just to kind of make her… make sure she knows, like, where our systems are. She may try to reuse some of, like, Luke’s stuff, or also just kind of build out her own. I’d rather her not build her own, rather her try to just, like, use what we already have in terms of, like.
216 00:32:34.170 ⇒ 00:32:48.129 Robert Tseng: content scheduling, I think she has her own way of drafting or whatever, but obviously every post that she puts out, she’s probably going to want to collaborate with design on, like, some sort of, like, whether it’s a video, you know, if we do kind of just throw in, like, a
217 00:32:48.130 ⇒ 00:32:57.709 Robert Tseng: short-form video, or also just, like, a designed, like, asset with it. That’s probably where she’ll need your support.
218 00:32:57.710 ⇒ 00:33:07.710 Robert Tseng: But other than that, it’s just gonna be… she’s gonna be meeting with me probably, like, once a week. I’ll give her a brain dump of a bunch of different things, and then she’s gonna try to… try to, draft content from there.
219 00:33:08.380 ⇒ 00:33:21.009 Hannah Wang: Okay, yeah, she’s my, I’m her onboarding buddy, so… Yes, we… yeah, I will, meet with her every week, and then I also try to leave a bunch of helpful…
220 00:33:21.070 ⇒ 00:33:29.549 Hannah Wang: like, history in her onboarding doc, including what Luke built out, so hopefully… Oh, great. …reuse that,
221 00:33:29.760 ⇒ 00:33:30.580 Hannah Wang: Yeah.
222 00:33:31.370 ⇒ 00:33:32.830 Robert Tseng: Okay, appreciate that.
223 00:33:33.270 ⇒ 00:33:39.520 Robert Tseng: Okay, any… Any questions on this, or can I move on?
224 00:33:41.520 ⇒ 00:33:42.609 Hannah Wang: You can move on, I think.
225 00:33:42.610 ⇒ 00:33:43.220 Robert Tseng: Okay.
226 00:33:43.590 ⇒ 00:33:51.060 Robert Tseng: Cool. So, yeah, thanks, Rico, for jumping in here, putting in some of the stuff. So this is great. I get to see, kind of, like, monthly, how we’re trending.
227 00:33:51.100 ⇒ 00:33:55.839 Robert Tseng: Yeah, overall, you know, month to month, like, pipeline is looking…
228 00:33:55.840 ⇒ 00:34:15.400 Robert Tseng: healthier than it was, kind of, like, first couple months of Q1. So, yeah, you can see that, like, overall, we’re continuing to trend towards a higher contract value, but that’s also as a result of, like, our smaller clients, like, fading out. So, I think that’s, like, a different shift in the business that is a risk that I’m trying to mitigate.
229 00:34:15.409 ⇒ 00:34:22.629 Robert Tseng: we have fewer clients right now that are bigger, but also they take up too much of a share of our revenue. So,
230 00:34:22.860 ⇒ 00:34:36.119 Robert Tseng: Yeah, I think that’s… that’s just, like, overall kind of risky for the business, so… trying to… I’m not necessarily trying to sell, like, smaller deals, but I think already, like, kind of working on a very specific playbook for a very specific offering.
231 00:34:36.120 ⇒ 00:34:47.510 Robert Tseng: that’s just kind of Zoran’s offering. Working with him there, I think the deal sizes there should be smaller, but expecting to kind of be able to get more volume from him, and after Miranda kind of runs her tool through this, like.
232 00:34:47.510 ⇒ 00:34:55.390 Robert Tseng: At least on the, like, the legal set… data set that we have, or lead set that we have, lead list, whatever. Then…
233 00:34:55.389 ⇒ 00:35:11.109 Robert Tseng: hopefully that’ll be ready for her to then deploy the same thing on, like, the list that, Artie is going to be focused on. So, I think that’s one way to kind of hedge against, like, our lumpy, like, deal flow.
234 00:35:11.210 ⇒ 00:35:12.570 Robert Tseng: And then…
235 00:35:12.620 ⇒ 00:35:23.299 Robert Tseng: Yeah, I think that’s kind of where we’re at. Like, I’m not concerned about our close rates. We’re still hovering between 15% to 20%, so overall, like, still…
236 00:35:23.300 ⇒ 00:35:35.370 Robert Tseng: solid, I think industry average is, like, less than 10%. So, yeah, I think it really is just a pipeline nurturing kind of issue. We still have too many leads that are kind of stuck in,
237 00:35:35.560 ⇒ 00:35:44.260 Robert Tseng: just, like, the movements are too slow. So, yeah, and that’s just something that we have to work through. Still a little bit unclear to me, like, how…
238 00:35:44.830 ⇒ 00:35:58.359 Robert Tseng: yeah, maybe there’s not enough reps here, but seems like MQL to SQL definitely is a big gap here, in terms of, like, we’re still not converting a lot of MQLs to SQLs, and it seems like it’s unclear how long they take, so…
239 00:35:58.360 ⇒ 00:36:13.600 Robert Tseng: I think trying to have a tighter system there is, you know, obviously, Hannah, it’s something you’re focused on, but I think there’s a gap that still shows up here. And then, really, from, like, a nurturing perspective, once we have already done the disco call, getting to a proposal,
240 00:36:13.970 ⇒ 00:36:19.280 Robert Tseng: We are drafting proposals faster, but, like, finding something that actually, like, lands,
241 00:36:19.280 ⇒ 00:36:39.060 Robert Tseng: yeah, I think there’s… there’s a little bit of a… that’s… that’s also where, like, nurturing needs to happen, where we’re not just, like, sending the SOW, and most of them are not signing off the bat, but we have these, like, continuous follow-ups. This is most of the leads that are in the pipeline, where, have to keep mixing in, finding another person that we need to talk to, because that wasn’t the decision maker.
242 00:36:39.060 ⇒ 00:36:49.050 Robert Tseng: Or we need another warm intro from, like, a partner, maybe it’s a vendor that they’re using specifically that already for… you know, I think there’s just different ways that… levers that we still haven’t really…
243 00:36:49.150 ⇒ 00:37:06.569 Robert Tseng: activated to help, kind of, speed up this, SQL mid-to-proposal, stage. So, that’s, like, at a meta, like, a higher level in terms of who the next hire would be. Like, I’m more interested in somebody who can help, like, nudge these things along.
244 00:37:06.760 ⇒ 00:37:16.989 Robert Tseng: Okay, so anyway, that’s… that’s kind of, like, my monthly recap of, like, how things have been going in terms of our pipeline. Any questions on this part?
245 00:37:22.960 ⇒ 00:37:36.409 Robert Tseng: Okay, hearing none, yeah, Rico and Lisa, I’ve assigned you to a couple things. So, Lisa, there’s, like, a whole set of, like, quarterly partnerships metrics. I know you’re not, like, ready to necessarily, like, fill this in yet, but…
246 00:37:36.410 ⇒ 00:37:43.559 Robert Tseng: trying to, you know, if I were to kind of release, like, a QBR to, like, a, like, advisors or something, and…
247 00:37:43.560 ⇒ 00:37:50.299 Robert Tseng: you know, wanting to be able to… clearly, we didn’t really think through what those partnerships metrics were. I think maybe there’s some more that are attached.
248 00:37:50.300 ⇒ 00:37:51.450 Lisa Whall: Oh, for sure.
249 00:37:51.450 ⇒ 00:37:53.189 Robert Tseng: You could maybe think about that.
250 00:37:53.190 ⇒ 00:37:54.540 Lisa Whall: Yeah.
251 00:37:55.180 ⇒ 00:38:12.419 Robert Tseng: But yeah, I think Rico could still use your help, kind of, even if you don’t do the calculations here, at least, like, help point me to, like, where I’m gonna pull this data from. I think, and then I’ll have Kayla figure that out. So, it would be great if you could help, kind of, spend some time thinking through
252 00:38:13.740 ⇒ 00:38:28.390 Robert Tseng: how you would calculate this. Most of them is probably HubSpot client concentration, you probably get from Leo Luna, whatever kind of, like, system they maintain. I think the Google Sheet versus their, like, system is a little bit confusing on what is really the choice of truth for what
253 00:38:28.500 ⇒ 00:38:40.689 Robert Tseng: I actually don’t really care about their system, I care about, like, booked revenue in this case, what the client concentration is. Discounts, like, I think that, you know, I can probably help
254 00:38:41.280 ⇒ 00:38:47.119 Robert Tseng: Get that, because we can just look through all of our contracts that we’ve signed, look at the difference between
255 00:38:47.220 ⇒ 00:38:51.180 Robert Tseng: the first SOW versus the… versus the one they signed.
256 00:38:51.260 ⇒ 00:38:57.990 Robert Tseng: HubSpot would be the place to get this, but I don’t think we’ve been doing a good job of data capturing, like.
257 00:38:58.020 ⇒ 00:39:09.889 Robert Tseng: how we’ve adjusted pricing throughout a lead’s sales cycle, so I feel like I would rely more on, kind of, like, a record of our initial pitch to them, which is probably the first proposal.
258 00:39:09.890 ⇒ 00:39:22.939 Robert Tseng: Versus the one that they signed, and figuring out, like, how much did we have to lower will give us a good sense of, like, what our discount, or our typical discount percentage is. I think that would be helpful for me to…
259 00:39:22.940 ⇒ 00:39:33.389 Robert Tseng: to know that. So, anyway, you can always ask me if you have any questions about these metrics, but I’m still leaving these grayed out because I don’t think that I have this, ready yet.
260 00:39:40.980 ⇒ 00:39:42.910 Robert Tseng: Wait, is Rico even on this call? I don’t even know.
261 00:39:43.560 ⇒ 00:39:45.509 Robert Tseng: Oh, he is, okay, sure.
262 00:39:45.510 ⇒ 00:39:47.379 Rico Rejoso: Yeah, I was just thinking.
263 00:39:47.740 ⇒ 00:39:53.229 Robert Tseng: Okay, okay. Yeah, yeah, no, I wasn’t expecting, an answer right away. I think, you know, if…
264 00:39:53.600 ⇒ 00:39:57.659 Robert Tseng: Just kind of putting down your radar as, like, something to… to go for.
265 00:39:58.810 ⇒ 00:39:59.959 Rico Rejoso: If not.
266 00:40:01.570 ⇒ 00:40:17.819 Robert Tseng: Yeah. Okay, so I blew through a lot. I want to also save most of the time for us to kind of plan for the week in terms of, yeah, what are people focused on? What’s your, like, you know, what’s your bet for the week? So maybe we just go around and share that.
267 00:40:23.680 ⇒ 00:40:40.600 Ruixi Wen: Yeah, for me, I think it’s, like, pretty clear. Last week, like, Robert… I walked through Robert on the demo, and he gave me, like, some really good suggestions, feedback, and I basically tiered them, and just gonna sign off them one by one, and hopefully deploy it before I take my PTO, yeah.
268 00:40:41.370 ⇒ 00:40:44.320 Robert Tseng: Okay. When are you out again? Like, end of this week?
269 00:40:44.320 ⇒ 00:40:48.279 Ruixi Wen: No, like, Wednesday.
270 00:40:48.490 ⇒ 00:40:49.499 Robert Tseng: Oh, Wednesday, okay.
271 00:40:49.500 ⇒ 00:40:50.010 Ruixi Wen: Yeah, yeah.
272 00:40:50.010 ⇒ 00:40:51.330 Robert Tseng: Well, yeah, let’s.
273 00:40:51.330 ⇒ 00:40:53.370 Ruixi Wen: The spring for the two days, yeah.
274 00:40:53.540 ⇒ 00:40:54.200 Robert Tseng: Okay.
275 00:40:58.210 ⇒ 00:41:01.810 Hannah Wang: My two bets… R…
276 00:41:03.350 ⇒ 00:41:20.680 Hannah Wang: nurturing leads, and then that includes, the agency follow-up email that you requested this morning. And then, yeah, just any kind of, like, side quest marketing assets that I get asked to help with.
277 00:41:20.820 ⇒ 00:41:26.740 Hannah Wang: The ad hoc requests, so I’ll just work on those this week.
278 00:41:29.240 ⇒ 00:41:36.949 Robert Tseng: Okay. My question would be, like, so for the one, the situation with, like, the whole Bernab, like, asking, you know, like, just not…
279 00:41:37.510 ⇒ 00:41:43.059 Robert Tseng: I gave him a chance to basically pitch a… a lead, and, like, he just didn’t have any, like.
280 00:41:43.450 ⇒ 00:41:45.710 Robert Tseng: no actual case studies, I thought it was, like.
281 00:41:45.710 ⇒ 00:41:46.110 Hannah Wang: Messenger.
282 00:41:46.110 ⇒ 00:41:51.109 Robert Tseng: like, man, like, clearly, like, he… there’s, like, a disconnect here. And, like.
283 00:41:51.650 ⇒ 00:42:06.089 Robert Tseng: I mean, I kind of showed earlier, I would just go into Platform, I’d click on Marketing Assets, and I’d probably dig around, but I’m sure nobody’s doing that, except for me and Uten. So, like, how is the team, like, better, like, getting under… like, how are they… how are they knowing, like, what…
284 00:42:06.200 ⇒ 00:42:17.360 Robert Tseng: assets they can deploy, especially the CSOs that, like, are supposed to be chasing new opportunities, going for delivery source leads, like, they need to do a little bit of, like, the initial… initial pitch.
285 00:42:18.000 ⇒ 00:42:27.939 Hannah Wang: Yeah, I’m thinking maybe… well, I talked to Miranda about this during our retro call last week, or I guess this is more about the disconnect between
286 00:42:28.230 ⇒ 00:42:44.840 Hannah Wang: me, or I guess the design team and the delivery team, and knowing when projects are done, so… Yeah. Like, don’t… my brain. I don’t really remember what we said last week. I think, Rico, you were making, like, an automated message or something, but…
287 00:42:44.840 ⇒ 00:42:45.680 Ruixi Wen: Oh, yeah, yeah, yeah.
288 00:42:45.680 ⇒ 00:42:47.899 Hannah Wang: We’re, like, we’re, like, talking about that.
289 00:42:48.160 ⇒ 00:42:50.279 Hannah Wang: Sorry, go ahead, Miranda.
290 00:42:51.650 ⇒ 00:42:52.289 Hannah Wang: Oh, if you.
291 00:42:52.290 ⇒ 00:43:01.719 Ruixi Wen: Oh, yeah, I was just about to add, like, I think Rico was doing something for that, and we were asking Rico to do it once it’s, like, ready and stuff.
292 00:43:02.190 ⇒ 00:43:08.690 Hannah Wang: Yeah, I think, like, Rico was working on a messaging system for when deals are about to…
293 00:43:09.110 ⇒ 00:43:18.420 Hannah Wang: ex… I don’t know what the right word is, expire, or, like, close, finish, and then… or out for renewal, and then…
294 00:43:18.570 ⇒ 00:43:20.410 Hannah Wang: I feel like the easiest
295 00:43:20.900 ⇒ 00:43:29.210 Hannah Wang: MVP for that situation is just me looking at those messages, and then reaching out to whoever the CSO is for
296 00:43:29.530 ⇒ 00:43:38.700 Hannah Wang: that particular client, and asking them for a case study using the assistant that Gabe built out, last year.
297 00:43:38.820 ⇒ 00:43:56.549 Hannah Wang: So that’s kind of what I was thinking for that end, and then in terms of knowing… the CSOs knowing that the case studies are done, honestly, I’ll just probably make, like, an announcement every time I, like, batch upload a couple case studies in the Brainforge team channel, and then just, like.
298 00:43:57.250 ⇒ 00:44:00.720 Hannah Wang: Yeah, let people know that they’re there.
299 00:44:01.630 ⇒ 00:44:12.879 Hannah Wang: Because we haven’t been really doing that, so I think those are, like, the easiest ways to do it moving forward, and then we’ll see if people actually read my messages from there.
300 00:44:14.340 ⇒ 00:44:15.870 Robert Tseng: Okay,
301 00:44:15.870 ⇒ 00:44:36.820 Robert Tseng: Yeah, I mean, I think we need to catch up on some of the clients that have already kind of winded down. I think the further away, like, Global VetLink hasn’t received a case study, like, Amble hasn’t received a case study. Even if we renew with them, like, there should be a case study coming out from the first line of work. So, yeah, like, I… I think, yeah, Rico, I think that’s something I would like the team to…
302 00:44:38.990 ⇒ 00:44:45.400 Robert Tseng: to get done. I mean, I think the Lilo one, or just, like, having some, like, agency-related stuff is…
303 00:44:46.100 ⇒ 00:44:56.299 Robert Tseng: my priority, because, like, I’m having these conversations, and I’m realizing that we don’t have much to give them. So… but I think, like, there’s also recent clients that just haven’t… I haven’t seen anything from.
304 00:44:58.410 ⇒ 00:45:03.070 Hannah Wang: Could you repeat the list? I’m just gonna… you said Global Vet Link, and then what was the…
305 00:45:03.070 ⇒ 00:45:08.729 Robert Tseng: Yeah, you guys should talk, and like, yeah, you guys should make sure that, like, Yeah, like…
306 00:45:08.730 ⇒ 00:45:09.180 Rico Rejoso: and send you the link.
307 00:45:09.180 ⇒ 00:45:14.959 Robert Tseng: Whatever this is being set up should just be… this should be… this should be done. Like, this is… this… like, this is important.
308 00:45:15.600 ⇒ 00:45:16.100 Robert Tseng: And then…
309 00:45:16.100 ⇒ 00:45:27.789 Hannah Wang: As for the Lilo case study, I did ask Pranav to look at it, so if you are okay with me just shipping it based on his feedback, like, I can upload it to the platform, and then you can use it.
310 00:45:27.980 ⇒ 00:45:29.280 Hannah Wang: In your…
311 00:45:29.970 ⇒ 00:45:39.050 Robert Tseng: Yeah, I mean, I think generally speaking, like, I should not be the bottleneck for these things. If you just gotta ship it, just ship it, and, like, I’ll use it, and…
312 00:45:39.260 ⇒ 00:45:44.930 Robert Tseng: Yeah, I think I’m just… it just… to me, it’s like a momentum thing, like, I…
313 00:45:45.160 ⇒ 00:45:50.420 Robert Tseng: I… I was with Renee, I showed her a demo of Brainforged work platform.
314 00:45:50.450 ⇒ 00:45:56.150 Robert Tseng: gave her the, like, kind of, this is what we can do. She uses a tool right now that’s about 30 to 50K a month.
315 00:45:56.180 ⇒ 00:46:06.979 Robert Tseng: And, like, was interested in entertaining, like, a rebuild, like, that Rain Forge would take on, and, like, that… that momentum just died. And, like, to me, it’s…
316 00:46:07.000 ⇒ 00:46:13.730 Robert Tseng: yeah, like, that’s just… it didn’t even really matter, like, what I sent her. She just needed to check some boxes for her to, like, go through
317 00:46:13.730 ⇒ 00:46:27.259 Robert Tseng: in her procurement process. So, yeah, like, I… it’s… it’s… there’s not gonna be a silver bullet in this… in this… in this sales cycle. I… I think I just… I just need the… I just need the things that… that will help move it to the next step.
318 00:46:27.900 ⇒ 00:46:43.930 Hannah Wang: Okay, yeah, I mean, I always ask, like, the lead to take a look at it, and if they don’t call out anything that’s glaringly wrong, I’ll just ship it, and then, I’ll let the channel know in the Brainforge team channel. But yeah, I can, ask…
319 00:46:44.030 ⇒ 00:46:53.970 Hannah Wang: I’ll make, like, a PR for uploading that case study. I think I need to ask Mustafa for help, but I’ll do that, and then I’ll send you the link when it’s up.
320 00:46:54.350 ⇒ 00:46:55.020 Hannah Wang: If you still…
321 00:46:55.020 ⇒ 00:46:55.530 Robert Tseng: Okay.
322 00:46:55.530 ⇒ 00:46:56.150 Hannah Wang: Yeah.
323 00:46:56.150 ⇒ 00:46:58.329 Robert Tseng: Yeah, no, I still want it, yeah. Okay. Okay.
324 00:46:58.330 ⇒ 00:46:58.920 Hannah Wang: Yeah.
325 00:46:59.110 ⇒ 00:46:59.660 Robert Tseng: Cool.
326 00:47:06.400 ⇒ 00:47:07.350 Lisa Whall: I can go.
327 00:47:08.140 ⇒ 00:47:08.790 Robert Tseng: Yeah.
328 00:47:08.790 ⇒ 00:47:11.399 Lisa Whall: Real quick on the case studies, do we have a…
329 00:47:11.770 ⇒ 00:47:16.600 Lisa Whall: a Snowflake customer case study, an Omni customer case study?
330 00:47:17.470 ⇒ 00:47:23.150 Hannah Wang: Yeah, we should have Snowflake and Omni-related ones. I can dig through and find them for you.
331 00:47:23.150 ⇒ 00:47:26.320 Lisa Whall: Awesome. That’s… I mean, honestly, of all the things
332 00:47:26.530 ⇒ 00:47:32.110 Lisa Whall: as we’re talking, I love these calls, because it makes me… that’s really what people care about, right? If you’re…
333 00:47:32.110 ⇒ 00:47:32.650 Robert Tseng: Yeah.
334 00:47:33.010 ⇒ 00:47:45.500 Lisa Whall: If you’re a rep, you want to know that we’ve been successful. So, yeah, Hannah, just point me in the right direction. You know, I like to… I don’t want, you know, whatever you need me to do. But that’s… honestly, that…
335 00:47:46.670 ⇒ 00:47:53.709 Lisa Whall: ranks above any kind of… anything else that we can do. If I can send out case studies, that’s what people want to learn about.
336 00:47:53.710 ⇒ 00:47:54.260 Robert Tseng: Yeah.
337 00:47:54.440 ⇒ 00:47:54.990 Hannah Wang: Yeah.
338 00:47:55.420 ⇒ 00:48:03.550 Robert Tseng: As far as priority goes, I would say, like, kind of getting Lisa the case studies she needs is probably highest priority, just because, like, she’s getting us into these doors now.
339 00:48:03.550 ⇒ 00:48:15.559 Robert Tseng: And, like, yeah, the momentum is there. Like, we’re trying to push on certification, get… try to punch into higher tiers, but also, as she’s meeting with all of these partner… or at least finding who the partner manager is, like.
340 00:48:15.560 ⇒ 00:48:23.889 Robert Tseng: It’d be good to arm her with that. So, I don’t know how many case studies you have on Omni and Snowflake, but even for our existing customers.
341 00:48:23.890 ⇒ 00:48:36.720 Robert Tseng: like, Element Omni should be a case study. Eden Omni should be a case study. I think Eden Omni is already a case study, but I’m not sure. So, like, I don’t think it should only be triggered when a client is done, like, it should really just be when a workstream is done, so…
342 00:48:36.830 ⇒ 00:48:45.589 Robert Tseng: And you wouldn’t really know that unless the CSO is telling you, so I think there’s some, like, you know, there’s another… we have to go beyond just, like, looking
343 00:48:45.720 ⇒ 00:49:02.260 Robert Tseng: I think table stakes is, like, when a contract is, like, coming up to an end, and it’s the last 2 weeks, people start talking about the case study already, and load it into your tool. But then also, when our work stream is wrapped up, we’ve done, like, 3 omni implementations in the past, like, 3 months, so…
344 00:49:02.260 ⇒ 00:49:02.690 Lisa Whall: That’s awkward.
345 00:49:02.690 ⇒ 00:49:18.430 Robert Tseng: I think those should all be Omni, like, case studies. So, figuring out, like, how you’re gonna… I mean, Greg is that Omni. Greg, Advait, like, I mean, knowing who’s assigned to which tool, and, like.
346 00:49:19.330 ⇒ 00:49:29.190 Robert Tseng: which clients, like, have the projects wrapped up? Like, I think those are all things that, like, you need to somehow be on top of, on your side, and, like.
347 00:49:29.370 ⇒ 00:49:46.010 Robert Tseng: On the delivery side, they’re all… they’re all organized that way, because they… obviously, we assign them, like, what projects they’re on, but, like, we need to… we need to, like, address that gap so that when we’re implementing a solution that’s related to one of our partners, there’s a case study that comes out of it every time.
348 00:49:46.300 ⇒ 00:49:46.850 Lisa Whall: Yep.
349 00:49:47.310 ⇒ 00:49:58.059 Lisa Whall: And I can help drive that, too, just from a partner perspective. But we are meeting with Omni, with Savannah on Thursday, so yeah, by Thursday, if you could get the Omni ones, because I really…
350 00:49:58.060 ⇒ 00:49:59.480 Robert Tseng: Anna is Snowflake.
351 00:49:59.780 ⇒ 00:50:01.609 Lisa Whall: Savannah is Omni, she’s the part.
352 00:50:01.610 ⇒ 00:50:04.249 Robert Tseng: Oh, Savannah’s Omni? Oh, oh, okay, sure.
353 00:50:04.250 ⇒ 00:50:04.740 Lisa Whall: Yep.
354 00:50:04.740 ⇒ 00:50:05.410 Robert Tseng: Got it.
355 00:50:05.410 ⇒ 00:50:12.370 Lisa Whall: I kind of… we can talk offline about kind of our strategy there, but… Sure. And then we meet with Greg.
356 00:50:13.160 ⇒ 00:50:14.700 Lisa Whall: Omni, Greg, the following week.
357 00:50:14.700 ⇒ 00:50:15.630 Robert Tseng: Greg.
358 00:50:15.630 ⇒ 00:50:19.980 Lisa Whall: I really want to go in, you know, excited, like, I’m here.
359 00:50:19.980 ⇒ 00:50:20.490 Robert Tseng: Yeah.
360 00:50:20.490 ⇒ 00:50:28.199 Lisa Whall: I’m gonna drive this with you guys, like, we’re gonna be on top of everything, we’ve got certifications, you know, really sell her on…
361 00:50:28.540 ⇒ 00:50:32.800 Lisa Whall: are kind of, I say next gen, but, you know, you know what I’m saying.
362 00:50:32.800 ⇒ 00:50:33.310 Robert Tseng: Yeah.
363 00:50:33.550 ⇒ 00:50:34.390 Robert Tseng: Yeah.
364 00:50:34.390 ⇒ 00:50:37.169 Lisa Whall: Like, we’ve got a dedicated person for you now.
365 00:50:37.460 ⇒ 00:50:38.060 Robert Tseng: Yeah.
366 00:50:38.060 ⇒ 00:50:38.630 Lisa Whall: Yeah.
367 00:50:38.790 ⇒ 00:50:40.310 Lisa Whall: So, it’ll be fun.
368 00:50:40.720 ⇒ 00:50:44.680 Lisa Whall: And then my big week is…
369 00:50:44.680 ⇒ 00:51:08.540 Lisa Whall: We are going to be a select partner at Snowflake by the end of this week, and I’m going to be a big pain to get there, but we’re going to do it. So, I’ll be bugging the select few people that I need to bug in order to get there. And then, after we go through the Snowflake conference, and I’ll also be working… it’s just gonna be all Snowflake this week. Of course, I work in parallel, so I’ll still be doing other things for other partners, but
370 00:51:08.540 ⇒ 00:51:10.289 Lisa Whall: That’s my backup for the week.
371 00:51:10.800 ⇒ 00:51:11.400 Robert Tseng: Great.
372 00:51:13.360 ⇒ 00:51:20.209 Robert Tseng: I’m excited, like, yeah, I mean, this is… this is, like, the most partner momentum we’ve had, so I’m, you know.
373 00:51:20.350 ⇒ 00:51:24.910 Robert Tseng: So I’ll just keep… Wherever you’re running, Lisa, we’re gonna… we’re gonna support you.
374 00:51:24.910 ⇒ 00:51:25.590 Lisa Whall: Love it.
375 00:51:26.860 ⇒ 00:51:40.730 Robert Tseng: Okay, cool. Yeah, I think that’s what we got for the week. I guess I… I already kind of made my… I guess, sorry, my bet would be, yeah, to address the, the dropping outbound pipeline. So,
376 00:51:40.840 ⇒ 00:51:49.429 Robert Tseng: Yeah, and then obviously supporting all of you. I just… I’m looking ahead that if the pipeline is drying up, then we’re gonna… we’re gonna, you know, think…
377 00:51:49.530 ⇒ 00:52:04.079 Robert Tseng: we’re at 11 leads right now in pipeline, like, with what we’re seeing at the top of funnel, like, we might drop below 10 if we don’t kind of turn around. I want to be hovering at at least around 20 to 30, so, I think that, to me is something I need to kind of patch this week.
378 00:52:06.570 ⇒ 00:52:12.490 Robert Tseng: Cool. Yeah, I think that’s all I got. Maybe…
379 00:52:13.570 ⇒ 00:52:20.479 Robert Tseng: And, if you want to stay on, we can kind of do some nurturing, and then…
380 00:52:20.960 ⇒ 00:52:23.689 Robert Tseng: I guess everyone else can… can drop.
381 00:52:25.270 ⇒ 00:52:25.700 Hannah Wang: Okay.
382 00:52:25.700 ⇒ 00:52:26.810 Lisa Whall: Have a great week, everybody.
383 00:52:27.010 ⇒ 00:52:27.510 Robert Tseng: Cool.
384 00:52:27.510 ⇒ 00:52:29.130 Ruixi Wen: Thank you for the meeting.
385 00:52:29.130 ⇒ 00:52:30.280 Lisa Whall: Bye.
386 00:52:30.280 ⇒ 00:52:30.850 Robert Tseng: Bye.
387 00:52:34.150 ⇒ 00:52:35.710 Robert Tseng: Okay…