# Derek Tran, Revenue Operations Manager at Latterly (HR tech, ~130 employees) — read of Decision Maker Finder AI, June 23 2026

> 8 years in RevOps, currently owning the tech stack for a 22-person AE/SDR org. ZoomInfo, Apollo, Outreach, Sales Nav. I've evaluated probably 40 tools in this space. Side-hobby: I keep a Notion doc of SaaS ideas I'd build if I weren't too tired after BJJ.

## How I got here

Someone in the RevOps Co-op Slack posted it as "interesting honesty play" without elaborating. I clicked mostly to see what "honest" meant in that sentence. I expected a normal SaaS landing page with a "No BS" badge. It was not that.

## What I clicked first

The hero is dead simple. "Find the Right Person to Sell To" landed immediately. No fake dashboard screenshot, no floating UI, no "AI-powered" in 72pt font. I read it fast. Then I scrolled down expecting to see a product and instead got... a scorecard.

That's where things got weird.

## Where I paused

The honesty block. Specifically this line: "Honest disclosure: we don't have live customers on this idea yet. We shipped the strategy package; you ship the customer conversations."

I had to re-read the whole page top to bottom because I'd misread what this was. This isn't a tool I can buy and use. It's an idea I can buy and build. That is not obvious from the hero. I spent two minutes thinking I was evaluating a sales intelligence SaaS. I was actually looking at a startup idea marketplace.

Once I understood that, the scorecard made more sense. But the hero does not prepare you for that pivot.

## What I distrusted

Two things.

First: "financial upside: 1/10" buried under "Strongest axes." If I'm the person who buys this to build it, the first thing I want to know is whether I can make money. They score it 1/10 and then list it under "Concerns to know about" in a font that is smaller than the 80/100 headline. The Fermi math says Year-1 take-home is negative $27,000. That's not a concern, that's the product. I'd want that up front, not after I've already read the features section.

Second: the features listed -- "Intent Scoring AI," "Buying Committee Mapping," "Real-Time Updates" -- read like I wrote them in 2019 before ZoomInfo added all of this natively. The page does not explain how this would be meaningfully different from Apollo or Demandbase. If I'm building this, I need to understand the wedge. I don't see it.

## What would convince me

One customer conversation transcript. Not a case study -- an actual back-and-forth email where someone told you they have this problem in a specific way ZoomInfo doesn't solve. Even a single real signal like "I talked to 12 SDR managers and 9 said their biggest problem is X, which ZoomInfo can't solve because Y" would do more than all three feature bullets combined.

Also: show me one comp that sold for good money. Not "look how big the TAM is" -- show me a specific exit or ARR number from a company doing this that proves the 1/10 financial upside score is maybe pessimistic.

## What I'd ask in an email reply

1. The ZoomInfo and Apollo question. They both do intent scoring and contact mapping. What is the actual differentiation -- not in positioning language, but mechanically, what data do you have that they don't?

2. Who is the operator you picture buying the $99 pack? A solo technical founder? A sales ops person at a startup? The answer changes whether I'm your guy or not.

3. The Fermi math shows negative Year-1. Is that assuming a solo builder, or a team? And what's the assumption on MRR that gets you to Year-2 positive?

## Verdict: on-the-fence

The honesty is genuinely unusual and I respect it -- it stopped me from leaving. But I still don't fully understand what the builder is selling that the market doesn't already have, and the financial signal is hard to ignore when they surfaced it themselves.

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*Memo by skeptic persona, generated 2026-06-23. Studio breaks own self-grading loop.*