- Duration: 32 min
- Platform: meet
- Source: Read.ai 01K5CDFSXWVDT219VYFKQ27728 (https://app.read.ai/analytics/meetings/01K5CDFSXWVDT219VYFKQ27728)
Transcript
[UNKNOWN_SPEAKER]: So some of those are lower ticket, some of those are higher ticket. [Michael Houck]: And I think for the higher ticket sales in particular, we do really well with referrals. Once we get somebody in with somebody else. And I know a lot about cold email and sort of how that world works. And I know that it’s very rapidly getting saturated and dying and not really where I want to be spending my time anymore. So when I saw like warm intros, I was like, oh, that not only fits with our business, but also sort of is going to be a higher trust type channel probably than the traditional outreach. So I certainly want to get a sense of that, but that’s probably existential on your end. But yeah, just it seemed to make a lot of sense. And so I was like, let’s chat. The price point seems super attractive. So I just want to just get into it. [Zach Roseman]: Yeah, I mean, it sounds like you’re coming in with more knowledge and maybe some other do although we do have a bunch of like people who have like turned off of like the swarm and connect the dots and a bunch of other products so I don’t know if you’ve like tested them or used them I’m happy to answer your questions we we do things very differently than them not just on the price side but also on like the way the technology works which I think is actually like everyone thinks their technology is unique and different I have there’s actually like probably eight or ten competitors who all do the same thing I don’t know how they all differentiate themselves um uh but anyways uh yeah basically you I don’t I don’t have to give you the whole picture you get it like AI automation email saturation, etc, blah, blah, blah. And so basically, we take the approach that, you know, like, in this AI world, increasingly, the people you’ve met, and no one had a conversation with are going to be that’s going to be the new currency of sales, which is kind of back to the future of what it used to be 100 years ago, when there was door to door selling, right. And so that is what we built our business on top of So basically, you can come in, you can say, here are the people I’m looking to meet, we will, we have an agent services on top of your LinkedIn, it maps all of your path that you have on each of those people. And then we have an algorithm that scores the strength of that connection. And none of that is sort of revolutionary. Other people do that in certain degrees. The thing that is very different about what we do is, as opposed to every other product out there, you don’t need to go and ask people in your network to either send you a CSV of their LinkedIn connections or install an extension, right? What happens with those is that 10 or 15 people do it, and no one else wants to do it because no one else wants to share that data with you. It’s so annoying. And then not only that, you then have you can only ask for 10 or 15 people, and so you end up asking them over and over and over again, they get tired of you and they don’t want to do it. In our product, the way we built it, because it’s agentic, we map your entire network, if you want us to, and there’s different ways to do it. But we say, okay, in your whole network of people, who do you know that can make introductions to these prospects, and then we score the strength of each of those, of each of those. And so it may be one of your 10 closest friends, or maybe even one of the 5,000 closest friends, but you can decide you don’t want to go through that person. And we have ways to sort of sort and filter the data in a smart way so that your, your old You’re seeing the best paths, people you’re closest with, and the people who have the best connections. So I’m going to pause there, but that’s sort of the whole idea. I can show it to you. [Michael Houck]: Yeah, basically, the TLDR there is that I don’t need to get data or get an input from my friends and my coworkers or whomever, right? All I need to do is have this agent crawl my LinkedIn network, and then it will tell me, OK, if I want to get in touch with somebody at companies XYZ, then here are the two or three best people. [Zach Roseman]: For each company, let’s say you can have one people at that one, you can have five people at that company, you tell us whatever, and then for each of them, we’ll tell you on a company level who’s your best path in, and then on an individual person level, of the five people that target at that company, what are the different paths to each person? And then you can also have a feature where you can actually pool your data with your team, right? So let’s say your team is also super connected. So you could say, Okay, Michael, and everyone else on your team, you can pull your data. And then that way, you don’t have to be in the product, you can go to somebody, your mid level or junior team members be like, Hey, ping me when you see when you see there’s a person in my network, why should I ask for it? Yes. And so it can be mapping your network in the background and someone else’s sort of then responsible for being like, Hey, Michael, ask this person and that person for these two. [Michael Houck]: And I also map, like, can I create like an aggregate pool of my network? [Zach Roseman]: Exactly, exactly. [Michael Houck]: That’s, yeah, that’s, that’s That’s killer, I love that. Okay, so yeah, do you wanna just maybe briefly show me like how it works and then I can sort of follow up with what comes to mind from that? Yeah, for sure. Just let me know when you get to see my screen. [Zach Roseman]: Cool, yeah, I can see it now. Okay, so I’ll get to what you see on the screen in a second, but first you start by like adding targets, right? So this can be done in a couple of different ways. So do you guys use like any prospecting tool, or Ample Market or anything like that. We use Apollo. Yeah, we use Apollo. [Michael Houck]: So there’s a couple of ways to do it. [Zach Roseman]: So if you run a search on Apollo, and you know the exact people that you’re looking for, let’s say you know the people. Basically, we only need their LinkedIn profile URL. So when you export a search from Apollo, it includes that in the CSV. You could just upload that CSV here, and we’ll grab what we need from it. Or you could copy and paste a list of profile URLs in here if you have them in an Excel doc or a Google Sheet somewhere. You can tag different lists. Today, you want to start mapping a list of your Q3 SMB prospects. And then tomorrow, you’re going to a conference next week. I actually want to start mapping that conferences, the people I want. How do I pass people who are attending the conference? You can do all that. Or you could tag them as based or filtering each later. Another way to do it is, let’s say you say, OK, I don’t actually know the individual people. And maybe I don’t have an Apollo, or I don’t have a prospecting tool, or I want to just test out Draftboard. So here are the titles I’m looking for. You can put in whatever titles you want, CRO, whatever you want. And then you tell us just the companies that you want to search, right? So we just need their websites, right? So just like apple.com, netflix.com, whatever, you could copy and paste a list in there. And then we will run a search for, okay, who can you get to via your network that is the CRO, COO, CMO of these 300 companies, right? And then we’ll show you, we’ll map all your paths to those people. The last way to do it is slightly different. And it says, okay, you actually may not want to start with mapping your entire How many LinkedIn connections do you have? Like 45,000. [Michael Houck]: Right. [Zach Roseman]: So you might actually say, maybe not, you might actually say, you know what, that’s like not useful for me to map all 45,000 because I can’t ask all of them for interest. So what you can do then is say, okay, I actually, here are the a hundred people in my network who I can ask for interest. The 10 people, the 50 people, whatever it is, investors, advisors, friends, roommate from college, doesn’t matter, right? You can actually just say, just search these people’s networks for people with the title CEO, CRO, whatever. And then we’ll return the results. And you can optionally filter that by only return results from people who work at XYZ companies, again, with the websites. And so that will sort of prioritize, OK, just start with those paths, because those are the ones that are the strongest. That makes a lot of sense. OK. [Michael Houck]: And then when you get that, sorry, I don’t want to cut you off. [Zach Roseman]: Oh, go ahead. Go ahead. You’re fine. When you get that, you get a screen. This is like a real customer screen. And high-level information, that’s fine. Let’s say I want to get to this company Lunchbox, right? So I’ve uploaded one target, Daniel Gore, right? If you look at this other company, Aiola, it’s three targets. It just depends on, you know, that’s just how it’s played out. I’m looking at the accounts view now. There’s different ways to view the data. I can show you that later. Let’s say I want to get to Lunchbox. So I have eight paths into Lunchbox. That’s like the number of paths. And the highest scoring path is 100%. So there’s someone that our algorithm is saying that I know, that knows Daniel Gore, that should be able to make an intro. And I’ll explain what that means in a second. So I open that up, and I can see on the right and the left is the target, right, Daniel Gore. On the right is like all of my paths to Daniel Gore, the eight paths, right? It could be eight, it could be 80, right? And so what you don’t want to have to do is sort of figure, of 80 paths, which one do I ask? Yeah, of course. Right, so now you know, actually, it turns out, okay, Sandy Ortez, they’re actually co-workers. So I’m actually like friends with his VP of people, right? So if I want to get to him, I can now ask Sandy, right? And they’ve worked together for 66 months at Plunchbox. Let’s think of a different example don’t actually work together right now. OK, so Inbal and Daniel worked together for 21 months at EY in 2013. And so essentially, we’re looking at a whole bunch of data points. Did they overlap at work? If so, for how long and when? Did they go to school together? Was it overlap? What’s their relative seniority levels? What departments are they in? What are their titles? Location data, all this stuff to build an aggregate score. So you don’t have to sit there, go to everyone’s LinkedIn profile, and be like, do they actually know each other, or are they just a random LinkedIn Does the score account for both how well they know the target and also how well I know them? [Michael Houck]: Or is it just how well they know the target? Just how well they know the target. [Zach Roseman]: And there’s a caveat there. But our initial thesis, we actually did the whole score originally. But our initial thesis was, actually, you know best who you know. So I’m not going to sit there and give you a score to your connection. Now, where that becomes a little bit problematic is when you have a team. Because if your team sees that you’re connected to someone, they may ask you, be like, I don’t know, that’s a random connection, but I don’t know who that person is. And we’re building in more logic over the next few weeks that will be like, OK, they’ll be able to filter. So if someone in your team sees that you have, they can filter your results. They can build a filter by people who you worked with in the past or went to school with. So it sort of narrows it down. Now, it’s not going to be perfect, but that’s that. And then what you can do, we’re going to make this process more like Tinder-like, probably. But you see these stars, like some people have this yellow star that’s filled in. You can actually mark the people that are your supporters, investors, advisors, happy customers, people that you can ask for intros, right? And so your team will also be able to filter, okay, show me the people that Michael has marked as his supporters, right? We’re getting to a more automated fashion there, but like that’s the idea. No, I think that’s very straightforward and easy to grok. [Michael Houck]: So yeah, it makes sense. The other, a couple other things I’ll show you real quick. [Zach Roseman]: So let’s say, so I’ve starred this guy, Itai, right? So I mean, he’s my supporter. Now notice his score is 25%. It’s a low score, but because he’s my supporter, I want to know if he’s connected because I can just quickly ask him that, right? Right. But another, right next to that, you see this number 13 with the arrow. So what that means is, okay, let’s say I asked Itai for an intro today. And then tomorrow Draftwork was doing more mapping, right? Cause it’s like a methodical thing and it discovers three other intros. It’s like, oh shit. Like I didn’t know. I wish I had known that there were more intros I could ask them for, because I kind of used up my intro. So if you click on 13, actually, what 13 is telling you is, actually, it ties back to the 13 of the prospects you’ve uploaded, right? So now I can see all 13 in one screen very easily. [Michael Houck]: And I can say, hey, can you make intros to any of these? I can choose a subset of them. [Zach Roseman]: It’s up to you. I’ll show you this later. We have these templated messages. We’re going to create a multi-select template, where instead of it like, so the templates are like, hey, do you know this person? But it’ll be like, oh, hey, do you know any of these five people? I do that. I do that in my LinkedIn DMs. [Michael Houck]: Sometimes I’ll just reach out to like five, well, I’ll reach out to someone like, Hey, do you know like any of these three people or whatever? Exactly. [UNKNOWN_SPEAKER]: Exactly. [Zach Roseman]: We want to make it more automated. So, so that’s that. Um, we have these, these, um, these messages are customizable, so you can create your own templates with dynamic fields, kind of what you would expect. We don’t have a Gmail integration yet, although that’s coming, you can copy and paste this. You can open a LinkedIn chat with this person with the tie. You can open an email with pre filled email for your, whatever your native client is. And then once you’ve requested them, we have a very simple CRM, like Mark has requested, and you can sort of move them through different stages, right? So you know not to ask someone else for an intro to Lunchbox again, right? So if you’re going through it. What if I do? What if I want to ask 10 people for intros to different people? [Michael Houck]: You can. Essentially, what happens is when you click Mark has requested, then they move to this tab called Intro Requested. [Zach Roseman]: So it’s still there. You can still see it, but this is just more of an organizational thing. Instead of being in the Ready tab where you haven’t done anything with yet, like these are the next up kind of, you can still go in and like, oh, I want to ask someone else for an intro. The last thing, there’s a lot more, but the last thing is, there’s another way to view the data, which is connections viewer. So this is sort of looking at the data the opposite way. Instead of saying, okay, who am I trying to reach and who knows them? This is saying, who do I know and who can they introduce me to, right? And so it’s saying, and you can sort it by relationship strength, by number of paths, let’s sort it by number of paths. So now I could say, okay, let’s say I have thousands of LinkedIn connections, 2,433, of them are connected to at least one of the targets that I’ve uploaded, of these 124 targets, right? So now I can say, OK, who in my network, where’s the biggest bang for the buck? OK, Jaav Milner is 40 paths. Let me ask him for a bunch of intros. Maybe he’s a close friend of mine, right? But alternatively, once you’ve marked who your supporters are, once you have a critical master, you can actually filter this by your supporters. You’re just seeing your highest value people who can make the most intros, and you can kind of So I’d have one by one and be like, hey, can you make this one? Can you make these ones? Can you make that one? So basically, yeah, it just makes it a lot easier to get started. [Michael Houck]: Cool. OK, this makes a lot of sense. I think especially as more folks would join my team, this would get bigger as they link their networks to it. So there’s new people coming in all the time. [Zach Roseman]: Yeah, you just looked quickly here. So, oh, I’m on an account that doesn’t have it. Keep going, but let me just change accounts real quick. No, yeah, you’re good. [Michael Houck]: I think it makes sense to me. My network alone is probably big enough to have almost endless amounts of people, and paths, and intro requests, and things like that. So you can filter by team member here. That’s just what I want to show you. [Zach Roseman]: So you can say, OK, show me just Ellie’s paths. Ellie is the CEO. OK. Or just show me Jonathan’s paths. And then, yeah. [Michael Houck]: And then how do you guys, I guess, is it just LinkedIn connections? Is that how we generate the paths? I don’t know what other data there would even be. We will incorporate other data in the future, but right now it’s LinkedIn. [Zach Roseman]: So basically we have this agent that sits on top of your LinkedIn and then we’re using profile data to build the score. In the future, we’re going to add data like crunch base or pitch book data on the investor side. Have they invested before? Did they invest in this person before? We’ll give users the ability to add email data. I don’t know how many will actually use it, but have you ever emailed them before? Have you ever scheduled a meeting with them before? And there’s actually a cool feature we’re going to be rolling out in the next month, which is you’ll be able to connect your calendar. And then before every meeting you have with an external party, we’ll say, hey, these are the top intros this person can make. So you just want to turn every meeting into a potential sales outcome, right? [Michael Houck]: And so like, I can tell you that. [Zach Roseman]: I try, I try. Okay. [Michael Houck]: One other thing is like a lot of people, a lot of people that I know and that I like, you know, have close relationships with, I don’t talk to them through LinkedIn, or maybe I’m not even connected with them on LinkedIn. I talk to them through text, or WhatsApp, or Telegram, or stuff like that. Is that part of this, too? Or would it not have the context for those conversations? [Zach Roseman]: It wouldn’t have the context. So first, we definitely wouldn’t have the context of the conversations. We also wouldn’t be able to map their network if they’re not connected with you on LinkedIn. So if they’re connected with you on LinkedIn, then we can map their network, and you could mark tag them as a supporter, right? If they’re not, look, in the future, I hope to build on top of other platforms, and like, you know, MCP into WhatsApp, like, that’s actually, I would love to do that be like, okay, who you conversing with on WhatsApp, let’s auto add those as supporters of yours, right? Like, whatever it is. We’re a little bit of a ways away from that, though, unfortunately. [Michael Houck]: Okay, got it. And then you mentioned, oh, go ahead. Sorry. No, no, I was just coughing. [Zach Roseman]: You, um, you showed me the sort of the templates, like the message templates like yeah I guess draft board just like has that by default and then I like I can edit those or I can add my own templates like a template bank exactly basically so if you um I’ll just show you real quick but um you can do it a couple different ways but they live in settings so if you open up doesn’t matter any of these um you’ll be if you have a bunch of templates you can just choose the ones right you can drop down here and then you can go to edit templates and you can create your own with the dynamic fields and you can So you could have like, these are my templates for people of mine, like my investors. These are templates for my friends. These are templates for former colleagues. These are templates for happy customers of mine who have offered to help, right? And so you can create your own new templates and it’s very similar to like any sort of like sequencing platform. Except we don’t have sequencing, but like, yeah. [Michael Houck]: Basically personalized enough where it’ll come off like a one-on-one message. Yeah. In the future, we have some really cool idea. [Zach Roseman]: One of our customers actually built their own custom templates. They’re like, templates aren’t enough. Like, I tell it, I feed it the job for data. And then it asked me a bunch of questions, like, when was the last time you talked to this person? What did you talk about that? And then it feeds like a custom message to that person. I was like, that’s crazy. [Michael Houck]: Yeah, that would be like, I feel like it’d be a lot of time for one message on my end as the as a user, but you’re talking right, you’re talking about like, high CV, it’s probably really worth it. [Zach Roseman]: You spend three minutes, what I don’t know, like, crafting a great, like, hey, we haven’t talked in 10 years message. [Michael Houck]: That’s true. I guess I guess the higher ticket you go, the more it gets worth it. [Zach Roseman]: Okay. [Michael Houck]: So, I guess, okay, so on the relationship, the relationship scoring, okay, so that’s just for that’s just for their relationship with each other, not my relationship to them. So that makes sense. I had a question about like, how do you determine my relationship strength with one person or another, but that may be a sense we covered that. We could use the same model just feel like you’re gonna know better than us who your best relationships are so that’s why that’s where the starring comes in as you as you see people just click the yellow button right just like you know it’s it’s yeah it makes sense because again some of that context can be lost in my text and whatsapp and all that stuff anyway right okay and so I guess another question would be like am I like a good customer for this like this is like a new channel that we’d be exploring and really you know one of to scale. Our ICP right now is like C to series B founders. [Zach Roseman]: So basically people who don’t have a fully built out sales team. I don’t know. I should ask what your sales team looks like, But email isn’t working. They’re hesitant to build a whole email infrastructure. Maybe they did build it and it’s not working. And they’re like, I’ve maxed out my first three connections, but I don’t want to hire a huge sales team now. So how can I be scrappy and figure out a more systematic way to leverage my network? Because I know that my investors don’t respond when it’s in the list of 300 customers, 300 people I want to meet. Or I don’t want to spend hours doing this manually on LinkedIn, and even then not getting it right. So more like venture-backed startups, because my last company was a venture-backed startup. [Michael Houck]: We bootstrapped a few things underneath our sort of umbrella. This is like a high-ticket agency, basically, for us. Honestly, we’re trying to figure it out. [Zach Roseman]: I would say if you’re in hustle mode, that’s an overused term, but that’s interesting to us. I have like boutique consulting firms on here where they don’t have a sales team. It’s just like the partners that are just like doing outreach on this. I have a guy who runs a LinkedIn consulting business where he helps like senior salespeople like build LinkedIn presences and now he’s helping them find them intros to their customers via draft board. He’s like, so I have like lots of different kinds of users. So it sounds like from what you’ve told me that it could be a good tool for you. Yeah. I mean, even that last use case could apply to us. [Michael Houck]: We do audience building, we do content creation through one of our businesses for a bunch of founders and VCs and even some celebrity clients. And yeah, there’s probably a way to, for the ones that do LinkedIn at least, there’s probably a way to consider adding this and adding more value for them that way. So it’s interesting. Yeah. We have a video production company. [Zach Roseman]: It’s like a video production company. They’re like, we sell to digital companies, but we want to leverage our customers and our relationships to like make intros to new customers. And so, yeah. Right. Yeah. Okay. [Michael Houck]: So I guess another question is like I mentioned at the beginning, like the price point seems like almost too good to be true to me, like 25 bucks a month, even at the 50 bucks a month. Like that’s, it seems like really good for, I can send as many messages as I want. And it’s like the UI is beautiful. Like maybe I’m an idiot. I don’t know. [Zach Roseman]: I, I kind of view this as, um, if we can become embedded in people’s workflow, then it will be worth it for us. We don’t, you know, as much as we’re building an agent, we don’t have like massive compute costs that, that like, you know, open AI or anything like that has. And then beyond that, I have you have you tried any of the other products in the in the market for this, like the connected outside, you should check them out. Like, you should check them out. They’re way more expensive. Yeah, they’re thousands of dollars lock you into like, I was like, the person was like, okay, like this sounds good, but like, I don’t know if it sounds that good. [Michael Houck]: I got, I just don’t know. I constantly have people that are like, Oh, I just, I signed a pilot, you know, let me test that out. [Zach Roseman]: And they come to me and they’re like, yeah, it didn’t work. Like it was too expensive and it didn’t do what they were going to do. And like, my view is maybe I’m again, maybe I’m the idiot, but like, we have to earn your business. And so like, you know, if you start with one account, then hopefully you’ll expand to others because you know, you see the value of it and the network mapping is always there. I should mention, the one constraint that we have is because we do sit on top of LinkedIn, we sort of, we meter how much mapping we do per day. So if you can upload, we can do, we can map pads to about 40 prospects per day, right? So that could be 500 or a thousand paths. It depends. So if you upload a list of 40 people, you’d be done by the end of the day. If you upload a list of 400 people, it could take plus minus 10 days. So that’s, that’s the only constraint. One day we’ll have built sort of the whole network graph won’t need to like do like going to LinkedIn to do that. [Michael Houck]: But for right now, that’s the one constraint. [Zach Roseman]: Got it. So that’s like a platform constraint from LinkedIn that like, there’s no way around this. Correct. For now, for now, for now. [Michael Houck]: And we’re sorry, the price is the 25 or 50 per month is per account per user. [Zach Roseman]: Correct. Yeah. If you guys end up having like multiple users, I’m happy like the standard is 50 but I’m happy to give you like a discount for additional users like it’s not. I’m very interested in feedback and how people are using it and isn’t providing the value that you expected. Of course, I want to generate revenue because that’s also a testament to whether it’s working. I appreciate that. [Michael Houck]: Are you guys venture backed? Are you bootstrapping? We are. [Zach Roseman]: This is actually our post pivot products. We had a talent marketplace where essentially we said anyone can refer people to jobs and earn money from the referral bonuses of the companies. Already offered employees. And so we convinced companies to offer it on our marketplace. And then people, anyone could refer their friends. And it just didn’t work. Didn’t work. I can like go into the details another time. But it was just it failed. And I was like, I’m not going to work on something that I don’t feel passionate that can actually succeed. So yeah, I stumbled into this. You have the opportunity costs like what you can work on anything, you know, it’s totally, totally, we had some money left, you know, and I was like, my time is worth more than the money though. And I was like, it’s like, I don’t want to like I have two kids. I don’t want to waste my time going to work on everything that I didn’t feel passionate about. And so, kind of like by accident, I stumbled into this, which was definitely inspired by the previous product, like network-based. Yeah, there’s a few other things coming, but yeah. [Michael Houck]: I think it makes a lot of sense to me. Again, I have a big network and it’s a good network. And so, I feel like I’m leaving a ton of value on the table by not diving into it. Talking about the talent market, marketplace actually got me thinking a little bit. Could I use this for things other than sales? I could use this for recruiting. [Zach Roseman]: We haven’t highlighted those use cases because I want to stay laser focused in our messaging for now, but totally recruiting, even job seekers actually might want this. My vision is with our Chrome extension, you could say you’re a job seeker, and then anytime you navigate to a job post, we’ll find the most likely hiring manager and show you to that hiring manager. There’s a lot of ways you could use it. Yeah, that’s very cool. Fundraising. Fundraising also. So if you have fundraising, here’s a list of 50 VCs I want to reach. Throw them at the draft board very quickly, get a response on what your best path is into them. That’s where things like adding more data sources like Crunchbase or PitchBook become helpful. And actually, it’s funny. Maybe you’ll appreciate this because you have the newsletter and so it’s like the sort of immediate business also. We’re actually as a go to market strategy launching, we have this unique data set, right? Like data asset of like connections and the connection strength and all this stuff. So we’re gonna be launching like something inspired by, you know, the VC Midas list of ranking of VCs by who knows what they rank them by. Basically, we’re gonna rank, we’re gonna call it the whisper list. And it’s gonna be VCs ranked by their connections to your ICP, right? So like who are the top 10 New York VCs based on connections to heads of or heads of marketing or heads of sales or something like that. And so, yeah, we’ll see how that goes. Send that over when you have it. I’d love to throw it in there. [Michael Houck]: I’ll send you like, here’s like the quick mock-up. [Zach Roseman]: I mean, it’s more, we’re a little more than a quick mock-up now, but here’s the, I’ll send you the lovable, like sort of draft version of it, just so you can get a sense of what it’ll look like, But we’re like building the data set right now. So it’s, yeah, I’ll let me send this to you. Right now. That’s a super cool idea. [UNKNOWN_SPEAKER]: I love it. [Michael Houck]: That’d be super useful for founders. For some reason, the lovable link is like returning a bad, uh, okay. [Zach Roseman]: You can just, you can email it to me later. I’ll take a look. Okay. [UNKNOWN_SPEAKER]: Yeah. [Michael Houck]: I’d love your feedback on it too. [Zach Roseman]: Like if you have like a, like some like ideas of how to make it like better or whatever, like we want to keep it super MVP at first and like two weeks start like seeding the marketplace being like, Hey, you’re a number three on this list. You know, like, well, like other founders be like, what do you guys think of this? And then we’re going to have a way for VCs who aren’t on the list to claim their spot, being like, OK, if you want to claim your spot, put your email down on our Chrome extension, yada, yada. [Michael Houck]: Yeah, I feel like that’s the kind of thing that if you get initial traction behind it, the FOMO is just going to eat at them, and they’re going to feel the need to jump in, and it’ll snowball from there. So it could be a success. Yeah, I think it’s cool. Yeah. Yeah. Let me see if we have any final thoughts. I don’t question. Yeah, you’re almost a time. No, it’s okay. [Zach Roseman]: I’m good on the back end. Oh, yeah Okay, so I guess my last question would be like like how often should I be using this? [Michael Houck]: Like if I’m obviously the cost is low so there’s not like a huge like cost pressure for me to go use it every day, but like You know Assuming I’m not hiring a bunch of people every day and sort of the numbers in the network are staying the same the people in our saying Relatively the same from day to day like am I gonna go in still do this every day? That like a normal thing that people do? [Zach Roseman]: It depends on what your use case like so so how do you how do you what are the main ways you envision using it? [Michael Houck]: Let me ask you that before I answer. I mean, I think the most important way is, you know, to get ROI to generate revenue for us. And so the idea there is, I have people either in my network or one layer removed from my network who are working on companies in our ICP. So for us, that’s like mid to later stage founders, and v We do content creation for them, in the VC’s case, for them and their portcos. So getting in touch with them and setting meetings, that’s really how I see the value coming from it. [Zach Roseman]: Yeah, I think, look, some people say to me, well, could I just do this once and stop paying after a month? Like, yeah, sure, if you want to send hundreds of messages in a month. Sure, that’s okay, that’s fine. My suspicion, though, is you’ll end up coming back because next quarter you have a conference and there’s 300 people going to the conference to get intros. And then the quarter after that, your priorities change because your CEO is like, we’re not going after S&B anymore, we’re going after enterprise. Okay, well, so like, it’s just kind of like, people always say, like, you only need, why do I need Apollo for more than a month, I just run the list once and then you always have different cuts, you know. So what I would say is like, one of our customers uses the product pretty, pretty often. He’s like, he’s like, he would ask for about two intros a week. He’s like, I’ve gone from asking for two intros a week to like 10 to 12. So he’s not spending hours a week on it. He’s probably spending half an hour a week on it, maybe 10 minutes a day for a few days, just asking for a few intros, right? Got it. So that’s been his use case so far. Yeah, I mean, I think that type of volume, I might even be more than that. [Michael Houck]: I don’t know. We’ll see. Right, but then the thing is that it will ebb and flow, as you know, right? [Zach Roseman]: Some weeks, you’ll have more time. You’ll do more of it. And other weeks, you won’t. But you’re going to want to know that that data exists so you can, OK, when you’re ready to hit it, hit it and boom, and you can like knock it out for an hour and send 30 messages, right? [Michael Houck]: Yeah, I guess like I have this preconceived idea from the cold world, which is like, I need to send out a ton of messages to get a certain amount of replies. I need like every day to be sending out to the ether of prospects that exist. But with something like this, conversion rate is going to be much higher once I get the connection. [Zach Roseman]: Yeah, orders of magnitude higher. So it’s, you know, it’ll be orders of magnitude higher. It will also require a little bit more from you though, right? Because you have to draft the message, there’s like a connection that has to be made. But it’s valuable work. You know, it’s like high value work, right? And you’re like, yeah, look, if people ask me sometimes, like, Oh, can I create a sequence? Can you automate this? Maybe we’ll let you automate it one day. But ultimately, it’s your network, right? And so a lot of people I’ve most almost all the people I’ve talked to be like, I don’t want you automatically sending messages people in my network, like I, I need to at least three to be a man in the middle, like human in the loop to like approve or reject something, which is, I think that we’ll probably move to where we’re gonna do our recommended ones for the day, like approve or reject or edit, basically. [Michael Houck]: I think that makes a lot of sense, because the end of the day, I’m spending social capital every time with this with this approach. And so I wouldn’t, I don’t feel personally, I feel comfortable turning that fully over to AI yet, or at least I need to, I need to sort of like be in the loop in some way. Yeah, I don’t totally, totally. [Zach Roseman]: OK, cool. Sweet. Yeah, let me know if you have any questions. If you want to do a follow-up call, I can walk you through the onboarding. You’re going to just do it yourself. It’s PLG, so you can just totally do it yourself. I did, I will say, I just did an onboarding with someone, and I tried to go through the onboarding with them, and there was a bug. It was the first bug they weren’t able to complete it. If you encounter that, can you let me know? I need feedback. Whatever. We have a verification step after you download the Chromebooks. And you got stuck there, and I was like, that shouldn’t be happening. So I’ll definitely let you know. [Michael Houck]: I’ll get things set up and rolling in the next, I don’t know, couple of days, and then we’ll go from there. So if I run into anything, I’ll flag it. And if I see anything that I can say, hey, what about this, or what about this, I’ll flag that too. [Zach Roseman]: Awesome. All right, great to meet, Michael. [Michael Houck]: Thanks for taking the time. Yeah, I’ll keep you posted on the Whisperer listing. [Zach Roseman]: I’ll send it to you when I get the whatever then. Yeah, I actually love that. [Michael Houck]: I think that’s going to be great. Please send it. All right. Will do. [Zach Roseman]: Later.