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Inside the Call Where a $100M+ UGC Platform CEO Realized: Creator Compliance Isn’t an In-House Job

Author

Kaeya Majmundar
April 15, 2025

Internal Sales Memo — April 10, 2025
Referencing: April 10th Inbound Sales Call
“Shrink the Delta Between Legal Fees and Automation”

Call Participants:

  • “Adam” – Founder & CEO, UGCBee (legacy enterprise UGC platform serving Fortune 500 and $100M+ brands)
    → Found SwayID via an industry friend, reached out to Kaeya cold via LinkedIn

  • Kaeya Majmundar – Founder & CEO, SwayID (see LinkedIn)

(Note: “Adam” and “UGCBee” anonymized for public-facing blog version)

Purpose of the Call

This was a “founder-to-founder” discovery conversation with one goal:

Pressure-test SwayID’s Challenger Sale pitch on a highly technical, product-led founder running a platform that serves $100M+ brands—but doesn’t treat UGC compliance as core.

Context:

What is UGC?

UGC stands for User-Generated Content — any content (videos, images, reviews, posts) created by people outside your company, typically customers or paid creators. In marketing, it often shows up as influencer posts, testimonials, or TikToks that brands repurpose in ads.

The UGC compliance problem?

Most UGC isn’t produced under the same legal review as in-house creative. But it’s become strictly regulated since the Federal Trade Commission’s final ban against deceptive creator advertising effective October 2024 — and the FTC crackdowns, class action lawsuits, and global regulators are watching.

Who is Adam in this call?

A highly technical (product-led), experienced in enterprise SaaS, and serves marketing and legal teams at scale. Adam is the exact profile of someone who will become a strategic buyer once the mental frame shifts from "workflow friction" to "legal fee reduction + risk transfer."

Core Learning:

Adam: "We’ve sunk so much money into lawyer fees."

That line cracked the call wide open. No more hypotheticals. This was budgeted pain, already felt and overpaid.

Kaeya: “Let’s shrink the delta between what you’re already paying lawyers… and what SwayID automates through proof of work.”

Adam: “Like Vanta but for UGC compliance?”

Kaeya: “Not quite. The key is managing behavioral mechanics—non-compliant by nature. But we’ll unpack that.”

SwayID wasn’t positioned as a “compliance tool.” It was reframed as a legal cost compression layer—something no in-house stack could replicate.

Challenger Sale Breakdown

1️⃣ TEACH – Rewire the Risk Frame

  • Not about FTC fines → class action risk

  • Not about scanning content → timestamped documentation

  • Not about perfection → good faith effort

Kaeya:
“We’re not lawyers (!!!)—though I spend a lot of time with F500 advertising legal.
SwayID reduces the volume and severity of legal threats your lawyers have to respond to.
(Of course, run that by your lawyers.)”

🧠 Adam had never heard this framework before.

2️⃣ TAILOR – Embrace Adam’s Product-Led Skepticism

Adam: “All our customers are software-based…without an integration or workflow sync, I don’t know how this fits.”

Kaeya:

“We’re not changing your workflow. We’re giving you a parallel compliance vault.
Like Deel, but for creator compliance.

Trust me—you don’t want SwayID touching your platform the way you think you do. That backfires. We stay detached by design.”

Adam’s body language: Leaning in.

Kaeya Explains SwayID Product Model

  • Two-portal architecture: brand + creator

  • Creator completes compliance workflow (policy, training, content check)

  • Brand receives timestamped receipts

  • Liability gets shared, not centralized

Adam: “So creators would log into a portal and run the compliance check themselves?”
→ Mid-funnel buying signal. He visualized the flow.

3️⃣ TAKE CONTROL – Lead the Narrative

  • Case studies: Drunk Elephant, Obvi, NAD, Celsius

  • Framed class action mechanics (trigger → lack of proof → payout odds)

  • Creator + marketer behavior is untracked and insufficiently logged w/o SwayID

  • Class action firms feed on those log gaps

Kaeya:
“This isn’t a content monitoring tool. It’s your proactive behavioral defensibility layer.”
“SwayID is the minimum viable compliance scaffolding that gives your team air cover.”

Tone shift: Adam moved from skeptical evaluator → active explorer.

Core Framing:

Kaeya: “This isn’t about fear. It’s about lowering the cost of being responsible.”

Adam’s posture shifted from “maybe we build this” → to “this is technically buildable in-house, but shouldn’t be built because it’s insurance infrastructure.”

Product Framing

SwayID = “Deel” for Creator Collaboration Risk

  • Two portals → business and creator

  • Business invites creator to onboard

  • Creator completes training + policy attestation

  • Creator uploads content → risk flagged

  • All actions timestamped

✅ Outcome: Brands prove “good faith” even if a creator goes rogue—shrinking lawsuit leverage and exposure.
Compliance becomes behavioral, not contractual.

Adam understood the assignment.

Conversion Drivers

Adam’s Quote

Kaeya’s Takeaway

“We’ve sunk so much money into lawyer fees.”

Top funnel → budget pain

“So creators log into a portal…?”

Mid-funnel → comprehension landed

“All our customers are software-based…”

Bottom funnel → integration concern, handled

“I’ve never heard any of this before.”

Reframing win

“This is super helpful.”

Education-first sales approach validated

🧠 Nude Note to self:

It took you 4 years, several million VC dollars spent on mistakes (ie: wrong hires, product launch failures), and painful trial and error since you first read the 3 key frameworks that enabled me to get to this moment.

Category Creation; Fast Moving Water; The Challenger Sale.

To not just understand them — but to translate them into product, sell with them live, and watch them land.

Plus: a decade spent living, eating, breathing influencer marketing since you were 20.

That’s normal.

Your time spent thinking VC money was a shortcut to get here? That was stupid.

Naked truth:

Access to too much investor money too soon slowed you down — because your ego inflated and you began believing money could solve most startup problems.
It doesn’t work like that.
It never worked like.
It’s all an illusion born from VCs funding unstable companies through Series D etc.
That’s why the startup death toll began rising to an all time high.

Make enduring judgment calls, Kaeya.

Kaeya