1:28 - Tomer describes Gusto Embedded and the complexities behind compliance.</p><ul><li>Gusto Embedded takes ten years of Gusto’s experience building payroll software and compliance and makes it available to any software company wanting to ship their own payroll product to the market. </li></ul><p><strong>5:00 </strong>- Why did you decide to pursue startups as the company’s first target audience? How did you think about customer segments in that first year? </p><p><em>Over the last ten years, Gusto has scaled to build for multiple customer segments – starting with startups, then SMBs, accountants, and now with Gusto Embedded Payroll, developers who are embedding payroll directly into their software. </em></p><ul><li>When you have a grand vision, where do you start as a founder? Choose a customer segment. Make sure you choose a segment where 1) they have an important customer problem, 2) the product you are building solves that problem, and 3) you can reach your customer. </li></ul><p><strong>9:30 </strong>- Who were your competitors in the early days? </p><ul><li>The old, traditional payroll solutions, which were complex. With Gusto, <em>anyone</em> can run payroll at <em>any time</em>. Gusto also focuses on employees, a critical part of the system, by building a great payroll experience for them. </li></ul><p><strong>11:30 </strong>- Why did you decide to build for SMBs after startups? </p><ul><li>Look at your current customer base and learn from customers adjacent to the market you want to expand into. When you do expand into another vertical, make sure you maintain that early customer love. </li></ul><p><strong>14:45</strong> - How did you maintain the customer love of the existing customer segment? </p><ul><li>Think about your long-term vision and don’t put yourself in a corner when you want to move to the next segment. </li></ul><p><strong>17:00</strong> - Most startups find it hard to tackle the SMB market. Why do you think this is the case? </p><ul><li>Traditionally SMBs are hard to reach and use incomplete or manual solutions. Since 2000 an entire generation of business owners had to learn to trust online financial services. Today, SMBs are online and looking for solutions.</li></ul><p><strong>22:25 </strong>- What is different about serving SMBs as a customer versus startups? </p><ul><li>Startups come and go, and the real economics come from the big winners. Focusing on startups is a good place to start your journey, but think about how to scale with them.</li><li>There are more small businesses than startups, and they are around for a long time – but most don’t grow to thousands of employees. You need to build a business model that works with that dynamic. </li></ul><p><strong>27:00 - </strong>Why did you pursue developers and how did you decide to service them? </p><ul><li>For many verticals, it is much better to have an all-in-one platform to run your small businesses. But payroll is really hard to build yourself. Gusto Embedded helps partners deliver a more integrated solution for customers without investing the several years and tens of millions of dollars.</li></ul><p><strong>29:00 </strong>- Gusto went from directly acquiring small businesses as customers to creating an embedded solution – essentially “giving up” the relationship with the customer. How did you think about that? </p><ul><li>Evaluate the future of the industry and don’t ignore reality. Be the one to create that future. In this case, many payroll customers want all-in-one solutions. We can either try to meet those needs directly, or empower hundreds of partners to customize unique solutions.</li></ul><p><strong>33:00 - </strong>How should founders think about who to partner with? When should founders build directly for the industry and when should they go the embedded route? </p><ul><li>Think about the unique insight you have in the business you’re creating and make sure you own your destiny around that insight.</li><li>For your customer, what does a successful product look like, and could you partner with a company to fulfill those needs.</li><li>Your product must be high-quality. You have to put enough resources behind whatever you own. For everything else, you must ensure you bring in the right partner. It’s all about the end-to-end experience. </li></ul><p><strong>39:30</strong> - Gusto now makes it easier for software providers to bake compliance into embedded payroll. Tomer, I think developers looking at a payroll API would assume that compliance is baked in. But there are often steps companies have to take beyond just calling APIs. Tell us if that assumption holds.</p><ul><li>Regulation can change every quarter and every year. This is built into the product. We protect the customer and make it easy for developers to ship something quickly that is compliant for the long term.</li><li>One third of the companies in the U.S. get fined for mistakes on payroll. </li></ul><p><strong>43:00 - </strong>Compliance is the hardest part of payroll to build and ultimately has to be right. It took ten years of experience in compliance to launch this into Gusto Embedded Payroll. What advice do you have for founders who are building complicated, yet essential, components for an industry?</p><ul><li>Determine the parts of your product that are highly regulated and which areas are not. Build a culture that ensures quality-first in those highly-regulated areas, as well as a culture where people can iterate quickly in other areas. You can’t build a monolithic culture.</li><li>Embrace cross functional work. </li></ul><p><strong>46:00 </strong>- In the early days of Gusto, what guidance did you provide to your engineers about building payroll? What areas could break and which areas could not break? </p><p><strong>48:40</strong> - Looking back, would you have done anything different? </p><ul><li>Start charging what you feel is the value you provide; fix downwards versus upwards. If you’re truly adding value, customers won’t hesitate moving forward at that price.</li><li>Have the humility to learn from the customer and how the market changes around you. </li></ul><p><strong>51:45 </strong>- How should founders be thinking about embedded finance and how does this market evolve over the next 5-10 years? </p><ul><li>When you build a new software system for your customer, the more connected the system is for your customer, the better it is. Embedded products enable you to do that quickly and in high quality.</li><li>Bring more solutions into your product that are driven by what your customer needs. Understand your customer’s day-to-day, and figure out how to build something that solves their entire flow instead of one segment.</li><li>If you are not making money on your product, you don’t know if there's a product market fit. If you can charge and retain a customer, then there is product market fit. </li></ul><p><strong>56:30</strong> - Outside of payroll, what are you seeing product wise offered by APIs? </p><ul><li>This space is brand new and there’s a ton of opportunity to create a product that helps customers go through the end-to-end journey successfully and solves multiple pain points – instead of the customer needing ten years of background to create a high-quality solution.</li></ul>","comment_id":"62fa7b87ab52db0001d3b656","feature_image":"/blog/content/images/2022/08/BlogTwitter-Image-Template--5-.jpg","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-08-15T09:59:51.000-07:00","updated_at":"2022-08-15T11:48:12.000-07:00","published_at":"2022-08-15T11:32:19.000-07:00","custom_excerpt":"Today, more than 200,000 businesses use Gusto for payroll, employee benefits, talent management, and more. 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YC has now funded over 500 bio and healthcare companies, and they’ve devoted themselves to solving some of the world’s most pressing problems. YC alum are creating vaccines for cancer, decarbonizing the chemicals industry and helping patients with chronic insomnia. If you’re in the early stages of building a health or bio startup and want to meet others doing the same, join us at the YC Health & Bio Summit in San Francisco on December 6, 2023. Space is limited — you can apply to attend here. Invitations will go out on a rolling basis starting the week of October 15th. If you can’t make it this time, look for recordings of the talks on YouTube in the weeks that follow. The half-day conference will feature founders and investors from the bio/healthcare space telling their stories and sharing advice for entrepreneurs just getting started, as well as insights from recent YC alumni about their experience going through the program. Talks will be followed by a reception where you’ll meet 150 current and future founders who are doing exciting research, turning their ideas into reality, and building things the world needs. and hear from founders who recently went through YC: …and more speakers to be announced! Categories Other Posts Surbhi is a group partner at Y Combinator. Prior to YC, Surbhi was CEO of nVision Medical, which was acquired by Boston Scientific.
Ivana Djuretic, Co-founder and CSO, <a href=https://www.ycombinator.com/"https://asherbio.com//">Asher Bio</a><br>Rachel Rea, Sr. Director, <a href=https://www.ycombinator.com/"https://www.medtronic.com/us-en/index.html/">Medtronic
Cami Samuels, Partner, <a href=https://www.ycombinator.com/"https://www.venrock.com//">Venrock
Tanay Tandon, Co-founder and CEO of <a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/athelas/">Athelas
Sid Viswanathan, Co-founder and CEO, <a href=https://www.ycombinator.com/"https://truepill.com//">TruePill
and more to be announced<br><br>When people think of Y Combinator, what often comes to mind first are the software companies that got their start with YC – companies like Airbnb, DoorDash and Stripe. But within the last 5 years, YC has funded over 500 healthcare and bio startups, 9 of which are now billion dollar companies. We’ve quietly become the largest seed stage funder of bio startups in the world. We're looking forward to sharing what we’ve learned from funding hundreds of founders and working alongside them as their companies have grown. <br><br>If you’re in the early stages of starting a bio startup or are considering starting one, we hope you join us. <a href=https://www.ycombinator.com/"https://ychealthandbiosummit2022.splashthat.com//">Sign up to attend here</a>.</p>","comment_id":"6320f7135142100001443588","feature_image":"/blog/content/images/2022/09/biosummit.jpeg","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-09-13T14:33:07.000-07:00","updated_at":"2022-09-14T09:01:34.000-07:00","published_at":"2022-09-14T08:55:00.000-07:00","custom_excerpt":"We’re excited to announce the first YC Health and Bio Summit that will take place in San Francisco on October 21, 2022. \nThe half day conference will feature bio and healthcare founders and investors who will tell their stories and share advice for entrepreneurs who are just getting started. 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Prior to YC, Surbhi was CEO of nVision Medical, which was acquired by Boston Scientific.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/surbhi-sarna/"},"primary_tag":{"id":"61fe29efc7139e0001a71173","name":"YC News","slug":"yc-news","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/yc-news/"},"url":"https://ghost.prod.ycinside.com/ycs-1st-health-and-bio-summit/","excerpt":"We’re excited to announce the first YC Health and Bio Summit that will take place in San Francisco on October 21, 2022. ","reading_time":1,"access":true,"og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null},{"id":"63484a5f2184dc0001eebf38","uuid":"003fb0ef-7ac0-41e4-93fc-a91eca0f7bc1","title":"YC ClimateTech Co-Founder Meetup","slug":"yc-climatetech-co-founder-meetup","html":"<p>We’re excited to announce the first <a href=https://www.ycombinator.com/"http://startupschool.org/climatetech-cofounder-meetup/">YC ClimateTech Co-Founder Meetup</a>! It will take place at <strong>11am PT on Saturday, October 29, 2022</strong>. This event is for anyone interested in meeting a potential co-founder in the ClimateTech space.</p><!--kg-card-begin: html--><center>\n<a class=\"ycdc-retro-btn ycdc-retro-btn-gold mt-[-10px] ml-[13px]\" href=https://www.ycombinator.com/"http://startupschool.org/climatetech-cofounder-meetup/" style=\"text-decoration: none;\" title=\"YC ClimateTech Co-Founder Meetup\" target=\"_blank\">Register to Attend</a>\n</center><!--kg-card-end: html--><p>The 2-hour virtual program will feature a 30-minute conversation by YC Group Partner Gustaf Alstromer and YC ClimateTech founders on how to find a good startup idea, and how to make progress in ClimateTech. This will be followed by a speed-dating session on the <a href=https://www.ycombinator.com/"http://ycombinator.com/cofounder-matching/">YC co-founder matching platform</a>, in which founders are matched for 5-minute 1:1 conversations.</p><p><strong>Speakers</strong></p><p><strong>Gustaf Alstromer</strong>, YC Group Partner<br><strong>Paul Gross</strong>, Co-Founder & CEO of <a href=https://www.ycombinator.com/"https://remoracarbon.com//">Remora (W21)<br><strong>Jose Ignacio</strong>, Co-Founder of <a href=https://www.ycombinator.com/"https://www.waterplan.com//">Waterplan (S21)<br><strong>Caroline McKeon & Daria Balatsky,</strong> Co-Founders of <a href=https://www.ycombinator.com/"https://www.alga.bio//">Alga Biosciences</a> (W22)</p><p>If you’re interested in starting a ClimateTech startup and want to meet other potential co-founders in the space, we hope you join us!</p><p><strong>Registration is limited and closes on Tuesday, October 25th. </strong><a href=https://www.ycombinator.com/"http://startupschool.org/climatetech-cofounder-meetup/">Sign up to attend here</strong></a><strong>.</strong></p>","comment_id":"63484a5f2184dc0001eebf38","feature_image":"/blog/content/images/2022/10/climatetech2.jpeg","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-10-13T10:26:55.000-07:00","updated_at":"2022-10-14T09:27:35.000-07:00","published_at":"2022-10-14T09:00:00.000-07:00","custom_excerpt":"We’re excited to announce the first YC ClimateTech Co-Founder Meetup. If you’re interested in starting a ClimateTech startup and want to meet other potential co-founders in the space, register to attend by October 25th.","codeinjection_head":null,"codeinjection_foot":null,"custom_template":null,"canonical_url":null,"authors":[{"id":"61fe29e3c7139e0001a71081","name":"Catheryn Li","slug":"catheryn","profile_image":"/blog/content/images/2022/10/catheryn.jpg","cover_image":null,"bio":"Catheryn (Cat) is a Product Engineer at YC focused on Startup School. Before that she was an engineer at Instagram and Facebook. Cat has a B.S. in Computer Science and Math from MIT.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/catheryn/"}],"tags":[{"id":"63484c2b2184dc0001eebf67","name":"#22905","slug":"hash-22905","description":null,"feature_image":null,"visibility":"internal","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/404/"},{"id":"63484c2b2184dc0001eebf68","name":"#25700","slug":"hash-25700","description":null,"feature_image":null,"visibility":"internal","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/404/"},{"id":"63484c2b2184dc0001eebf69","name":"#24590","slug":"hash-24590","description":null,"feature_image":null,"visibility":"internal","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/404/"},{"id":"61fe29efc7139e0001a7117f","name":"Startup School","slug":"startup-school","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/startup-school/"},{"id":"61fe29efc7139e0001a71179","name":"YC Events","slug":"yc-events","description":null,"feature_image":null,"visibility":"public","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/tag/yc-events/"},{"id":"61fe29efc7139e0001a71180","name":"#startup-school","slug":"hash-startup-school","description":null,"feature_image":null,"visibility":"internal","og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"codeinjection_head":null,"codeinjection_foot":null,"canonical_url":null,"accent_color":null,"url":"https://ghost.prod.ycinside.com/404/"}],"primary_author":{"id":"61fe29e3c7139e0001a71081","name":"Catheryn Li","slug":"catheryn","profile_image":"https://ghost.prod.ycinside.com/content/images/2022/10/catheryn.jpg","cover_image":null,"bio":"Catheryn (Cat) is a Product Engineer at YC focused on Startup School. Before that she was an engineer at Instagram and Facebook. Cat has a B.S. in Computer Science and Math from MIT.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/catheryn/"},"primary_tag":null,"url":"https://ghost.prod.ycinside.com/yc-climatetech-co-founder-meetup/","excerpt":"We’re excited to announce the first YC ClimateTech Co-Founder Meetup! It will take place at 11am PT on Saturday, October 29, 2022. This event is for anyone interested in meeting a potential co-founder in the ClimateTech space.","reading_time":1,"access":true,"og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null}]},"url":"/blog/yc-health-bio-summit-2023","version":"aa5cc48c512ec693ec60765a0397dfe59cf5da82","encryptHistory":false,"clearHistory":false,"rails_context":{"railsEnv":"production","inMailer":false,"i18nLocale":"en","i18nDefaultLocale":"en","href":"https://www.ycombinator.com/blog/yc-health-bio-summit-2023","location":"/blog/yc-health-bio-summit-2023","scheme":"https","host":"www.ycombinator.com","port":null,"pathname":"/blog/yc-health-bio-summit-2023","search":null,"httpAcceptLanguage":"en, *","applyBatchLong":"Summer 2025","applyBatchShort":"S2025","applyDeadlineShort":"May 13","ycdcRetroMode":true,"currentUser":null,"serverSide":true},"id":"ycdc_new/pages/BlogPage-react-component-97780bea-3969-48ed-8964-89b10eef2708","server_side":true}" data-reactroot="">YC’s Health & Bio Summit is coming to SF in December — apply now to attend
Speakers include:
Author
Surbhi Sarna