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, we 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 irreplaceable
• Leveraging Bookface and social media for early traction
• Building trust with SMBs and solopreneurs outside your network
• Cold outreach tactics that actually worked
• Why you should launch even a half-baked product
• The underestimated power of urgency in early sales
• Stories behind onboarding first customers at Fondo and Cactus
• The emotional moments that proved they were building something impactful
• How fundraising and selling are deeply intertwined
• Much more

Brought to you by:

• Fondo — All-in-one accounting for startups: https://fondo.com

Where to Find David Phillips

• X: https://x.com/davj
• LinkedIn: https://www.linkedin.com/in/davjphillips/

Where to Find the Guests:

Brian Kuan (Vanta, W18)

• LinkedIn: linkedin.com/in/briankuan

Ajith Govind (Cactus, X25)

• X: x.com/itsajith747
• LinkedIn: linkedin.com/in/ajith-govind

Avinash Joshi (Cactus, X25)

• X: x.com/avinashjoshi
• LinkedIn: linkedin.com/in/joshi-avinash

Where to Find the Companies

• Cactus: x.com/oncactusai | LinkedIn
• Fondo: fondo.com
• Vanta: x.com/TrustVanta | LinkedIn

In 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 psychology

Referenced

• Sam Parr (The Hustle): https://www.thehustle.co
• PostHog: https://posthog.com
• Bookface (YC Internal Network): https://www.ycombinator.com
• Brex: https://www.brex.com
• Christina Cacioppo (CEO, Vanta): LinkedIn
• Marketplace Capital: https://marketplacecapital.vc
• YC Demo Day: https://www.ycombinator.com/demo-day