Team Meeting Notes

Weekend Recaps

• Cassie:

  • Spent time in Maryland due to nice weather.
  • Visited restaurants on the water.
  • Took her daughter to Great Wolf Lodge, an indoor water park.
  • Daughter is taking swim lessons and overcoming her fear of water on her face.

• Shelby:

  • Had a low-key weekend.
  • Enjoyed authentic side-of-the-road tent tacos from a place called Brother's Cousins in LA.

• Erin:

  • Returned from a trip to Japan on Friday.
  • Dealing with jet lag.
  • Enjoyed the cultural politeness and service in Japan.
  • Found Japan to be very orderly and clean.
  • Food was amazing with many options available.

• Andrew:

  • Attended a friend's low-key gathering.
  • Watched the show "Overcompensating with Benny Drama".

• Jake:

  • Went to a bachelor party in Savannah, Georgia.
  • Found Savannah to be a walkable and beautiful city filled with parks.
  • Went paintballing.

• Sarah:

  • Stayed with a friend in New York City.
  • Saw friends and cousins in New York.

• Shannon:

  • Went bike riding with Angie.
  • Barbecued and had ribs on the green egg at a pool party.

• Amadou:

  • Was in Atlanta on Saturday and watched Freddie run a track meet, acting as his coach.
  • Flew to DC and then to New York.
  • About to catch a flight to Abu Dhabi.
  • Had a call with Erin with a principal at a Miami archdiocese school who forwarded them to her assistant superintendent.

• Stephanie:

  • Had a girls weekend mostly with Lenny while Jeff was away.
  • Went to a Red Sox game, had hotdogs, and had her brother-in-law babysit.
  • Went out for smoothies, donuts, pizza, and to the playground with Lenny.
  • Referenced Perry from Love on the Spectrum.

• Ryan:

  • Did Pablo training on Saturday morning and Zoe swim lessons.
  • Went to his in-law's place on the lake and had Costco ribs.
  • Did telepathy tape training and started his search aspect of this journey.
  • Discussed the Telepathy Tapes
    • Encouraged everyone to listen, especially those in education.
    • Warned to take it with a grain of salt.

• Erica:

  • Hiked on Friday after work.
  • Went to a brewery and had a book club meeting with Erin (neither read the book).

Scorecard Review

• Ads:

  • Spent $18,000$ on ads last week.

• Emails:

  • Sent $2,100$ emails.

• Marketing Videos:

  • No new marketing videos published last week.

• Qualified Meetings:

  • $17$ qualified meetings set last week.
  • $109$ quarter-to-date qualified meetings set.

• Cost per Qualified Meeting:

  • Just under $1,200 last week.
  • $1,600 cost per ad meeting set last week.
  • Just over $1,400 quarter-to-date cost per ad meeting set.

• District Meetings:

  • Scheduled two meetings last week with districts of $10$ or more schools.

• Referrals:

  • Both meetings were from referrals; one was a diocese in Florida with $40$ schools, and the other was potentially the Miami meeting.
  • Miami Diocese has $70$ schools.

• IEI (likely occurring this quarter):

  • Guarantees six meetings.

• First Calls:

  • $14$ first calls completed last week.

• Partners Closed (DocuSign):

  • $4$ new DocuSign sent.
  • $2$ new partners closed for new ARR (Annual Recurring Revenue) of $9,600.
  • Quarter-to-date new ARR: $261,700 (on track)

• Total Partners:

  • $380$ total partners.

• Session Distribution:

  • $80\%$ of schools have $10$ or more sessions.
  • $72\%$ of schools have $25$ or more sessions.

• Adoption Rate:

  • $58\%$ of customers on high or medium adoption.

• Users and Schools:

  • $37,054$ total users within Bullseye.
  • $2,100$ weekly active users last week.
  • $815$ schools within Bullseye.

• Revenue:

  • Year-to-date renewed ARR: $548,000.
  • Year-to-date upsells and expansion: $19,070.

• Net Dollar Retention Rate:

  • $90\%$ (of people who have made a decision so far).

• Training Satisfaction:

  • $98$ hours and $7.9$ points.
  • Discussed the $98$ hours being lower than expected.

• Expenses and Revenue:

  • $60,000 in expenses last week.
  • Year-to-date expenses: $1,030,000.
  • Year-to-date recognized revenues: $960,000$.

• Net Profit/Loss Margin:

  • Net loss for the year of $70,000 or a $-7\%$ net profit/loss margin.

• Rule of 40:

  • Trailing twelve-month rule of 40 is $62$.
    • $72\%$ year-over-year ARR growth rate and a $-10\%$ profit margin.
    • Over $40$ is generally desirable.

• Dev and Design Hours:

  • $98$ hours (lower than expected).
  • Hemet stuff moving along quickly.

• LTV to CAC Ratio:

  • Trailing twelve-month LTV (Lifetime Value) to CAC (Customer Acquisition Cost) ratio is at $10.3$.

Rock Review

• Amadou: On track.
• Andrew: On track for return on advertising spend but off track for the number of meetings.
• Jake: On track.
• Shannon:
  • Regional Superintendent Meetings: Only one held, waiting for others to convene, possibly in summer or fall.
  • Charter School Conference: Presenting at the conference with two $55$-minute presentations.
    • $1450$ participants expected.
  • Superintendent Meeting in South Bend is also on the books.
  • Overall: On track with the first goal, off track with the second.
• Steph: On track.

Action Items and Discussion Points

• Sales Call Support:

  • Sarah and Aaron are willing to jump on sales calls. Amadou has added them to some of his calls.
  • Need to determine how to allocate CS team's time to sales calls, who will do what roles/times, etc.

• IEI Smaller Districts:

  • Need to determine who in Detroit they are meeting with and if they can request to meet with larger districts.

• Cassie's Headline on Nashville Schools:

  • Some Nashville schools indicating they can't continue due to budget.

• Nashville District Meeting Recap

  • Deputy Chief of School Sean Lawrence expressed interest from multiple principals. They are looking for a uniformed observation tools.
  • Nashville looking at implementation for the next school year.
  • District would like access to Bullseye to see individual school usage.
  • There are sensitivities with providing this access.

• Potential Next Steps for Nashville

• LinkedIn Messages and Email System (Shelby and Shannon):

  • Shelby sending LinkedIn invites through Shannon's account, with high acceptance rate.
  • Need to figure out follow-up messages that are valuable and drive strategy sessions.
    • If people request to follow up via email, Shelby will use the shannon@bullseyeedu.com email address which has to be created by Jake.
    • Shannon and Shelby to have a daily sync 3:30 PM CST daily.

• EdGear Integration (Kevin):

  • Jim talked to Kevin. Kevin has met with Clay and Clay approved. Meeting with Calcasieu next, then will book Zoom.

• Sugar Wish:

  • Discussing Sugar Wish as a thank you gift using existing account owned by Andrew.
  • CS Team can send as they see fit after using Sugar Wish Log-in/Information once Andrew Provides..

• Georgia Leads (DeKalb County)

  • Miller Fine Arts indicated the state is creating a Bullseye replacement that houses evaluations and walkthroughs.
  • Bibb County is the first district piloting this, state-pushed program meaning those partners will likely go down
  • Bryan County (Not making jump as of now) is likely to continue as they have 3 year contract

• AASA Conference in Nashville:

  • Asked Clay (EdGear) about doing a joint proposal which he said yes to.
  • Due in 12 days, they will either commit with EdToMarket or Andrew and Jake will proof read with clay included
  • Also talked about asking Hayes if they might want to submit a secondary proposal.
  • Steph volunteered to call Emily at Hayes to gauge their potential interest, emphasizing no pressure.

• Big Hollow Schools: Positive win from big Hollow Schools. Update Hubspot. Treat as expansion item.

• Prototype Outreach to Colorado BOCES: Erica has on List but is Backlogged. to mark complete.