Meeting Title: GTM Strategy + Planning Date: 2026-05-11 Meeting participants: Lisa Whall, Robert Tseng, Michele Altomare
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1 00:00:04.170 ⇒ 00:00:05.270 Lisa Whall: Hello again!
2 00:00:05.650 ⇒ 00:00:06.480 Robert Tseng: Hello!
3 00:00:06.790 ⇒ 00:00:10.500 Lisa Whall: Okay.
4 00:00:10.500 ⇒ 00:00:17.079 Robert Tseng: It’ll just be you and me, so we’ll, try to make this as helpful as possible.
5 00:00:17.080 ⇒ 00:00:17.890 Lisa Whall: Yeah.
6 00:00:18.220 ⇒ 00:00:22.129 Lisa Whall: So, on… I’m trying to think of…
7 00:00:22.840 ⇒ 00:00:28.559 Lisa Whall: really differentiating ourselves from a Snowflake partner perspective, of course. Yeah.
8 00:00:29.340 ⇒ 00:00:34.780 Lisa Whall: Are we cool with offering, the one-hour workshop?
9 00:00:35.090 ⇒ 00:00:43.310 Lisa Whall: That’s on our website as an example to Snowflake customers. Like, I’m trying to give them something that they work at… oh, because a lot of people don’t…
10 00:00:43.310 ⇒ 00:00:55.959 Lisa Whall: do that, believe it or not, you’d think they would, but, I know we’ve got a couple of other workshops on our website, or, you know, offerings. Is there something that you think would really resonate with the Snowflake customers?
11 00:00:55.960 ⇒ 00:01:05.220 Lisa Whall: I mean, I’m just brainstorming with you, because I’d love to say to these snowflake… here, you know, you get the gist. I don’t need to explain myself. So, any thoughts on that.
12 00:01:05.220 ⇒ 00:01:05.840 Robert Tseng: la.
13 00:01:06.400 ⇒ 00:01:18.430 Robert Tseng: Yeah, so actually, I mean, the workshop is… yeah, I think, I think, yeah, that’s a pretty standard offering we could provide. I think we should even offer doing,
14 00:01:19.930 ⇒ 00:01:33.390 Robert Tseng: So, so, like, I… I have… there’s, there’s another guy that I know, he’s… he’s, like, an Anthropic partner right now, and basically what the… the deal that he has set up with Anthropic is, when they…
15 00:01:33.440 ⇒ 00:01:58.439 Robert Tseng: are going after a lead together, Anthropic basically pays for them to go and do a workshop with them, and it’s like a half-day, half-day thing for the size of clients they’re doing. So, obviously, this one-hour workshop was just, like, when we were doing direct sales to, to an account, but if Snowflake wants to do some… partner and do something longer, like, we can… we can do that. So, if that needs to be flushed out more to kind of be like, here are some examples.
16 00:01:58.440 ⇒ 00:02:04.299 Robert Tseng: You know, I looped you into an email with this account growth loop.
17 00:02:04.300 ⇒ 00:02:04.980 Lisa Whall: Yep, I saw that.
18 00:02:04.980 ⇒ 00:02:24.220 Robert Tseng: engineering team, I basically was trying to just, like, test the water there on, like, what if we pitched something like that, that was, like, an L&D, like, kind of on-site session, like, work… some sort of workshop. I guess you’re not CC’d on the email he replied back, but he… they’re down, so I’m trying to set that up with them now.
19 00:02:24.280 ⇒ 00:02:32.210 Robert Tseng: But I guess, like, I kind of led off by saying, like, oh, you know, we would do this with our partners at Anthropic. We’re not actually an Anthropic partner yet.
20 00:02:32.210 ⇒ 00:02:34.989 Lisa Whall: Oh, okay, I was just kind of…
21 00:02:34.990 ⇒ 00:02:50.160 Robert Tseng: it out and seeing if it would land. So now I’m like, well, can we go to Anthropic and be like, look, we have this lead now, we need you to come and do this with us. So I was just trying to play with different levers here. I wonder if we could do something similar with Snowflake, since Snowflake has all…
22 00:02:50.160 ⇒ 00:03:02.109 Robert Tseng: Like, yeah, we’re not gonna position ourselves as, like, a traditional Snowflake data whatever. Like, we want to be, like, at the forefront of being their Cortex implementer, like, everything AI.
23 00:03:02.110 ⇒ 00:03:06.339 Lisa Whall: Okay, perfect, perfect. This is how… this is what I needed. Perfect.
24 00:03:06.340 ⇒ 00:03:06.930 Robert Tseng: Yeah.
25 00:03:08.490 ⇒ 00:03:09.450 Lisa Whall: So we want to be the…
26 00:03:09.450 ⇒ 00:03:09.910 Robert Tseng: Yeah.
27 00:03:09.910 ⇒ 00:03:10.610 Lisa Whall: cortex.
28 00:03:10.790 ⇒ 00:03:11.680 Lisa Whall: Yep, okay.
29 00:03:11.680 ⇒ 00:03:30.359 Robert Tseng: So, yeah, I think we need to get… we need to give you some more language around… but I think Cortex is the main… is the main product. But yeah, I wish I could get Utam for, like, 15 minutes to just have him just talk about what AI features from Snowflake we’re deploying, and, like, why we’re, like, uniquely positioned to help with
30 00:03:30.360 ⇒ 00:03:36.120 Robert Tseng: their AI product adoption, because that’s probably where a lot of their focus is going into.
31 00:03:36.300 ⇒ 00:03:49.229 Robert Tseng: Yeah, I mean, with the OpenDB kind of lead coming up on Wednesday, this is slightly separate, like, I’ll get you… I mean, I’ll get us prepped for that, like, that’s probably just more of a traditional, like, data client, so I feel comfortable pitching that.
32 00:03:49.230 ⇒ 00:03:57.259 Robert Tseng: But, like, I don’t really know the Snowflake AI features as well as Utam does right now, so we’ll probably need him to kind of speak to that.
33 00:03:57.260 ⇒ 00:03:57.710 Robert Tseng: Yeah.
34 00:03:57.710 ⇒ 00:04:04.520 Lisa Whall: You know what he could do, honestly, if he wanted to, is he doesn’t even have to jump on a call with us. He literally could just…
35 00:04:04.760 ⇒ 00:04:07.860 Lisa Whall: Like, create a recording, and just…
36 00:04:07.860 ⇒ 00:04:08.450 Robert Tseng: Yeah.
37 00:04:08.450 ⇒ 00:04:11.760 Lisa Whall: In between talk into…
38 00:04:12.440 ⇒ 00:04:25.049 Lisa Whall: No. Yeah. I mean? That would… that’s… see, this is why we have to talk. I promise I won’t bug you guys too much once I get going, but this is… this…
39 00:04:25.210 ⇒ 00:04:32.989 Lisa Whall: Makes complete sense, and I’m glad I went through training, because now I understand what you’re talking about, so it was actually helpful.
40 00:04:33.400 ⇒ 00:04:39.330 Lisa Whall: Yeah, if he could… Just kind of do a brain dump into, just record a brain dump.
41 00:04:40.650 ⇒ 00:04:42.489 Lisa Whall: That would be awesome.
42 00:04:43.110 ⇒ 00:04:43.460 Robert Tseng: Yeah.
43 00:04:43.460 ⇒ 00:04:46.940 Lisa Whall: differentiator right there, and we’re actually doing it at CTA.
44 00:04:46.940 ⇒ 00:04:47.600 Robert Tseng: Right.
45 00:04:47.780 ⇒ 00:04:48.559 Lisa Whall: Got it.
46 00:04:49.330 ⇒ 00:04:50.370 Lisa Whall: Thank you.
47 00:04:50.850 ⇒ 00:05:00.430 Robert Tseng: Yeah, but hopefully we can… I mean, I don’t know if you feel like you need that, but… I mean, I was thinking, like, if you’re… I know you’re trying to get these first emails out, like, maybe we have enough to…
48 00:05:00.660 ⇒ 00:05:01.840 Lisa Whall: Yeah, yeah, yeah, yeah, yeah.
49 00:05:02.090 ⇒ 00:05:11.900 Robert Tseng: And it’s like, kind of, once we… by the time we get on a call with them, or if we’re trying to do a follow-up, then we’ll keep… we’ll have to kind of send them some more… some more details.
50 00:05:12.210 ⇒ 00:05:13.159 Lisa Whall: Yeah, no, this is fine.
51 00:05:13.440 ⇒ 00:05:17.129 Lisa Whall: Okay. Let’s just… let’s just get on calendars at this point.
52 00:05:17.130 ⇒ 00:05:17.690 Robert Tseng: Yeah.
53 00:05:18.620 ⇒ 00:05:21.979 Lisa Whall: But that was super helpful. Just that little pivot right there.
54 00:05:21.980 ⇒ 00:05:22.490 Robert Tseng: Yeah.
55 00:05:22.490 ⇒ 00:05:26.570 Lisa Whall: Really helped me, understand where we’re… where we’re headed.
56 00:05:26.890 ⇒ 00:05:30.330 Lisa Whall: - okay, cool,
57 00:05:31.110 ⇒ 00:05:38.029 Lisa Whall: That was my big one. I really like to give part… I also like our outcome-based,
58 00:05:38.290 ⇒ 00:05:42.150 Lisa Whall: Are we… I mean, is that official? Again, I’m just double checking before I start…
59 00:05:42.520 ⇒ 00:05:42.850 Robert Tseng: For sure.
60 00:05:42.850 ⇒ 00:05:44.700 Lisa Whall: out stuff.
61 00:05:44.890 ⇒ 00:05:50.539 Lisa Whall: we’re not doing time and materials in general, right? I’m sure we do in different cases, but…
62 00:05:50.540 ⇒ 00:06:06.359 Robert Tseng: we do for some small, like, I mean, to start off with, that’s typically how it goes, if we don’t know how to accurately scope the thing. But then, yeah, for CTA, for, like, and for even for some of our bigger clients, like, these… it’s not… it’s not TMM, yeah.
63 00:06:07.500 ⇒ 00:06:19.380 Lisa Whall: I mean, that’s a huge differentiator, huge differentiator, that, you know, the traditional SIs are just clinging on to their time and materials, and that’s…
64 00:06:19.510 ⇒ 00:06:24.700 Lisa Whall: So, I think that just the cortex… focus in…
65 00:06:25.220 ⇒ 00:06:39.130 Lisa Whall: the outcome-based pricing. I just want to differentiate it. Again, these are light… I’m not going into a lot of details, I’m just trying to get people to call me back. Sure. So, I just, like, confirm that kind of stuff in case I do jump on a call with
66 00:06:39.190 ⇒ 00:06:47.970 Lisa Whall: you know, this guy, Dave Stewart, as an example, I want to at least have, you know, I don’t want to put us in a bad position. I have another question.
67 00:06:48.360 ⇒ 00:06:48.790 Robert Tseng: Yeah.
68 00:06:50.120 ⇒ 00:06:54.340 Lisa Whall: If there is a gun to your head, what regions
69 00:06:54.860 ⇒ 00:06:59.790 Lisa Whall: would you want to focus on right now? Because we’ve got stuff going on in C…
70 00:06:59.920 ⇒ 00:07:06.550 Lisa Whall: CT, CTA, and… Maddie’s in Atlanta, like, where would you…
71 00:07:06.760 ⇒ 00:07:07.250 Robert Tseng: Yeah.
72 00:07:07.250 ⇒ 00:07:18.149 Lisa Whall: travel, because we can focus anywhere, and I’m going to reach out to a lot of different people, but I do want… Snowflake has so many AEs that I would like to kind of narrow it down a little bit, so I’ll turn it over.
73 00:07:18.150 ⇒ 00:07:33.639 Robert Tseng: I think we should try to go this, like, south, like, where Utam is, like, or I mean, anywhere, like, in the south. So, basically, south or northeast have been the places we’ve had the most progress in. Like, I think the west is too saturated, and like, yeah, we’re just… yeah, so…
74 00:07:33.970 ⇒ 00:07:34.890 Lisa Whall: Okay, cool.
75 00:07:35.410 ⇒ 00:07:36.930 Lisa Whall: Good answer.
76 00:07:38.890 ⇒ 00:07:42.070 Lisa Whall: I will focus there. Makes complete sense.
77 00:07:42.690 ⇒ 00:07:50.890 Lisa Whall: What else? What else could we do, just as a hook?
78 00:07:51.370 ⇒ 00:08:02.840 Lisa Whall: to get some of the Snowflake people that we don’t know going. What’s worked for you guys? I mean, obviously, our fastest path is meeting with current people and getting properly introduced, obviously.
79 00:08:02.840 ⇒ 00:08:03.230 Robert Tseng: Yeah.
80 00:08:03.230 ⇒ 00:08:09.640 Lisa Whall: That’s my number one focus, but that takes time, so I’m not gonna wait. You know me, I’ve got to be active.
81 00:08:09.640 ⇒ 00:08:10.260 Robert Tseng: Yeah.
82 00:08:11.040 ⇒ 00:08:13.180 Lisa Whall: So, any…
83 00:08:14.220 ⇒ 00:08:26.209 Lisa Whall: Anything else that you’re thinking about for the Snowflake Conference? Any other… I was thinking that we could try to grab a place near the conference and do a happy hour, but…
84 00:08:26.330 ⇒ 00:08:29.750 Lisa Whall: I… I… I don’t know, like…
85 00:08:30.040 ⇒ 00:08:32.570 Lisa Whall: How do you feel about that? Like, it’s…
86 00:08:33.720 ⇒ 00:08:40.990 Lisa Whall: do we have enough people that we could invite? Like, I just don’t know the lay of the land, like, if that’s worth my time to try to find a place where…
87 00:08:41.299 ⇒ 00:08:45.629 Lisa Whall: Near the venue, and I don’t know, what are your thoughts on that?
88 00:08:46.150 ⇒ 00:08:57.379 Robert Tseng: Yeah, I mean, I think we should, gather the interest first, like, yeah, can follow your lead on, like, the message that you want to blast out, like, I guess…
89 00:08:59.830 ⇒ 00:09:18.450 Robert Tseng: And then, yeah, we can basically follow on and send it to our networks as well. Like, we do one… so we’re actually… we’re working with… we’re working with EY and, the partner that we’re working with. She’s actually going to be speaking at… at the conference. I don’t know if you… if you knew that, but.
90 00:09:18.450 ⇒ 00:09:22.240 Lisa Whall: Wait, whoa, whoa, whoa. She’s… she’s speaking at Summit?
91 00:09:22.550 ⇒ 00:09:23.210 Robert Tseng: Yeah.
92 00:09:23.210 ⇒ 00:09:24.020 Lisa Whall: What!
93 00:09:24.150 ⇒ 00:09:25.680 Lisa Whall: Are you serious!
94 00:09:26.070 ⇒ 00:09:26.800 Robert Tseng: Yeah.
95 00:09:26.800 ⇒ 00:09:28.089 Lisa Whall: That’s huge!
96 00:09:29.080 ⇒ 00:09:30.220 Lisa Whall: Oh my god!
97 00:09:30.220 ⇒ 00:09:34.360 Robert Tseng: Yeah, this… this lady, I just slacked it to you.
98 00:09:34.940 ⇒ 00:09:36.229 Lisa Whall: Oh my god!
99 00:09:36.720 ⇒ 00:09:37.849 Robert Tseng: Yeah, so this is… this is…
100 00:09:37.850 ⇒ 00:09:38.200 Lisa Whall: Goodbye!
101 00:09:38.200 ⇒ 00:09:40.500 Robert Tseng: We’re working with that UI, yeah.
102 00:09:42.170 ⇒ 00:09:45.810 Lisa Whall: That… Do you know how big of a deal that is?
103 00:09:46.590 ⇒ 00:09:56.309 Robert Tseng: Yeah, so, I mean, I don’t think they want us to kind of… I won’t be writing their name around yet, but, like, I… everyone that comes to her session, like, I want to…
104 00:09:56.470 ⇒ 00:10:13.019 Robert Tseng: basically… I mean, she’s… they’re a lot more focused on the financial services, side, which is not really a vertical we play much in right now, other than this UI deal, which is just getting started. Right. But, yeah, like, I feel like this is probably our…
105 00:10:13.530 ⇒ 00:10:20.369 Robert Tseng: Closest entry point to having a client be there at the conference with us that, like, we can maybe, like.
106 00:10:20.760 ⇒ 00:10:25.820 Robert Tseng: organize around. So, Other than just going after the…
107 00:10:26.050 ⇒ 00:10:44.070 Robert Tseng: obviously, I think, hitting up all the people that we already know, I think the regional focus is helpful, and then just kind of following the trail that our client has already kind of, like… I mean, she’s going to have people that are coming to her, and, like, whoever’s in her orbit, like, I feel like would be people that we want to get connected to as well.
108 00:10:44.230 ⇒ 00:10:46.759 Lisa Whall: Yeah. Yeah. Okay.
109 00:10:47.120 ⇒ 00:10:53.229 Lisa Whall: So… How… is somebody getting a conference?
110 00:10:53.330 ⇒ 00:10:55.150 Lisa Whall: Sorry, I’m gonna ask basic questions here.
111 00:10:55.150 ⇒ 00:10:56.039 Robert Tseng: Yeah, yeah, no, okay.
112 00:10:56.040 ⇒ 00:11:01.369 Lisa Whall: Is somebody getting a badge so that they can attend her session?
113 00:11:01.770 ⇒ 00:11:16.200 Robert Tseng: Oh, yeah, yeah, I think both you and New Tom should get badges. I don’t think I will badge, or I don’t think I will personally attend the conference, but I want to be there. I mean, I’m going to see other… other leads partners, and then also, like, I want to be able to join for other things outside the conference.
114 00:11:16.720 ⇒ 00:11:23.680 Lisa Whall: Right, I just didn’t think we were gonna get badges either. Uten, we were just gonna go as well? We weren’t gonna get a badge.
115 00:11:24.140 ⇒ 00:11:26.180 Robert Tseng: Oh, no, I, I think we, I think we…
116 00:11:26.180 ⇒ 00:11:32.689 Lisa Whall: From a money-saving perspective, but if she’s speaking, we have to have at least one person in that room.
117 00:11:32.690 ⇒ 00:11:33.320 Robert Tseng: Yeah.
118 00:11:33.920 ⇒ 00:11:46.270 Lisa Whall: mainly Utam. I mean, I’m happy to… I would… I’d love to have a badge now that I’m getting my feet… and that… and she’s speaking. I mean, just to work that room is worth the cost of a badge.
119 00:11:46.270 ⇒ 00:11:47.429 Robert Tseng: Yeah, I think so.
120 00:11:47.430 ⇒ 00:11:49.959 Lisa Whall: Yeah, okay, so we need to get badges.
121 00:11:50.420 ⇒ 00:11:51.010 Robert Tseng: Yeah.
122 00:11:51.380 ⇒ 00:11:54.299 Lisa Whall: Okay, anything I need to do there to get it done?
123 00:11:54.730 ⇒ 00:11:55.160 Lisa Whall: Good off your.
124 00:11:55.160 ⇒ 00:12:14.280 Robert Tseng: Yeah, I mean, let me just kind of, well, I think the final budget of, like, kind of flights and booking, everything just needs to come out so that we can know how much this event is gonna cost, and then we can decide if it’s one or two badges. But, yeah, I mean, I already just… I’m not… I’m taking myself out of it. I don’t think we should pay for three badges, but.
125 00:12:14.280 ⇒ 00:12:15.750 Lisa Whall: No, I don’t either.
126 00:12:15.750 ⇒ 00:12:17.080 Robert Tseng: One or two, we should, yeah.
127 00:12:17.080 ⇒ 00:12:23.609 Lisa Whall: Yeah, no, no, no, I don’t… I’m not a big badge fan, unless you have something like this.
128 00:12:23.970 ⇒ 00:12:27.939 Lisa Whall: You know, if you’re just… don’t get a badge for a badge’s sake.
129 00:12:28.050 ⇒ 00:12:30.800 Lisa Whall: Yeah. Yeah, but this is,
130 00:12:31.530 ⇒ 00:12:39.069 Lisa Whall: This is huge, oh my god. I’m so… I get excited, Robert, about things like this. This is huge that.
131 00:12:39.070 ⇒ 00:12:39.860 Robert Tseng: Great, yeah.
132 00:12:39.860 ⇒ 00:12:44.800 Lisa Whall: is speaking at Summit, and she’s from EMY. That’s all, that’s all we have going on. Not much.
133 00:12:45.340 ⇒ 00:12:47.440 Lisa Whall: Over here.
134 00:12:47.840 ⇒ 00:13:00.800 Lisa Whall: Okay, I will obviously not use her name or put anything in writing, but if I’m talking to somebody, I’ll say a large financial services firm that we can’t disclose yet, but, you know… Right.
135 00:13:00.800 ⇒ 00:13:07.250 Robert Tseng: Yeah, I’m gonna try to somehow weave it into the pitch on Wednesday when we talk to that bank as well. Right. Did they actually confirm a time, by the way?
136 00:13:07.250 ⇒ 00:13:10.900 Lisa Whall: We haven’t confirmed yet, and I’ll… I always wipe off the,
137 00:13:11.030 ⇒ 00:13:14.350 Lisa Whall: I’m gonna follow up with, our guy.
138 00:13:14.350 ⇒ 00:13:15.010 Robert Tseng: Okay.
139 00:13:15.010 ⇒ 00:13:28.670 Lisa Whall: And if… if they don’t, I’ll wipe out the holds, but I always… there’s nothing more embarrassing than to have to reschedule after you’ve given out time, so I’m a big person on hold, but always… I mean, if they snooze, they lose, too. Okay.
140 00:13:28.670 ⇒ 00:13:29.070 Robert Tseng: Yeah.
141 00:13:29.070 ⇒ 00:13:35.789 Lisa Whall: get it. So I’m always gonna put a hold, but if there’s something else that comes up that trumps it, then it’s just like.
142 00:13:36.180 ⇒ 00:13:39.330 Lisa Whall: just get back to the partner and say, this slot got taken. I just…
143 00:13:39.650 ⇒ 00:13:50.900 Lisa Whall: very, very particular about that, because it just puts you in a bad position quick if, you know… and soon enough, I’ll be… I’ll be flying solo anyways, you know, so we’ll be up to divide and conquer.
144 00:13:51.220 ⇒ 00:13:51.830 Robert Tseng: Yeah.
145 00:13:52.210 ⇒ 00:13:52.840 Lisa Whall: Okay.
146 00:13:53.490 ⇒ 00:13:53.890 Lisa Whall: This is…
147 00:13:53.890 ⇒ 00:13:54.250 Robert Tseng: just…
148 00:13:54.250 ⇒ 00:13:58.470 Lisa Whall: Had a great conversation so far. Bring more, please, tell me more!
149 00:13:58.760 ⇒ 00:14:05.860 Robert Tseng: just, like, kind of one housekeeping thing as you’re kind of starting to shoot out messages, like, I mean, you’re on… you’re on Sales Nav. I want to just make sure that we’re able to
150 00:14:05.870 ⇒ 00:14:28.679 Robert Tseng: what I’ve done is I’ve taken all of our partner contacts, I put it into HubSpot, I just want you to, like, when you send an email out, like, it gets, it gets logged in HubSpot, and, you know, just those basic, like, kind of, kind of partner tracking things, now that, like, you’re… you’re in probably more conversations that you can keep track of. So, yeah, I’m just gonna, you know, I’m not gonna… we don’t have to set it up right now on this, on this call, but I’ll give you a…
151 00:14:28.680 ⇒ 00:14:35.089 Robert Tseng: checklist for things you should go through. It’s really just about connecting your email to HubSpot.
152 00:14:35.160 ⇒ 00:14:47.469 Robert Tseng: making sure that that gets logged, then, like, you know, there’s… I mean, you can connect your calendar, we can connect your LinkedIn, like, we can… we can add on those things, but I would say, table stakes, at least just do the email first.
153 00:14:47.470 ⇒ 00:14:51.940 Lisa Whall: Yeah, I definitely want to get LinkedIn done, too, because that’s going to be most of my communication right now.
154 00:14:51.940 ⇒ 00:14:52.500 Robert Tseng: Okay.
155 00:14:52.500 ⇒ 00:14:54.930 Lisa Whall: gonna be through LinkedIn. I just…
156 00:14:55.080 ⇒ 00:15:04.940 Lisa Whall: I’ll do both, but I don’t know, I just… I’ve never had… I’ve had much better luck, either Slack or LinkedIn. Email, people tend to ignore. That’s just my…
157 00:15:05.330 ⇒ 00:15:15.320 Robert Tseng: Yeah, no, I agree. Yeah, it’s just that, like, there’s no native connections out of Slack and LinkedIn, which, so it’ll just take me a little bit more time to get that set up, so… but…
158 00:15:15.320 ⇒ 00:15:23.839 Lisa Whall: In the meantime, I am tracking everything. I mean, this will all go into HubSpot, because HubSpot’s the, it is the…
159 00:15:24.030 ⇒ 00:15:25.350 Lisa Whall: Record, you know.
160 00:15:25.350 ⇒ 00:15:33.269 Robert Tseng: Right, yeah, but I just wasn’t sure if partner activity, like, on a per-contact basis was actually being logged in HubSpot, so I just wanted to make sure that that’s happening.
161 00:15:33.270 ⇒ 00:15:34.020 Lisa Whall: I will…
162 00:15:34.870 ⇒ 00:15:51.859 Lisa Whall: I… yes. I just got them today, so I will put them all in the notes, but I guess is what I’m trying to say. And it’s all snowflake people, so it’s first out, last, thank God. It’s easy to do, yes. Absolutely. 100%, like.
163 00:15:52.370 ⇒ 00:15:53.190 Lisa Whall: Yes.
164 00:15:53.400 ⇒ 00:15:54.760 Lisa Whall: Short answer. Okay.
165 00:15:55.640 ⇒ 00:16:14.600 Robert Tseng: Cool, yeah, so I mean, I think the last thing on the HubSpot, or sorry, on the Snowflake event is just, yeah, I mean, I know you’re kind of putting together the… yeah, if you could really just go end-to-end on putting together the, like, what you want to see done before leading up to the event, if that requires some posting on LinkedIn, we’ll get that scheduled out. If you want to, like, book
166 00:16:14.600 ⇒ 00:16:25.230 Robert Tseng: you want to host a happy hour, I would say, like, the criteria for me is, like, making sure that you have expressed interest from people that, you know, before we booked the venue, because there have been times when we booked things that, like, end up
167 00:16:25.670 ⇒ 00:16:28.010 Robert Tseng: people not showing up, so that’s just my opinion there.
168 00:16:28.010 ⇒ 00:16:32.250 Lisa Whall: That’s my… that’s my fear, because… and let’s finish off on that.
169 00:16:32.780 ⇒ 00:16:39.309 Lisa Whall: I… I’m happy to try to do it, but these…
170 00:16:39.690 ⇒ 00:16:49.650 Lisa Whall: like, a year from now, I’ll be able to tell you in 5 minutes if I can fill a room or not. Right now, I just… I’m not… I don’t know the people, I don’t know their commitment level.
171 00:16:49.650 ⇒ 00:16:50.140 Robert Tseng: Yeah.
172 00:16:50.140 ⇒ 00:16:53.249 Lisa Whall: I don’t… If I was you…
173 00:16:53.250 ⇒ 00:16:57.969 Robert Tseng: I think it’s more that we have to go to them than we can really invite them to us right now. I feel like it’s just the…
174 00:16:57.970 ⇒ 00:16:58.760 Lisa Whall: That’s what I feel like.
175 00:16:58.910 ⇒ 00:16:59.530 Robert Tseng: Yeah.
176 00:16:59.530 ⇒ 00:17:11.290 Lisa Whall: I agree. So, I say, like, let’s not get distracted with that this year. Let’s just… and if we get enough people interested, we can always impromptu say, let’s meet at this bar and pick up a tab.
177 00:17:11.390 ⇒ 00:17:17.890 Lisa Whall: Yeah. I don’t want to… I just don’t want to commit to some event. I will get way too stressed out.
178 00:17:17.890 ⇒ 00:17:18.710 Robert Tseng: Yeah, I agree.
179 00:17:18.710 ⇒ 00:17:28.980 Lisa Whall: You know, so let’s make that a goal for next year. What I’ve been telling, like, Matt and Maddie and the other people I’m getting introduced to, like, let’s grab a coffee or a drink.
180 00:17:29.420 ⇒ 00:17:32.620 Lisa Whall: That’s like, I’ll contact you when it gets closer.
181 00:17:33.130 ⇒ 00:17:34.520 Lisa Whall: And,
182 00:17:34.680 ⇒ 00:17:41.049 Lisa Whall: you know, that last week we’ll do a big push of getting on people’s calendars, but I think it’s too early right now. People aren’t…
183 00:17:41.490 ⇒ 00:17:43.139 Lisa Whall: Booking meetings yet.
184 00:17:44.230 ⇒ 00:17:44.720 Robert Tseng: Yeah.
185 00:17:44.720 ⇒ 00:17:58.750 Lisa Whall: So, but that’s… I’m just trying to warmly, like, I’m gonna be there, you’re gonna be there, yay, okay, cool, let’s definitely meet up. And then, when it comes, like, a week out, two weeks out, which will be basically next week, like, hey, you know.
186 00:17:58.750 ⇒ 00:18:08.459 Lisa Whall: Does this date, time, and just try to book up our calendar, like you said, go to them as much as possible, and we can always divide and conquer if we get a bunch of meetings, you know?
187 00:18:08.980 ⇒ 00:18:11.809 Lisa Whall: That’s how it works. Yeah. So, yeah.
188 00:18:12.000 ⇒ 00:18:16.179 Lisa Whall: But yeah, let’s make the executive decision not to do a book of any…
189 00:18:16.970 ⇒ 00:18:17.670 Robert Tseng: Okay, sure.
190 00:18:17.700 ⇒ 00:18:30.250 Lisa Whall: Yeah, I just… I don’t… I don’t know these people well enough to be able to guilt them, because I’ll… once we have a venue booked, I’ll be like, you are coming to my happy hour, you don’t have a chance, you know?
191 00:18:30.530 ⇒ 00:18:40.680 Lisa Whall: Okay, cool. Yeah, so I guess my need from Mickey, and I can drop this in… and I’m just gonna move everything to the marketing channel, I know that’s one of Udom’s,
192 00:18:40.680 ⇒ 00:18:43.350 Robert Tseng: Yes, to kick it out of… yeah. Yeah.
193 00:18:43.550 ⇒ 00:18:52.030 Lisa Whall: It’s just… that’s what I need, and obviously, I tried to just put that quick thing together, but I’m gonna relinquish control to Mickey, he’s the expert.
194 00:18:52.190 ⇒ 00:19:00.220 Lisa Whall: I’m not, of just putting that type of graphic, and all the research I’ve been doing.
195 00:19:00.430 ⇒ 00:19:08.280 Lisa Whall: And kind of testing on my own personal account is carousels, graphics,
196 00:19:08.750 ⇒ 00:19:14.879 Lisa Whall: infographics are really hot. I mean, you know all this, I’m just telling you, kind of… I’m just doing some testing on my account so that
197 00:19:15.560 ⇒ 00:19:17.869 Lisa Whall: I just want to get things going, and…
198 00:19:18.440 ⇒ 00:19:34.750 Lisa Whall: I’ve told Utam this over the weekend, like, I know we want… we don’t want slop, I know… no one does, but we also need… we do need volume and consistency, so… we gotta post… start posting some stuff this week, like, we… we… we’ve got to.
199 00:19:35.320 ⇒ 00:19:40.849 Lisa Whall: we’ve got to… we’ve just got to make a move, in my opinion. But you tell me. That’s not my…
200 00:19:41.800 ⇒ 00:19:48.670 Robert Tseng: Yeah, yeah, no, I… I think, like I said, Mickey needs to publish stuff this week, so I think that’s… that’s… that’s the goal, yeah.
201 00:19:49.390 ⇒ 00:20:06.960 Lisa Whall: Coolio, okay, well, I’m gonna get back to it, and I’m also… I don’t… I hate double work. Everything will go into HubSpot, for sure, and we’ll run reports, but I’m also just gonna have, put in your Notion. If you can give me access to that Notion partner, kind of scratch pad snowflake one.
202 00:20:07.150 ⇒ 00:20:10.950 Lisa Whall: We’ll kind of keep things alive there for a hot second, just…
203 00:20:11.100 ⇒ 00:20:13.790 Lisa Whall: So you can see activity happening in real time.
204 00:20:14.570 ⇒ 00:20:15.100 Robert Tseng: Yeah.
205 00:20:15.270 ⇒ 00:20:22.359 Lisa Whall: you know, why we figure things out, but everything will go into HubSpot, for sure, because I’m committed to that.
206 00:20:23.150 ⇒ 00:20:24.480 Lisa Whall: Does that make sense?
207 00:20:25.070 ⇒ 00:20:33.709 Robert Tseng: Yeah, okay, I was just looking at your access, it seems like… okay, I’m gonna just make a… make a… I have to ask… ask Ops to do this. Okay.
208 00:20:34.400 ⇒ 00:20:37.910 Robert Tseng: Yeah, I didn’t realize I didn’t have access to some of these things.
209 00:20:38.230 ⇒ 00:20:52.300 Lisa Whall: That’s okay, that’s how we learn. Okay. Okay, this… okay, we have 8 minutes left, I’m gonna hog all the time I can. Sure. Okay, so this guy that my husband used to work with, his name’s Dave Stewart. He is a rep on the West Coast.
210 00:20:53.260 ⇒ 00:20:55.320 Lisa Whall: He’s like, how can I help you?
211 00:20:56.930 ⇒ 00:21:05.800 Lisa Whall: He’s… So… What are your… if you were me, What would you do?
212 00:21:06.060 ⇒ 00:21:10.029 Lisa Whall: I mean, I know what I’ll do, but I’m not trying to put you on the spot. I just want to, like.
213 00:21:10.270 ⇒ 00:21:12.879 Lisa Whall: I’m not brain-forged eyes yet.
214 00:21:13.320 ⇒ 00:21:15.729 Robert Tseng: Yeah. Wait, he’s a, he’s a rep?
215 00:21:16.120 ⇒ 00:21:24.400 Lisa Whall: Yeah, he’s AE in San Fran. Okay. John’s known him for years, and he used to work together, and he’s like, happy to help, what can I do for you?
216 00:21:24.930 ⇒ 00:21:32.879 Robert Tseng: Oh, got it, okay. Yeah, well, I think, you know, previously we had talked about, like, putting together, which I think is a…
217 00:21:33.260 ⇒ 00:21:48.139 Robert Tseng: like a brief that we want to circulate with our AEs. So, I mean, I think we can just focus on curating that specifically for Snowflake, but yeah, we gotta… I mean, I’ve been just hopping on a call with him, sharing, like, our capabilities.
218 00:21:48.140 ⇒ 00:22:03.989 Robert Tseng: you know, just kind of opening that conversation, but I ultimately want to share lead lists with him, so better understanding what’s in his territory, who’s he selling to, and, like, seeing if we can, you know, if there’s… if we’re, you know, if there’s going to be overlap in who we’re targeting.
219 00:22:04.000 ⇒ 00:22:15.599 Robert Tseng: I feel like I would do that before I even hop on a call with him, because if he’s selling to people that we would never really talk to, then I don’t really think it’s… I mean, if anything, he could connect us to another AE or his partner manager, but…
220 00:22:15.870 ⇒ 00:22:22.830 Lisa Whall: Yeah, I think those are… I’ll try to get on a call with him and just… Yeah. …see how he can help, because he’s a personal friend, so…
221 00:22:22.830 ⇒ 00:22:23.570 Robert Tseng: Yeah.
222 00:22:23.570 ⇒ 00:22:26.139 Lisa Whall: Yes, all of those things I will do.
223 00:22:26.690 ⇒ 00:22:38.109 Lisa Whall: So I’m gonna get our first meeting outside of your network, so I’m happy about that. Great. Thank you! We were just talking about Snowflake stuff, so you… we didn’t record, but…
224 00:22:38.230 ⇒ 00:22:41.479 Lisa Whall: Or I think it… all our meetings get recorded, so…
225 00:22:41.770 ⇒ 00:22:43.470 Michele Altomare: Okay. Can you guys hear me, though?
226 00:22:44.060 ⇒ 00:22:44.709 Robert Tseng: I can hear you.
227 00:22:44.710 ⇒ 00:22:46.990 Michele Altomare: Okay, great, great.
228 00:22:46.990 ⇒ 00:22:49.809 Lisa Whall: I’m gonna… I’m gonna be quiet and turn it over to Rob.
229 00:22:50.270 ⇒ 00:22:57.950 Robert Tseng: Okay, yeah, I mean, just real quick for both of you, I… wait, does this work if I change tabs? Can you see me changing tabs?
230 00:22:58.170 ⇒ 00:22:58.710 Michele Altomare: Yeah.
231 00:22:58.930 ⇒ 00:23:03.540 Robert Tseng: Okay, great. Yeah, so, you know, a few things, you know, we… I’ve…
232 00:23:03.540 ⇒ 00:23:18.990 Robert Tseng: I just want to orient you, I know there’s a few different sources, just because, like, I know a lot of docs get, like, kind of lost. So, yeah, I think one thing is this… this call, I will run off of our WBR, which is, you know, we didn’t really talk about metrics today, which is fine, I think just needs…
233 00:23:18.990 ⇒ 00:23:21.770 Robert Tseng: we can… we can go back to this, but I want to be talking…
234 00:23:22.080 ⇒ 00:23:24.960 Robert Tseng: kind of, like, what I’m observing in the data week to week.
235 00:23:24.960 ⇒ 00:23:25.330 Michele Altomare: So that’s…
236 00:23:25.330 ⇒ 00:23:35.820 Robert Tseng: always gonna be a part of this call. And then, like, every week, I’m gonna be kind of basically creating a new meeting note here. This is just kind of, like, weekly thoughts. You can keep tossing them in Slack, whatever.
237 00:23:35.820 ⇒ 00:23:53.949 Robert Tseng: If I need to table it, and I need to address it in a meeting, then I’m just gonna pull it into here. So questions, follow-ups, and things. So, like, we’re about to hop on a call with Artie in 5 minutes. I think he’s a little bit disorganized, in my opinion. He just kind of has docs kind of everywhere, so I just kind of put them all in one place. I’ll walk through him, give him the feedback on, like.
238 00:23:53.950 ⇒ 00:23:58.769 Robert Tseng: what value we got from his stuff versus, like, what I want to see more from him.
239 00:23:58.770 ⇒ 00:24:20.549 Robert Tseng: So yeah, like, that was just, like, kind of a tracker update that I put in here. There’s some stuff here that I’ve assigned to, like, Lisa, or, you know, want her to be familiar with the partnerships motion, she needs access. There’s, like, the partnerships development deck that she was referencing, earlier today. It’s, like, what needs to be adjusted to this so that we can go back to our partners, with kind of a clean slate.
240 00:24:20.550 ⇒ 00:24:35.059 Robert Tseng: And then this idea of putting together a weekly partnerships brief where we’re sharing, like, updates regularly with our AEs. I’m very much like a programmatic person, like, I understand that, like, there’s momentum or whatever, but I always, like, kind of.
241 00:24:35.060 ⇒ 00:24:38.849 Robert Tseng: keeping our baseline at, like, a heart… like, the baseline heartbeat.
242 00:24:38.850 ⇒ 00:24:39.219 Michele Altomare: For sure.
243 00:24:39.220 ⇒ 00:24:44.499 Robert Tseng: like, my schtick at Brainforge, where UTAM is kind of very much with the, kind of.
244 00:24:45.150 ⇒ 00:25:02.859 Robert Tseng: hype and attention, and, you know, he’s good, he keeps pushing, challenging the norm, but I just make sure that our heartbeat continues to meet where we need to be. And so, Mickey, for you, there’s, like, there’s a few things that I’ve… I’m gonna write down here, and I’ll, you know, just kind of keep checking back here if you want to know, like, how I’m thinking about it.
245 00:25:02.860 ⇒ 00:25:10.050 Robert Tseng: I think the first thing that Lisa and I were talking about, actually, was getting, like, getting, pushing…
246 00:25:11.260 ⇒ 00:25:14.669 Robert Tseng: Yeah, pushing out content this week,
247 00:25:14.970 ⇒ 00:25:21.239 Robert Tseng: So, there’s a few different things that you wanted to do, like, the ideas are great,
248 00:25:21.420 ⇒ 00:25:34.759 Robert Tseng: But yeah, I think we just have to incrementally start to put things out. So whether you want to start sharing the evergreen content and, like, the idea that you gave, that’s fine, or if you wanted to do something that was more snowflake-focused, because we have a conference in two weeks.
249 00:25:34.760 ⇒ 00:25:42.099 Robert Tseng: I think that’s, like, you know, Lisa and I will… and every time it will be in the marketing channel, trying to just give you a bunch of.
250 00:25:42.120 ⇒ 00:25:50.709 Robert Tseng: kind of direction there, but I think needing you to kind of own, like, the content calendar on, like, what’s actually getting pushed out.
251 00:25:50.970 ⇒ 00:25:51.370 Michele Altomare: For sure.
252 00:25:51.910 ⇒ 00:25:54.960 Michele Altomare: Especially ahead of snowflake, as you said. Yeah. Right.
253 00:25:54.960 ⇒ 00:26:06.080 Robert Tseng: So, I think that’s kind of… it might be a little bit of a kind of push and pull at the start, since I know you’re kind of rebooting it, and it’s always harder to kind of start from… do a cold start than kind of keep things running.
254 00:26:06.080 ⇒ 00:26:15.959 Robert Tseng: But yeah, so I think that’s kind of, like, where my attention will be this week, and just making sure you get unblocked, and you can get your first post out. So,
255 00:26:15.960 ⇒ 00:26:35.460 Robert Tseng: yeah, I think there’s, like, gonna be some coordination handoffs, so, like, as far as, like, you know, I wrote down taking the event LinkedIn campaign, but, like, anything around deploying, like, the posts, which accounts to use, like, all that really is just kind of living, you know, it’s between Rico and Hannah, but I would just lean on
256 00:26:35.500 ⇒ 00:26:57.659 Robert Tseng: on Hannah to pass that over to you. I want that offer plate, because it’s just not really going to be a part of this moving forward. So yeah, I think, like, whatever you need to do there, like, if you’re… if you’re confused on even what to ask, like, I can go and push the messaging there and have… have her… have her meet with you. So yeah, I think that’s… that’s kind of, you know, the
257 00:26:57.740 ⇒ 00:27:01.729 Robert Tseng: In short, what we’re… what we’re looking for this week.
258 00:27:02.210 ⇒ 00:27:12.690 Michele Altomare: For sure. Yeah, what I hear you saying is make sure that there’s nothing that’s blocking anything from getting the car even started, so… Everything with ordinal made sense.
259 00:27:12.690 ⇒ 00:27:14.109 Robert Tseng: Okay, so you’ve already gotten all that.
260 00:27:14.110 ⇒ 00:27:16.790 Michele Altomare: Yeah, so ordinal… that’s what we use, at least for…
261 00:27:17.090 ⇒ 00:27:21.460 Michele Altomare: the… the hackathon post, so I assume it’s the same for…
262 00:27:21.460 ⇒ 00:27:22.370 Robert Tseng: It’s the same thing. Exactly.
263 00:27:22.370 ⇒ 00:27:28.510 Michele Altomare: for your account also, and then the other question was just email. I don’t know if… I don’t wanna…
264 00:27:28.720 ⇒ 00:27:38.489 Michele Altomare: to step in lanes of you and Lisa if you guys are doing email work within HubSpot, but if it is something as simple as just, like, getting it turned on again… I saw your message in Slack earlier today.
265 00:27:38.490 ⇒ 00:27:41.689 Robert Tseng: Yeah, yeah, so I think I’m… I’ve…
266 00:27:41.810 ⇒ 00:28:06.789 Robert Tseng: we were using it instantly before, then that person left, no one’s really used it since. So, I mean, Utah may be referencing it as, like, our old tool, but the reality is nobody has used it since probably January. So, like, yeah, if it’s… if that’s what you want to use to send emails, that’s totally fine. Like, I was trying to get the team to just push it out from HubSpot and our internal tooling, and it just didn’t happen the past 3 weeks.
267 00:28:06.790 ⇒ 00:28:09.660 Robert Tseng: So, at this point, I’m kind of like.
268 00:28:09.660 ⇒ 00:28:19.950 Robert Tseng: Cold email is not the biggest priority for me. I think getting the content up is probably the biggest priority, and then we can… we can get… then we can layer on email afterwards.
269 00:28:19.950 ⇒ 00:28:20.610 Michele Altomare: Okay.
270 00:28:20.820 ⇒ 00:28:21.340 Robert Tseng: Yeah.
271 00:28:22.650 ⇒ 00:28:24.170 Michele Altomare: Cool. Thought?
272 00:28:24.350 ⇒ 00:28:26.899 Michele Altomare: That all follows. And what you said about…
273 00:28:27.380 ⇒ 00:28:33.679 Michele Altomare: getting something up, whether it is the evergreen, but probably more importantly, time-wise, something for Snowflake that…
274 00:28:33.890 ⇒ 00:28:42.400 Michele Altomare: That makes sense, too. I’d like to see if we can get… if I can get something sent out via email, or just see if it’s working within HubSpot by, like, tomorrow or Wednesday.
275 00:28:42.400 ⇒ 00:28:44.399 Robert Tseng: Yeah, yeah, just test it out, yeah.
276 00:28:46.520 ⇒ 00:29:04.419 Robert Tseng: And then as far as, like, kind of, like, your content pipeline, this is something I owe you that I’m gonna be working more on, is like, you know, we’re gonna come… give you a bunch of ideas, but you’re gonna kind of get jammed, like, how… how, like, like, what… what do you prioritize? And so, I mean, I was trying to share a few links with you. This is where I dropped the ideas for the content.
277 00:29:04.420 ⇒ 00:29:04.850 Michele Altomare: Diet.
278 00:29:04.850 ⇒ 00:29:15.339 Robert Tseng: when I was, like, kind of still pushing out my own content. And so I just keep adding to this, but, like, to me, the, the, the, the,
279 00:29:15.940 ⇒ 00:29:35.849 Robert Tseng: the base unit of, like, what you need is an idea, and, like, so there’s a… from an idea, there’s, like, maybe a single idea is a short-form post. I kind of mentioned this framework to you last week, and I could synthesize it a bit more clearly, but it’s, like, what are the inputs and outputs to get you to produce the content, right? So you have, like.
280 00:29:36.140 ⇒ 00:29:54.260 Robert Tseng: the inputs are ideas. A single idea can be, like, a short post, maybe a collection… a set of ideas is, like, a medium form post. Maybe, like, a larger collection of ideas is a longer form post. And you’re kind of… or not just posts, but, like, you’re deciding, like, what
281 00:29:54.320 ⇒ 00:30:00.610 Robert Tseng: what, like, media… content mediums are you able to push out from the type of content that we have? And so.
282 00:30:00.880 ⇒ 00:30:18.989 Robert Tseng: Yeah, I think there’s, like, there’s, like, a couple vectors here. It’s the number of ideas that you want to put in a single thing that determines, like, how much you’ll be able to squeeze out of it, and then also, kind of, like, the quality, like, and… and, and, and speed, right? So, like, speed as being, like, if you, if we just rip it, just…
283 00:30:18.990 ⇒ 00:30:31.220 Robert Tseng: just with AI only, if we care about the quality a bit more, then it’s going to be more of a curated. So, I kind of owe you that framework so that you can better triage, like, what idea… what ideas are coming through, like, how do you…
284 00:30:31.220 ⇒ 00:30:38.009 Robert Tseng: how do you, like, actually decide which ones to use? But just for now, you know, hopefully you have some stuff already…
285 00:30:38.010 ⇒ 00:30:38.800 Michele Altomare: But this is, this is a good…
286 00:30:38.800 ⇒ 00:30:39.870 Robert Tseng: Market to…
287 00:30:39.870 ⇒ 00:30:40.490 Michele Altomare: This was a good start.
288 00:30:40.490 ⇒ 00:30:41.840 Robert Tseng: But yeah, yeah, so…
289 00:30:41.840 ⇒ 00:30:44.660 Michele Altomare: What you mentioned last week of, you know, the light, medium, and heavy, and then…
290 00:30:44.660 ⇒ 00:30:45.480 Robert Tseng: Yeah, yeah, exactly.
291 00:30:45.480 ⇒ 00:30:48.040 Michele Altomare: What gets you the most. Yeah, it’s good. It’s good.
292 00:30:48.610 ⇒ 00:30:49.190 Robert Tseng: Yeah
293 00:30:49.350 ⇒ 00:31:02.180 Robert Tseng: Okay, cool. Well, yeah, I think that’s all we got time for now. I’m gonna jump to talk to Artie, but let me know if you have any questions. Yeah, I think kind of enabling you and Lisa this week is kind of top priority for me on the sales side.
294 00:31:02.180 ⇒ 00:31:03.490 Michele Altomare: Okay. Cool.
295 00:31:03.980 ⇒ 00:31:04.390 Robert Tseng: Cool.
296 00:31:04.390 ⇒ 00:31:05.240 Michele Altomare: Sounds good.
297 00:31:05.490 ⇒ 00:31:06.060 Robert Tseng: Thanks.
298 00:31:06.060 ⇒ 00:31:07.109 Lisa Whall: Next one, bye.