From a last-minute YC application to a $5 billion Company built on deep technical insight.

In this episode, Viral Bajaria, Co-Founder and CTO of 6sense, takes us back to the very beginning. He recounts his early days at Hulu, where managing massive data systems during the Super Bowl taught him how data could drive real business decisions.

Joining one of Y Combinator’s early batches, Viral recalls being interviewed by Sam Altman and Garry Tan, and how the team quit their jobs after getting in, moved into a small townhouse, and began writing code. While most startups begin with small customers, 6sense started with some of the biggest enterprise logos. Viral explains why repeatability and implementation are harder when selling only to large accounts, and how those lessons shaped their approach to building sustainable growth. 

He also reflects on the difficult years when growth stalled, when the company had to rebuild its product, and when they learned that great technology means little without strong go-to-market execution. 
It is a story about timing, conviction, and the patience to build for what will not change.

0:00- Trailer 
02:26- First job at Hulu & exposure to big data
06:36- YC interview by Sam altman & Garry tan
08:22- Quitting job for YC
11:07- First version: Big data analytics platform
12:12- Getting in YC batch that downsized from 130 to 47
13:27- The need & opportunity for a Merger
15:49- Why Founders should learn to let go & avoid slow death
16:07- Why everybody at YC advised against the merger?
18:16- A VC next door that chased 6sense
20:18- Rebuilding the product for B2B
20:57- How this startup started with the biggest logos?
21:59- Repeatability is hard when selling only to enterprise
22:47- There were lot of startups, with lot more money
23:32- How to build for things that won't change in 10 years?
29:24- Ad platforms only targeted People, Not companies
32:02- Why did 6sense get a new CEO?
33:50- Funding rounds that led to $5Billion
37:20- What 2013 Co’s were doing can be done with 1% today
38:39- When competition raises a $100M round
39:40- If you build a company on LLM, there is no data moat
42:02- What is the extent of guard rails for Agents?
43:59- Viral’s Investments in India & US Companies
54:44- Co’s should raise money to appear bigger than you are
56:55- Vibe spending: People are spending money to try AI
59:52- Is there a right time for vibe mode for every industry?
01:02 :00- Service as a software is selling agency to customer
01:03 :58- Why co’s in the US-india corridor will succeed?
01:17 :27- Why Viral invested in Neon?

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India’s talent has built the world’s tech—now it’s time to lead it.
This mission goes beyond startups. It’s about shifting the center of gravity in global tech to include the brilliance rising from India.

What is Neon Fund?

We invest in seed and early-stage founders from India and the diaspora building world-class Enterprise AI companies. We bring capital, conviction, and a community that’s done it before.

Subscribe for real founder stories, investor perspectives, economist breakdowns, and a behind-the-scenes look at how we’re doing it all at Neon.

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This video is for informational purposes only. The views expressed are those of the individuals quoted and do not constitute professional advice.

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