Writing for founders who own the number
Practical revenue operations for SaaS teams. No theory, no gated PDFs, and no posts that turn out to be a product page.
Everything we have published
Why Your Sales Forecast Is Always Wrong (and How to Fix It)
Fewer than half of sales leaders trust their own forecast. The causes are structural, which is good news, because structural pro…
Zachary Mondragon · 4 min readHow to Run a CRM Migration Without Losing the Quarter
Most migrations go wrong in the same three places. None of them are technical, and all of them are decided before anyone exports…
Zachary Mondragon · 4 min readWhat a RevOps Audit Actually Covers (and What You Get Out of It)
Audit is a dull word for a useful exercise: finding where revenue leaks, with a number attached. Here is the whole checklist, in…
Zachary Mondragon · 4 min readGetting Out of Founder-Led Sales Without Breaking the Number
The first sales hire fails at most startups, and the reason is almost never the hire. It is that the thing being handed over was…
Zachary Mondragon · 7 min readWhat a Fractional VP of Sales Actually Does (and When It Is the Wrong Call)
The title is used for three quite different jobs. Only one of them involves actually running your sales function, and it is wort…
Zachary Mondragon · 4 min readSpeed to Lead: The Cheapest Conversion Win You Are Not Taking
You already paid to generate the lead. Everything that happens between it arriving and someone reaching out is pure margin, and …
Zachary Mondragon · 4 min readWhy Your CRM Became Admin Work Instead of a Sales Tool
The software did not fail. It was built for a company with administrators, integrators and a budget line for both, then dropped …
Zachary Mondragon · 7 min readPipeline Coverage Ratio: What 3x Actually Means (and When It Lies)
Three times coverage is the most repeated number in B2B sales and one of the least examined. It is only meaningful if two other …
Zachary Mondragon · 3 min readHow to Define Sales Pipeline Stages With Exit Criteria That Actually Hold
Most pipeline stages describe what the rep did, not what the buyer did. That single distinction is why forecasts miss. Here is t…
Zachary Mondragon · 7 min readWhen Should a SaaS Startup Hire Its First RevOps Person?
The common answer is "four to five reps" or "Series A." Both are proxies. Here are the signals that actually tell you, and the o…
Zachary Mondragon · 3 min readRevenue Operations for SaaS Startups: What It Actually Is at 20 People
Most RevOps writing is aimed at companies with a RevOps department. Here is what the function actually does at twenty people, wh…
Zachary Mondragon · 9 min readFour things we write about
RevOps
What revenue operations actually is at startup scale.
3 posts
Systems
The stack, the CRM, and where they stop helping.
3 posts
Pipeline
Stages, forecasting, and numbers that hold up.
3 posts
Founder-led GTM
Getting out of founder-led sales.
2 posts
Nothing stops the herd.
Forty-five minutes on your real pipeline, then a written teardown of the three places revenue is leaking. Free, and there's no pitch attached.
Get your GTM teardown