They applied to YC with 90 minutes on the clock—and got in. Then they pivoted into the most operationally gnarly corner of fintech: global payroll. Avi Konduru (Shor) breaks down how AI agents + stablecoins can vertically rebuild EOR, cut costs by an order of magnitude, and expand the market beyond today’s incumbents. In this episode, we go deep on YC as an ambition amplifier, pivot mechanics under real pressure, price vs. TAM strategy, and why launch videos (done right) are still YC’s most underrated distribution hack. You’ll learn: How a 90-minute YC application (and one-take demo) still cleared the barThe precise wedge: vertically owning entities + automating back office with AIWhy “someone else’s margin is your opportunity” actually maps to EORPricing strategy: undercut to expand TAM vs. match to maximize marginHow YC Launch video distribution compresses customer discovery into daysThe pitfalls: agent reliability, compliance debt, and scaling beyond the batch Chapters 00:00 The Last-Minute Application Rush 00:42 Welcome to Lobster Talks 01:07 Introducing Shor: Reinventing Global Payroll 02:38 The YC Experience: A Rollercoaster Journey 05:02 The Pivot: From Stablecoin Infra to EOR 10:29 Bootstrapping Challenges and Lessons Learned 18:00 The Unexpected Turn: Applying to YC Again 23:27 Competing with Deel and Rippling 27:07 Understanding Reseller Margins and Fees 27:27 Deel's Automation and Disruption in Entity Management 27:46 Setting Up Entities in High-Traffic Countries 28:49 Challenges and Regulatory Issues in Global Payroll 30:06 AI Agents Revolutionizing EOR Operations 32:33 Pricing Strategy and Market Expansion 40:11 The Power of Launch Videos in YC 44:07 The Role of Influencers in Marketing 48:07 Future Challenges and Customer Acquisition 51:31 Conclusion and Final Thoughts Watch now and subscribe for more smart, fast, founder-first interviews. Listen on the go: Spotify: https://open.spotify.com/show/1u1JyRKH8JYFjhBkvTUOAP Apple: https://apple.co/4cZ8RMm My other YouTube Channel: https://www.youtube.com/@GJarrosson