2026-05-06_brainforge_marketing_strategy_sync

Meeting Title: Brainforge Marketing Strategy Sync Date: 2026-05-06 Meeting participants: Hannah Wang, Lisa Whall

WEBVTT

1 00:05:01.640 ⇒ 00:05:04.470 Lisa Whall: I’m literally laughing at myself, Hannah.

2 00:05:05.280 ⇒ 00:05:08.089 Lisa Whall: It helps if I start the Zoom meeting.

3 00:05:09.960 ⇒ 00:05:10.780 Lisa Whall: button.

4 00:05:10.950 ⇒ 00:05:12.069 Lisa Whall: I’m glad I checked.

5 00:05:13.720 ⇒ 00:05:18.760 Lisa Whall: I’m just not even gonna make any excuses for that, other than, hello, how are you?

6 00:05:18.760 ⇒ 00:05:21.059 Hannah Wang: I’m good, how are you?

7 00:05:21.060 ⇒ 00:05:26.539 Lisa Whall: One of those days, I’m doing well, but it doesn’t sound like you are, I’m worried about you.

8 00:05:27.870 ⇒ 00:05:30.040 Hannah Wang: Yeah, it’s…

9 00:05:30.360 ⇒ 00:05:41.249 Hannah Wang: Yeah, I mean, pregnancy hasn’t been easy. It’s my first, so I didn’t know what to expect. And then,

10 00:05:41.400 ⇒ 00:05:49.789 Hannah Wang: I don’t know if you know if I, like, shared this before, but I’m trying to get into wedding photography as well.

11 00:05:49.790 ⇒ 00:05:50.940 Lisa Whall: Oh, cool!

12 00:05:51.140 ⇒ 00:05:53.100 Hannah Wang: Yeah, so I’m…

13 00:05:54.040 ⇒ 00:06:04.549 Hannah Wang: trying to build that business, so I’ve basically been, like, assistant shooting weddings the past 3 weekends, and I think my body is just, like, done with me.

14 00:06:04.790 ⇒ 00:06:05.130 Lisa Whall: Yeah.

15 00:06:05.440 ⇒ 00:06:07.820 Hannah Wang: And then I also had my baby shower.

16 00:06:08.110 ⇒ 00:06:08.880 Hannah Wang: Oh my god.

17 00:06:09.220 ⇒ 00:06:16.019 Hannah Wang: And then I shot a wedding immediately after that, and then Sunday was also busy for me, so I think my body’s just…

18 00:06:16.300 ⇒ 00:06:16.730 Lisa Whall: Yeah.

19 00:06:16.730 ⇒ 00:06:18.100 Hannah Wang: Shutting down.

20 00:06:18.100 ⇒ 00:06:26.060 Lisa Whall: Yeah, you need to back off until the little one’s here, for sure, for sure. Oh, man. Boy or a girl, or do you not know?

21 00:06:26.060 ⇒ 00:06:27.230 Hannah Wang: Oh, boy.

22 00:06:27.450 ⇒ 00:06:28.720 Lisa Whall: Oh, so exciting!

23 00:06:28.720 ⇒ 00:06:34.100 Hannah Wang: I know. I heard you… or you mentioned you have a… I’m assuming you have children, you have a son.

24 00:06:34.310 ⇒ 00:06:41.529 Lisa Whall: I have a son who is, 20, and he’s… it goes really fast. I know everybody says it, but it really does.

25 00:06:41.530 ⇒ 00:06:42.180 Hannah Wang: Yeah.

26 00:06:42.940 ⇒ 00:06:47.480 Lisa Whall: He’s, goes to UC… or, San Diego State.

27 00:06:47.890 ⇒ 00:06:48.260 Hannah Wang: True.

28 00:06:48.260 ⇒ 00:06:50.799 Lisa Whall: He’s studying in Switzerland this…

29 00:06:50.800 ⇒ 00:06:52.230 Hannah Wang: Oh my gosh, how fun!

30 00:06:52.230 ⇒ 00:06:55.400 Lisa Whall: Yeah, so we went to visit him, that was super fun.

31 00:06:55.420 ⇒ 00:06:57.060 Hannah Wang: Oh, man.

32 00:06:57.060 ⇒ 00:06:58.620 Lisa Whall: And he’s going to Malta.

33 00:06:58.830 ⇒ 00:07:03.200 Hannah Wang: Yeah, that’s great. You should tell them a lot, too.

34 00:07:03.560 ⇒ 00:07:07.749 Hannah Wang: Made up with him somehow. I don’t know how big Malta is, but.

35 00:07:07.750 ⇒ 00:07:09.930 Lisa Whall: It really should.

36 00:07:10.740 ⇒ 00:07:17.209 Lisa Whall: And then my daughter is, graduating from Georgetown Grad School.

37 00:07:17.210 ⇒ 00:07:18.490 Hannah Wang: Oh, cool.

38 00:07:18.860 ⇒ 00:07:23.440 Lisa Whall: this in… I don’t know, 10 days? On the 15th.

39 00:07:23.440 ⇒ 00:07:24.200 Hannah Wang: Yeah.

40 00:07:24.560 ⇒ 00:07:25.090 Lisa Whall: Nine days?

41 00:07:25.090 ⇒ 00:07:26.450 Hannah Wang: And then…

42 00:07:26.450 ⇒ 00:07:31.099 Lisa Whall: She’s gonna move to New York, and she’s gonna be a finance bro at some Japanese trading firm.

43 00:07:31.100 ⇒ 00:07:33.529 Hannah Wang: Oh my gosh, look at her go.

44 00:07:33.530 ⇒ 00:07:43.900 Lisa Whall: I know, it’s crazy, so she’s… there, she’ll be going to London in July for training, and… yeah, so… it’s crazy.

45 00:07:44.100 ⇒ 00:07:45.939 Lisa Whall: Crazy times!

46 00:07:45.940 ⇒ 00:07:51.819 Hannah Wang: Yeah, it’s… I mean… Yeah, being a mom, I’m sure, is…

47 00:07:52.070 ⇒ 00:07:56.839 Hannah Wang: Crazy. And everyone does say time flies. I wish pregnancy flew by faster.

48 00:07:56.840 ⇒ 00:07:58.310 Lisa Whall: Oh, no kidding, dude.

49 00:07:58.310 ⇒ 00:07:59.950 Hannah Wang: I don’t…

50 00:07:59.950 ⇒ 00:08:05.559 Lisa Whall: I did not… I didn’t get sick or anything, it’s just boring, it’s boring.

51 00:08:06.750 ⇒ 00:08:14.949 Lisa Whall: boring. It’s like, oh my god, can you count every… I would just take that, expect that, whatever, that book that everybody used to read.

52 00:08:14.950 ⇒ 00:08:16.469 Hannah Wang: Expecting better, yeah.

53 00:08:16.470 ⇒ 00:08:18.670 Lisa Whall: Yeah, it’s just like, ugh.

54 00:08:18.880 ⇒ 00:08:21.589 Lisa Whall: Yeah, nothing, nothing.

55 00:08:21.710 ⇒ 00:08:22.900 Lisa Whall: It’s the same old, same.

56 00:08:22.900 ⇒ 00:08:25.979 Hannah Wang: Oh, I’m glad that you didn’t get sick.

57 00:08:25.980 ⇒ 00:08:34.649 Lisa Whall: No, I was super lucky. I was, like, it was, like, super. So I… yeah, I feel bad for most people seem to go through a lot, so I just…

58 00:08:35.030 ⇒ 00:08:37.500 Lisa Whall: Super, super lucky.

59 00:08:37.770 ⇒ 00:08:39.860 Hannah Wang: For both of your pregnancies.

60 00:08:39.860 ⇒ 00:08:43.099 Lisa Whall: Well, my stepson… my son’s my stepson, so I’ve only…

61 00:08:43.100 ⇒ 00:08:45.210 Hannah Wang: Okay, with your daughter.

62 00:08:45.210 ⇒ 00:08:51.460 Lisa Whall: Yeah, but I will tell you, and I know people are telling… giving you all kinds of advice, have as many kids as you can.

63 00:08:52.220 ⇒ 00:08:53.540 Lisa Whall: I wish I would have had more.

64 00:08:53.540 ⇒ 00:08:54.100 Hannah Wang: Yeah.

65 00:08:54.100 ⇒ 00:08:59.200 Lisa Whall: Family regret in life, because once you have kids, like, none of this other stuff matters.

66 00:08:59.200 ⇒ 00:08:59.880 Hannah Wang: Yeah.

67 00:08:59.880 ⇒ 00:09:06.160 Lisa Whall: Doesn’t matter, it’s… The whole purpose of your life will change in such a great way that.

68 00:09:06.160 ⇒ 00:09:06.880 Hannah Wang: Yeah.

69 00:09:06.880 ⇒ 00:09:09.240 Lisa Whall: You know, I just wish I would have had more, that’s my only.

70 00:09:09.240 ⇒ 00:09:15.439 Hannah Wang: Yeah, I’m… I’m sure my mom feels that way. I’m… I’m an only child.

71 00:09:15.440 ⇒ 00:09:16.450 Lisa Whall: Oh, okay.

72 00:09:16.680 ⇒ 00:09:23.860 Hannah Wang: Well, my parents did try to have more, but they weren’t as… they miscarried a bunch of times, so…

73 00:09:24.360 ⇒ 00:09:30.560 Hannah Wang: I’m sure they also wish they had more. And then my husband is also an only child.

74 00:09:30.970 ⇒ 00:09:34.840 Hannah Wang: Same with his… my in-laws, they… they couldn’t have more kids.

75 00:09:34.840 ⇒ 00:09:36.480 Lisa Whall: Oh, wow.

76 00:09:36.480 ⇒ 00:09:41.590 Hannah Wang: Yeah, hopefully I’m… I’m not the… I’m lucky, and I can have

77 00:09:42.140 ⇒ 00:09:51.880 Hannah Wang: I said 3 in the beginning. Now that I’m pregnant, oh, I don’t know if I can do this again, but… I’m sure once I give birth.

78 00:09:51.990 ⇒ 00:09:52.870 Hannah Wang: I will be like.

79 00:09:52.870 ⇒ 00:09:53.379 Lisa Whall: get out there.

80 00:09:53.380 ⇒ 00:09:55.319 Hannah Wang: it again, so…

81 00:09:55.320 ⇒ 00:10:00.220 Lisa Whall: You’ll forget it, it’s… you’ll forget it. Oh, yeah, that’s… that sucks, though. I mean…

82 00:10:00.310 ⇒ 00:10:01.639 Hannah Wang: It’s okay.

83 00:10:02.280 ⇒ 00:10:08.679 Lisa Whall: Well, so, yeah, I’m kind of jumping into the marketing side of the equation.

84 00:10:08.930 ⇒ 00:10:14.150 Lisa Whall: And I guess the biggest thing that I want to help everybody with

85 00:10:15.220 ⇒ 00:10:22.179 Lisa Whall: because I’m a very systematic person, and when I don’t have a system, I get very anxious.

86 00:10:23.210 ⇒ 00:10:24.480 Lisa Whall: And…

87 00:10:24.480 ⇒ 00:10:24.890 Hannah Wang: I love it.

88 00:10:24.890 ⇒ 00:10:26.749 Lisa Whall: I think it just gives…

89 00:10:27.130 ⇒ 00:10:43.580 Lisa Whall: I… and I’ve told this story, I’m repeating myself multiple times, but, you know, I’ve started selling my books on TikTok just to kind of learn that whole ecosystem, and I haven’t gone a day since June 3rd of last year without posting every day.

90 00:10:44.010 ⇒ 00:11:01.379 Lisa Whall: just every day. Like, it was just… and it gave me, like, that sense of routine and accomplishment. And even if it was 11 o’clock at night, I’m like, I made a commitment, I’m posting. So, I really was able to create structure for the first time in a long time, because I feel like our world is so unstructured and everything.

91 00:11:01.500 ⇒ 00:11:11.569 Lisa Whall: And it really gave me a sense of confidence and peace. And, actually, I have a video that is almost to 2 million views, which is insane.

92 00:11:11.570 ⇒ 00:11:12.060 Hannah Wang: Yeah, it’s.

93 00:11:12.060 ⇒ 00:11:19.270 Lisa Whall: How could that actually happen? So, I mean, I just use that as an… not that we’re doing that, but…

94 00:11:19.950 ⇒ 00:11:24.950 Lisa Whall: what I have found with that, I mean, that’s just a slice of marketing, but if we can just come up with

95 00:11:25.610 ⇒ 00:11:31.769 Lisa Whall: Just… Cadence, so that you don’t get piled on all the time with last-minute

96 00:11:32.010 ⇒ 00:11:36.030 Lisa Whall: Requests, which always seems to happen in these

97 00:11:36.730 ⇒ 00:11:40.670 Lisa Whall: Not just this… just in general, marketing tends to just…

98 00:11:41.130 ⇒ 00:11:44.980 Lisa Whall: get kind of abused sometimes, in my opinion. Yeah.

99 00:11:45.760 ⇒ 00:11:59.179 Lisa Whall: And so I’d love to just get… hear your thoughts on where we are today, what you would like from us to… so that your life’s not chaotic. And maybe it’s not. Maybe I’m just making assumptions.

100 00:11:59.650 ⇒ 00:12:01.709 Lisa Whall: But, you know, I’m just thinking, like.

101 00:12:02.120 ⇒ 00:12:16.069 Lisa Whall: One case study a week, keep building the library, make sure that we have a template for case studies. All of these things, and I know some of it’s already in place, but having just a content calendar, and that, like, that’s just what we drive to.

102 00:12:16.190 ⇒ 00:12:21.070 Lisa Whall: And you know what? If you get all your content done in a week, go film a wedding, like, you know, like.

103 00:12:21.720 ⇒ 00:12:29.020 Lisa Whall: with the… or go to, you know, you know what I’m saying, like, I just think in the day of AI, we can systemize

104 00:12:29.370 ⇒ 00:12:38.449 Lisa Whall: almost everything to the point where we don’t have that anxiety anymore, and we’ve got AI working for us instead of against us, so maybe that’s a lofty…

105 00:12:38.730 ⇒ 00:12:47.900 Lisa Whall: goal, but I really feel like in marketing, we can turn this into an engine where everybody knows their place, and everybody has

106 00:12:48.170 ⇒ 00:12:51.600 Lisa Whall: Daily, weekly, monthly, and we just…

107 00:12:51.710 ⇒ 00:13:01.709 Lisa Whall: it doesn’t have to be chaotic, it just… it just doesn’t. I think marketing is a long-term play, and if we can just create

108 00:13:02.050 ⇒ 00:13:04.560 Lisa Whall: I’ll say, lack of a better word, a schedule.

109 00:13:04.780 ⇒ 00:13:05.899 Hannah Wang: Yeah, totally.

110 00:13:05.900 ⇒ 00:13:16.479 Lisa Whall: Oh, that’s… that’s… that’s my approach, and I just wanted to talk to everybody individually to kind of see where you think we’re at, and what we could do better

111 00:13:16.770 ⇒ 00:13:19.400 Lisa Whall: So that… you know?

112 00:13:20.040 ⇒ 00:13:22.809 Lisa Whall: We can all… Not be stressed.

113 00:13:23.130 ⇒ 00:13:23.650 Hannah Wang: Yeah.

114 00:13:23.650 ⇒ 00:13:24.110 Lisa Whall: Cool.

115 00:13:24.110 ⇒ 00:13:28.319 Hannah Wang: No, yeah, that’s awesome. I mean, the marketing side, I think.

116 00:13:29.390 ⇒ 00:13:35.279 Hannah Wang: We had, like, 2 people on… maybe… well, they left, like, a month ago, but…

117 00:13:35.280 ⇒ 00:13:36.000 Lisa Whall: Whoa.

118 00:13:36.000 ⇒ 00:13:42.209 Hannah Wang: back then, we were trying to, yeah, build out a content schedule. I think…

119 00:13:43.130 ⇒ 00:13:53.039 Hannah Wang: Maybe it just wasn’t a right fit with those people, because it felt like every week we were still, like, ad hoc-ing a ton of things.

120 00:13:53.570 ⇒ 00:14:02.520 Hannah Wang: And we were trying to build, like, a month of backlog so that, Utam and Robert can just batch approve everything on

121 00:14:03.100 ⇒ 00:14:08.319 Hannah Wang: link system we have, which I can show you, later, and…

122 00:14:08.340 ⇒ 00:14:25.750 Hannah Wang: Yeah, so we did have, like, content people, like, content strategists on before, but they left, and I think content has been, like, stalled, because no one’s really working on that. So now that Jaden is here, and now that you’re working as, like, a fractional CMO, I think

123 00:14:25.840 ⇒ 00:14:36.929 Hannah Wang: and you’re very, like, AI savvy, which is awesome, and, I haven’t talked to Jaden or worked with her yet, but, hopefully when she comes on, it’ll…

124 00:14:37.110 ⇒ 00:14:41.030 Hannah Wang: we can build a system, so I’m totally, in line

125 00:14:41.160 ⇒ 00:14:50.170 Hannah Wang: Aligned with you there on the same page in terms of building at least a two-week backlog of content on our calendar, so that

126 00:14:50.620 ⇒ 00:14:59.380 Hannah Wang: we can just crank out LinkedIn posts, because we were trying to do that, but now it’s, like, zero posts a week from both leader,

127 00:14:59.380 ⇒ 00:15:00.100 Lisa Whall: Totally.

128 00:15:00.640 ⇒ 00:15:05.770 Hannah Wang: So, yeah, I think maybe… content…

129 00:15:06.090 ⇒ 00:15:17.240 Hannah Wang: like, strategy-wise, that’s gonna be more on Jaden. I don’t know if you have time set up with her, but she… I think her, I guess,

130 00:15:17.590 ⇒ 00:15:26.680 Hannah Wang: expectation is to build out the content schedule and batch it, and then I think where I come into play is more on the design side of

131 00:15:26.720 ⇒ 00:15:44.019 Hannah Wang: creating assets or carousels to go along with those posts, and then also Mickey, obviously, like, works on video, so some of the posts can have videos, some can just be static images. So I think once we all kind of align and get the…

132 00:15:44.620 ⇒ 00:15:51.230 Hannah Wang: wheels turning there, like, it’ll hopefully be, better. So…

133 00:15:51.400 ⇒ 00:15:57.859 Hannah Wang: yeah, I’m totally aligned with you there, in terms of content. For case studies, yeah, that’s where…

134 00:15:57.970 ⇒ 00:16:00.470 Hannah Wang: I want to build a system, because

135 00:16:01.520 ⇒ 00:16:08.339 Hannah Wang: We have not been… we work with a lot of great clients, but we haven’t been making case studies for them.

136 00:16:08.500 ⇒ 00:16:24.330 Hannah Wang: Robert and Utam tried to push from top down, so, like, with the, service leads and the CSOs and all those, like, higher-up people with each client, like, I think they tried to tell them, like, oh, when we’re done with a certain work stream.

137 00:16:24.330 ⇒ 00:16:39.020 Hannah Wang: like, tell design, and we already have, like, automations built out where, frankly, I can just even use Cursor now to come up with the copy, so I just need to know, like, when a project is done, and where I can grab all the…

138 00:16:39.160 ⇒ 00:16:46.199 Hannah Wang: like, content and what they did, and just, like, draft a case study, so I think that’s, like, the biggest…

139 00:16:46.520 ⇒ 00:17:02.400 Hannah Wang: missing link is the disconnect between me not being on the delivery side and not knowing, like, when a work stream is done for a particular client, and also, like, not really knowing who’s working on which client, so…

140 00:17:02.400 ⇒ 00:17:03.140 Lisa Whall: 8.

141 00:17:03.140 ⇒ 00:17:11.910 Hannah Wang: I don’t know if, like, that’s on me to just, like, know what everyone’s doing at all times, which I’m like, that’s kind of tiring for me, honestly, like, I can’t really keep that.

142 00:17:12.020 ⇒ 00:17:16.609 Lisa Whall: Systematic, like, we have to figure out how… Well…

143 00:17:17.880 ⇒ 00:17:23.070 Lisa Whall: And I know that we’ve got, already working on, kind of, HubSpot recommendations, but.

144 00:17:23.079 ⇒ 00:17:23.599 Hannah Wang: Hmm.

145 00:17:23.599 ⇒ 00:17:29.959 Lisa Whall: We should be able to, in theory, pull up HubSpot, and…

146 00:17:30.129 ⇒ 00:17:35.239 Lisa Whall: At least see the deals that are… that have recently closed.

147 00:17:35.240 ⇒ 00:17:36.050 Hannah Wang: Right.

148 00:17:36.050 ⇒ 00:17:40.020 Lisa Whall: Or in the delivery, there’s got to be some kind of scheduling.

149 00:17:40.560 ⇒ 00:17:42.170 Lisa Whall: tool. I mean, we’ve got to be using.

150 00:17:42.170 ⇒ 00:17:42.520 Hannah Wang: Yeah.

151 00:17:42.520 ⇒ 00:17:50.860 Lisa Whall: I’m not sure what, where we could at least have visibility to active clients. Like, if we can just start there.

152 00:17:51.080 ⇒ 00:17:54.219 Lisa Whall: Right? I mean, do we have that? Because…

153 00:17:54.450 ⇒ 00:18:03.829 Hannah Wang: Mmm… I think… Most of the delivery team works off of Linear, which is our project management system, so…

154 00:18:04.230 ⇒ 00:18:21.349 Hannah Wang: I don’t know if it was during the Monday call where we talked about how, oh, even if, like, a deal closes, like, we do multiple projects within a certain deal, so it’s not necessarily, oh, when a HubSpot, like, field is marked as complete for a.

155 00:18:21.350 ⇒ 00:18:29.649 Lisa Whall: No, that’s… yeah, that’s why I switched over, you’re right. You really have to go to the P, to linear in order to really see what’s going on, yeah.

156 00:18:29.650 ⇒ 00:18:41.889 Hannah Wang: Yeah, and I don’t think, like, we’re in any of those projects, because it would just be spam if we were, like, like, we’re not really working on delivery, necessarily, but…

157 00:18:41.890 ⇒ 00:18:45.520 Lisa Whall: Right, right, right, right. So, it’s gotta be some kind of report.

158 00:18:45.800 ⇒ 00:18:53.319 Hannah Wang: Yeah, I don’t really know how the whole delivery side works, but I think linear would probably be the best.

159 00:18:53.600 ⇒ 00:19:11.310 Hannah Wang: our best, like, insight into what they’re doing, and when a ticket closes, I’m sure a ticket is related to, like, a larger project within Linear, and if that project is completed, then we know, like, oh, okay, this can be a case study.

160 00:19:11.590 ⇒ 00:19:21.959 Hannah Wang: So yeah, just like… Robert was like, oh yeah, come up with a system. I’m like, okay, I’ll try to think of it, but you’re helping now, so it’s… I feel a little bit more supported.

161 00:19:21.960 ⇒ 00:19:26.850 Lisa Whall: No, you just, you need to bounce stuff by people, like, you can’t do this stuff in a vacuum.

162 00:19:26.850 ⇒ 00:19:39.980 Hannah Wang: Yeah, exactly. So, I think that’s kind of the biggest, yeah, need in terms of cranking out case studies. And obviously, with, like, all our partners, we want to have

163 00:19:40.440 ⇒ 00:19:45.530 Hannah Wang: a plethora of case studies, and we’re constantly using Snowflake Omni.

164 00:19:45.730 ⇒ 00:19:53.270 Hannah Wang: Amplitude, Mixed Panel, like, all of our gold and silver partners, so… Yeah, I think…

165 00:19:53.350 ⇒ 00:19:56.819 Hannah Wang: We… I mean, bef…

166 00:19:56.820 ⇒ 00:20:16.299 Hannah Wang: I think we were pretty on top of case studies, at least I was, and then I think my first trimester hit, and then after that, like, we haven’t really been doing a ton of case study generation. So this would be awesome to kind of pick up, because I think we have a huge backlog, and I’m sure…

167 00:20:16.370 ⇒ 00:20:34.760 Hannah Wang: we want to show off our work, especially with new clients, like, some of the newer clients, I don’t think we have any case studies with them. Like, our older clients, like Eden and, even, like, the ones that churned, like Javi, like, we have a lot of case studies for them, but for the newer ones, like.

168 00:20:35.410 ⇒ 00:20:44.690 Hannah Wang: element, which I just… I’m making the Omni one for, and… yeah, just like all these other newer clients, we don’t have case studies for them, so…

169 00:20:45.130 ⇒ 00:20:53.159 Hannah Wang: yeah, just need that missing link to be linked, and then I think from there, if there’s any other non-systematized

170 00:20:53.450 ⇒ 00:20:59.870 Hannah Wang: process, we can talk about that, but I think that’s probably the best place to start for case studies.

171 00:21:01.240 ⇒ 00:21:02.950 Lisa Whall: I can… I’ll ask Robert to…

172 00:21:04.020 ⇒ 00:21:12.819 Lisa Whall: point me to… I mean, there’s got to be… they have to look at… I mean, somebody has to be looking at how many open projects we have. I mean, somebody’s got to be looking at that.

173 00:21:12.820 ⇒ 00:21:15.160 Hannah Wang: Yeah, I’m wondering if maybe…

174 00:21:15.160 ⇒ 00:21:16.370 Lisa Whall: You know?

175 00:21:16.370 ⇒ 00:21:20.069 Hannah Wang: Yeah, I’m wondering if Rico is a better person to ask?

176 00:21:20.070 ⇒ 00:21:22.279 Lisa Whall: Oh, you know what? Oh, that’s a great idea.

177 00:21:22.280 ⇒ 00:21:22.630 Hannah Wang: Yes, Rico.

178 00:21:22.910 ⇒ 00:21:23.460 Lisa Whall: Cause he…

179 00:21:23.460 ⇒ 00:21:27.069 Hannah Wang: he’s all things ops, and he has kind of… I’m sure he…

180 00:21:27.370 ⇒ 00:21:32.869 Hannah Wang: he has a hard time keeping up, I’m sure, with all the clients that we have, but he should at least know, like.

181 00:21:33.200 ⇒ 00:21:42.330 Hannah Wang: the systems that we have in linear, and different, teams and clients, and how it breaks down within Linear, so… Right.

182 00:21:42.550 ⇒ 00:21:51.949 Hannah Wang: If you want to, like, send a message to him in a channel, maybe… I don’t know which channel is the best, just CC me so I have visibility that…

183 00:21:51.950 ⇒ 00:22:00.120 Lisa Whall: Yeah, yeah, I’ll just… I guess I’ll just do it in the marketing channel and just… I mean, that is one that we could easily just…

184 00:22:00.230 ⇒ 00:22:02.399 Lisa Whall: say, I’m making stuff up.

185 00:22:02.610 ⇒ 00:22:08.429 Lisa Whall: We’re just… we’re gonna do… Two case studies a week.

186 00:22:08.430 ⇒ 00:22:09.330 Hannah Wang: Yeah.

187 00:22:09.700 ⇒ 00:22:16.450 Lisa Whall: get our backlog, you know, and just… I just always look at things compounding. We just do two a week.

188 00:22:16.930 ⇒ 00:22:19.420 Lisa Whall: And… You know?

189 00:22:19.590 ⇒ 00:22:23.569 Lisa Whall: 52 weeks, we… at 50 weeks, we’ve got 100 cases.

190 00:22:23.570 ⇒ 00:22:24.810 Hannah Wang: Good, yeah.

191 00:22:24.810 ⇒ 00:22:30.219 Lisa Whall: And they’re fresh, and we start from most recent and go back, right?

192 00:22:30.220 ⇒ 00:22:30.610 Hannah Wang: Hmm.

193 00:22:30.610 ⇒ 00:22:38.169 Lisa Whall: We’re probably doing some sexier work, you know, we’ll figure out the, you know, I don’t know, maybe I’m wrong.

194 00:22:38.170 ⇒ 00:22:39.989 Hannah Wang: Sure, it’s sexier.

195 00:22:39.990 ⇒ 00:22:44.180 Lisa Whall: You know, I just have seen, usually, the evolution of these types of companies, so it’s like…

196 00:22:44.180 ⇒ 00:22:44.760 Hannah Wang: Yeah.

197 00:22:44.760 ⇒ 00:22:55.099 Lisa Whall: you might not even want to go back in time to an extent, right? Like, 6 months ago, we might have been working on stuff we don’t do anymore, especially in this world, but okay, I think that that’s…

198 00:22:55.320 ⇒ 00:23:00.910 Lisa Whall: That’s a big one, and just… if we just make the commitment to the team that we’re gonna do two a week.

199 00:23:02.100 ⇒ 00:23:05.779 Lisa Whall: I think that’s reasonable. Do you feel like that’s reasonable?

200 00:23:05.780 ⇒ 00:23:09.370 Hannah Wang: Yeah, I think so. I’m trying to think, like.

201 00:23:09.910 ⇒ 00:23:19.149 Hannah Wang: I think two a week was what we agreed upon even last year, when we were kind of in the thick of case study generation.

202 00:23:19.520 ⇒ 00:23:38.479 Hannah Wang: maybe they’ll say that number is a little too low, because now that we have Cursor and all these, you know, cool AI things, it might be faster to crank out, but let’s just say 2 for now, and then let’s see how we handle it, because what usually happens is I’m kind of the one that

203 00:23:38.560 ⇒ 00:23:55.069 Hannah Wang: creates the copy for everything, because I work U.S. hours, and I’m a little bit closer to, like, what we… I just have a little bit more knowledge as to what we do. Anne is our other designer, but she works Manila time in the Philippines.

204 00:23:55.460 ⇒ 00:24:05.250 Hannah Wang: And so, I think it’s just harder for her to ask questions or to be more, like, integrated with what Brainforge does. So, what I do is I…

205 00:24:05.270 ⇒ 00:24:24.579 Hannah Wang: I spend a lot of time, like, coming up with a copy and making sure to, like, trim it down and stuff, and then I hand over the copy to her, and then she designs it. So, she… I… I do a lot less design now, like, I just hand it off to her, because I think go-to-market tasks for me is taking up a lot of time.

206 00:24:24.580 ⇒ 00:24:35.460 Lisa Whall: Tell me what else you’re working on. Yeah, so, yeah, tell me the full gamut, so I have… I don’t ever want to overwhelm, like, what are the other things that they have you doing?

207 00:24:36.980 ⇒ 00:24:46.390 Hannah Wang: So my official role is, like, content and engagement lead, so, that…

208 00:24:46.390 ⇒ 00:25:04.409 Hannah Wang: goes from, like, designing assets for LinkedIn posts, or, like, slide decks, or just whatever, any design need that we have, which is slowly being taken over by AI, which is good and bad, I guess, because then it’s like, what’s… what are Anne and I gonna do for design? But…

209 00:25:04.480 ⇒ 00:25:24.819 Hannah Wang: for some reason, we’re still kind of needed at this point, so that’s that. And then the engagement piece is, I’m kind of responsible for every LinkedIn post to make sure that there’s, like, a good CTA, like a call to action, so whether that be linking, like, a lead magnet that we create, or linking, like, a new case study.

210 00:25:24.820 ⇒ 00:25:26.750 Hannah Wang: And then making sure to track

211 00:25:26.750 ⇒ 00:25:31.400 Hannah Wang: How many people click on it, and just seeing, like, what…

212 00:25:31.400 ⇒ 00:25:41.589 Hannah Wang: assets are speaking to people and what people are clicking on, so if I share my screen,

213 00:25:42.760 ⇒ 00:25:46.739 Hannah Wang: If I can find it, let’s see… Okay.

214 00:25:46.940 ⇒ 00:25:48.050 Hannah Wang: So…

215 00:25:48.730 ⇒ 00:26:04.380 Hannah Wang: like, this is the platform, I’m sure you’ve looked at it before, and as you can see, like, we added… this is back when we were trying to more diligently track, like, how many hits we were getting, and aka, like, how many people click

216 00:26:04.400 ⇒ 00:26:09.430 Hannah Wang: On the link, if we, like, post the link to this case study on…

217 00:26:09.510 ⇒ 00:26:18.640 Hannah Wang: LinkedIn, for example, so, like, yeah, I’m kind of responsible for seeing, like, okay, which, which assets are…

218 00:26:18.830 ⇒ 00:26:28.700 Hannah Wang: like, doing well, per given week, and then I would track that in the WBR. Like, that’s kind of the engagement side of what

219 00:26:28.840 ⇒ 00:26:46.500 Hannah Wang: what I do, so… yeah, just lead magnets, or linking case studies, or decks, or any, like, video links, like, YouTube links, like, any of that, just trying to make sure that there’s a way for us to see if people are actually looking at it. So that’s kind of the…

220 00:26:46.580 ⇒ 00:26:52.189 Hannah Wang: engagement side. So that’s, like, my official job description.

221 00:26:53.040 ⇒ 00:26:53.960 Hannah Wang: I’m sorry?

222 00:26:53.960 ⇒ 00:26:55.430 Lisa Whall: Are you manually doing that?

223 00:26:55.800 ⇒ 00:27:11.089 Hannah Wang: No, this is… like, I asked the AI platform team to help me, like, this is all set up in Subabase, like, some technical database thing, and they, like, helped set up, weekly hits so that you can see, like.

224 00:27:11.090 ⇒ 00:27:17.340 Hannah Wang: This filter here, like, oh, for the week of the 9th, like, how many hits did certain…

225 00:27:17.400 ⇒ 00:27:25.129 Hannah Wang: case studies get. So, no, I don’t set it up, I just come up with an idea, and then I ask the AI team to help.

226 00:27:25.130 ⇒ 00:27:26.519 Lisa Whall: Oh, yeah, that’s cool.

227 00:27:26.520 ⇒ 00:27:39.829 Hannah Wang: I’m sure they have, like, a lot of feature requests, so, sometimes it takes a lot of time, and I think Utam is the one who kind of manages the priorities of certain tasks. So, like.

228 00:27:40.050 ⇒ 00:27:42.930 Hannah Wang: Related to my message about adding, like.

229 00:27:43.100 ⇒ 00:27:52.290 Hannah Wang: tools, like, tool filters, like, for example, I’m sure you’re trying to look for Snowflake, so maybe you clicked on Case Study, and you got all these case studies.

230 00:27:52.290 ⇒ 00:27:57.489 Lisa Whall: I don’t know where this, and I don’t know where this, this dashboard is, either.

231 00:27:57.490 ⇒ 00:28:01.020 Hannah Wang: Yeah, it’s, under Marketing Assets here.

232 00:28:01.210 ⇒ 00:28:03.670 Hannah Wang: So…

233 00:28:03.670 ⇒ 00:28:04.230 Lisa Whall: Got it.

234 00:28:04.230 ⇒ 00:28:15.929 Hannah Wang: Yeah, I… like, it’d be cool if we had, like, a tools filter, and it had, like, Snowflake, Omni, Mixpanel, Amplitude, and then it… every case study is linked to a certain tool, and then you could just filter.

235 00:28:15.930 ⇒ 00:28:17.290 Lisa Whall: Right, right.

236 00:28:17.520 ⇒ 00:28:33.049 Hannah Wang: So that’s, like, another feature request that I was thinking would be helpful for you, especially, just trying to find case studies, but in the meantime, you can just ask me, because I have all the designs in Figma, and I just, like, scroll through and look for the logo.

237 00:28:33.050 ⇒ 00:28:43.789 Lisa Whall: Yeah, that makes sense, I totally get that. So, this is so much, like… I’m a little overwhelmed, like, where do we start, right?

238 00:28:44.410 ⇒ 00:28:55.850 Lisa Whall: So there’s tools out there, I’m trying to think. Again, I know we want to build everything in the brain, and I appreciate that, but I also am a strong believer that we need to be

239 00:28:56.150 ⇒ 00:29:02.309 Lisa Whall: on other platforms besides LinkedIn. I think LinkedIn is… Still, I mean, I…

240 00:29:03.170 ⇒ 00:29:05.540 Lisa Whall: Vehently think that we should be on…

241 00:29:06.200 ⇒ 00:29:18.149 Lisa Whall: obviously YouTube, 100%, both shorts and longer educational content. I do believe that we should be on TikTok, I do believe that we should be on Instagram.

242 00:29:18.150 ⇒ 00:29:18.490 Hannah Wang: Mmm.

243 00:29:18.490 ⇒ 00:29:27.239 Lisa Whall: That’s where people are in their off hours. Like, I feel like no one really goes to LinkedIn anymore unless you need a job.

244 00:29:27.240 ⇒ 00:29:27.710 Hannah Wang: Yeah.

245 00:29:27.710 ⇒ 00:29:30.760 Lisa Whall: You know, I don’t feel like people…

246 00:29:30.870 ⇒ 00:29:36.330 Lisa Whall: The only thing that I want to really try… I mean, let’s keep doing, like, let’s not stop. I’m not trying to…

247 00:29:36.540 ⇒ 00:29:42.749 Lisa Whall: stop things, but I’m additive, right? I do believe that…

248 00:29:43.460 ⇒ 00:29:48.539 Lisa Whall: LinkedIn, if we did video on LinkedIn, we would have much better engagement.

249 00:29:48.790 ⇒ 00:29:50.379 Lisa Whall: Because no one’s really.

250 00:29:50.380 ⇒ 00:29:50.820 Hannah Wang: Totally.

251 00:29:50.820 ⇒ 00:29:54.080 Lisa Whall: video correctly on LinkedIn. Yeah.

252 00:29:59.210 ⇒ 00:30:02.599 Lisa Whall: So, this is great. Okay, so we have some shorts.

253 00:30:03.100 ⇒ 00:30:18.340 Hannah Wang: Yeah, so we did, like, when we had our content person working with us, that’s not Jaden, like, another person, like, we did… he worked with Ray to produce, like, shorts, so he would kind of think of, like, ideas.

254 00:30:18.440 ⇒ 00:30:23.799 Hannah Wang: On what we could create shorts for, and then use, like, meeting…

255 00:30:24.220 ⇒ 00:30:28.640 Hannah Wang: recordings, and just take snippets of Utama or Robert talking, or…

256 00:30:28.940 ⇒ 00:30:38.669 Hannah Wang: Yeah, so we, like, I think maybe we just didn’t have a good system, in place to make this, like, sustainable.

257 00:30:38.860 ⇒ 00:30:39.240 Lisa Whall: 8.

258 00:30:39.240 ⇒ 00:30:55.609 Hannah Wang: But yeah, we… at one point, we did, like, podcast-esque type videos, where we, like, interviewed people, and we uploaded that, and then we had, like, takeaways from that, so we would share that on LinkedIn, and then link to the video. Yeah.

259 00:30:55.610 ⇒ 00:31:06.870 Lisa Whall: That’s what I’m suggesting, by the way, is just do a podcast-like thing, once a week, 45 minutes. Either Uten and Robert can

260 00:31:07.400 ⇒ 00:31:12.729 Lisa Whall: you know, they can do every other week. I mean, I can do some, I wouldn’t mind doing some.

261 00:31:12.930 ⇒ 00:31:15.630 Lisa Whall: And then you just cut those up.

262 00:31:16.120 ⇒ 00:31:16.560 Hannah Wang: Yeah.

263 00:31:16.630 ⇒ 00:31:22.089 Lisa Whall: So you put the whole thing here, obviously, under videos, and then the shorts, you can push out.

264 00:31:22.260 ⇒ 00:31:26.820 Lisa Whall: to… LinkedIn, Insta, X.

265 00:31:26.820 ⇒ 00:31:28.020 Hannah Wang: TikTok, yeah.

266 00:31:28.360 ⇒ 00:31:29.130 Lisa Whall: TikTok.

267 00:31:29.130 ⇒ 00:31:30.220 Hannah Wang: Exactly.

268 00:31:30.220 ⇒ 00:31:37.090 Lisa Whall: And there’s… I think… Blotato is the one people are using now for that, so I’m gonna.

269 00:31:37.090 ⇒ 00:31:37.540 Hannah Wang: looking.

270 00:31:37.540 ⇒ 00:31:42.170 Lisa Whall: that. I was using repurposed.io, which is…

271 00:31:42.360 ⇒ 00:31:53.699 Lisa Whall: which works, but it doesn’t really capture the metrics. So, okay, this is really helpful, Hannah. I’m just trying to get my arms around. I do a thousand percent believe

272 00:31:53.810 ⇒ 00:32:00.840 Lisa Whall: And flooding the zone with content, but making it very systematic.

273 00:32:01.000 ⇒ 00:32:01.640 Hannah Wang: Yeah.

274 00:32:01.640 ⇒ 00:32:08.139 Lisa Whall: So that we’re not, like… we’re doing, like you said, 2 weeks at a time. Like, we’re…

275 00:32:08.380 ⇒ 00:32:10.550 Lisa Whall: It doesn’t have to be…

276 00:32:10.710 ⇒ 00:32:21.229 Lisa Whall: this huge… I mean, I finally, like, just on the TikTok stuff, dude, I was creating 12 pieces of content, filming myself every day.

277 00:32:22.050 ⇒ 00:32:26.180 Lisa Whall: I survived, because I had several channels I was trying to keep up.

278 00:32:26.520 ⇒ 00:32:29.969 Lisa Whall: I did at least 12. I don’t know how I did it.

279 00:32:30.270 ⇒ 00:32:30.690 Hannah Wang: Crazy.

280 00:32:30.690 ⇒ 00:32:31.929 Lisa Whall: for months.

281 00:32:32.380 ⇒ 00:32:35.609 Lisa Whall: And then I finally cloned myself,

282 00:32:36.320 ⇒ 00:32:48.340 Lisa Whall: So, and then, I mean, those videos are doing better than my original, so definitely working with Mickey on getting Utum, and if Robert wants to be cloned as well, and…

283 00:32:48.590 ⇒ 00:32:50.879 Lisa Whall: We can create, literally.

284 00:32:51.850 ⇒ 00:33:10.410 Lisa Whall: 100 pieces of content in a day. Not that we want them all to be necessarily a talking head avatar, because we’ll mix it up with different things, but I’m just saying that there, like, let’s look at everything from an AI systematic lens, so that we can just flood the zone with content. It…

285 00:33:11.450 ⇒ 00:33:17.580 Lisa Whall: It just… it works. I’m sorry, it works, and no one can tell me it doesn’t work. If I can sell…

286 00:33:18.450 ⇒ 00:33:24.689 Lisa Whall: books that… I’ve never been known as an author or anything, and I sold, like, 17 books on TikTok yesterday.

287 00:33:24.690 ⇒ 00:33:25.080 Hannah Wang: That’s…

288 00:33:25.080 ⇒ 00:33:29.749 Lisa Whall: Some huge number or anything, but… I’m nobody, you know?

289 00:33:30.220 ⇒ 00:33:38.570 Lisa Whall: and that I could get 2 million views, and views are a vanity. Like, we obviously have to measure, like you’re doing right now, like.

290 00:33:38.970 ⇒ 00:33:46.540 Lisa Whall: did this bring leads in? We’re here to generate leads. In the end, that’s another thing. I’m a huge… from a marketing perspective.

291 00:33:47.890 ⇒ 00:33:50.499 Lisa Whall: What is generating leads, like?

292 00:33:50.660 ⇒ 00:33:53.869 Lisa Whall: and triple down on that. We’re here to close business.

293 00:33:54.250 ⇒ 00:33:59.949 Lisa Whall: Yes, we’re building a brand and doing all those things, but our number one thing’s lead generation, right?

294 00:33:59.950 ⇒ 00:34:00.730 Hannah Wang: Right.

295 00:34:00.730 ⇒ 00:34:06.259 Lisa Whall: So… That’s just… but you have to try a lot of different things.

296 00:34:06.540 ⇒ 00:34:09.019 Lisa Whall: In order to figure it out, you know?

297 00:34:10.810 ⇒ 00:34:28.070 Hannah Wang: Totally, yeah. And, I mean, Ray is, like, our main editor. I think Mickey’s kind of the strategist editor vibe person, but, like, Ray does a great job with these shorts, like, I think… But we had a medical clinic that was like, hey, I want you to take…

298 00:34:28.070 ⇒ 00:34:33.819 Hannah Wang: Okay, I mean, you could take a look at them if you want in your free time, but,

299 00:34:33.960 ⇒ 00:34:44.869 Hannah Wang: yeah, like, we… I do think we have enough manpower with Ray plus AI, I think we should be able to generate… and Mickey, too, I’m sure he does editing, like…

300 00:34:44.870 ⇒ 00:34:58.490 Hannah Wang: we should be able to create a ton of shorts and videos. I think just back then, when we started this, because you can see it’s, like, 6-7 months ago, that’s when it was just me

301 00:34:58.510 ⇒ 00:35:04.800 Hannah Wang: our previous content person and Ray, and we didn’t have, like, Cursor, we didn’t have that giant brain.

302 00:35:04.800 ⇒ 00:35:05.230 Lisa Whall: Right.

303 00:35:05.230 ⇒ 00:35:11.250 Hannah Wang: Right. So now that we do that, I do think revisiting it would be worth a shot.

304 00:35:11.560 ⇒ 00:35:29.030 Hannah Wang: And, like, I… I want to spend more time in this world, like, I… frankly… because the other stuff that I do, I think while we were trying to fill in, like, shoes for partnerships and go to market, like, I… a lot of my time actually goes to, like.

305 00:35:29.460 ⇒ 00:35:37.020 Hannah Wang: nurturing leads, which I don’t really enjoy doing, so this is, like, the other stuff that I do in the…

306 00:35:37.020 ⇒ 00:35:38.729 Lisa Whall: Yeah, keep going. I love this.

307 00:35:38.730 ⇒ 00:35:47.280 Hannah Wang: Yeah, so, like, this is probably, like, 70% of my time, like, just…

308 00:35:47.630 ⇒ 00:36:08.110 Hannah Wang: trying to… and this is where, Artie and Miranda came in to kind of help alleviate all of this from me, and you coming in, like, I was doing partnership work last July, like, I didn’t know what I was doing, but they’re like, oh, can you help out? I was like, sure. But now that you came in, like, it definitely helps a lot, so I’m hoping that with Artie and Miranda here, like, I…

309 00:36:08.400 ⇒ 00:36:12.699 Hannah Wang: Don’t have to, like, spend all my time doing this, like…

310 00:36:12.910 ⇒ 00:36:19.519 Hannah Wang: Because, like, for example, this is, like, something… a message that Robert sent. He’s like, oh, can you…

311 00:36:19.620 ⇒ 00:36:29.029 Hannah Wang: find all of our agency lead deals in HubSpot, and then get the leads from there, and basically,

312 00:36:29.030 ⇒ 00:36:41.820 Hannah Wang: like, send an email blast, make sure to add, like, a personalized note to each lead, and then, like, tweak the messaging for each lead. It just takes me so long, I don’t know if I’m doing it wrong.

313 00:36:41.820 ⇒ 00:36:50.950 Hannah Wang: But I’m also, like, a perfectionist, so it just takes me so long, and this is what I spend most of my time doing.

314 00:36:50.950 ⇒ 00:36:53.249 Lisa Whall: figure out how to automate this, for sure, and there are ways.

315 00:36:53.250 ⇒ 00:37:12.050 Hannah Wang: Exactly. Yeah, and I know Miranda’s working on that, like, if you look at her, like, handoff message in one of the channels, like, she is working on creating, like, basically a copy generator and, like, moving all this into HubSpot and using HubSpot sequences, but…

316 00:37:12.050 ⇒ 00:37:19.099 Hannah Wang: Yeah, like, before that kind of manpower was here, like, I was just trying to do this manually, and…

317 00:37:19.100 ⇒ 00:37:22.989 Lisa Whall: It was a pain in the butt. It’s causing me anxiety, like, my hands.

318 00:37:23.070 ⇒ 00:37:40.650 Lisa Whall: When you’re doing stuff like this manually, it is… this is the stuff I’m talking about, like, that just… it makes you not even want to show up, because it’s… you’re… like, you know you can do it better somehow, but you don’t have time to figure it out, so you’re just keep doing.

319 00:37:40.650 ⇒ 00:37:41.340 Hannah Wang: Yeah.

320 00:37:41.340 ⇒ 00:37:44.400 Lisa Whall: way, and it’s, like, it’s insane.

321 00:37:44.400 ⇒ 00:37:55.369 Hannah Wang: I mean, the hardest part for me, honestly, is trying to nurture the leads, and, like, talk like Robert, and… like, obviously, I don’t have all the contacts he does.

322 00:37:55.590 ⇒ 00:37:56.030 Lisa Whall: Right.

323 00:37:56.030 ⇒ 00:38:15.319 Hannah Wang: I feel like I tried to use AI to help me with message generation in the past, but it sounded so sloppy. So I’m just, like, racking my brain, trying to, like, research all these leads, and seeing how I can, like, connect them to the… whatever’s relevant in Robert’s life right now, and the conferences he goes to, so, like…

324 00:38:15.340 ⇒ 00:38:23.260 Hannah Wang: Yeah, it’s just, yeah, hopefully Miranda can… whatever she’s building can help with that, but…

325 00:38:23.500 ⇒ 00:38:31.189 Hannah Wang: yeah, nurturing leads is honestly what’s taking up a lot of my time, and I’m, like, scared to do it, because this is Robert’s account, and I don’.

326 00:38:31.190 ⇒ 00:38:31.629 Lisa Whall: Oh my god.

327 00:38:31.630 ⇒ 00:38:36.539 Hannah Wang: And, like, speak on his behalf. If it was my account, I’d, like, send out so many messages, but…

328 00:38:36.540 ⇒ 00:38:41.970 Lisa Whall: Right, right, totally get that. Yeah, let’s go through some of these. This is really interesting to me.

329 00:38:41.970 ⇒ 00:38:42.390 Hannah Wang: Yeah.

330 00:38:42.390 ⇒ 00:38:43.690 Lisa Whall: By the way, this is, like…

331 00:38:44.180 ⇒ 00:38:53.480 Lisa Whall: all of this stuff, we’re gonna automate. We’ll figure it out together, because all of this stuff can be automated, so we can do it. I know we can do it. It’s just…

332 00:38:53.830 ⇒ 00:38:55.510 Lisa Whall: One thing at a time, right?

333 00:38:56.360 ⇒ 00:39:06.760 Hannah Wang: Yeah, I can kind of show you. So this is our campaign tracker. So basically, the strategy behind this is we’ve noticed that we get a lot of

334 00:39:06.860 ⇒ 00:39:22.229 Hannah Wang: lot more, like, engagement and connection request accepts when we associate a message with, like, a conference that someone is going to. So, for example, and that conference, like, I… we can target conferences that we are actually going to, or…

335 00:39:22.230 ⇒ 00:39:31.360 Hannah Wang: Even if we don’t go to them, if we know that a lot of our ICP is going to that conference, we’ll… we’ll target that conference. So…

336 00:39:31.360 ⇒ 00:39:41.229 Hannah Wang: I know MarTech is something, like, Zoron is a Martech wizard, and so we’re trying to get more Martech leads, so,

337 00:39:41.230 ⇒ 00:40:00.369 Hannah Wang: like, I know Robert was in Boston last week, and he was… he went to this conference, and then Martech Day was yesterday. Basically, two Martech wizards came together and hosted, like, a webinar about the future of Martech. So, Robert was like, okay, take both of these events,

338 00:40:00.370 ⇒ 00:40:03.470 Hannah Wang: This is where we can obviously automate, too, but…

339 00:40:03.470 ⇒ 00:40:20.320 Hannah Wang: I just haven’t found a good way to scrape LinkedIn, but, like, obviously we don’t have an attendee list for all of these conferences, especially if we’re not going to them, so what I also spend a lot of my time doing is literally looking up, like, hashtag MarTech Day, and then seeing, like.

340 00:40:20.320 ⇒ 00:40:24.489 Hannah Wang: Who posts about it, or who, like, comments on people’s…

341 00:40:24.550 ⇒ 00:40:36.790 Hannah Wang: stuff, and then I, like, track them down manually, and then I add them to a lead list. So for example, MarTech Day over here. So I just, like.

342 00:40:36.790 ⇒ 00:40:53.990 Hannah Wang: track them down, I try to figure out what their role is, and then I try to lightly qualify, and then I basically… if this lead list was a lot longer, I would use HeyReach, which is our, outbound… LinkedIn outbound automator.

343 00:40:54.330 ⇒ 00:40:57.510 Lisa Whall: Got it, so you’re using… what is it called again? The rubber magic shirt.

344 00:40:57.960 ⇒ 00:41:00.330 Lisa Whall: Hey, Rach, okay, I don’t know that one yet.

345 00:41:00.330 ⇒ 00:41:08.470 Hannah Wang: Yeah, so HeyReach, you just, like, dump all your leads into a campaign, and it just… you set up, like, a campaign.

346 00:41:08.470 ⇒ 00:41:08.870 Lisa Whall: Okay.

347 00:41:08.870 ⇒ 00:41:18.100 Hannah Wang: messaging and everything, but because there aren’t that many, like, I just manually do it. So, for example, with, like, Jason, Howie…

348 00:41:18.360 ⇒ 00:41:21.120 Hannah Wang: If we go to his…

349 00:41:21.620 ⇒ 00:41:32.259 Hannah Wang: the LinkedIn account, I think he accepted our connection request. So, you can see, like, I manually did this. I was like, hey, saw you’ll be tuning in to MarTech Day.

350 00:41:32.260 ⇒ 00:41:45.060 Hannah Wang: like, would love to connect, and blah blah blah. So he, like, connected our connection… he accepted our connection request, and my job after this is to nurture this person, and as you can see, it’s been hard for me, because it’s been…

351 00:41:45.060 ⇒ 00:41:52.429 Hannah Wang: Two days, more than that. And, like, I just don’t know, like, How to, like…

352 00:41:52.810 ⇒ 00:41:57.680 Hannah Wang: further the conversation, because I’m not, like, in the weeds with all the technical stuff.

353 00:41:58.600 ⇒ 00:42:00.060 Lisa Whall: Right, right.

354 00:42:00.060 ⇒ 00:42:01.690 Hannah Wang: So anyway, yeah, so…

355 00:42:01.690 ⇒ 00:42:08.270 Lisa Whall: Is this working? Like, are we getting not… are we getting… Closing deals off of this?

356 00:42:08.600 ⇒ 00:42:09.740 Hannah Wang: Is it…

357 00:42:09.870 ⇒ 00:42:14.640 Lisa Whall: Super effing manual, like… kind of…

358 00:42:15.710 ⇒ 00:42:20.800 Lisa Whall: like, my hands are numb. Like, that’s when I know I’m… like, I’m just…

359 00:42:22.540 ⇒ 00:42:26.920 Lisa Whall: wow, like, this is not very systematic.

360 00:42:26.920 ⇒ 00:42:36.369 Hannah Wang: I mean, that’s where Miranda is coming in and trying to help, like, build systems and stuff, because Robert does understand it’s, like, super manual, it’s not easy for me.

361 00:42:36.370 ⇒ 00:42:37.179 Lisa Whall: Of course, of course.

362 00:42:37.180 ⇒ 00:42:48.240 Hannah Wang: So, to answer your question broadly, in terms of, like, just nurturing leads, sometimes it works. Like, you can see all the messages here, like, this is all…

363 00:42:48.400 ⇒ 00:42:57.940 Hannah Wang: in response to something that Robert sent. So he’s… he’s super good, like, I… I didn’t do any of this. He’s the one that did it. He’s like, oh, I’d love to connect, like…

364 00:42:57.940 ⇒ 00:43:08.810 Hannah Wang: I run a blah blah blah, also saw you, like, some personalized note thing, and then they, like, book meetings. Like, because that’s the ultimate goal with marketing leads, is to book meetings with.

365 00:43:08.810 ⇒ 00:43:10.190 Lisa Whall: Oh, 100%.

366 00:43:10.190 ⇒ 00:43:28.159 Hannah Wang: And he’s so good at it. Like, it works. And so, I’m sure he’s frustrated, because it’s like, why can’t other people do this, too? And that’s what I’m trying to do, is just, like, get meetings booked with leads. So, in an ideal world with this lead, for example, like, if we want to

367 00:43:28.160 ⇒ 00:43:34.950 Hannah Wang: turn them into a sales-qualified lead. I’d be like, hey, like, would love to hear…

368 00:43:34.950 ⇒ 00:43:52.289 Hannah Wang: I kind of already tried this, but at Artera, where he works, like, I want to hear more about what you’re seeing in the MarTech world. Would you… would you be down for a coffee chat? Here’s my booking link. And then ideally, Jason would be like, yeah, and then he’d book a meeting, and then that’d be a win for us.

369 00:43:52.300 ⇒ 00:43:56.809 Hannah Wang: Cause, like, Robert is doing that, like.

370 00:43:56.860 ⇒ 00:44:09.109 Hannah Wang: Yeah, you can see here, like, he went to a merger and acquisition kind of boot camp thing, and then he, like, followed up with these people, and he, like, got a meeting booked!

371 00:44:09.290 ⇒ 00:44:18.099 Hannah Wang: So yeah, it does work, but it works well when Robert does it, when other people try, not as much. So yeah.

372 00:44:18.470 ⇒ 00:44:24.099 Hannah Wang: Long answer short, it does work, but there’s a caveat. There’s caveats to it.

373 00:44:24.270 ⇒ 00:44:25.990 Lisa Whall: Are they converting to sales?

374 00:44:26.320 ⇒ 00:44:36.400 Hannah Wang: Sometimes they do, but I think we just don’t have enough evidence yet, because we’re not getting a lot of

375 00:44:36.600 ⇒ 00:44:43.889 Hannah Wang: what we call marketing qualified leads, like, it’s just hard to get them, so we can’t really see, like.

376 00:44:44.010 ⇒ 00:44:54.420 Hannah Wang: the numbers, like, clearly, because we haven’t had a consistent income stream of MQLs, because we all… I suck at nurturing, and Robert doesn’t have time.

377 00:44:54.420 ⇒ 00:44:56.280 Lisa Whall: You don’t suck at nurturing, by the way.

378 00:44:57.000 ⇒ 00:45:09.250 Lisa Whall: This is not… Everybody… then everybody sucks at nurturing, because this is not… sustainable. This is not… We…

379 00:45:10.440 ⇒ 00:45:11.290 Hannah Wang: It’s hard.

380 00:45:11.290 ⇒ 00:45:20.620 Lisa Whall: And they… I mean… Getting a meeting… without having…

381 00:45:25.160 ⇒ 00:45:35.260 Lisa Whall: I don’t even know how to say this, but… I feel like… were… Really shotgunning here.

382 00:45:35.960 ⇒ 00:45:42.070 Lisa Whall: And again, meeting people, like, that’s important. Like, I’m not saying that that’s… I’m just…

383 00:45:43.600 ⇒ 00:45:48.509 Lisa Whall: I don’t know. I… I… this is… this is not sustainable. Look, that I know.

384 00:45:48.510 ⇒ 00:45:50.379 Hannah Wang: It’s… it’s hard, yeah.

385 00:45:50.500 ⇒ 00:45:58.519 Hannah Wang: Yeah, so, like, you know, in our WVR, there is, like, a, metric for…

386 00:45:58.780 ⇒ 00:46:05.139 Hannah Wang: MQL to SQL conversion, right here. So…

387 00:46:05.230 ⇒ 00:46:22.529 Hannah Wang: like, the problem that we were having before is that we weren’t having enough MQLs in our pipeline, or it was very inconsistent, but now that I’m running… I’m trying to, like, run those campaigns for events, and then Robert is also, like, going all out with reaching out to people, it’s been, like.

388 00:46:22.880 ⇒ 00:46:27.000 Hannah Wang: somewhat… study, I guess, since, like, 2.

389 00:46:27.000 ⇒ 00:46:31.999 Lisa Whall: I know that’s… this is good, this is good. So it is working.

390 00:46:32.290 ⇒ 00:46:40.499 Hannah Wang: In terms of, like, getting MQLs, yes, it’s working, but the conversion to SQLs is another story, because I think that’s the next part of the…

391 00:46:40.500 ⇒ 00:46:41.240 Lisa Whall: Right.

392 00:46:41.240 ⇒ 00:46:47.840 Hannah Wang: the… The bridge that we have to work on is, like, how, okay, like, how can we get good…

393 00:46:48.170 ⇒ 00:46:53.490 Hannah Wang: MQLs, how can we nurture them so that they do become SQLs? So…

394 00:46:53.490 ⇒ 00:46:54.060 Lisa Whall: Right.

395 00:46:54.060 ⇒ 00:47:06.259 Hannah Wang: slow… slow ramp up, like, since the beginning of the year, just trying to get our engagement up, and then get our, like, yeah, MQLs up, and everything, so…

396 00:47:06.370 ⇒ 00:47:11.780 Hannah Wang: Anyway, that’s like, yeah, 80% of what I do is the go-to-market side, and I’m like…

397 00:47:11.810 ⇒ 00:47:14.029 Lisa Whall: Let’s figure out how we can…

398 00:47:16.180 ⇒ 00:47:18.420 Lisa Whall: We… how we can automate this, at least.

399 00:47:18.930 ⇒ 00:47:23.309 Lisa Whall: Yeah, I mean, that’s just… We’ll never grow if we…

400 00:47:23.440 ⇒ 00:47:25.919 Lisa Whall: And you’re gonna get burned out of doing it.

401 00:47:27.010 ⇒ 00:47:28.680 Lisa Whall: Or we get… or…

402 00:47:29.700 ⇒ 00:47:38.339 Lisa Whall: Yeah, but see, that’s not gonna work. No, forget it. I was gonna say get a virtual assistant to do it, but then we’re gonna just have it be AI-ish, and then…

403 00:47:38.340 ⇒ 00:47:38.740 Hannah Wang: Yeah.

404 00:47:38.740 ⇒ 00:47:43.939 Lisa Whall: repeat the purpose, so that’s not gonna work either. Can I ask you something that…

405 00:47:44.310 ⇒ 00:47:44.800 Hannah Wang: Yeah.

406 00:47:46.470 ⇒ 00:47:55.040 Lisa Whall: This, by the way, this is super helpful, and I do love the grit of what we’re doing here. I’m not saying it’s bad at all, like, I think it’s awesome that

407 00:47:55.410 ⇒ 00:48:00.199 Lisa Whall: Robert’s able to convert these to meetings, I really am appreciative of

408 00:48:00.800 ⇒ 00:48:04.110 Lisa Whall: this determination and love it. It’s just…

409 00:48:04.500 ⇒ 00:48:10.580 Lisa Whall: who really is our ICP? I need to really talk to, you know, Robert about this, like.

410 00:48:11.310 ⇒ 00:48:14.549 Lisa Whall: I’m a little lost there, like…

411 00:48:14.880 ⇒ 00:48:16.570 Hannah Wang: Have you asked Cursor?

412 00:48:17.080 ⇒ 00:48:18.830 Lisa Whall: I can ask her, sir, I will ask.

413 00:48:18.830 ⇒ 00:48:25.519 Hannah Wang: cursor should have… or it might be a little bit outdated, because I know RD is working on, kind of.

414 00:48:25.700 ⇒ 00:48:39.210 Hannah Wang: refining and fine-tuning our ICP. But if you ask Cursor, like, all of that information should be there. So if you just ask, like, oh, who is our… who is Brainforger’s ICP, and then who is our ideal account.

415 00:48:39.430 ⇒ 00:48:42.629 Hannah Wang: Or company, like, demographic.

416 00:48:42.900 ⇒ 00:48:48.530 Hannah Wang: It might be outdated, but it should be there, so that might be helpful for you to look at.

417 00:48:48.530 ⇒ 00:48:52.480 Lisa Whall: I’m not putting you on the spot. I don’t mean it like, who do you think it is?

418 00:48:53.150 ⇒ 00:48:55.160 Hannah Wang: Oh boy, I have not…

419 00:48:55.160 ⇒ 00:48:56.799 Lisa Whall: And I’m not putting you on the spot, but…

420 00:48:56.800 ⇒ 00:48:57.609 Hannah Wang: Yeah, yeah.

421 00:48:57.610 ⇒ 00:48:59.559 Lisa Whall: It’s not… that’s not my intent.

422 00:48:59.750 ⇒ 00:49:00.240 Hannah Wang: Yeah.

423 00:49:00.240 ⇒ 00:49:09.319 Lisa Whall: I’m… But just having that helps us do lead nurture. Like, I… I hear legal, I hear.

424 00:49:09.320 ⇒ 00:49:09.770 Hannah Wang: Agents.

425 00:49:11.810 ⇒ 00:49:17.820 Lisa Whall: I hear getting away from… Consumer good… like, these are all these nuggets that I’ve gotten.

426 00:49:17.820 ⇒ 00:49:18.360 Hannah Wang: Yeah.

427 00:49:18.360 ⇒ 00:49:22.760 Lisa Whall: And again, I need to ask these questions. I’m just trying to…

428 00:49:23.580 ⇒ 00:49:25.280 Lisa Whall: You know, get my arms around everything.

429 00:49:25.280 ⇒ 00:49:32.890 Hannah Wang: Yeah, I… so I know agency is not our main ICP, but Robert did mention

430 00:49:32.900 ⇒ 00:49:52.120 Hannah Wang: after our go-to-market, or the kickoff meeting, like, agency shouldn’t be our main ICP, but they are interesting to go after, because we’re… I think we’re looking to do an acquisition. So basically, like, with a smaller agency, we want to, like, buy them and then get their clients.

431 00:49:52.120 ⇒ 00:49:59.460 Lisa Whall: Okay, okay, that’s… see, that’s super helpful, because I’m like, this doesn’t make sense to me, so thank you for that, that makes sense.

432 00:49:59.460 ⇒ 00:50:11.959 Hannah Wang: Yeah, so there’s that, and then also agencies, if they’re big enough, even if we can’t sell to them, we can partner with them. So that’s where, like, the partnership angle comes in for agencies.

433 00:50:11.960 ⇒ 00:50:15.510 Lisa Whall: That part, I… that part I understand, I just…

434 00:50:16.460 ⇒ 00:50:20.109 Lisa Whall: I guess, and this is just, you know, kind of me.

435 00:50:20.460 ⇒ 00:50:26.109 Lisa Whall: I’m a big game hunter, so I have, like, really large clients that I can…

436 00:50:26.110 ⇒ 00:50:26.680 Hannah Wang: Sam.

437 00:50:26.680 ⇒ 00:50:31.920 Lisa Whall: forever, so that’s… that’s my ICP, whether it’s…

438 00:50:31.920 ⇒ 00:50:33.030 Hannah Wang: Enterprise!

439 00:50:33.030 ⇒ 00:50:35.740 Lisa Whall: Enterprise, baby! Enterprise!

440 00:50:35.740 ⇒ 00:50:36.400 Hannah Wang: Yeah.

441 00:50:36.400 ⇒ 00:50:39.370 Lisa Whall: and just don’t leave. I mean…

442 00:50:39.370 ⇒ 00:50:58.919 Hannah Wang: I mean, yeah, we… enterprise accounts, they are… we are trying to go after bigger clients, instead of just, like, multiple smaller clients, so I know we’re trying to break into the enterprise world, which is why, like, Google and Amazon and AWS, like, all those partnerships are helpful, so that’s definitely one of our account fits.

443 00:50:58.970 ⇒ 00:51:13.820 Hannah Wang: Legal, I think we’ve been trying to break into that vertical for a long time. It’s just been hard to do. Same with insurance. So that’s why, like, with one of our previous partners with Contextual, like, those were the two

444 00:51:14.140 ⇒ 00:51:27.220 Hannah Wang: Oh, not previous, they’re still our partner, but not Gold Tier, but we’re trying to work with them to break into legal and insurance and real estate, I think, were the three areas.

445 00:51:27.290 ⇒ 00:51:35.259 Hannah Wang: It’s just been hard to, like, get our foot in the door. But what we’ve had success with before are, like, CPG brand.

446 00:51:35.590 ⇒ 00:51:45.450 Hannah Wang: like, home services, like, ABC is one of our long-standing clients, they’re like a… yeah, home services.

447 00:51:45.850 ⇒ 00:51:48.990 Hannah Wang: Company.

448 00:51:50.460 ⇒ 00:51:53.190 Lisa Whall: I heard that we’re trying to get away from,

449 00:51:55.670 ⇒ 00:52:01.950 Lisa Whall: Isn’t that funny how sometimes your brain, this goes, like, CPG. I’ve…

450 00:52:01.950 ⇒ 00:52:02.849 Hannah Wang: Oh, okay.

451 00:52:02.850 ⇒ 00:52:13.480 Lisa Whall: Don’t quote me on that, I just kind of have heard kind of rumblings, like, and I just don’t understand why we would, given the… what I’ve seen, the success that we’ve had, but maybe I misunderstood.

452 00:52:14.570 ⇒ 00:52:18.899 Hannah Wang: Yeah, I’m not… again, my information might be kind of outdated.

453 00:52:18.900 ⇒ 00:52:27.539 Lisa Whall: Oh, yeah, no, and I’m not… I’m just trying to… you’re just helping me get my feet underneath. I’m not gonna quote you on anything or anything like that, and I will definitely check her, sir.

454 00:52:27.540 ⇒ 00:52:28.020 Hannah Wang: Totally.

455 00:52:28.020 ⇒ 00:52:29.560 Lisa Whall: Greatly by dissed him.

456 00:52:31.030 ⇒ 00:52:45.499 Hannah Wang: That’s interesting, yeah. I wonder why, because, like, Element, Honey Stinger, like, all of those companies are CPG brands, so that’s interesting. I know we worked with some SaaS companies, like, Default is a SaaS,

457 00:52:45.730 ⇒ 00:52:55.399 Hannah Wang: Company, what, like, StackBlitz, I think, was another past client that was SaaS. So I think…

458 00:52:55.710 ⇒ 00:53:00.910 Hannah Wang: yeah, B2B SaaS, trying to think…

459 00:53:03.270 ⇒ 00:53:17.649 Hannah Wang: Yeah, those are the ones that I can think of off the top of my head. But, like, within those realms, obviously the account demographic, like, yeah, the larger, I think, the better, so that we can get bigger and longer deals.

460 00:53:17.650 ⇒ 00:53:18.370 Lisa Whall: Exactly.

461 00:53:18.750 ⇒ 00:53:21.829 Hannah Wang: So, that’s my understanding of our ICP, and then…

462 00:53:21.830 ⇒ 00:53:23.630 Lisa Whall: Oh, that’s super helpful, because that…

463 00:53:23.630 ⇒ 00:53:24.200 Hannah Wang: Yeah.

464 00:53:24.200 ⇒ 00:53:32.879 Lisa Whall: Thank you. And again, I won’t quote you on this, I was just curious, because I think we all, at some point as a company, should be pretty clear on that.

465 00:53:33.060 ⇒ 00:53:41.540 Hannah Wang: Yeah, that was, like, a hard part when cursor wasn’t a thing. It’s like, oh, where can I, like, find information about our ICP.

466 00:53:41.960 ⇒ 00:53:45.559 Lisa Whall: That’s why I was like, wait, checkers or Lisa, do not ask for people?

467 00:53:45.750 ⇒ 00:53:53.700 Hannah Wang: That’s like a muscle that has to be trained, though, because my tendency is to ask people, but now I resort to asking AI.

468 00:53:53.700 ⇒ 00:53:57.649 Lisa Whall: Yeah, same, same, same. I’m like, wait, don’t, don’t break the rules so early.

469 00:53:59.060 ⇒ 00:54:09.589 Hannah Wang: And then I guess another, like, ICP-ish, or I know, like, yeah, Martech, like, marketing technology, that’s, like, another…

470 00:54:09.750 ⇒ 00:54:20.230 Hannah Wang: obviously big push, because, like, Robert went into a bunch of MarTech stuff, but, again, like, Zoran is a MarTech wizard, so I think we did build, like…

471 00:54:20.610 ⇒ 00:54:28.600 Hannah Wang: service around MarTech, so I think that’s where we’re trying to go after these, like, big… bigger MarTech companies.

472 00:54:29.050 ⇒ 00:54:35.579 Hannah Wang: So, that’s not necessarily, like, a vertical, it’s just more… I’m sure there’s, like, marketers

473 00:54:36.170 ⇒ 00:54:40.709 Hannah Wang: Like, in every type of vertical, so it’s just, like, going after…

474 00:54:40.980 ⇒ 00:54:45.879 Hannah Wang: like, a MarTech specialist, or, like, a marketing tech.

475 00:54:45.990 ⇒ 00:54:53.739 Hannah Wang: role within a certain company, and, like, pitching to them, and seeing if their company needs, like, Martech help.

476 00:54:53.740 ⇒ 00:55:00.059 Lisa Whall: Why aren’t we using that? Are we… am I asking a dumb question?

477 00:55:00.060 ⇒ 00:55:01.419 Hannah Wang: What was your question? Sorry.

478 00:55:01.420 ⇒ 00:55:08.970 Lisa Whall: Why… if… if we have a MarTech expert, Why aren’t we… Why are we.

479 00:55:08.970 ⇒ 00:55:10.140 Hannah Wang: struggling.

480 00:55:10.140 ⇒ 00:55:12.689 Lisa Whall: I mean, I think that’s a fair question, right?

481 00:55:13.350 ⇒ 00:55:19.750 Hannah Wang: Do I even know what Martech is? Now I’m, like, questioning myself. What is Martech softwares?

482 00:55:19.960 ⇒ 00:55:20.600 Lisa Whall: Yeah.

483 00:55:20.770 ⇒ 00:55:23.470 Hannah Wang: Oh, like CRM, email marketing.

484 00:55:23.470 ⇒ 00:55:30.160 Lisa Whall: Yeah, like… If we have somebody that’s really good at this, can they help us?

485 00:55:30.160 ⇒ 00:55:39.780 Hannah Wang: Maybe. I don’t really know what Zoran knows and doesn’t, I just know he does Martech something. It might be analytics, it might be something else, but…

486 00:55:39.780 ⇒ 00:55:40.619 Lisa Whall: Yeah, I’ll talk.

487 00:55:40.620 ⇒ 00:55:41.439 Hannah Wang: That’s a good question.

488 00:55:41.440 ⇒ 00:55:42.940 Lisa Whall: curious, I’m like…

489 00:55:43.780 ⇒ 00:55:50.120 Lisa Whall: we don’t seem to be using it for ourselves. I don’t really like that. I really would.

490 00:55:50.120 ⇒ 00:55:54.629 Hannah Wang: Yeah, I mean, maybe he’s, like, stretched with, like, client capacity.

491 00:55:54.630 ⇒ 00:56:00.339 Lisa Whall: Oh, yeah, I totally get that, but maybe he can at least, like, point us in a direction or something, you know?

492 00:56:00.340 ⇒ 00:56:01.080 Hannah Wang: Yeah.

493 00:56:01.080 ⇒ 00:56:08.569 Lisa Whall: If we’re out telling people… I’m always a drink-your-own-champagne person, especially like ours, so it’s like…

494 00:56:09.220 ⇒ 00:56:12.840 Lisa Whall: Then we should have a really good story, even if it’s kind of made up.

495 00:56:13.390 ⇒ 00:56:16.039 Lisa Whall: It’s true. Yeah.

496 00:56:16.210 ⇒ 00:56:32.700 Hannah Wang: Oh, that reminded me, another vertical that we had success with before is health. So telehealth, or, yeah, just any health kind of related company, so Eden, Ellie Mental Health, those types of clients.

497 00:56:32.950 ⇒ 00:56:41.999 Hannah Wang: Eden is a big client of ours, and we’ve been working with them for a long time, so they’re a health company. So health is another ICP.

498 00:56:42.160 ⇒ 00:56:48.869 Hannah Wang: kind of vertical that we… I think we are still going after, if I’m not mistaken.

499 00:56:48.870 ⇒ 00:56:50.789 Lisa Whall: I think health is still on the radar, yeah.

500 00:56:50.790 ⇒ 00:56:51.390 Hannah Wang: Yeah.

501 00:56:51.830 ⇒ 00:56:56.030 Lisa Whall: like, again, I’m asking, like, probably dumb questions, but…

502 00:56:56.030 ⇒ 00:56:56.710 Hannah Wang: No, no.

503 00:56:56.790 ⇒ 00:57:05.680 Lisa Whall: With Eden, okay, that sounds like, from all accounts, I think we just signed something else with them. Like, we’re doing a good job at Eden from…

504 00:57:06.030 ⇒ 00:57:08.230 Lisa Whall: all that I’ve heard is, I mean…

505 00:57:08.570 ⇒ 00:57:10.660 Hannah Wang: I think so. So…

506 00:57:10.700 ⇒ 00:57:17.430 Lisa Whall: From an ICP perspective, why don’t we go and… see other… companies

507 00:57:17.980 ⇒ 00:57:21.890 Lisa Whall: similar to Eden, even use Eden as a reference.

508 00:57:22.770 ⇒ 00:57:24.869 Hannah Wang: Yeah, yeah, yeah, so I think…

509 00:57:25.330 ⇒ 00:57:31.780 Lisa Whall: that’s how my brain works, like, I’m low-hanging fruit, and I feel like what we’re doing here with conferences, like.

510 00:57:31.950 ⇒ 00:57:36.040 Lisa Whall: Okay, you’re attending Martac Day, so let’s just go through this as an example.

511 00:57:36.210 ⇒ 00:57:36.769 Hannah Wang: Huh.

512 00:57:36.770 ⇒ 00:57:37.640 Lisa Whall: And…

513 00:57:38.240 ⇒ 00:57:44.380 Lisa Whall: We don’t even know if they’re… so we’re setting up meetings with people that we don’t even know are…

514 00:57:44.770 ⇒ 00:57:50.540 Lisa Whall: Title, like… Right. Oh, we’ve got a… do we have a login to Clay?

515 00:57:52.010 ⇒ 00:57:54.570 Hannah Wang: I don’t… I’m not…

516 00:57:54.570 ⇒ 00:57:59.119 Lisa Whall: Oh, okay, sorry, I just saw Clay. I’m like, wait, I’ve heard of Clay, I want to try it, but…

517 00:57:59.120 ⇒ 00:58:02.929 Hannah Wang: Oh, I just wanted to share, so we did do…

518 00:58:03.290 ⇒ 00:58:08.290 Hannah Wang: a campaign that’s basically what you’re talking about? Lookalike companies. Awesome.

519 00:58:08.430 ⇒ 00:58:17.089 Hannah Wang: I’m trying to find it. Our previous content person, who… he did a lot of stuff, but…

520 00:58:18.050 ⇒ 00:58:19.319 Hannah Wang: Yeah, we did…

521 00:58:19.320 ⇒ 00:58:21.239 Lisa Whall: Oh, there we go. Oh, this is cool!

522 00:58:21.470 ⇒ 00:58:33.540 Hannah Wang: Yeah, I don’t really know what happened with these campaigns, to be honest, but yeah, we did try to go after lookalike companies with Privia, Athletic Greens,

523 00:58:33.920 ⇒ 00:58:38.480 Hannah Wang: That’s a CPG company, this is Home Services, this is,

524 00:58:38.800 ⇒ 00:58:43.220 Hannah Wang: They sell flowers, I don’t know what Didas… D2C.

525 00:58:43.390 ⇒ 00:58:52.459 Hannah Wang: ETC, direct-to-consumer. So we did pull… Companies and leads from here.

526 00:58:52.590 ⇒ 00:58:57.469 Hannah Wang: I’m sure we ran a campaign at some point, but I don’t really know what the…

527 00:58:57.670 ⇒ 00:58:58.420 Lisa Whall: Oh, you run into…

528 00:58:58.420 ⇒ 00:58:59.210 Hannah Wang: that was.

529 00:58:59.340 ⇒ 00:59:06.940 Lisa Whall: Against… oh, this is really… I’ve heard of Clay. I’ve never used it. Are you using it now, or do you just have a login? Like, what is…

530 00:59:07.290 ⇒ 00:59:10.210 Lisa Whall: I heard it’s, like, the best thing out there right now.

531 00:59:11.290 ⇒ 00:59:28.719 Hannah Wang: So, I think Rico is the only one that really knows how to set up any clay stuff now, now that the previous person who worked on all things clay is gone, but I do have an account. I feel like I can add you.

532 00:59:29.600 ⇒ 00:59:33.730 Hannah Wang: Yeah, I can add you to here, maybe take out…

533 00:59:34.100 ⇒ 00:59:50.060 Hannah Wang: well, these are all relevant people, but I can add you to this workspace, I think, or you can ask Rico to do it, and then you can kind of dig into… basically, Clay is an enrichment tool, so, for example, like…

534 00:59:50.430 ⇒ 00:59:56.810 Hannah Wang: Like, let’s say you only had the names of the companies, Because I think…

535 00:59:57.300 ⇒ 01:00:17.020 Hannah Wang: So I think the first step was basically finding companies that look alike, are similar to Privia, and then the next step was to enrich the company, so, like, get all their demographics, and then the last step was to get leads from those companies that we pulled from Step 2. So, yeah, you can see here, like, it went through and found

536 01:00:17.360 ⇒ 01:00:26.690 Hannah Wang: companies similar to Privia, and then based on those companies, if we wanted to further enrich and find, leads.

537 01:00:27.020 ⇒ 01:00:38.859 Hannah Wang: or people who worked at that company, basically. It can go in and then pull their email, their LinkedIn, their title, their headline, their company, just whatever we want.

538 01:00:39.220 ⇒ 01:00:43.939 Hannah Wang: to enrich, we can ask Clay to do it, and then it creates this table.

539 01:00:45.690 ⇒ 01:00:55.379 Hannah Wang: I don’t know if we’re still using clay… I asked Rico to use clay, but I don’t know if, like, we’re trying to move away from it into something else, but…

540 01:00:55.790 ⇒ 01:01:02.280 Hannah Wang: Yeah, Clay’s… Clay’s cool. I’ve never used it, but I look at the tables that people create all the time.

541 01:01:02.520 ⇒ 01:01:07.550 Lisa Whall: anything… when I was doing research and stuff, Clay, this kept coming to the top.

542 01:01:07.550 ⇒ 01:01:08.179 Hannah Wang: Come on.

543 01:01:08.180 ⇒ 01:01:16.370 Lisa Whall: I never really dug into it, but they’re like, oh, part of your marketing stack has to be clay. Clay, clay, clay. Like, every time I looked something up, it was clay.

544 01:01:16.700 ⇒ 01:01:24.599 Hannah Wang: Yeah, it just basically helps with enrichment, like, finding information that you would need to scour hours on the internet for.

545 01:01:25.070 ⇒ 01:01:29.450 Hannah Wang: So… yeah, we’ve done a lot of, like, lookalike campaigns, like…

546 01:01:29.580 ⇒ 01:01:33.660 Hannah Wang: Yeah, I just don’t know what the outcome was. I’m forgetting.

547 01:01:33.850 ⇒ 01:01:36.900 Lisa Whall: Right, no, no, that’s… I mean… That’s…

548 01:01:37.210 ⇒ 01:01:42.079 Lisa Whall: that’s why we have to work together to kind of come up with some cohesion, right? Like…

549 01:01:42.080 ⇒ 01:01:42.580 Hannah Wang: Yeah.

550 01:01:42.600 ⇒ 01:01:49.249 Lisa Whall: It just… Yeah, cause… Well, there’s no place to go but up, Hannah.

551 01:01:50.800 ⇒ 01:01:55.720 Lisa Whall: That’s good, you know? I’m talking from an automation perspective, I think you’re…

552 01:01:55.830 ⇒ 01:02:03.600 Lisa Whall: working fantastic job. And I know how that manual, like, at some points, you’re just, like, wanting to, like, you know.

553 01:02:04.460 ⇒ 01:02:10.360 Lisa Whall: It’s not, but I think you’re keeping the lights on while we figure this out, and it’s…

554 01:02:10.920 ⇒ 01:02:16.570 Lisa Whall: just everything makes so much sense now to me, and I just wanna…

555 01:02:17.070 ⇒ 01:02:25.250 Lisa Whall: I want to put automation in from beginning to end as much as we can, and then, like, okay, let’s… I’m just making stuff up, but we figure out

556 01:02:25.360 ⇒ 01:02:34.490 Lisa Whall: our tech stack, we figure out everything that we can automate, so then there is going to be a place, like, and maybe that is part of

557 01:02:35.270 ⇒ 01:02:38.920 Lisa Whall: Robert’s, and mine, and Udom’s, like.

558 01:02:39.530 ⇒ 01:02:43.259 Lisa Whall: Maybe that’s just a manual thing that we have to do.

559 01:02:44.980 ⇒ 01:02:50.790 Lisa Whall: once… well, this is interesting. So, here’s what I’ve… Used to do.

560 01:02:51.580 ⇒ 01:03:02.309 Lisa Whall: is… Once somebody has responded, like, usually marketing gets you to… a place…

561 01:03:02.760 ⇒ 01:03:06.840 Lisa Whall: Where somebody responds, and then the salesperson typically takes over, right?

562 01:03:06.840 ⇒ 01:03:07.560 Hannah Wang: Yes.

563 01:03:07.920 ⇒ 01:03:14.020 Lisa Whall: So… I think having Robert respond…

564 01:03:15.200 ⇒ 01:03:19.819 Lisa Whall: To these is actually the right thing, because you’ve gotten

565 01:03:20.730 ⇒ 01:03:25.090 Lisa Whall: Like, that should be the handoff place, actually.

566 01:03:25.320 ⇒ 01:03:26.500 Lisa Whall: Don’t you think?

567 01:03:26.690 ⇒ 01:03:34.809 Hannah Wang: I mean, I think so, but I feel like he would push back on that and say, oh, but, like, AI… I don’t know.

568 01:03:34.810 ⇒ 01:03:41.840 Lisa Whall: No, no, I… yeah, and we can try AI, like, I’m not saying that we can’t, but like you said.

569 01:03:42.890 ⇒ 01:03:43.880 Lisa Whall: I mean.

570 01:03:45.080 ⇒ 01:03:51.650 Lisa Whall: I just want to kind of think through that, because if you’re getting us to that point, then typically.

571 01:03:52.040 ⇒ 01:03:56.949 Lisa Whall: You do have… but, you know, I know we’re… I agree with him in theory, by the way.

572 01:03:56.950 ⇒ 01:03:57.290 Hannah Wang: Yeah.

573 01:03:57.290 ⇒ 01:04:00.389 Lisa Whall: And then we drop the calendar link, and then magically we have…

574 01:04:01.230 ⇒ 01:04:08.229 Lisa Whall: meetings, like, I want that. I really do, and I’m hoping that we can get to that point.

575 01:04:08.610 ⇒ 01:04:23.540 Lisa Whall: But there is that personalization, and once you do get a response, typically, that’s what I’ve seen, right? Like, once there’s a response, and it’s somebody that you want to meet with, that’s when the salesperson

576 01:04:24.400 ⇒ 01:04:27.609 Lisa Whall: Kind of jumps in, and that’s where it gets candid off.

577 01:04:27.610 ⇒ 01:04:28.620 Hannah Wang: Yeah.

578 01:04:28.620 ⇒ 01:04:31.180 Lisa Whall: I mean, am I crazy here?

579 01:04:31.180 ⇒ 01:04:45.150 Hannah Wang: No, yeah, I mean, we’ve tried to hire for sales coordinators in the past, and they tried to do what I’m doing now, basically nurturing and sending a bunch of, like, 30 LinkedIn messages a day. But yeah, we’ve just, like…

580 01:04:45.170 ⇒ 01:04:53.249 Hannah Wang: That… yeah. I think they think that that role is no longer needed now, that we have, like, the power of AI, and…

581 01:04:53.310 ⇒ 01:05:10.150 Hannah Wang: the platform, and it knows… it, like, can pull from Robert’s emails and Slack messages, so it can, in theory, talk like him, but I still feel like there needs to be a human touch, and even if you try to come up with, like, a Robert GPT brain, like, it’s just…

582 01:05:10.390 ⇒ 01:05:19.590 Hannah Wang: a human brain trumps an AI bot brain, in my opinion, and Robert just has so much knowledge and, like, context, and…

583 01:05:19.690 ⇒ 01:05:31.830 Hannah Wang: that’s why it’s been hard, like, nurturing-wise, because I… I don’t know half a thing Robert knows, and so, like, it’s just hard for me to come up with messaging. So I agree with you, like, if…

584 01:05:32.460 ⇒ 01:05:37.469 Lisa Whall: Maybe there’s a trade-off. Maybe we figure out a trade-off here, because I… I’m on…

585 01:05:39.930 ⇒ 01:05:43.620 Lisa Whall: I’m just trying to think… like, practicality?

586 01:05:43.620 ⇒ 01:05:44.120 Hannah Wang: Yeah.

587 01:05:44.120 ⇒ 01:05:58.819 Lisa Whall: So, I do believe in AI, and I do believe that we can AI a lot of this stuff. I’m not going to ever argue that’s why I’m here, like, to see how far you can push the envelope in automation. I think we’re all here at Brainforge because we like to do those things, right?

588 01:05:59.640 ⇒ 01:06:03.570 Lisa Whall: But… I think at some point, like, for me.

589 01:06:03.690 ⇒ 01:06:12.540 Lisa Whall: And maybe we use me next. If there’s a Snowflake AE who gets back to me in a…

590 01:06:14.020 ⇒ 01:06:16.939 Lisa Whall: I don’t want AI. I want… I want…

591 01:06:17.110 ⇒ 01:06:20.760 Lisa Whall: to take over. Like, I want to take over at that point.

592 01:06:23.200 ⇒ 01:06:30.849 Lisa Whall: So, I’m kind of… and not because I’m old-fashioned, because I want to close effing deals, right?

593 01:06:31.340 ⇒ 01:06:42.149 Lisa Whall: And I don’t want AI to screw me up. Right. So, maybe there’s a kind of a process where, hey, Robert, here are the 10 people.

594 01:06:42.470 ⇒ 01:06:44.749 Lisa Whall: I’m just making stuff up at this point.

595 01:06:44.750 ⇒ 01:06:45.170 Hannah Wang: Yeah.

596 01:06:45.170 ⇒ 01:06:46.690 Lisa Whall: Of these 10,

597 01:06:46.820 ⇒ 01:07:00.490 Lisa Whall: here’s their titles, here’s everything else. Like, who do you want to personalize this? I would want that. I want that. Like, oh, cool! Oh my god, Jenny from Snowflake is interested in talking to me. I want… give it to me, like.

598 01:07:00.490 ⇒ 01:07:01.070 Hannah Wang: Yeah.

599 01:07:01.070 ⇒ 01:07:06.839 Lisa Whall: I’m gonna take it. These guys, they… that’s fine. Go ahead and just throw them into campaign, like.

600 01:07:06.840 ⇒ 01:07:07.540 Hannah Wang: Yeah.

601 01:07:08.930 ⇒ 01:07:09.640 Hannah Wang: Pedal.

602 01:07:09.640 ⇒ 01:07:10.640 Lisa Whall: Does that make sense?

603 01:07:10.640 ⇒ 01:07:18.079 Hannah Wang: Yeah, yeah. I think we’re trying to… I think we are trying to do that in terms of, like, oh, getting…

604 01:07:18.640 ⇒ 01:07:22.980 Hannah Wang: Them to a point where the meeting is booked.

605 01:07:23.200 ⇒ 01:07:32.280 Hannah Wang: like, that’s when Robert takes over and can, like, pitch and do his magic. So I think, in theory, like, that’s kind of what we’re trying to do.

606 01:07:32.830 ⇒ 01:07:37.249 Lisa Whall: And in theory, I totally agree with it.

607 01:07:39.130 ⇒ 01:07:49.140 Lisa Whall: But in practicality, we’re a high-volume shop, we’re not looking for thousands of customers, so I would push back that.

608 01:07:51.690 ⇒ 01:07:54.999 Lisa Whall: I think that there’s gotta be a little give and take here.

609 01:07:55.000 ⇒ 01:07:55.740 Hannah Wang: Yeah.

610 01:07:56.200 ⇒ 01:07:56.840 Lisa Whall: And, and…

611 01:07:56.840 ⇒ 01:08:11.100 Hannah Wang: I guess, and push back. I’m… I have no… I have a… I have no strong bone in my body. I… I suck at pushing back, so if you… if you talk to Robert and brainstorm with him, and say, I disagree, like.

612 01:08:11.100 ⇒ 01:08:11.989 Lisa Whall: Yeah, I can beat this.

613 01:08:12.310 ⇒ 01:08:20.340 Lisa Whall: I’ll be the heavy. I’ll be the… if this call is being recorded, I’m the heavy going forward.

614 01:08:20.340 ⇒ 01:08:22.959 Hannah Wang: It is being recorded, so be careful what you say.

615 01:08:22.960 ⇒ 01:08:29.590 Lisa Whall: Oh, I always… that’s why I’m joking. That’s why I really, truly… Believe…

616 01:08:30.029 ⇒ 01:08:33.900 Lisa Whall: In ideal world, and would love to get to.

617 01:08:34.120 ⇒ 01:08:38.270 Lisa Whall: we’re doing the handoff once the call is booked. I… I do…

618 01:08:38.680 ⇒ 01:08:41.620 Lisa Whall: Love that. I love that as our North Star.

619 01:08:41.620 ⇒ 01:08:42.220 Hannah Wang: Yeah.

620 01:08:42.479 ⇒ 01:08:53.839 Lisa Whall: I 100% want to get to that point. I mean, that’s the ideal world for all of us, and that’s when we’re humming, and then Robert and I and Udom and whoever else comes aboard on sales.

621 01:08:53.979 ⇒ 01:09:01.589 Lisa Whall: we’re just burning the phones. Like, everything else is automated, like, that’s my ideal scenario. We’re traveling, we’re meeting with clients.

622 01:09:01.590 ⇒ 01:09:02.350 Hannah Wang: Right.

623 01:09:02.359 ⇒ 01:09:07.139 Lisa Whall: that’s where we need to get. But I don’t… my fear is…

624 01:09:08.049 ⇒ 01:09:17.349 Lisa Whall: I don’t want to miss an opportunity, or have it be so automated that, oh my god, the VP of Snowflake got back to us, and I threw her into an auto.

625 01:09:17.350 ⇒ 01:09:18.120 Hannah Wang: Right.

626 01:09:18.120 ⇒ 01:09:22.130 Lisa Whall: response, I guess, is… that’s where I’m at.

627 01:09:22.130 ⇒ 01:09:23.560 Hannah Wang: Yeah, totally.

628 01:09:23.880 ⇒ 01:09:30.599 Hannah Wang: And HubSpot, like, we have so many contacts there, I’m like, this is not clean at all, like…

629 01:09:30.960 ⇒ 01:09:38.549 Hannah Wang: I don’t know, I wish we could just clean up HubSpot a little bit, because, like, 61,000, like, do we even…

630 01:09:38.810 ⇒ 01:09:42.200 Hannah Wang: need all these people? Yeah, I don’t know, so…

631 01:09:42.670 ⇒ 01:09:48.589 Hannah Wang: I agree with you. I don’t want to just, like, chuck everyone into the campaign, because, like.

632 01:09:49.279 ⇒ 01:10:00.649 Hannah Wang: like, some of… like, me, for example, I might not have known that the VP of Snowflake was talking to us, like, I might just glance or gloss over that and chuck him or her into something without even realizing, so…

633 01:10:00.750 ⇒ 01:10:07.389 Hannah Wang: I don’t know, like, I like automation, but I also like manual stuff, because then you can, like, catch these small…

634 01:10:07.390 ⇒ 01:10:13.270 Lisa Whall: Yeah, I agree. I think that there’s… I think that…

635 01:10:13.480 ⇒ 01:10:18.279 Lisa Whall: A hybrid approach for who we are and what we do.

636 01:10:18.480 ⇒ 01:10:20.840 Lisa Whall: Is the way to go, and let’s just…

637 01:10:21.990 ⇒ 01:10:31.649 Lisa Whall: that… I mean, I’m… I strongly believe Because again, if I’m… I’m repeating now, but…

638 01:10:31.650 ⇒ 01:10:32.300 Hannah Wang: I’m all good.

639 01:10:32.300 ⇒ 01:10:48.980 Lisa Whall: It’s a snowflake person that responds to us. I want… I want the handoff then. I don’t want it until I get the call, because I want to be able to enrich it, like Robert does. Oh, hey, I know, I looked at your LinkedIn. I see that you’re linked in with Bill, and he’s.

640 01:10:48.980 ⇒ 01:10:49.440 Hannah Wang: Yeah.

641 01:10:49.440 ⇒ 01:10:58.519 Lisa Whall: and we’re working on these four deals, like, oh, let’s meet up, like… so I wanted the step earlier, and I think there’s different…

642 01:11:01.120 ⇒ 01:11:10.029 Lisa Whall: we can… anyways, this has now become a repeat, so you get what I’m saying, and I know that you’re the same, so I think we can reach a point

643 01:11:10.640 ⇒ 01:11:16.710 Lisa Whall: And… and if… if… if he… if that’s just the way his leads and his process

644 01:11:17.150 ⇒ 01:11:21.219 Lisa Whall: works, then that’s fine. And maybe we just try it on mine.

645 01:11:21.350 ⇒ 01:11:25.589 Lisa Whall: Doing the hybrid, and we can then… well, or at least have data to see what works.

646 01:11:25.880 ⇒ 01:11:27.070 Hannah Wang: Yes.

647 01:11:27.420 ⇒ 01:11:39.799 Lisa Whall: That might be the way to do it, and I’m totally cool with that. I just am very, like, selfish on my leads, and I want to be, like, I want them in my hands, and I want them, you know, I want to control it, so anyway…

648 01:11:39.800 ⇒ 01:11:40.470 Hannah Wang: Yeah.

649 01:11:41.260 ⇒ 01:11:43.550 Lisa Whall: Well, I know we went way over, and .

650 01:11:43.550 ⇒ 01:11:47.490 Hannah Wang: No, it’s okay. This is helpful, I think, just sharing…

651 01:11:48.290 ⇒ 01:12:03.790 Hannah Wang: the context behind everything, and then just having more brainpower. And I feel like you have a lot of good ideas, so it’s just… I’m more than happy to keep sharing, like, whatever I know, because I’m not a very, like.

652 01:12:04.290 ⇒ 01:12:20.219 Hannah Wang: I don’t know if you’re into, personality tests or anything, but, like, on the Myers-Briggs, like, I’m a… I’m a… what am I? I’m a J, so I’m very, like, detail-oriented. I don’t think big picture. I don’t come up with these big, lofty ideas, so, like.

653 01:12:20.650 ⇒ 01:12:28.999 Hannah Wang: Yeah, just handing that off to someone who does have big ideas and can synthesize all these things, and…

654 01:12:29.500 ⇒ 01:12:33.630 Hannah Wang: you know, just, like, brainstorm. I’ll take a jam.

655 01:12:33.630 ⇒ 01:12:40.119 Lisa Whall: I have my team all day long, people that get work done, versus people that just want to strategize.

656 01:12:40.120 ⇒ 01:12:42.000 Hannah Wang: Are you a… are you a P?

657 01:12:42.000 ⇒ 01:12:42.540 Lisa Whall: I think…

658 01:12:42.540 ⇒ 01:12:44.580 Hannah Wang: Strategies. Strategizer.

659 01:12:44.750 ⇒ 01:12:51.380 Lisa Whall: I need to… I haven’t taken it so long, I forget, but I do believe in it, for sure.

660 01:12:52.110 ⇒ 01:12:55.979 Lisa Whall: I would say… I would probably fall on the line.

661 01:12:56.330 ⇒ 01:12:56.760 Hannah Wang: Alright.

662 01:12:56.760 ⇒ 01:13:00.080 Lisa Whall: because I… I like to do.

663 01:13:02.710 ⇒ 01:13:06.299 Lisa Whall: I do like to think of the strategy, but I also like to execute, too.

664 01:13:06.300 ⇒ 01:13:12.339 Hannah Wang: Okay, nice. That’s a good balance. Don’t be like me, don’t be super Jay.

665 01:13:12.340 ⇒ 01:13:15.670 Lisa Whall: I would say I’m a… I’m a PJ. I bet if I took…

666 01:13:15.670 ⇒ 01:13:15.990 Hannah Wang: Good.

667 01:13:15.990 ⇒ 01:13:21.180 Lisa Whall: I would… that’s… I would end up on the line. So, I’m also an introvert… extrovert. I’m, like, the.

668 01:13:21.180 ⇒ 01:13:22.240 Hannah Wang: online.

669 01:13:22.970 ⇒ 01:13:27.460 Lisa Whall: So that’s another… I’ve taken a lot of those personality tests, and I’m like.

670 01:13:27.460 ⇒ 01:13:27.960 Hannah Wang: Wow.

671 01:13:27.960 ⇒ 01:13:34.660 Lisa Whall: get energy from people, but I also don’t mind being alone for… like, my husband was gone 6 weeks to take care of his mom.

672 01:13:34.660 ⇒ 01:13:35.730 Hannah Wang: Oh, wow.

673 01:13:35.730 ⇒ 01:13:40.690 Lisa Whall: And everything’s fine, but, I was perfectly happy.

674 01:13:40.690 ⇒ 01:13:42.130 Hannah Wang: Wow, content!

675 01:13:42.130 ⇒ 01:13:50.160 Lisa Whall: I’m content, I’m content with myself and my dog, so… and I like to be around people, too. It doesn’t drain me, necessarily, either, so it’s.

676 01:13:50.160 ⇒ 01:13:53.760 Hannah Wang: Wow, that’s… that’s awesome. I… yeah.

677 01:13:54.020 ⇒ 01:13:56.949 Hannah Wang: It could be on the line, that’s what I’ve…

678 01:13:56.950 ⇒ 01:13:57.820 Lisa Whall: Good to be on the…

679 01:13:57.820 ⇒ 01:14:03.249 Hannah Wang: I mean, there’s different parts of… different people have different strengths, and that makes up a company, right?

680 01:14:03.250 ⇒ 01:14:10.460 Lisa Whall: Right, 100%, 100%. And again, I like people that do,

681 01:14:10.850 ⇒ 01:14:15.150 Lisa Whall: You know, there’s plenty of people that like to talk.

682 01:14:15.150 ⇒ 01:14:15.790 Hannah Wang: Hmm.

683 01:14:15.790 ⇒ 01:14:20.360 Lisa Whall: a lot of people don’t have much action, and I like action-oriented people.

684 01:14:20.360 ⇒ 01:14:20.880 Hannah Wang: Hmm.

685 01:14:21.390 ⇒ 01:14:28.580 Lisa Whall: because I just tell you and I, we’ll get so much done, we’re gonna have this humming before you go on maternity leave, like…

686 01:14:29.850 ⇒ 01:14:44.139 Hannah Wang: Yeah, I’m… I’m good at doing… like, if you just tell me what needs to be done, as long as it’s not, like, super ambiguous, like, I… I can do it for you, so… yeah. Leverage me and my J-ness, and…

687 01:14:44.140 ⇒ 01:14:52.259 Lisa Whall: I think you guys were doing a lot of the things right, too. It just kind of fell off when those people left.

688 01:14:52.260 ⇒ 01:14:53.100 Hannah Wang: Yeah.

689 01:14:53.100 ⇒ 01:14:57.339 Lisa Whall: you know, I just look at the YouTube channel, like, you didn’t really give it a chance, like, there’s only.

690 01:14:57.340 ⇒ 01:14:57.850 Hannah Wang: Yeah.

691 01:14:57.850 ⇒ 01:15:03.640 Lisa Whall: Like, you have to post, like, 200 videos before you even can talk about it.

692 01:15:03.640 ⇒ 01:15:04.680 Hannah Wang: Totally.

693 01:15:04.680 ⇒ 01:15:05.310 Lisa Whall: out.

694 01:15:05.680 ⇒ 01:15:07.759 Lisa Whall: So we have to make those commitments.

695 01:15:07.930 ⇒ 01:15:17.079 Lisa Whall: But anyways, I could talk all day. I like to talk, too. I hate, like, slacking all the time, so feel free to huddle me anytime, like…

696 01:15:17.920 ⇒ 01:15:23.750 Lisa Whall: I think we all need a lot more human connection, especially when we’re not into

697 01:15:23.920 ⇒ 01:15:30.500 Lisa Whall: we don’t have it all figured out yet, and I think it’s a hell of a lot easier for us to just jump on the phone and go, okay, does this make sense?

698 01:15:30.500 ⇒ 01:15:38.770 Hannah Wang: Yeah, I mean, I’m down to have a weekly with you, and just talk about all things marketing, and… Yeah, that’s…

699 01:15:38.770 ⇒ 01:15:40.209 Lisa Whall: I’ll set it up right now.

700 01:15:40.210 ⇒ 01:15:41.260 Hannah Wang: Awesome.

701 01:15:42.550 ⇒ 01:15:47.130 Lisa Whall: Do you think that we should have… well, I know Robert sent, like, us doing a huddle.

702 01:15:47.590 ⇒ 01:15:49.850 Lisa Whall: Each day, so… Why not.

703 01:15:49.850 ⇒ 01:15:53.430 Hannah Wang: Oh, like, at 5 PM or something? Yeah. Sure.

704 01:15:53.950 ⇒ 01:16:09.800 Lisa Whall: But I would also… and we can make it… I’ll put it on the calendar just for you and I, then we can have our own time, and then if we feel free to cancel it, you know, we can just have it floating, but I would like that as well. That way, if there is something that we want to talk about offline, we’ve got the time.

705 01:16:09.800 ⇒ 01:16:10.460 Hannah Wang: Yeah.

706 01:16:10.880 ⇒ 01:16:23.969 Hannah Wang: Last thing, I did draft up the Omni case studies, and then I asked Greg to look at it, because that’s what Cursor said. Cursor said he was the tech lead, or, like, one of the technical people on it.

707 01:16:24.020 ⇒ 01:16:40.100 Hannah Wang: I asked him yesterday to review it, I’ll bump him today, but I feel like… I mean, all the delivery people, especially the leads, have a lot of meetings and stuff, but hopefully he’ll get it approved, and then I will try to ship it to you.

708 01:16:40.160 ⇒ 01:16:53.999 Hannah Wang: bare minimum, just get you the PDF so you can share with Savannah tomorrow. But that’s a work in progress. And then, I know Snowflake case studies are next, so we can talk about that as well.

709 01:16:55.560 ⇒ 01:16:59.239 Lisa Whall: Where do all the case studies live from a PDF perspective?

710 01:16:59.720 ⇒ 01:17:02.970 Hannah Wang: In the platform, right here.

711 01:17:02.970 ⇒ 01:17:07.449 Lisa Whall: Oh, okay, so that… got it, so I can just get them right from there.

712 01:17:08.030 ⇒ 01:17:12.389 Hannah Wang: Yeah, you can get the link. That’s what we usually do.

713 01:17:12.390 ⇒ 01:17:12.850 Lisa Whall: Got it.

714 01:17:12.850 ⇒ 01:17:24.740 Hannah Wang: copy link here, because, like, if you’re trying to send PDFs over email, if you have, like, 10 PDFs, Google limits, you know, Google… Google limits it, so that’s why we just end up sending.

715 01:17:24.740 ⇒ 01:17:28.179 Lisa Whall: I see. I’m tracking with you, Hannah.

716 01:17:28.920 ⇒ 01:17:31.890 Lisa Whall: That’s… that’s great. That’s awesome, by the way.

717 01:17:31.890 ⇒ 01:17:32.520 Hannah Wang: I know.

718 01:17:32.520 ⇒ 01:17:35.039 Lisa Whall: I just need to get the,

719 01:17:35.860 ⇒ 01:17:43.029 Lisa Whall: the partner type, or the technology types in there, and that’s… we’re golden. That’s awesome.

720 01:17:43.030 ⇒ 01:17:43.660 Hannah Wang: Yeah.

721 01:17:43.840 ⇒ 01:17:51.210 Hannah Wang: Yeah, and this is, like, hosted on our own domain, so, like, it’s not dependent on anything else, a third party, so…

722 01:17:51.210 ⇒ 01:17:52.730 Lisa Whall: That makes me so happy.

723 01:17:52.910 ⇒ 01:17:53.490 Hannah Wang: Yeah.

724 01:17:53.490 ⇒ 01:17:58.250 Lisa Whall: A lot of good things. We have a lot of good things. We’re not ever gonna go negative. We’re gonna go positive. That’s awesome.

725 01:17:58.930 ⇒ 01:17:59.920 Hannah Wang: Totally.

726 01:18:00.380 ⇒ 01:18:15.710 Lisa Whall: All right, ma’am, we’ll get some rest, and I’m super excited to work with you, like, you’ve really got your act together, and it’s just… we gotta just figure out some automation points to get some of this stuff off your plate so that we can do more fun stuff.

727 01:18:16.790 ⇒ 01:18:35.689 Hannah Wang: Yeah, no, thank you for saying I have my act together. It doesn’t feel like it, and you should have seen me in December. I was working, like, 2 hours a day, and it was… I did not have my act together back then, so this is a miracle that I can work, like, 4-5 hours a day. It’s…

728 01:18:36.130 ⇒ 01:18:39.330 Hannah Wang: Yeah, but… Anyway…

729 01:18:40.090 ⇒ 01:18:59.200 Lisa Whall: Oh, I… yeah, I’m lucky I didn’t go through that, man. I just… yeah. Well, I think you’re doing great, and if you ever do, just, you know, obviously, just let me know if there’s something that comes up. Your health is more important, and your baby’s more important than any of this stuff. You won’t remember this stuff in a year, much less 5 years, so…

730 01:18:59.200 ⇒ 01:19:09.940 Hannah Wang: Yeah, totally. I mean, yeah, I might… who knows what my kind of career path will look like after I give birth, because I do want to spend time with my…

731 01:19:10.120 ⇒ 01:19:12.339 Hannah Wang: My children,

732 01:19:12.680 ⇒ 01:19:18.539 Hannah Wang: So, working is always hard. Yeah, it’s just hard to… I need to think about that a little more, but yeah.

733 01:19:18.540 ⇒ 01:19:22.479 Lisa Whall: Well, my advice on that is if there’s any way that you can stay

734 01:19:22.710 ⇒ 01:19:28.319 Lisa Whall: at home, and just not be distracted with work for a couple of years. I did not do that.

735 01:19:28.690 ⇒ 01:19:35.620 Lisa Whall: Again, if I could go back in time, if, you know, you guys financially can do it.

736 01:19:36.450 ⇒ 01:19:39.000 Lisa Whall: Once they’re in school, you’ll want to work.

737 01:19:40.310 ⇒ 01:19:42.150 Lisa Whall: Like, you’ll be bored.

738 01:19:42.150 ⇒ 01:19:42.800 Hannah Wang: Yeah.

739 01:19:43.070 ⇒ 01:19:48.520 Lisa Whall: Yeah, when they’re little, if there’s any way you can swing it, or just have a very limited

740 01:19:48.690 ⇒ 01:19:50.969 Lisa Whall: thing that doesn’t stress you out, that way.

741 01:19:50.970 ⇒ 01:19:51.750 Hannah Wang: Yeah.

742 01:19:51.750 ⇒ 01:19:53.490 Lisa Whall: That’s what I tell people.

743 01:19:53.490 ⇒ 01:20:06.419 Hannah Wang: I mean, that’s why I want to, get more into photography, because I can spend all week, day, with my kids, and then shoot, like, two weddings a month on a Saturday, and then…

744 01:20:06.740 ⇒ 01:20:12.230 Hannah Wang: Just be with my children at home while my husband works, so…

745 01:20:12.230 ⇒ 01:20:12.720 Lisa Whall: Yep.

746 01:20:12.720 ⇒ 01:20:17.720 Hannah Wang: Yeah, that’s kind of the ultimate goal, but for now, we’ll make do with…

747 01:20:18.000 ⇒ 01:20:22.729 Lisa Whall: We’ll make it fun in the meantime. We’ll make it fun. Where do you live?

748 01:20:23.150 ⇒ 01:20:24.690 Hannah Wang: I live in LA.

749 01:20:25.430 ⇒ 01:20:26.720 Lisa Whall: Oh, yeah.

750 01:20:27.110 ⇒ 01:20:30.009 Hannah Wang: And you’re in Tennessee? I…

751 01:20:30.010 ⇒ 01:20:33.740 Lisa Whall: Moved from San Diego to Knoxville, Tennessee.

752 01:20:33.740 ⇒ 01:20:35.080 Hannah Wang: All right, okay.

753 01:20:35.080 ⇒ 01:20:38.740 Lisa Whall: Almost a year and a half ago.

754 01:20:38.740 ⇒ 01:20:39.230 Hannah Wang: Wow.

755 01:20:39.230 ⇒ 01:20:45.740 Lisa Whall: I just had to get out of California because the taxes… Refreshing, as you know.

756 01:20:45.740 ⇒ 01:20:54.850 Hannah Wang: Yeah, I understand. SD is great, I love… SD feels a lot better than the heart of LA. I live in Culver City, so it’s.

757 01:20:54.850 ⇒ 01:20:57.890 Lisa Whall: Oh, wow! You look at the heart of it, yeah.

758 01:20:57.890 ⇒ 01:21:01.900 Hannah Wang: Yeah, and we recently bought a home, too.

759 01:21:01.900 ⇒ 01:21:02.350 Lisa Whall: Oh, wow.

760 01:21:02.350 ⇒ 01:21:02.780 Hannah Wang: yet.

761 01:21:02.780 ⇒ 01:21:03.750 Lisa Whall: Congratulations!

762 01:21:03.750 ⇒ 01:21:08.339 Hannah Wang: It was one thing after the other. We became homeowners, and then I got pregnant, and I was like.

763 01:21:08.340 ⇒ 01:21:09.050 Lisa Whall: No!

764 01:21:09.050 ⇒ 01:21:11.149 Hannah Wang: We’re doing this, so…

765 01:21:11.150 ⇒ 01:21:12.160 Lisa Whall: Good for you!

766 01:21:12.160 ⇒ 01:21:12.870 Hannah Wang: Yeah.

767 01:21:12.870 ⇒ 01:21:13.829 Lisa Whall: That’s been due.

768 01:21:14.130 ⇒ 01:21:20.739 Hannah Wang: He works as an attorney at, like, a small firm in Century City, so near UCLA.

769 01:21:21.060 ⇒ 01:21:23.550 Hannah Wang: And then…

770 01:21:24.250 ⇒ 01:21:30.789 Hannah Wang: Yeah. We’re getting a lot of help from my in-laws, because they like to do home stuff, so we’re in the thick of…

771 01:21:31.110 ⇒ 01:21:41.129 Hannah Wang: Fixing up being a fixer-upper, and then hopefully we’ll move in by June, and then I will give birth in July. That’s the…

772 01:21:41.130 ⇒ 01:21:46.070 Lisa Whall: That’s awesome. Well, you can’t really afford anything but a fixer-upper in California.

773 01:21:46.070 ⇒ 01:21:53.230 Hannah Wang: No, tell me about it. I’m like, why did we… how did we even get this house? I… don’t know. It’s a miracle.

774 01:21:53.230 ⇒ 01:22:00.429 Lisa Whall: I’m so impressed. I’m so… and that’s awesome that you have family, close, like, that’s… yeah, that’s just fantastic.

775 01:22:00.430 ⇒ 01:22:05.859 Hannah Wang: No, my in-laws are actually in Ohio, but they, like, communicate with our contractor.

776 01:22:05.860 ⇒ 01:22:07.529 Lisa Whall: That’s the time.

777 01:22:07.530 ⇒ 01:22:15.420 Hannah Wang: Yeah, and they, like… my father-in-law retired last September, so he’s been flying out every couple months to help with the house.

778 01:22:15.420 ⇒ 01:22:17.369 Lisa Whall: Oh my god, that’s so awesome!

779 01:22:17.370 ⇒ 01:22:20.870 Hannah Wang: I know. Without them, without them, we would…

780 01:22:21.330 ⇒ 01:22:24.299 Hannah Wang: be drowning, so I’m very thankful.

781 01:22:24.300 ⇒ 01:22:25.339 Lisa Whall: Eric, you’re correct.

782 01:22:25.400 ⇒ 01:22:28.570 Hannah Wang: My parents are in Orange County, so they’re close by.

783 01:22:28.570 ⇒ 01:22:30.020 Lisa Whall: Oh, okay, good, good, good, good.

784 01:22:30.020 ⇒ 01:22:36.840 Hannah Wang: So they’ll be more… they know nothing about houses and stuff, so they’ll be more helpful in terms of postpartum, I’m sure.

785 01:22:36.840 ⇒ 01:22:37.370 Lisa Whall: Yes.

786 01:22:37.370 ⇒ 01:22:39.509 Hannah Wang: We’ll be here to help, so…

787 01:22:39.700 ⇒ 01:22:42.869 Lisa Whall: So that’s… where in Ohio do they live?

788 01:22:42.870 ⇒ 01:22:47.739 Hannah Wang: Akron, Ohio, so that’s where LeBron was born. LeBron James.

789 01:22:47.740 ⇒ 01:22:49.289 Lisa Whall: Michigan originally, so…

790 01:22:49.290 ⇒ 01:22:51.700 Hannah Wang: Oh, okay. Nearby.

791 01:22:52.040 ⇒ 01:22:54.619 Lisa Whall: University of Michigan and grew up in Michigan, so yeah.

792 01:22:54.620 ⇒ 01:22:55.610 Hannah Wang: Oh, wow.

793 01:22:55.610 ⇒ 01:22:56.560 Lisa Whall: I’m embarrassed.

794 01:22:56.770 ⇒ 01:23:00.210 Hannah Wang: Midwest, I like it there. Slower pace of life.

795 01:23:00.650 ⇒ 01:23:09.589 Lisa Whall: That’s why I moved to Tennessee. Zero state income tax. My taxes on my house for 7 acres overlooking a lake are $2,000.

796 01:23:09.590 ⇒ 01:23:10.210 Hannah Wang: Gosh!

797 01:23:10.520 ⇒ 01:23:12.090 Lisa Whall: $1,000 a year.

798 01:23:12.340 ⇒ 01:23:13.800 Hannah Wang: Crazy!

799 01:23:13.800 ⇒ 01:23:14.880 Lisa Whall: Amy.

800 01:23:15.190 ⇒ 01:23:18.829 Hannah Wang: I need to move out there. Move out there sometime.

801 01:23:18.970 ⇒ 01:23:24.849 Lisa Whall: Well, unfortunately, with your family there and your husband’s job, you guys are probably stuck, but it’s a pretty.

802 01:23:24.850 ⇒ 01:23:25.390 Hannah Wang: No.

803 01:23:25.390 ⇒ 01:23:29.620 Lisa Whall: place to be stuck. It’s a beautiful place. It’s just… Yeah.

804 01:23:30.390 ⇒ 01:23:37.840 Lisa Whall: It’s… but I do… I’m glad to be back in the Midwest environment. It’s, it’s been really good for me, so…

805 01:23:37.840 ⇒ 01:23:44.379 Hannah Wang: Yeah, just all the space, it’s good for your mental health, and slower pace of life.

806 01:23:44.380 ⇒ 01:23:46.310 Lisa Whall: We have wildlife, like.

807 01:23:46.540 ⇒ 01:23:46.980 Hannah Wang: Yeah.

808 01:23:47.000 ⇒ 01:23:53.970 Lisa Whall: like the bears, but we have bears. Like, a bear came up, a bear cub, they eat bird seed, and I had bird feeders out, and.

809 01:23:53.970 ⇒ 01:23:54.510 Hannah Wang: Yeah.

810 01:23:54.510 ⇒ 01:23:57.420 Lisa Whall: Like, they… they’re like people, like, they have hands.

811 01:23:57.740 ⇒ 01:24:01.500 Lisa Whall: Like, they took down my bird feeders, like, with this…

812 01:24:01.870 ⇒ 01:24:06.259 Lisa Whall: And then my dog, who’s, like, 10 pounds, a little Pomeranian, 10-15 pounds.

813 01:24:06.260 ⇒ 01:24:06.900 Hannah Wang: Oh my god!

814 01:24:06.900 ⇒ 01:24:08.679 Lisa Whall: He chased the bear off of our property.

815 01:24:08.780 ⇒ 01:24:12.190 Hannah Wang: Oh, look at your dog go.

816 01:24:12.760 ⇒ 01:24:18.549 Lisa Whall: So, yeah, it’s… it’s… it’s been… I don’t know, maybe I’ll get bored at some point, but right now I’m loving it.

817 01:24:18.550 ⇒ 01:24:26.710 Hannah Wang: Oh, man. My husband and I love to go to national parks, so we’ve been… I don’t know if Tennessee has one, but…

818 01:24:26.710 ⇒ 01:24:29.670 Lisa Whall: Oh, we have one, like, right by my house. Yeah, we have several, yep.

819 01:24:29.670 ⇒ 01:24:34.840 Hannah Wang: Okay, yeah, I mean, maybe one day we’ll make it out there. Yes.

820 01:24:34.840 ⇒ 01:24:35.820 Lisa Whall: I’d love that.

821 01:24:35.820 ⇒ 01:24:36.490 Hannah Wang: Yeah.

822 01:24:37.310 ⇒ 01:24:45.680 Hannah Wang: Well, I mean, it’s a pleasure chatting with you. I always appreciate having more women on the team.

823 01:24:46.060 ⇒ 01:24:49.860 Lisa Whall: vice versa. It’s… we approach things a little differently.

824 01:24:49.860 ⇒ 01:24:50.640 Hannah Wang: Oh, yeah.

825 01:24:50.640 ⇒ 01:24:52.940 Lisa Whall: We’ll leave it at that, since we’re being recorded.

826 01:24:52.940 ⇒ 01:24:56.170 Hannah Wang: I kind of get your drift, so…

827 01:24:56.170 ⇒ 01:24:58.420 Lisa Whall: Sure. You give me… I’ll give you my cell.

828 01:24:58.420 ⇒ 01:25:01.979 Hannah Wang: Yeah. Oh, yeah, totally. Yeah, yeah, for sure.

829 01:25:01.980 ⇒ 01:25:06.719 Lisa Whall: I actually… I’ll drop it in, I always like to have those lifelines.

830 01:25:07.020 ⇒ 01:25:07.730 Hannah Wang: Yeah.

831 01:25:07.730 ⇒ 01:25:13.630 Lisa Whall: And especially, you know, if something comes up, you can always text me if, you know, something comes up with the baby or whatever.

832 01:25:13.630 ⇒ 01:25:19.349 Hannah Wang: Yeah, yeah. I like… I like getting to know people outside of work, so…

833 01:25:19.350 ⇒ 01:25:22.199 Lisa Whall: Me too. Me too. It’s really important to me, so…

834 01:25:22.200 ⇒ 01:25:23.050 Hannah Wang: I agree.

835 01:25:23.050 ⇒ 01:25:25.600 Lisa Whall: Awesome, ma’am! Alright, go take a snooze or something.

836 01:25:26.500 ⇒ 01:25:27.280 Lisa Whall: Your tags and…

837 01:25:27.280 ⇒ 01:25:35.970 Hannah Wang: my life. It’s just wake up late, go to sleep, try to work, try to eat, grow this baby. Grow the baby.

838 01:25:35.970 ⇒ 01:25:38.309 Lisa Whall: Grow the baby. All right.

839 01:25:38.310 ⇒ 01:25:38.950 Hannah Wang: Alright.

840 01:25:38.950 ⇒ 01:25:41.420 Lisa Whall: Thank you, Sue. Thank you for your time, I really… Of course.

841 01:25:41.420 ⇒ 01:25:43.970 Hannah Wang: Yeah, anytime. I’ll talk to you later.

842 01:25:43.970 ⇒ 01:25:44.490 Lisa Whall: Bye.

843 01:25:44.670 ⇒ 01:25:45.380 Hannah Wang: Bye.

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