🎧 The Startup Growth Podcast, Ep. 10: Ajith Govind, Avinash Joshi, and Brian Kuan — Early-Stage Sales Tactics from Fondo, Vanta & Cactus (YC Founders Share All)

David Phillips is the founder and CEO of Fondo, an all-in-one accounting platform serving over 1,000 startups with automated bookkeeping, tax filings, and R&D credits. Ajith Govind and Avinash Joshi are the co-founders of Cactus, an AI copilot for solopreneurs such as private chefs and caterers, helping them streamline admin tasks and grow their business. Brian Kuan, Community Manager at Vanta, hosted the conversation. Together, they explore early-stage sales, building trust, and the YC network's unique power to catalyze startup momentum. In this episode, we discuss:Why founder-led sales is irreplaceableLeveraging Bookface and social media for early tractionBuilding trust with SMBs and solopreneurs outside your networkCold outreach tactics that actually workedWhy you should launch even a half-baked productThe underestimated power of urgency in early salesStories behind onboarding first customers at Fondo and CactusThe emotional moments that proved they were building something impactfulHow fundraising and selling are deeply intertwinedMuch moreBrought to you by:Fondo — All-in-one accounting for startups: https://fondo.comVanta — Automated SOC 2, HIPAA, and ISO 27001 compliance: https://vanta.comCactus — AI admin assistant for solopreneurs: https://oncactus.aiFind the transcript at: Swell AI Episode - Brian Kuan, Ajith Govind, Avinash JoshiWhere to Find the GuestsBrian Kuan (Vanta, W18)LinkedIn: linkedin.com/in/briankuanDavid Phillips (Fondo, W18)X: x.com/davjLinkedIn: linkedin.com/in/davjphillipsAjith Govind (Cactus, X25)X: x.com/itsajith747LinkedIn: linkedin.com/in/ajith-govindAvinash Joshi (Cactus, X25)X: x.com/avinashjoshiLinkedIn: linkedin.com/in/joshi-avinashWhere to Find the CompaniesCactus: x.com/oncactusai | LinkedInFondo: fondo.comVanta: x.com/TrustVanta | LinkedInIn This Episode, We Cover(00:00) Introductions and what each company does(03:12) How Fondo found its first customer through a cold DM to Sam Parr(05:40) How Cactus began by solving a personal need with personal chefs(09:05) Using Bookface to unlock growth(13:00) Tips for selling to startups and SMBs(16:45) How product-led growth and founder empathy drive traction(20:18) Balancing building with selling as a founder(25:12) Founder-led sales vs. traditional sales teams(28:00) How trust is built—especially outside your network(32:40) Lightning Round: first big sales wins, boldest cold DMs, best YC perks(38:35) Sales tactics they wish they knew on Day 1(41:00) Fundraising urgency and investor psychologyReferencedSam Parr (The Hustle): https://www.thehustle.coPostHog: https://posthog.comBookface (YC Internal Network): https://www.ycombinator.comBrex: https://www.brex.comChristina Cacioppo (CEO, Vanta): LinkedInMarketplace Capital: https://marketplacecapital.vcYC Demo Day: https://www.ycombinator.com/demo-day