1 00:33:51,058 --> 00:33:51,658 Nate: Yeah, yeah, yeah, we'll edit, yeah. 2 00:33:51,058 --> 00:33:55,038 Di: It just means more work for Nate, but I'm fine with. 3 00:33:51,838 --> 00:33:52,238 Armaan Kapadia: Perfect. 4 00:33:55,278 --> 00:33:57,398 Armaan Kapadia: I'll do my best to keep those at a minimum. 5 00:00:19,250 --> 00:00:20,050 Di: Hi, everyone. 6 00:00:20,450 --> 00:00:24,310 Di: Today we're sitting down with our mom, Kapadia, founder of six table. 7 00:00:24,310 --> 00:00:29,150 Di: We first met our mom at E.T.L. West at a storm king consulting dinner. 8 00:00:29,650 --> 00:00:33,130 Di: Usually, brand leaders spend half their time dodging vendor sales pitches, 9 00:00:32,350 --> 00:00:33,750 Armaan Kapadia: OK. 10 00:00:33,410 --> 00:00:39,710 Di: but our mom was the rare person who made us stop hang out and turn into lifelong friends 11 00:00:39,710 --> 00:00:41,109 Di: and dinner buddies in New York City. 12 00:00:41,430 --> 00:00:44,670 Di: Today, we're unpacking how he went from the frontline BDR grind to launching his own 13 00:00:44,770 --> 00:00:47,799 Di: mark matchmaking blip grind to launching his own matchmaking venture. 14 00:00:47,799 --> 00:00:51,139 Di: And the last start of building a network that actually means something. 15 00:00:51,719 --> 00:00:52,639 Di: Armand, welcome. 16 00:00:53,019 --> 00:00:54,119 Di: Thanks for joining us. 17 00:00:54,859 --> 00:00:58,539 Armaan Kapadia: Thank you so much for your kind words. It's a pleasure to be here. I'm God where we're 18 00:00:58,539 --> 00:01:11,179 Armaan Kapadia: finally doing this. Yeah, so I, um, I guess my name is Armaan Kupadia as I mentioned. I've been in 19 00:00:59,099 --> 00:00:59,579 Di: Yeah. 20 00:01:00,019 --> 00:01:03,479 Di: Why don't you start off by just like telling everybody a bit about yourself and your own words. 21 00:01:05,919 --> 00:01:07,319 Nate: Yeah. 22 00:01:11,179 --> 00:01:14,499 Armaan Kapadia: tech sales or more specifically marketing technology sales for a while about four years 23 00:01:14,833 --> 00:01:21,239 Armaan Kapadia: and I'm now the founder of a company called Six Table, which is a platform that's trying to change 24 00:01:21,239 --> 00:01:26,279 Armaan Kapadia: how vendors and buyers find each other in this very, very noisy and saturated time. 25 00:01:26,456 --> 00:01:27,076 Di: Awesome. 26 00:01:27,349 --> 00:01:29,469 Di: I think everybody can relate to that. 27 00:01:29,749 --> 00:01:31,249 Di: The emails no longer work. 28 00:01:29,929 --> 00:01:31,509 Nate: Uh-huh. 29 00:01:32,455 --> 00:01:38,179 Armaan Kapadia: Yeah, yeah. There's a lot that doesn't work as well as it did a few years ago for sure. 30 00:01:36,659 --> 00:01:37,499 Di: Yeah. 31 00:01:38,439 --> 00:01:42,019 Nate: And I think, I think everything is just so noisy, too, right? 32 00:01:42,219 --> 00:01:45,079 Nate: Like, we're all overstimulated with notifications, emails, 33 00:01:45,799 --> 00:01:47,419 Nate: IMs, DMs, everythings. 34 00:01:47,619 --> 00:01:50,339 Nate: Have you seen those memes where like, there's like 3000 people at your window 35 00:01:50,339 --> 00:01:52,199 Nate: trying to like say hello and knock on it? 36 00:01:52,475 --> 00:01:57,895 Di: I think that's why I used it out to when we first met you at E.T.L. West is you were not like, 37 00:01:58,155 --> 00:01:58,875 Di: here's what I do. 38 00:01:59,175 --> 00:02:00,035 Di: Here's what we do. 39 00:02:00,435 --> 00:02:01,215 Di: What are your problems? 40 00:02:01,295 --> 00:02:02,055 Di: How do I solve them? 41 00:02:02,135 --> 00:02:02,715 Di: Which is great. 42 00:02:03,835 --> 00:02:08,055 Di: But also, you go through that over and over again to the point that like, 43 00:02:08,375 --> 00:02:12,195 Di: I know Nate and I had trade shows would both be starting to say the same thing at the same time. 44 00:02:12,195 --> 00:02:13,075 Di: It's like, Nope, you go. 45 00:02:13,315 --> 00:02:13,775 Di: Nope, you go. 46 00:02:13,775 --> 00:02:19,255 Di: Like it's just, it becomes like the response to the pitch becomes automatic too at some point. 47 00:02:14,235 --> 00:02:15,635 Nate: Yeah. 48 00:02:18,615 --> 00:02:20,015 Nate: Yeah. 49 00:02:19,415 --> 00:02:36,215 Armaan Kapadia: Yeah. Yeah. Yeah. Which, you know, sorry, God. Which, yeah, you know like as a salesperson, it's 50 00:02:19,595 --> 00:02:23,315 Di: And you were very much like not even talking about that. 51 00:02:23,415 --> 00:02:24,895 Di: It's just like, how's it going? 52 00:02:25,155 --> 00:02:25,675 Di: What are you into? 53 00:02:25,975 --> 00:02:28,955 Di: Like you started building the relationship right away versus like, 54 00:02:29,115 --> 00:02:30,495 Di: can I take a picture of your badge? 55 00:02:36,215 --> 00:02:39,795 Armaan Kapadia: so important to do those things that take in the picture, the badge and getting that information. 56 00:02:40,015 --> 00:02:45,255 Armaan Kapadia: I think one of the things I also have just realized, which you really touched on was as much as it's so 57 00:02:45,255 --> 00:02:51,375 Armaan Kapadia: repetitive to repeat my pitch, which so repetitive as well is a buyer repeating their context and what 58 00:02:51,375 --> 00:02:55,075 Armaan Kapadia: their text like is, what their solution, like what challenges they have, what problems they have, 59 00:02:55,095 --> 00:03:00,835 Armaan Kapadia: what their goals are. It is the first question that I'm assuming every salesperson asks and it's, 60 00:02:55,235 --> 00:02:56,635 Di: Yeah. 61 00:03:00,835 --> 00:03:05,595 Armaan Kapadia: it is the main thing that we want to know. And I think we think a lot about our repetition and our 62 00:03:05,595 --> 00:03:11,355 Armaan Kapadia: day-to-day lives, but it's the same on the other side. And that can be very annoying and frustrating, 63 00:03:11,276 --> 00:03:13,976 Nate: And I don't know about you guys, but sometimes when you meet, 64 00:03:14,256 --> 00:03:14,836 Nate: I would say, you know, like 80% of the time, it's like you meet a vendor, 65 00:03:15,496 --> 00:03:18,556 Nate: like, hi, I'm Arman, please sign this blood contract for our service. 66 00:03:19,076 --> 00:03:21,146 Nate: And it's like, whoa, whoa. 67 00:03:22,376 --> 00:03:23,316 Di: What's it like, Nate? 68 00:03:24,976 --> 00:03:25,496 Di: Whoa. 69 00:03:25,096 --> 00:03:26,656 Nate: You know, it's like, whoa, calm down. 70 00:03:26,845 --> 00:03:28,455 Di: So what's your mindset then? 71 00:03:28,535 --> 00:03:35,175 Di: I mind like going into those rooms or being at a booth that has allowed you to make friends 72 00:03:29,795 --> 00:03:42,135 Armaan Kapadia: Yeah, I think in a weird way, 73 00:03:35,175 --> 00:03:40,175 Di: and these like genuine building of partnerships rather than just like the collection of leads. 74 00:03:41,201 --> 00:03:46,001 Armaan Kapadia: my answer to this is like, I think I have just a very genuine curiosity to know what people are 75 00:03:44,561 --> 00:03:45,961 Nate: Yeah. 76 00:03:46,001 --> 00:03:50,361 Armaan Kapadia: doing. And I think one of the things that we've talked about is how, you know, I meet with a lot of 77 00:03:50,361 --> 00:03:55,051 Armaan Kapadia: senior leaders who are wealth much farther than their careers than I am. And I always 78 00:03:55,571 --> 00:04:01,251 Armaan Kapadia: position this as such an asset that I have, because I'm so interested in what they have to tell me, 79 00:04:01,271 --> 00:04:06,191 Armaan Kapadia: because these are things I don't know already. And I'm lucky to be in a place where there's so much I 80 00:04:04,711 --> 00:04:06,111 Di: You 81 00:04:06,191 --> 00:04:14,501 Armaan Kapadia: have to learn. And I think a lot of it just comes from a very honestly genuine desire to build an 82 00:04:10,841 --> 00:04:12,241 Nate: Yeah. 83 00:04:14,501 --> 00:04:16,821 Armaan Kapadia: authentic connection with someone that I look up to and respect. I think in an unfortunate thing, 84 00:04:17,531 --> 00:04:24,251 Armaan Kapadia: but I don't think that can be faked much. And unfortunately, that also means that there are some 85 00:04:18,931 --> 00:04:20,331 Di: You 86 00:04:24,251 --> 00:04:31,371 Armaan Kapadia: people who I won't have maybe that much interest or curiosity into talking to. And I've tried 87 00:04:28,111 --> 00:04:28,971 Di: Sure. 88 00:04:31,371 --> 00:04:34,471 Armaan Kapadia: to fake it. And I think I've noticed that it's just, I think people see right through that. And 89 00:04:35,291 --> 00:04:41,891 Armaan Kapadia: that's one of the biggest things I've noticed in the last, I think, year or two is you cannot fake 90 00:04:37,611 --> 00:04:39,011 Nate: Yeah. 91 00:04:41,891 --> 00:04:45,811 Armaan Kapadia: genuine curiosity. Maybe some people can and I've fallen for it. But I think it's very easy to tell 92 00:04:44,751 --> 00:04:46,151 Di: Yeah. 93 00:04:45,811 --> 00:04:48,611 Armaan Kapadia: when someone has an ulterior motive. Unfortunately, the ulterior motive happens to be the job that we 94 00:04:46,311 --> 00:04:47,711 Nate: Yeah. 95 00:04:49,018 --> 00:04:52,038 Armaan Kapadia: with trust that may come back to be something that you need later on. So I think my approach has always been 96 00:04:51,338 --> 00:04:52,738 Di: Yeah. 97 00:04:52,038 --> 00:04:57,138 Armaan Kapadia: on the long-term relationship instead of trying to get a quick win and get my services into your 98 00:04:57,138 --> 00:05:04,358 Armaan Kapadia: tech stack when they might not necessarily need to be there. I hope is that everything that I say to you 99 00:05:04,358 --> 00:05:12,318 Armaan Kapadia: is is genuine authentic advice that reflects my understanding of your problem. And I think that is 100 00:05:04,898 --> 00:05:06,298 Nate: Yeah. 101 00:05:12,318 --> 00:05:18,338 Armaan Kapadia: something that people value from the other side is someone who will tell them what they actually 102 00:05:15,058 --> 00:05:16,458 Di: Yeah. 103 00:05:18,338 --> 00:05:25,218 Armaan Kapadia: believe and understands what they need. And then when I do tell you that I think whatever I'm trying 104 00:05:25,218 --> 00:05:30,238 Armaan Kapadia: to sell at that time or whatever company I work with is what you need now, I think that comes with a 105 00:05:30,238 --> 00:05:33,918 Armaan Kapadia: lot more credibility because when it wasn't, I was honest about it. 106 00:05:34,918 --> 00:05:36,318 Nate: Yeah. 107 00:05:34,978 --> 00:05:37,278 Di: Yeah, that makes so much sense. 108 00:05:36,778 --> 00:05:38,178 Nate: Yeah. 109 00:05:37,498 --> 00:05:44,518 Di: And when I think back to when we met you, it was that storm king dinner that's hosted by a few different vendors. 110 00:05:45,358 --> 00:05:53,498 Di: And then we went to the pit for the after party where you introduced introduced us to even more people and continued like, 111 00:05:48,978 --> 00:05:50,558 Armaan Kapadia: Of course. 112 00:05:51,918 --> 00:05:53,318 Nate: Yeah. 113 00:05:53,778 --> 00:05:55,758 Di: it wasn't just about developing a relationship with us. 114 00:05:55,758 --> 00:05:57,798 Di: It was like, hey, here's some other cool people. 115 00:05:57,938 --> 00:05:59,858 Di: Let's just hang out and get to know each other. 116 00:06:00,238 --> 00:06:03,878 Di: I don't think you actually talked to me about the product, which I was already familiar with. 117 00:06:03,878 --> 00:06:08,618 Di: But you didn't, you didn't even bring it up until the following day when we happened to see you because we were like, 118 00:06:08,618 --> 00:06:11,958 Di: let's grab a snack because we have an hour before or over to the airport. 119 00:06:12,698 --> 00:06:13,818 Armaan Kapadia: Yeah. 120 00:06:12,818 --> 00:06:14,898 Di: And then you, yeah. 121 00:06:13,358 --> 00:06:14,878 Nate: And we walked right past the booth. 122 00:06:15,058 --> 00:06:17,618 Di: And then you're like, eh, I got to go to the airport around the same time anyway. 123 00:06:17,618 --> 00:06:20,778 Di: We just hanging out the rest of the day together. 124 00:06:19,318 --> 00:06:20,438 Armaan Kapadia: Yeah. 125 00:06:20,918 --> 00:06:21,478 Armaan Kapadia: Yeah. 126 00:06:21,205 --> 00:06:23,265 Di: Yeah, it wasn't, it felt genuine to you. 127 00:06:23,345 --> 00:06:26,265 Di: It didn't feel like, oh my god, he's going to follow up with an email and LinkedIn. 128 00:06:26,785 --> 00:06:28,605 Di: Like, like, notice and, you know, like kind of thing. 129 00:06:29,065 --> 00:06:29,305 Armaan Kapadia: Yeah. 130 00:06:29,065 --> 00:06:30,565 Nate: And that builds rapport, right? 131 00:06:30,345 --> 00:06:30,685 Di: Yeah. 132 00:06:31,165 --> 00:06:35,145 Nate: Like, I mean, more than just for that company, like think about those connections 133 00:06:35,265 --> 00:06:38,765 Nate: And you're able to kind of, that network follows you, I guess, which is that bears fruit. 134 00:06:38,605 --> 00:06:39,045 Armaan Kapadia: 100%. 135 00:06:39,045 --> 00:06:43,385 Armaan Kapadia: I think that was one of the main things that I think led me to start 136 00:06:43,385 --> 00:06:47,425 Armaan Kapadia: six table, which was when I when I switched to another vendor, 137 00:06:45,645 --> 00:06:47,045 Di: Yeah. 138 00:06:47,425 --> 00:06:51,445 Armaan Kapadia: I remember, you know, I reached out to my network as that was the easiest way 139 00:06:51,445 --> 00:06:54,325 Armaan Kapadia: that I could, you know, get started and get hit the ground running earlier than 140 00:06:54,128 --> 00:06:59,865 Armaan Kapadia: than the normal and I was so, so pleasantly shocked at how much of my network 141 00:06:59,865 --> 00:07:03,585 Armaan Kapadia: was willing to hear me out here about the company I was at. 142 00:07:03,882 --> 00:07:06,102 Armaan Kapadia: And I was obviously very flattered by their words, but I realized that the value 143 00:07:03,815 --> 00:07:05,215 Di: Yeah. 144 00:07:06,102 --> 00:07:11,522 Armaan Kapadia: of those authentic connections was so much more than just what I was doing at my 145 00:07:11,522 --> 00:07:17,082 Armaan Kapadia: first role. It was creating a trusted relationship where my authentic 146 00:07:12,302 --> 00:07:13,702 Nate: Yeah. 147 00:07:17,082 --> 00:07:21,282 Armaan Kapadia: advice was something that they'd listened to and trusted, which I guess 148 00:07:21,282 --> 00:07:23,062 Armaan Kapadia: by extension is what I'm trying to build here. 149 00:07:23,103 --> 00:07:29,615 Di: Yeah. Genius. Brilliant. More people should do that. Like you're interested in actually 150 00:07:29,615 --> 00:07:30,935 Di: helping everybody. It's great. 151 00:07:31,857 --> 00:07:32,417 Nate: Okay. 152 00:07:32,578 --> 00:07:34,598 Nate: So you've spent over three years climbing from lots of acronyms here. 153 00:07:34,704 --> 00:07:38,904 Nate: So watch out from BDR to senior BDR to BDM at Ometria. 154 00:07:39,444 --> 00:07:43,964 Nate: What I want to ask is the tech SDR seat is famously high or highly known for burnout. 155 00:07:42,764 --> 00:07:44,164 Armaan Kapadia: Yeah, yeah, 156 00:07:44,844 --> 00:07:48,944 Nate: And I was curious, like, how did grinding through the thousands of cold touchpoints 157 00:07:48,944 --> 00:07:51,384 Nate: shape your philosophy on, like, what builds real trust. 158 00:07:53,244 --> 00:07:59,884 Armaan Kapadia: it's interesting because as much as my roles changed, I'm actually like the titles that I had, 159 00:08:00,024 --> 00:08:03,204 Armaan Kapadia: my goal was always to generate new business and building relationships. 160 00:08:03,924 --> 00:08:09,444 Armaan Kapadia: But as I moved on it, it's slightly morphed in a way that when I started, 161 00:08:09,444 --> 00:08:12,984 Armaan Kapadia: I think the philosophy was like, find us the best leads right now. 162 00:08:14,004 --> 00:08:18,844 Armaan Kapadia: It turned into me being kind of a maintainer of how many relationships I can build. 163 00:08:19,484 --> 00:08:26,724 Armaan Kapadia: My goal ultimately was never to find, to close the most business or to bring the most, 164 00:08:24,704 --> 00:08:26,104 Nate: Yeah. 165 00:08:26,724 --> 00:08:28,824 Armaan Kapadia: I guess, like high intent leads in. 166 00:08:29,304 --> 00:08:35,344 Armaan Kapadia: My goal was to bring relationships into our ecosystem that could be a lead 167 00:08:35,344 --> 00:08:40,124 Armaan Kapadia: when they were in need of something. I think it's very rare that a vendor can 168 00:08:40,124 --> 00:08:43,764 Armaan Kapadia: convince a buyer that they need something if they don't believe that themselves, 169 00:08:44,464 --> 00:08:50,784 Armaan Kapadia: So my goal was always just to build my network of relevant buyers in that space. 170 00:08:48,824 --> 00:08:50,224 Nate: Yeah. 171 00:08:51,844 --> 00:08:56,524 Armaan Kapadia: And I think what led to my success was a lot of obviously there are tons of 172 00:08:56,348 --> 00:08:58,768 Armaan Kapadia: old or nothing approach with personalization. 173 00:08:59,068 --> 00:09:02,128 Armaan Kapadia: Like when someone sends you a cold email, how much do they know about you? 174 00:09:02,368 --> 00:09:06,602 Armaan Kapadia: And I think it's easy to infer or deduce or maybe assume that the most 175 00:09:06,222 --> 00:09:07,622 Nate: Yeah. 176 00:09:06,602 --> 00:09:08,362 Armaan Kapadia: personalized email is the best. 177 00:09:08,782 --> 00:09:14,062 Armaan Kapadia: I think the noise has gone to such a high level that that just doesn't even work anymore. 178 00:09:14,062 --> 00:09:15,002 Armaan Kapadia: And it doesn't work at the level that it takes in terms of effort. 179 00:09:15,025 --> 00:09:19,932 Armaan Kapadia: So I took a completely opposite approach, which was to be very vague, 180 00:09:20,172 --> 00:09:24,352 Armaan Kapadia: but so vague to the point that I'm not pretending to know anything about your business. 181 00:09:22,092 --> 00:09:23,492 Nate: Yeah. 182 00:09:24,802 --> 00:09:25,082 Armaan Kapadia: And I switched to the completely opposite end where I was like, Hey, 183 00:09:26,091 --> 00:09:31,891 Armaan Kapadia: we're kicking ass right now and things are going incredibly well here are recent wins. 184 00:09:32,131 --> 00:09:37,071 Armaan Kapadia: I think this is worth 30 minutes of your time in case you need something like this in the future. 185 00:09:38,411 --> 00:09:44,331 Armaan Kapadia: And there was no part of that was like, Oh, I, I wonder if your brand could benefit from this. 186 00:09:44,371 --> 00:09:48,391 Armaan Kapadia: I wouldn't even do those and all of our tools have the ability to add personalization now, 187 00:09:48,471 --> 00:09:50,191 Armaan Kapadia: but I intentionally would keep that out because I, when I took the calls with them, 188 00:09:50,666 --> 00:09:54,686 Armaan Kapadia: So instead of trying to convince people that I'm the right fit for what they need, 189 00:09:55,086 --> 00:09:58,046 Armaan Kapadia: when I really can't know that without speaking to them, 190 00:09:58,546 --> 00:10:00,726 Armaan Kapadia: I was just trying to put myself on the map and be like, Hey, 191 00:10:01,226 --> 00:10:04,086 Armaan Kapadia: I think it's worth your time to just know who we are. 192 00:10:04,486 --> 00:10:06,506 Armaan Kapadia: And from there, we can see where this relationship goes. 193 00:10:07,022 --> 00:10:08,202 Nate: Did you bring that back? 194 00:10:07,082 --> 00:10:12,342 Armaan Kapadia: And I think absolutely, absolutely. 195 00:10:08,282 --> 00:10:11,442 Nate: Like, did that shape kind of help others operate at Ometria? 196 00:10:12,662 --> 00:10:17,762 Armaan Kapadia: I think that is the, that's the, I think what I focused on was the right people 197 00:10:17,762 --> 00:10:19,562 Armaan Kapadia: instead of the right message. 198 00:10:20,378 --> 00:10:21,698 Di: Yeah. Yeah. I will say I've definitely 199 00:10:21,698 --> 00:10:26,378 Di: gotten those hyper personalized messages before where I'm like, this feels borderline stalker. 200 00:10:26,918 --> 00:10:28,318 Nate: Yeah. 201 00:10:27,018 --> 00:10:33,038 Di: Like you had to dive deep into my LinkedIn profile to find that. And now with people 202 00:10:28,718 --> 00:10:29,078 Armaan Kapadia: So, 203 00:10:31,698 --> 00:10:33,098 Nate: Yeah. 204 00:10:33,038 --> 00:10:39,138 Di: utilizing AI to do a lot of that stuff, it's just like you're not even trying. So it's 205 00:10:34,178 --> 00:10:35,578 Nate: Yeah. 206 00:10:39,138 --> 00:10:42,998 Di: still, you grew ahead of your time. I mean, it's almost like you knew where that was going. 207 00:10:39,198 --> 00:10:40,238 Armaan Kapadia: and I, 208 00:10:43,838 --> 00:10:49,058 Armaan Kapadia: yeah, and I also feel like the personalization that is doable isn't even that relevant. 209 00:10:49,318 --> 00:10:54,178 Armaan Kapadia: Like knowing where you went to college or where you spoke or like the conference you just went to. 210 00:10:55,298 --> 00:11:01,018 Armaan Kapadia: It's not relevant to why you should purchase a, like, a marketing tool. 211 00:11:00,258 --> 00:11:01,658 Di: Yeah. 212 00:11:01,238 --> 00:11:05,518 Armaan Kapadia: It's not something that is, is in the same category of things. 213 00:11:06,048 --> 00:11:06,708 Di: Right. Yeah. 214 00:11:06,748 --> 00:11:12,028 Nate: And I personally love the flip of that when you get a hyper personalized email and they 215 00:11:12,028 --> 00:11:19,148 Nate: left one square bracket in there unfilled in and it's like oh insert promo code here or whatever it's 216 00:11:13,948 --> 00:11:15,468 Armaan Kapadia: Of course, of course. 217 00:11:18,728 --> 00:11:26,328 Armaan Kapadia: And honestly, it happens, it happens, and I've done it. And it's, it's rough, but it, it, it does happen. 218 00:11:26,488 --> 00:11:30,848 Armaan Kapadia: But, you know, I, I always respond to them with weight. I'm so sorry. I just realized that was wrong. 219 00:11:31,388 --> 00:11:35,848 Armaan Kapadia: Um, I think people, I think that also made me a little bit more human in certain scenarios. 220 00:11:35,768 --> 00:11:45,688 Nate: like oh man and it's been for a while 221 00:11:36,108 --> 00:11:36,548 Di: Yeah. 222 00:11:37,128 --> 00:11:42,688 Di: I had one of those recently where they, they said something about 2025. I'm like, it's 2026. 223 00:11:42,688 --> 00:11:43,388 Armaan Kapadia: Yeah. 224 00:11:43,228 --> 00:11:47,148 Di: They're like, oh, sorry. I have somebody else manage this for me. I'm like, okay. 225 00:11:48,991 --> 00:11:55,571 Di: Right. Okay. Switching gears a little bit here. I think this could be interesting. So kind of like 226 00:11:51,051 --> 00:11:52,451 Armaan Kapadia: Yeah. 227 00:11:56,211 --> 00:12:07,911 Di: you're global perspective that you have around. So looking at your trajectory from where you went to grammar school to the American school of Dubai to UC Davis. And now you're in the New York tech ecosystem. 228 00:11:56,671 --> 00:11:58,071 Armaan Kapadia: Yeah. 229 00:12:08,351 --> 00:12:10,091 Nate: you're agent 230 00:12:09,131 --> 00:12:20,691 Di: You've had to operate in like completely different cultures and markets. And I'm wondering like how much of that ability do you feel like has given you that like 231 00:12:21,471 --> 00:12:27,211 Di: innate sense to connect with people from like a brand VP to a junior or dev, you know. 232 00:12:24,851 --> 00:12:29,491 Armaan Kapadia: I think, I think a lot, I think, uh, a ton, I have, you know, rebuilt my network of, and I'm calling it a network is applicable here, but my social circles, my friends, and, and the people that I know, and the teachers that I know, um, you know, three or three times, I guess. 233 00:12:29,638 --> 00:12:48,328 Armaan Kapadia: Um, I do attribute a lot of that skill to moving so much. And what you said about like VPs and versus like, you know, someone at the coordinator level, I think one of my other philosophies is just I, I treat people as people first before I try to, to get to know more. 234 00:12:31,288 --> 00:12:32,688 Nate: You 235 00:12:36,188 --> 00:12:37,588 Di: Yeah. 236 00:12:48,328 --> 00:13:01,028 Armaan Kapadia: Obviously, there's an element of this relationship from a business perspective might be more valuable than this relationship, but I try to be agnostic of that as I build a relationship now. 237 00:12:50,408 --> 00:12:51,808 Di: Yeah. 238 00:13:01,448 --> 00:13:02,848 Nate: You 239 00:13:01,768 --> 00:13:16,608 Armaan Kapadia: Does that mean I'm going out of my way to meet every single person? No, I'm obviously selective in, in who I try to speak to when I'm working, but when I speak to someone, I, I don't think about that as actively as I think maybe some other salespeople do. 240 00:13:16,608 --> 00:13:24,908 Armaan Kapadia: I think I'm like, let me get to know also sometimes you never know, like you, you never know who's going to be the next CMO, you never know who has more influence than you thought they did. 241 00:13:24,308 --> 00:13:25,708 Di: Yeah. 242 00:13:25,328 --> 00:13:39,268 Armaan Kapadia: Obviously, making some, you know, decision making or, or I guess like, making some inferences about someone's decision making level is important in a sales role, but I try to leave that up the door when I, when I say hello and when I get to know them. 243 00:13:39,748 --> 00:13:49,648 Di: I think I was kind of laughing and smiling because I don't know how many times that like thinking back to my job at fun if I was with 244 00:13:49,648 --> 00:13:49,898 Di: us. I think I'm going to stop now. 245 00:13:49,888 --> 00:14:02,708 Di: I think I'm going to just mark somewhere. He's the CMO. I'm a director. The second day here his title versus my title focus shifts to him. And then they talk for a little bit. And then he's like, yeah, well, the person you really have to commence his die. Cause her and her teams are using it. So she's making the decision. 246 00:13:52,228 --> 00:13:53,628 Nate: You 247 00:14:03,408 --> 00:14:13,468 Di: And then they're like, Oh shit. Because they just ruined it completely ignored me. And then I have those moments too. I think it's such a valuable lesson for sales reps in general. 248 00:14:05,288 --> 00:14:06,688 Armaan Kapadia: Yeah. 249 00:14:14,068 --> 00:14:20,168 Di: not related to brand and e-commerce at all is my husband and I will often take a trip 250 00:14:20,168 --> 00:14:26,888 Di: and sometimes we'll say yeah we'll listen to your one hour like hay by a condo here 251 00:14:26,888 --> 00:14:33,528 Di: or pitch to get whatever several hundred dollars off or a discount or whatever and every 252 00:14:26,908 --> 00:14:28,308 Armaan Kapadia: Yeah. 253 00:14:33,528 --> 00:14:40,568 Di: single time the sales rep almost always a guy is pitching to him and talking to him and 254 00:14:40,568 --> 00:14:44,928 Di: getting to know him before even before the pitch they do like a breakfast thing usually and 255 00:14:43,588 --> 00:14:44,288 Armaan Kapadia: Yeah. 256 00:14:44,928 --> 00:14:48,588 Di: then they're like what do you do like what do you like to do and then they talk soccer and stuff 257 00:14:48,588 --> 00:14:52,188 Di: like that and they kind of forget about me and then we get in there and he's like well she makes all 258 00:14:50,308 --> 00:14:51,708 Nate: You 259 00:14:52,188 --> 00:15:00,808 Di: the money so uh kind of talk to her and they just like oh crap it's it's so easy to just treat like 260 00:14:56,368 --> 00:14:56,808 Armaan Kapadia: Yeah. 261 00:14:58,388 --> 00:15:00,308 Armaan Kapadia: And, you know, I think sometimes, yeah. 262 00:15:00,808 --> 00:15:06,868 Di: you said treat people as people right because you never know and not just because you never know 263 00:15:05,828 --> 00:15:19,228 Armaan Kapadia: Yeah, and I, yeah, exactly, exactly. And I, I agree, not, yeah, not because you never know, but I think, I think I, I always left the filtering before I met someone and then once I did. 264 00:15:06,868 --> 00:15:22,648 Di: yes they're people 265 00:15:20,228 --> 00:15:21,628 Nate: You 266 00:15:20,348 --> 00:15:25,088 Armaan Kapadia: It's where people let's just get to know each other, if this leads to something it does, if it doesn't, it doesn't. 267 00:15:22,848 --> 00:15:23,508 Di: yeah 268 00:15:34,579 --> 00:15:35,979 Nate: You 269 00:15:35,979 --> 00:15:37,019 Nate: You 270 00:15:36,099 --> 00:15:37,119 Armaan Kapadia: 100% 271 00:15:37,019 --> 00:15:37,059 Nate: You 272 00:15:37,079 --> 00:15:38,419 Nate: although they're not the decision maker, 273 00:15:38,699 --> 00:15:41,339 Nate: they're probably at like 90 plus percent weight 274 00:15:41,339 --> 00:15:42,999 Nate: on helping make that decision. 275 00:15:43,359 --> 00:15:44,719 Nate: If they're like the vendors stock, 276 00:15:44,859 --> 00:15:46,119 Nate: they didn't even let me ask questions 277 00:15:46,119 --> 00:15:47,139 Nate: on how the tools gonna work. 278 00:15:47,299 --> 00:15:48,259 Nate: I have concerns over this. 279 00:15:48,439 --> 00:15:51,059 Nate: The decision maker is still not gonna pull the trigger, right? 280 00:15:50,019 --> 00:15:51,079 Di: Uh-huh. 281 00:15:51,239 --> 00:15:52,619 Nate: So I do think it's important 282 00:15:51,079 --> 00:15:51,779 Armaan Kapadia: Yeah. 283 00:15:52,619 --> 00:15:54,579 Nate: to like recognize the whole group regardless. 284 00:15:54,199 --> 00:15:54,899 Di: Yeah. 285 00:15:55,295 --> 00:15:56,295 Armaan Kapadia: Yeah, absolutely. 286 00:15:55,775 --> 00:15:58,235 Nate: Okay, so I think we mentioned earlier 287 00:15:58,235 --> 00:16:00,555 Nate: in the personalized emails, the LinkedIn stocking. 288 00:16:00,815 --> 00:16:02,815 Nate: I did a little of this earlier 289 00:16:02,815 --> 00:16:05,235 Nate: and I learned something new about you, Armand. 290 00:16:05,615 --> 00:16:06,115 Armaan Kapadia: Okay. 291 00:16:05,835 --> 00:16:08,515 Nate: You used to do a little synth with Apple in college. 292 00:16:07,395 --> 00:16:10,135 Armaan Kapadia: I did, I did. Yes. 293 00:16:10,135 --> 00:16:15,895 Armaan Kapadia: Yeah, that was an interesting time. So when I, when I grew up, I was extremely math and science focused. 294 00:16:17,315 --> 00:16:28,955 Armaan Kapadia: It was, it was at a point where when I meet people from back home today and I tell them, I'm in tech sales or anything not to do with engineering, they're genuinely just like, I literally like what happened? How did this happen? 295 00:16:26,375 --> 00:16:29,175 Di: Uh-huh. 296 00:16:30,475 --> 00:16:43,555 Armaan Kapadia: I think in college, I jumped around stuff a lot, but yeah, at one point, I was working at a company called Fresh Prince and that was much more of an entrepreneurly world that, that, you know, I was having a really, really fun time at. 297 00:16:44,415 --> 00:16:51,115 Armaan Kapadia: And Apple has just had just, you know, as a child, who's a math and science kid, Apple was my dream job, my whole life. 298 00:16:51,115 --> 00:17:09,375 Armaan Kapadia: And when I started working there, I was, I was working on automating the test and process for car play so that car manufacturers wouldn't need an Apple employee present to, you know, run testing to make sure that they could be certified and instead we were building a tool that could make that automated. 299 00:17:10,155 --> 00:17:19,915 Armaan Kapadia: What was interesting about my role there was I spent so much time probably more than half the time there trying to prove to the seniority that this was worth investing in. 300 00:17:12,635 --> 00:17:15,435 Di: Uh-huh. 301 00:17:21,115 --> 00:17:47,455 Armaan Kapadia: It was like my main project was selling the idea. And then I spent maybe 30 or 40% of my time actually doing it. And it was just like, I'm still selling here, I guess, you know, I'm just being a sales person, just for an idea. And in a weird way, like, I don't think the person who is the best executor of the idea is also the best sales person at the idea or the spokesperson for the idea. 302 00:17:32,435 --> 00:17:35,235 Di: Uh-huh. 303 00:17:49,415 --> 00:18:10,275 Armaan Kapadia: And I liked one way more than the other, obviously. And I was doing, like, I was very much able to fulfill my requirements, I think, I hope they're great, but yeah, I just, that job was, I think, something I had to take just so that I didn't live the rest of my life wondering what it would be like to work at Apple. 304 00:17:51,115 --> 00:17:52,525 Di: Uh-huh. 305 00:17:54,435 --> 00:17:57,855 Nate: Okay, okay, okay, okay, okay, okay, okay. 306 00:18:11,935 --> 00:18:22,215 Armaan Kapadia: And at a great time there, it was really interesting. I just think I enjoyed building relationships with people way more and just doing this. 307 00:18:23,995 --> 00:18:27,735 Nate: I was literally going to follow up and ask, like, do you think that role having to deal 308 00:18:27,735 --> 00:18:36,055 Nate: with customers and having, like, you know, the technical knowledge and rigor there helped you transition to B2B software sales and you literally answered. So nice job. 309 00:18:34,335 --> 00:18:36,495 Di: Uh-huh. 310 00:18:37,075 --> 00:18:49,575 Armaan Kapadia: I'm glad I'm glad. Yeah, I think I think the most valuable thing about that role, which I'm weirdly going to connect to six table right now is when you try more things in life, you'll be more sure about the one that you picked. 311 00:18:49,575 --> 00:19:10,955 Armaan Kapadia: And sometimes just making the wrong decision to know is way more valuable. A lot of people will call that a waste of time, but I truly believe that any situation that you look back on that you think I did that kind of didn't help me or I did it for too long or I was in this relationship too long or as a job too long. 312 00:18:50,615 --> 00:18:52,535 Di: Uh-huh. 313 00:19:11,555 --> 00:19:19,295 Armaan Kapadia: That was information that you needed to make the decisions that you do today. And I think that is sometimes really undervalued. So obviously it wasn't for me. I don't think it was a job. When I was younger, I did like an astrophysics course at Columbia at some point, because I thought and I came back and I remember telling my parents, like, yeah, don't like that. 314 00:19:14,835 --> 00:19:16,335 Di: Uh-huh. 315 00:19:19,485 --> 00:19:28,045 Armaan Kapadia: And they're like, well, that's valuable, right? Because maybe you would have gone to college for that and then wasted four more years. So there's there's so much value in finding what you don't like. And it makes you way more certain in what you end up choosing. 316 00:19:20,105 --> 00:19:20,805 Di: Absolutely. 317 00:19:28,905 --> 00:19:29,605 Di: Yup. 318 00:19:29,725 --> 00:19:33,905 Nate: So this is going to be super lame, but have you seen the first Transformers movie? 319 00:19:34,065 --> 00:19:35,325 Armaan Kapadia: I have, of course. 320 00:19:36,225 --> 00:19:47,925 Nate: So there's a quote in there that has just stuck with me forever, and I think about it in these scenarios all the time and it's 50 years from now when you're looking back at your life, don't you want to be able to say you had the guts to get in the car. 321 00:19:48,305 --> 00:19:58,845 Nate: Right. And that's kind of how I approach scenarios like this. Like, am I going to regretslater 10 years or even 10 days from now? Am I going to be thinking about, man, what if? And if so, then I need to find a way to kind of like test into that, you know what I mean? 322 00:19:49,565 --> 00:19:51,085 Di: Uh-huh. 323 00:19:52,745 --> 00:19:56,585 Di: Uh-huh. 324 00:19:58,045 --> 00:20:06,045 Armaan Kapadia: 100% 100% 100% 325 00:19:58,845 --> 00:20:04,445 Nate: Even if it's the wrong choice because I'm going to waste brain power later wondering, and that's not fun. 326 00:20:05,025 --> 00:20:09,545 Di: That's absolutely my philosophy, too, Nate, and I never realized that that's literally 327 00:20:06,045 --> 00:20:28,725 Armaan Kapadia: 100% 100% 100% 100% 100% 100% 328 00:20:09,545 --> 00:20:11,985 Di: like from that Transformers movie. 329 00:20:12,545 --> 00:20:14,305 Di: I'm always like, get out of my comfort zone. 330 00:20:14,305 --> 00:20:15,245 Di: Just do the thing. 331 00:20:14,645 --> 00:20:16,045 Nate: It's. 332 00:20:15,425 --> 00:20:19,605 Di: Like, you're terrified of snorkeling with whale sharks and drowning in general. 333 00:20:20,045 --> 00:20:24,105 Di: Do it anyway, because in five years, if you're over it, you're going to wish you had, 334 00:20:24,105 --> 00:20:25,985 Di: because you won't have the opportunity again or whatever. 335 00:20:28,725 --> 00:20:29,945 Armaan Kapadia: Who says that in Transformers? 336 00:20:30,245 --> 00:20:30,625 Armaan Kapadia: I forgot. 337 00:20:31,765 --> 00:20:33,285 Di: Uh-huh. 338 00:20:31,885 --> 00:20:35,945 Nate: Shia, right. He's telling Megan to get in the car. Yeah. 339 00:20:32,985 --> 00:20:34,465 Armaan Kapadia: Shides of Megan Fox, right? 340 00:20:34,845 --> 00:20:36,285 Armaan Kapadia: Yeah, yeah, yeah, elite, elite. 341 00:20:35,385 --> 00:20:36,905 Di: Uh-huh. 342 00:20:35,945 --> 00:20:36,025 Nate: Yeah. 343 00:20:36,949 --> 00:20:38,269 Di: All right. 344 00:20:38,192 --> 00:20:40,052 Di: Um, let's just gears a little bit here. 345 00:20:40,191 --> 00:20:41,680 Di: Let's talk about it. 346 00:20:42,060 --> 00:20:43,760 Di: Our mom, you're pretty young. 347 00:20:44,140 --> 00:20:46,020 Di: Comparative to me, anyway. 348 00:20:46,020 --> 00:20:46,140 Di: Okay. 349 00:20:46,700 --> 00:20:51,300 Di: Um, so you're not in your forties. 350 00:20:47,360 --> 00:20:48,360 Armaan Kapadia: Sure, yes. 351 00:20:51,500 --> 00:20:52,620 Di: You don't have mirrors. 352 00:20:53,120 --> 00:20:54,100 Di: Uh-huh. 353 00:20:54,200 --> 00:20:57,780 Di: The life experience, as far as time goes, I should say. 354 00:20:55,420 --> 00:20:56,820 Armaan Kapadia: Yeah. 355 00:20:57,820 --> 00:20:58,960 Armaan Kapadia: Yeah. 356 00:20:58,260 --> 00:21:00,220 Di: But your network is packed. 357 00:20:58,960 --> 00:20:59,060 Armaan Kapadia: Right. 358 00:21:00,640 --> 00:21:00,920 Di: Uh-huh. 359 00:21:00,940 --> 00:21:06,380 Di: It's packed with season BPs, director, seasweet leaders who all like genuinely respect your opinion. 360 00:21:06,840 --> 00:21:11,060 Di: Did you ever deal with like imposter syndrome stepping into those rooms? 361 00:21:11,680 --> 00:21:16,980 Di: And like, how did you earn that real authority so early in your career, do you think? 362 00:21:16,991 --> 00:21:18,620 Armaan Kapadia: I definitely did and I definitely started with that impostor syndrome pretty heavy and this was before I was anything close to a good sales person. 363 00:21:18,710 --> 00:21:26,880 Armaan Kapadia: I was very lucky because I was so casually introduced to just some of the most incredibly talented and successful people. 364 00:21:20,080 --> 00:21:21,480 Nate: Yeah. 365 00:21:28,380 --> 00:21:43,820 Armaan Kapadia: And I think there was like a moment where I was just like they don't want to talk about work with me, they like want to know about my like I'd be talking to them about my my you know work and be telling them like I'll hear these new features and they'd have no interest and they'd be like oh you grew up in Dubai oh you play guitar oh like you have all these other interesting things about you here the things I want to talk about I think you just hit me like we're all just people like it's just a person making a connection with another person I think 366 00:21:34,580 --> 00:21:37,300 Di: Uh-huh. 367 00:21:41,140 --> 00:21:42,540 Nate: Yeah. 368 00:21:43,628 --> 00:22:05,125 Armaan Kapadia: similar to what I was saying earlier I learned to just see people as people I learned to also just recognize that if you spent all day working on a specific problem and now we're at a Charlie XCX concert the last thing you want to do is have me interrupt that by asking you questions about B2B SaaS or your retention rate or anything relating to what you spent the day doing. 369 00:21:47,465 --> 00:21:50,265 Di: Um-huh. 370 00:22:00,685 --> 00:22:02,085 Nate: Yeah. 371 00:22:05,125 --> 00:22:10,135 Armaan Kapadia: I think I just tried to relate to them and thanks to you know the amazing experience I had in you know meeting I'm actually as like advisory board and just like the really senior people that they introduced me to with no ulterior motives I just learned that that just goes so much farther and these relationships are so much more valuable. 372 00:22:10,183 --> 00:22:14,085 Di: Well said. I always thought you were older than you really are. And every time we talk about 373 00:22:13,365 --> 00:22:14,765 Nate: Yeah. 374 00:22:14,085 --> 00:22:18,085 Di: it, I'm like, oh yeah, I was like surprised, right? You're wise beyond your ears. 375 00:22:15,605 --> 00:22:16,725 Armaan Kapadia: Yeah yeah and also all these people tell me things that I've never heard like I'm still young to the point where they know so much more than me and so I do still have just an incredible curiosity to learn from from them and I think something 376 00:22:21,060 --> 00:22:22,460 Nate: Yeah. 377 00:22:24,260 --> 00:22:25,660 Nate: Yeah. 378 00:22:25,160 --> 00:22:27,120 Armaan Kapadia: Yeah yeah. 379 00:22:25,660 --> 00:22:27,580 Nate: Yeah. 380 00:22:37,331 --> 00:22:49,780 Armaan Kapadia: Absolutely actually I think so I had very little experience with agencies when I when I moved to IDHL and I think I was I was just generally unfamiliar with the concept and truly it was just a lack of research on my part of understanding just the market of solutions but the primary thing that I think I've taken from that is there just way more ways to solve a problem. 381 00:22:50,320 --> 00:23:06,830 Armaan Kapadia: Then I think not buyers know but buyers are told I think when I worked when you when you work at a tech company for example you have to you have to make the argument sometimes that all right a buyer has this problem sorry a buyer has a problem let's say they're wanting to increase their retention rate. 382 00:22:51,539 --> 00:22:52,939 Nate: Yeah. 383 00:23:07,490 --> 00:23:28,970 Armaan Kapadia: I can name six types of technologies that will say they can help you do that and within every technology I can name like five and each one of those salesperson people each one of those salespeople is trying to make the argument that not only is hiring or is buying technology the best against maybe an agency or a higher. 384 00:23:19,210 --> 00:23:20,610 Nate: Yeah. 385 00:23:29,610 --> 00:23:49,130 Armaan Kapadia: This type of technology is also the best and not only is that technology the best the type it's also the specific one that is best for your needs and it's it's pigeonholing a very specific solution to probably a broad problem and I think in an agency most agencies solve a variety of things and it came from my much more consultive approach where like tell me about what you're doing and I'll tell you out of the many many things that I can do or that we can do is an agency where to where to where to 386 00:23:37,130 --> 00:23:38,530 Di: Hmm. 387 00:23:45,430 --> 00:23:46,830 Nate: Yeah. 388 00:23:49,130 --> 00:24:10,980 Armaan Kapadia: approach this problem from and I think with six table the idea here is that it's impossible to to evaluate every option it's just not it's not it's not sustainable to maintain relationships with five salespeople across the 10 decisions that a VP of marketing makes it's just not real it's not an idea that I mean that would be a full time job which I guess is what I'm trying to do right so I think we need to come back to a place 389 00:24:07,860 --> 00:24:09,260 Di: Right. 390 00:24:07,880 --> 00:24:09,280 Nate: Yeah. 391 00:24:09,260 --> 00:24:09,350 Di: All right. 392 00:24:11,212 --> 00:24:17,092 Di: Yeah, let's keep digging into six tables. So you had kind of this tipping point in 393 00:24:17,092 --> 00:24:22,632 Di: in July, you decided I'm taking that leap. No regrets. You got to try it, right? Just 394 00:24:22,632 --> 00:24:30,532 Di: like Apple and go full-time founder with six table. Most people stay on that 395 00:24:23,512 --> 00:24:24,692 Armaan Kapadia: Now regrets at all. 396 00:24:23,852 --> 00:24:25,252 Nate: Yeah. 397 00:24:30,532 --> 00:24:34,512 Di: comfortable enterprise sales track. What was the exact moment or frustration that 398 00:24:34,512 --> 00:24:42,452 Di: made you say my network and my ability way to match people's needs needs to be 399 00:24:42,452 --> 00:24:43,252 Di: a standalone business. 400 00:24:44,552 --> 00:25:02,872 Armaan Kapadia: I think it was two things I think one I've always grown up believing that as soon as I find a problem that I believe I can fix where I believe is a real issue I will quit my job and do it and that is obviously part of what happened I also I think I had a moment 401 00:24:54,092 --> 00:24:55,492 Nate: Yeah. 402 00:25:02,892 --> 00:25:32,492 Armaan Kapadia: where I realized that my relationships with people and the authentic advice I give them is extremely valuable in a in a time where there's so much noise and I wanted to commit fully to being as authentic as I could which means not choosing any one solution in particular to be the answer to someone's question I think as a salesperson my whole career I've done a great job of 403 00:25:25,572 --> 00:25:26,972 Nate: Yeah. 404 00:25:32,892 --> 00:26:02,632 Armaan Kapadia: speaking to buyers or leaders or decision makers and understanding their problems but what I want to be able to do way more is give them the absolute entirety of authenticity when I give them the answer and I think this business is a good business to build off of that mission and that mindset and I think one of the like main objections I think I could get or people in my 405 00:25:50,952 --> 00:25:52,352 Nate: Yeah. 406 00:26:02,892 --> 00:26:27,492 Armaan Kapadia: people trying to do what I'm doing would get is that I am not an expert in any way on what is the best decision for a brand when they're making a decision on solving their problems and I'm not positioning myself in any way to do that I think I am filtering options that ultimately lead buyers to have their time used most efficiently to make the best decision by both 407 00:26:14,612 --> 00:26:16,012 Nate: Yeah. 408 00:26:29,032 --> 00:26:56,512 Armaan Kapadia: consolidating a short list of options but then also every one of the first meetings that six table sets will be extremely focused they'll be pre-checked for integrations requirements if there's a size requirement or client number requirement or GDPR requirement whatever requirements they may have and they'll be pre-checked for the integrations and everything and the budget this is all done and now if there's an NDA that needs to be signed done before the call. 409 00:26:54,852 --> 00:26:56,252 Nate: Yeah. 410 00:26:56,512 --> 00:27:17,912 Armaan Kapadia: And now the call has an agenda it's like here are the use cases that you we know are important to you thanks to six table and here are the competitors that we know you're competing against if the brands are okay with that being disclosed so we can give we can genuinely put our best fit forward we know exactly what's important to you we know who we're up against and we can put we can 411 00:27:17,912 --> 00:27:22,272 Armaan Kapadia: salespeople are in the best position that they possibly could be because they have every piece of context is important and give the best argument and ultimately the buyer will make that decision and I will never position six table as the genius who can tell you what's best for your team but I do think we are 412 00:27:22,212 --> 00:27:32,252 Armaan Kapadia: a weird analogy that I thought of recently was it's like we had hinge and tinder where tinder is very photo focus and hinge obviously has photos but there's a lot more depth to that with the answers I guess I don't know about a lot more but there's more depth to that and on on tinder if you have like 100 matches and you have five dates to go on or five slots to go on a date and everyone's just really attractive every email is saying the same thing and touching on your issue 413 00:27:32,402 --> 00:27:46,775 Armaan Kapadia: like you're going to make five choices and there's no reason to say that any of them will be the best fit for you I think I'm building the hinge where you can see so much more about a person hopefully more than what hinge says but but so much more about an offering from a vendor before choosing to meet with them and you're able to evaluate a lot more about how good of a fit they will be for you before taking a meeting 414 00:27:43,195 --> 00:27:44,595 Nate: Yeah. 415 00:27:47,173 --> 00:27:48,273 Di: Yeah, I got to say two. 416 00:27:48,133 --> 00:27:49,533 Nate: Yeah. 417 00:27:50,453 --> 00:27:53,233 Di: Being on the vendor side now, although I'm not in sales. 418 00:27:53,793 --> 00:27:54,673 Di: I'm in product. 419 00:27:54,673 --> 00:28:07,793 Di: I will say that I think some of the things that you're going to be asking them are amazing qualifiers that by the time they get to an onboarding standpoint and me and my CSM team are working with them. 420 00:28:08,853 --> 00:28:17,193 Di: There's, there's things that come up that it's like, oh, we actually can't integrate with that small, like you have this customization over here. 421 00:28:17,193 --> 00:28:29,433 Di: You're treating meta objects for your filters differently. You're using a text string. So now we have to actually develop something and that's going to take another day. And so then we're spending time not that we can't or won't. 422 00:28:19,153 --> 00:28:20,553 Armaan Kapadia: yeah 423 00:28:28,513 --> 00:28:29,913 Armaan Kapadia: yeah 424 00:28:29,913 --> 00:28:30,453 Armaan Kapadia: yeah 425 00:28:29,993 --> 00:28:34,753 Di: But just for them to know it up front and for us to know it up front. So we're giving them an accurate timeline. 426 00:28:35,153 --> 00:28:36,553 Nate: Yeah. 427 00:28:35,433 --> 00:28:43,933 Di: And we know how much additional effort it will be on our side too. So I think it doesn't just help the brands, but it's also going to help some of the vendors too. 428 00:28:36,553 --> 00:28:36,813 Nate: Yeah. 429 00:28:36,773 --> 00:28:37,533 Armaan Kapadia: 100% 430 00:28:42,773 --> 00:28:44,773 Armaan Kapadia: 100% and just on that point with the vendors I think I was going to make this analogy early but I did but when you evaluate all the options and you feel like you've given 431 00:28:44,723 --> 00:28:55,323 Nate: So my, my real quick follow-up question, we talk a lot on this show about AI and how our typical stance is AI is the intern, not the specialist. 432 00:28:55,863 --> 00:29:03,163 Nate: And so I was curious in all of this that you've talked about, are you using AI to help with any of this behind the scenes? 433 00:29:03,163 --> 00:29:07,063 Nate: And what's your philosophy? Is it a specialist or is it an intern? 434 00:29:06,863 --> 00:29:07,583 Armaan Kapadia: yeah 435 00:29:07,583 --> 00:29:13,983 Armaan Kapadia: I definitely think it's an intern again the ultimate decision making will be done by the buyer 436 00:29:13,983 --> 00:29:27,403 Armaan Kapadia: I will be using it absolutely and I think what AI will help me do is summarize the conversations that are had between buyers and vendors and give 437 00:29:27,796 --> 00:29:37,069 Armaan Kapadia: AI will be able to give you that option and just very clearly point out which what they've mentioned what features they've touched on what specialties they've touched on what they're you know use cases they've touched on our case studies 438 00:29:36,469 --> 00:29:37,869 Di: You 439 00:29:37,069 --> 00:29:44,789 Armaan Kapadia: that point to those problems that you have so AI will absolutely use as an in yeah just like tell me where in this call they mentioned that they're going to help my repeat rate increase 440 00:29:41,509 --> 00:29:44,549 Nate: That's my favorite use case for AI, like a quick hit list. 441 00:29:43,209 --> 00:29:44,609 Di: You 442 00:29:44,609 --> 00:29:44,849 Di: You 443 00:29:45,163 --> 00:29:49,243 Di: All right, Nate, given the time, should we move on to our rapid fire around? 444 00:29:50,263 --> 00:29:51,203 Nate: I'm down. Yes. 445 00:29:52,098 --> 00:29:52,878 Di: Rapid fire. 446 00:29:53,238 --> 00:29:57,558 Di: So basically, we're going to ask you this or that, which do you relate most to? 447 00:29:57,558 --> 00:29:58,678 Di: All right. 448 00:29:58,778 --> 00:30:03,598 Di: We'll start with an easy one, which do you subscribe to inbox zero or inbox 10,000? 449 00:30:02,918 --> 00:30:12,678 Armaan Kapadia: And box zero 100% I'm I'm I'm a serial I'm a serial unsubscriber like it is my I hate having anything there have been moments in my life where and this is so frustrating 450 00:30:05,818 --> 00:30:06,418 Di: Really? 451 00:30:07,038 --> 00:30:07,998 Di: Oh, my gosh. 452 00:30:07,998 --> 00:30:09,678 Di: Oh, my gosh. 453 00:30:08,818 --> 00:30:10,438 Nate: I bet I bet. 454 00:30:12,668 --> 00:30:18,468 Nate: I feel the same way except for when it comes to email. I'm like, that's a lost cause, like everyone on the planet is emailing my junk mail. 455 00:30:13,148 --> 00:30:14,548 Di: Wow. 456 00:30:15,848 --> 00:30:17,608 Di: Game up. 457 00:30:18,928 --> 00:30:19,588 Nate: Yeah, done. 458 00:30:19,808 --> 00:30:20,768 Armaan Kapadia: Yeah yeah. 459 00:30:21,555 --> 00:30:22,075 Nate: Okay. 460 00:30:22,453 --> 00:30:28,413 Nate: So trade show playbook, floor walker, roaming the booths or bar camper waiting for the crowd to come to you. 461 00:30:23,873 --> 00:30:25,273 Di: Oh. 462 00:30:25,273 --> 00:30:25,973 Di: Oh. 463 00:30:28,753 --> 00:30:40,873 Armaan Kapadia: 100% bar camper waiting for the crowd I feel like this one is like I feel like this one is not even a controversial one I think almost like probably 95% of my business is done at the bar. 464 00:30:30,193 --> 00:30:31,113 Di: Oh. 465 00:30:31,253 --> 00:30:31,613 Di: Oh. 466 00:30:34,253 --> 00:30:35,173 Di: Oh. 467 00:30:40,873 --> 00:31:01,453 Armaan Kapadia: I was speaking with a founder at e-tail one night this was like way late in the night and everyone was gone and he was like to I walked around all day I spent like $5,000 on this conference I have no idea I haven't met anyone I'm like dude just don't even get the conference just sit at the pit this is the most concentrated bar in any conference in the entire like year there's no conference that has the concentration of the pit at e-tail west at least not one that I've been to. 468 00:30:57,393 --> 00:30:58,793 Nate: Yeah. 469 00:31:01,553 --> 00:31:18,341 Armaan Kapadia: Because some of them are much bigger and there's too many bars but the pit is just even if you have another party that you're going to go to you're going to end up at the pit and if you're if you're a fun person which hopefully you are you should be able to connect with other fun people and that if that's your only goal you'll do very very well 100% yeah yeah 100% 470 00:31:02,433 --> 00:31:03,833 Di: Yeah. 471 00:31:09,573 --> 00:31:10,273 Di: Yep. 472 00:31:10,801 --> 00:31:15,401 Nate: It's like a pre rack of eTel West. Are you going to go to the pit? Okay. You're approved. 473 00:31:15,401 --> 00:31:17,181 Nate: Right. 474 00:31:17,461 --> 00:31:18,201 Di: Okay. 475 00:31:26,201 --> 00:31:51,121 Armaan Kapadia: I just I just have to I have to defer to it incredibly depends on on the situation I think there's some very very great text acts with a lot of tools that work really well I think there's some situations where it creates a lot of friction for certain people but I think it's extremely case dependent I wish I could give you a one answer but again I guess that's the that's the whole idea I'm trying to promote. 476 00:31:40,681 --> 00:31:42,081 Di: Okay. 477 00:31:51,201 --> 00:31:53,481 Armaan Kapadia: But which is that there's no one best solution for everyone. 478 00:31:52,941 --> 00:31:56,281 Di: I was just going to say so perfectly said by the founder of six table. 479 00:31:58,365 --> 00:31:59,201 Armaan Kapadia: Yeah yeah. 480 00:31:59,081 --> 00:31:59,481 Nate: Okay. 481 00:31:59,621 --> 00:32:00,661 Nate: Okay. Last one for you here. 482 00:32:00,661 --> 00:32:09,881 Nate: The dinner move, would you prefer loud trendy reservation where you can barely hear each other talk or a hole in the wall spot with elite food and plastic chairs? 483 00:32:11,421 --> 00:32:25,481 Armaan Kapadia: So I don't want to give you another it depends answer so I'll give you what I prefer which is the hole in the wall spot and the reason for that is I think I just think the people who are at the hole in the wall spot are there for the food which I can relate to more. 484 00:32:13,281 --> 00:32:14,681 Di: Yeah. 485 00:32:26,474 --> 00:32:27,954 Di: All right. 486 00:32:28,154 --> 00:32:30,254 Di: Well, we should probably wrap things up. 487 00:32:30,374 --> 00:32:32,074 Di: It's been super fun talking with you. 488 00:32:32,494 --> 00:32:33,894 Nate: Yeah. 489 00:32:32,694 --> 00:32:34,234 Armaan Kapadia: Yes, thank you so much. 490 00:32:33,834 --> 00:32:37,634 Di: To recap it a little bit for folks who've been listening. 491 00:32:38,034 --> 00:32:41,634 Di: Keep in mind if your entire strategy is just collecting counts on LinkedIn 492 00:32:41,634 --> 00:32:43,974 Di: or blasting people with automated sales sequences. 493 00:32:43,974 --> 00:32:45,594 Di: You're missing the point. 494 00:32:46,114 --> 00:32:48,334 Di: The strongest relationships aren't built on transactions. 495 00:32:48,814 --> 00:32:52,934 Di: They're built on showing up as a genuine human staying curious 496 00:32:52,934 --> 00:32:56,274 Di: and doing the unglamorous work of staying in touch, 497 00:32:56,734 --> 00:33:01,294 Di: which Armand checks all of those boxes, which is why you're on today. 498 00:32:58,154 --> 00:32:58,854 Nate: Exactly. 499 00:33:01,414 --> 00:33:01,994 Nate: Okay. 500 00:33:02,425 --> 00:33:03,385 Armaan Kapadia: Thank you so much. 501 00:33:02,425 --> 00:33:10,854 Nate: He's literally approved that whether you're grinding through cold calls or navigating the floor of a conference authenticity and trust scale faster than anything else. 502 00:33:11,514 --> 00:33:12,194 Di: Yep. 503 00:33:12,214 --> 00:33:14,234 Armaan Kapadia: You guys said it's so much better than I could have. 504 00:33:14,354 --> 00:33:15,474 Di: All right. 505 00:33:15,634 --> 00:33:17,574 Di: So check out Armand at six table. 506 00:33:18,054 --> 00:33:20,454 Di: Make sure you subscribe to the show on Spotify or Apple. 507 00:33:21,194 --> 00:33:24,474 Di: And until next time, stay Taipei. 508 00:33:24,674 --> 00:33:26,674 Nate: And a little unhinged. 509 00:33:26,474 --> 00:33:27,874 Armaan Kapadia: Yeah.