Startup Growth Podcast

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Fondo is an all-in-one accounting platform for startups. Get your books closed, taxes filed, and cash back from the IRS.

  1. John Paul Mussalli: How One EMT's Scrappy Prototype Evolved Into an AI Tool That Won Over 20% of NYC's EMTs

    3D AGO

    John Paul Mussalli: How One EMT's Scrappy Prototype Evolved Into an AI Tool That Won Over 20% of NYC's EMTs

    In this episode, I sat down with John Paul Mussalli, the co-founder and COO of CareSwift, a Y Combinator-backed startup building AI-powered software to streamline documentation for EMT workers.  JP and his cofounders brings a unique blend of technical expertise and entrepreneurial drive to the healthcare technology space, having previously worked across diverse fields from real estate automation to web development.  Since co-founding CareSwift, he's helped scale the platform to serve over 2,000 EMTs in New York City alone, generating more than 90,000 automated reports. Beyond product development, JP leads go-to-market strategy and is currently pursuing EMT certification himself to deepen his understanding of the industry's challenges. In this episode, we explore the journey from scrappy prototype to venture-backed startup and the critical lessons learned along the way.  Key topics covered: How a ChatGPT prototype evolved into a venture-backed healthcare AI platformThe hidden costs of poor EMT documentation: $1,800 per error and 11% industry revenue lossWhy 25% of New York's EMTs organically adopted CareSwift without marketingCritical incorporation mistakes that can delay funding and how to avoid themThe strategic decision to expand from narrative reports to full documentation workflowWhy domain expertise matters when building AI for specialized industriesNavigating regulatory compliance and the founder stack for healthcare startupsThe reality of Y Combinator: 996 work culture and rapid iteration cyclesFrom 15-20 minute reports to 2-minute automated workflows saving hours per shiftWhy sometimes a bug in Apple Mail can redirect your entire startup journey Where to find John Paul Mussalli  - Linkedin: https://www.linkedin.com/in/jpmussalli/- X: https://x.com/jpm1126 Where to find CareSwift: - Website: https://careswift.ai/ - Linkedin: https://www.linkedin.com/company/careswift/ Where to Find David Phillips: - X: https://x.com/davj - LinkedIn: https://www.linkedin.com/in/davjphillips/ In This Episode, We Cover (00:00) Introduction to CareSwift and Its Founders (02:54) The Birth of CareSwift: Addressing EMT Challenges (06:09) Impact of CareSwift on EMT Efficiency (09:01) Navigating the Startup Journey: Lessons Learned (09:35) Navigating Startup Structures and Legalities (12:14) The Journey Through Y Combinator (15:06) Daily Life as a Founder in Y Combinator (17:13) Building a Founder Stack: Tools and Resources (18:57) Future Plans Brought to you by: Fondo — All-in-one accounting for startups: https://tryfondo.com

    21 min
  2. Reuben Torenberg: Inside SF's Office Market Comeback: Deals, Trends & AI Company Growth

    SEP 12

    Reuben Torenberg: Inside SF's Office Market Comeback: Deals, Trends & AI Company Growth

    Reuben Torenberg is a Senior Vice President at CBRE, the world's largest commercial real estate services firm. Reuben specializes in helping startups in San Francisco navigate the complex and rapidly changing office leasing landscape. Since joining CBRE in 2014, he's represented some of the biggest names in tech - including Airbnb, Coinbase, Cruise, and Dropbox - and is widely known as the go-to broker for early-stage startups and growth-stage companies alike. Beyond real estate, Reuben is also a community builder, having founded SF Hoops and SF Links, two of the city's most exclusive and founder-heavy social sports leagues. In this episode, we explore the dramatic transformation of San Francisco's commercial real estate market and the evolving dynamics between landlords, tenants, and the broader tech community. The conversation delves into current market trends in both office and retail spaces, examines how AI companies are reshaping demand patterns, and discusses the critical importance of community building in the tech industry through initiatives like SF Hoops. We also dive deep into pricing strategies, emerging market opportunities, and provide a comprehensive outlook for businesses seeking space in San Francisco. Topics covered: Why SF's commercial real estate recovery is finally here after 5 years of declineHow AI companies are driving massive demand and changing the market dynamicsWhere to find the best deals: neighborhood analysis and sweet spot sizing (10-20K sq ft)Why rents are rising and landlords are getting more confident by the dayBuildings selling at 80% discounts and what it means for new opportunitiesThe return-to-office mandate trend and its impact on space demandLower SoMa as the last frontier for deeply discounted office spaceRetail space conversion opportunities in Union SquareWhy you should secure space now vs. waiting for better dealsPricing breakdown: what 10, 25, and 50-person companies should budgetHow to navigate the search process and when to use a broker& Much moreWhere to Find Reuben Torenberg: CBRE: https://www.cbre.com X: https://x.com/RTorenberg021 LinkedIn: https://www.linkedin.com/in/reuben-torenberg-b985b646 Where to Find SF Hoops:https://sfhoopsleague.com https://x.com/SFHoopsleague Where to Find David Phillips: X: https://x.com/davj LinkedIn: https://www.linkedin.com/in/davjphillips/ In This Episode, We Cover (00:00) Current Trends in San Francisco Commercial Real Estate (02:53) Navigating the Market: Opportunities and Challenges (05:54) The Shift in Office Space Demand (08:43) Retail Space and Its Transformation (11:55) Landlord Strategies and Market Dynamics (14:52) The Rise of SF Hoops: Networking Through Sports (17:59) Future Outlook: What to Expect in the Coming Months Brought to you by: Fondo — All-in-one accounting for startups: https://tryfondo.com

    28 min
  3. Stephen Llevano: The Founder Journey, Startup Surprises, and Takeaways for Every Founder

    SEP 3

    Stephen Llevano: The Founder Journey, Startup Surprises, and Takeaways for Every Founder

    Stephen Llevano is the founder and CEO of Capabuild, a software platform designed for restoration contractors who work on insurance jobs. Capabuild helps these businesses manage compliance, streamline field documentation, and create accurate estimates — fast. In this episode, Stephen shares the full story behind Capabuild: how it started, what he got wrong early on, and the key insights that helped turn it into a real business. One of the biggest takeaways? The power of watching customers work in their real environment — instead of relying on what they say they need. We dive into how observing contractors in the field led to unexpected product decisions, how Capabuild evolved its pricing model after early pushback, and what it takes to build trust in a traditional, change-resistant industry. Stephen also shares his thoughts on building for overlooked markets, supporting local service businesses, and why long-term traction comes from delivering real operational value — not chasing trends or vanity metrics. If you’re building software for non-obvious industries or trying to unlock early traction, this episode is packed with practical, hard-earned wisdom. Check out Capabuild: https://www.capabuild.app/https://apps.apple.com/us/app/capabuild/id1642228115https://play.google.com/store/apps/details?id=com.capabuild.app&pcampaignid=web_shareThis episode is brought to you by: Fondo — Automate your accounting and unlock up to $500k from the IRS: tryfondo.comWhere to find Stephen Llevano X: https://x.com/StephenLlevanoLinkedIn: https://www.linkedin.com/in/stephen-llevano/ Where to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/Takeaways Connecting directly with customers as a founder is crucial for product successObserving customers in their actual work environment reveals true needs beyond feedbackPricing strategies must evolve based on real customer insights and market dynamicsBuilding a startup requires more time and emotional investment than initially expectedThe insurance industry is shifting, creating new opportunities for adaptive contractorsPersonal relationships often drive initial customer acquisition and business developmentDeep market understanding is essential for navigating industry complexitiesOperational efficiency directly impacts a contractor's ability to serve clients effectivelySupporting local service businesses creates stronger community economic foundationsEvery entrepreneurial experience offers valuable learning opportunities worth embracingChapters (00:01) The Entrepreneur's Journey(03:03) Identifying Market Opportunities(05:55) Building the First Version of Capabild(08:51) Customer Acquisition and Pricing Strategies(11:57) The Evolution of Capabuild(20:56) Operational Challenges and Solutions(23:51) Future of the Industry and Capabild's Mission

    31 min

  4. AUG 15

    Saving Startups Millions, R&D Credit Deep Dive, and Breaking Down the Big Beautiful Bill: Jake Wedig

    Jake Wedig is the Director of Tax at Fondo, where he helps startups navigate complex tax legislation and maximize their tax benefits. With deep expertise in startup tax strategy, Jake specializes in R&D tax credits, Section 174 compliance, and helping growing companies optimize their tax positions while managing cash flow challenges. In this conversation, Jake breaks down the recent changes in tax legislation that every startup founder needs to know about, particularly the game-changing provisions in the One Big Beautiful Bill and how startups can leverage R&D tax credits to get substantial cash back on their development investments. We explore the challenges that Section 174 has created for startups and dive into practical strategies for navigating these changes, including when amending tax returns makes sense and how to leverage bonus depreciation and Section 179 deductions. Jake also explains the powerful long-term benefits of Qualified Small Business Stock (QSBS) for founder wealth optimization. Key topics covered: How the One Big Beautiful Bill creates new tax optimization opportunities for startupsMaximizing R&D tax credits for substantial cash returns on development investmentsNavigating Section 174's impact on R&D expense deductions and cash flow managementStrategic use of amended returns to recover from unexpected tax positionsLeveraging bonus depreciation and Section 179 for immediate equipment deduction benefitsUnderstanding QSBS benefits and the five-year holding period requirementsThe importance of proactive tax planning partnerships between startups and advisorsStaying ahead of evolving tax legislation to capture emerging opportunitiesAnd much more Brought to you by: Fondo — Automate your accounting and unlock up to $500k from the IRS: https://tryfondo.comWhere to find Jake Wedig LinkedIn: https://www.linkedin.com/in/jacob-wedigWhere to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/In This Episode, We Cover (01:42) Understanding the New Tax Bill(03:31) R&D Tax Credits and Their Importance(07:51) Impact of Section 174 on Startups(13:05) Amending Returns and Cash Flow Considerations(16:38) The Role of Tax Advisors for Startups(30:55) Bonus Depreciation and Section 179(35:23) Qualified Small Business Stock (QSBS) Benefits

    40 min
  5. Nathan Latka: Bootstrapping to $2M ARR, Turning Down $6.5M, and Funding 500+ Startups

    JUN 5

    Nathan Latka: Bootstrapping to $2M ARR, Turning Down $6.5M, and Funding 500+ Startups

    Nathan Latka is the founder and CEO of Founderpath, a fintech platform that has deployed nearly $200 million in non-dilutive capital to 500+ software companies. He’s also the creator of GetLatka, a massive SaaS database built off the back of his top-ranked Latka podcast, where he’s interviewed thousands of founders. Nathan’s entrepreneurial journey began at 18 with the launch of Heyo, a Facebook fan page SaaS tool he bootstrapped to $2M in ARR before raising venture capital and eventually exiting. In this conversation, Nathan shares hard-earned lessons from building and exiting companies, explains why most founders don’t understand the true cost of raising VC, and offers a compelling case for why debt and secondaries can be a smarter option. We also explore: How he bootstrapped Heyo to $2M ARR before raising VCThe $6.5M exit offer he had to turn down (and regrets)What most founders misunderstand about venture capitalHow GetLatka became the #1 ranked SaaS benchmarking databaseWhy the future belongs to tiny teams with huge revenueThe three AI trends shaping SaaS company formationHow FounderPath prices startup equity daily—instantly enabling secondariesWhy hooks and attention matter more than everAnd much moreBrought to you by: Fondo — Automate your accounting and unlock up to $500k from the IRS: https://TryFondo.comWhere to Find Nathan Latka X: https://x.com/NathanLatkaInstagram: https://www.instagram.com/nathanlatka/LinkedIn: https://www.linkedin.com/in/nathanlatka/Podcast: Latka PodcastSaaS Database: https://getlatka.comBook: How to Be a Capitalist Without Any CapitalWhere to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/In This Episode, We Cover (00:00) Intro to Nathan and FounderPath(01:30) The story behind Heyo and bootstrapping to $2M ARR(03:50) Raising venture and losing optionality(05:30) The $6.5M offer and why his board said no(07:10) Lessons from a slow death and how to move on(08:15) Why Nathan started the Latka podcast(09:30) Building GetLatka to 3,000+ daily organic clicks(11:00) The power of hooks and attention in modern SaaS(12:45) Inside FounderPath: non-dilutive capital for SaaS(14:30) How venture debt differs from traditional VC(16:15) Why secondaries are healthy, not harmful(18:00) How FounderPath prices startup equity daily(20:10) Big trends: tiny teams, chat-based dashboards, attention > techReferenced GetLatka – https://getlatka.comFounderPath – https://founderpath.comHeyo (archived) – https://en.wikipedia.org/wiki/HeyoHow to Be a Capitalist Without Any Capital (Book) – https://www.amazon.com/How-Be-Capitalist-Without-Capital/dp/0525534440ZoomInfo – https://www.zoominfo.comTechstars – https://www.techstars.comG2 Crowd – https://www.g2.com

    18 min

  6. MAY 27

    Selling Before You’re Ready: How Early Stage Founders Close Their First Customers

    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 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.comWhere to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/Where to Find the Guests: Brian Kuan (Vanta, W18) LinkedIn: linkedin.com/in/briankuanAjith 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 Companies Cactus: 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 psychologyReferenced Sam 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

    42 min

  7. MAY 20

    From Overpriced to Undervalued: Why Now is the Time for Startups to Get in on SF's Real Estate Deals

    Reuben Torenberg is a First Vice President at CBRE, the world’s largest commercial real estate services firm. Reuben specializes in helping startups in San Francisco navigate the complex and rapidly changing office leasing landscape. Since joining CBRE in 2014, he's represented some of the biggest names in tech — including Airbnb, Coinbase, Cruise, and Dropbox — and is widely known as the go-to broker for early-stage startups and growth-stage companies alike. Beyond real estate, Reuben is also a community builder, having founded SF Hoops and SF Links, two of the city’s most exclusive and founder-heavy social sports leagues. In this episode, we dive into the state of commercial real estate for startups in 2025, including: Why SF is now a tenant’s market — and what that means for startupsHow to find cheap, high-quality office space (and avoid costly mistakes)How much space your startup really needs at each stageWhy brokers are free for tenants — and why every founder should use oneWhere the best startup neighborhoods are in SF right nowHow coworking has evolved — and why it's a smart move for teams 10What landlords are offering in TI (tenant improvement) allowances todayHow much to offer below list — and why you should always send multiple proposalsThe return of Class A space and what’s happening in Mission Bay, Hayes Valley, and Jackson SquareMuch moreBrought to you by: Fondo — All-in-one accounting for startups: https://tryfondo.comWhere to Find Reuben Torenberg CBRE: https://www.cbre.comX: https://x.com/RTorenberg021LinkedIn: https://www.linkedin.com/in/reuben-torenberg-b985b646/Where to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/In This Episode, We Cover (00:00) Intro to Reuben and CBRE(01:30) From sports to real estate: Reuben’s career path(03:15) Lessons from Custom Spaces and early startup deals(04:50) Major tenants Reuben’s worked with: Airbnb, Coinbase, Cruise(06:30) How SF Hoops became a startup founder hub(08:05) SF Links and the evolution of social networking for tech(09:40) How startups actually find space in SF(11:00) What tenant brokers do and why they’re free(13:00) Square footage per employee and planning for growth(15:00) COVID's impact: SF market shift explained(17:30) Class A space demand and the "flight to quality"(19:45) Leasing terms, TI allowances, and negotiation tips(23:00) Market insights from Q1 2025: 2.9M sq ft leased(25:15) Hottest neighborhoods: Mission Bay, Jackson Square, and beyond(28:00) Best advice for founders raising and scaling: flexibility, furnished space, subleases(30:00) Budgeting by headcount: ballpark lease costs for 5, 10, and 25-person teams(32:00) Final takeaways and next stepsReferenced CBRE San Francisco Office Market Report Q1 2025 (search: “CBRE SF Q1 2025 report”)LoopNet — Office space listingsIndustrious — Premium coworkingMindspaceCanopyWeWorkOpenAI HQ in Mission BayMission Rock Development — Home to Visa and the Warriors

    36 min

  8. MAY 5

    He Built Mafia Wars to $10M a Day and Now Makes Bets on 130+ Startups

    Roger Dickey is a serial entrepreneur and prolific angel investor with over 130 startup investments under his belt. From humble beginnings coding games as a kid to building Mafia Wars at Zynga—a game that reached a $300 million annual run rate—Roger has scaled multiple companies and exited to giants like Zynga, Home Depot, and private equity. He's also pioneered the "search lab" approach to company building, a structured yet high-velocity process for launching and validating startup ideas. In this episode, we cover: Roger’s early obsession with coding and gamesHow Dope Wars turned into a breakout Facebook game successThe origin and explosive growth of Mafia Wars at ZyngaBuilding a startup that scaled to $100K/day in revenueThe matrix method for startup idea generationWhy distribution, not code, is today’s biggest moatWhy he believes in going deep on one growth channelLessons learned from two successful search labsThe importance of knowing when a product isn't workingWhat he's exploring now across SaaS, games, and socialMuch moreBrought to you by: Fondo – Accounting for startups: https://www.tryfondo.comFind the transcript at: https://www.tryfondo.com/podcast (or wherever you're hosting it) Where to Find Roger Dickey X: https://x.com/rogerdickeyLinkedIn: https://www.linkedin.com/in/rogerdickey/Essay – Lessons from 2 Search Labs: https://medium.com/@rogerdickey/lessons-from-2-search-labs-fe07d0bc0fb4Where to Find David Phillips X: https://x.com/davjLinkedIn: https://www.linkedin.com/in/davjphillips/In This Episode, We Cover (00:00) Intro and Roger's startup credentials(01:04) Roger’s coding origin story and first “viral” product(05:01) How Dope Wars exploded on Facebook(10:45) Building and scaling Mafia Wars at Zynga(16:00) Product-led growth mechanics and viral loops(21:00) Inventing and reinventing distribution(25:35) How Roger structured his “search lab” process(31:00) Metrics and mindset for early-stage validation(34:55) CAC, LTV, and cracking the S-curve of growth(38:47) Scaling a $100K/day construction tech startup(44:10) The role of deep focus vs. testing across channels(48:05) What Roger’s building next and how he’s thinking about itReferenced Lessons from 2 Search Labs (Roger Dickey on Medium): https://medium.com/@rogerdickey/lessons-from-2-search-labs-fe07d0bc0fb4Mafia Wars: https://en.wikipedia.org/wiki/Mafia_WarsDope Wars (original inspiration): https://en.wikipedia.org/wiki/Drug_Wars_(video_game)Y Combinator Demo Day: https://www.ycombinator.comDropbox Growth Story: https://www.dropbox.com/business/resources/growth-storyStripe Founder Story: https://stripe.com/blog/stripe-series-a

    37 min
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Fondo is an all-in-one accounting platform for startups. Get your books closed, taxes filed, and cash back from the IRS.

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