Notes on building products, making technical decisions, and running a business.https://hecsanchez.com/en-ushttps://hecsanchez.com/en/writing/the-business-rules-are-the-product/https://hecsanchez.com/en/writing/the-business-rules-are-the-product/A salesperson could prepare a proposal, negotiate it, and take it through to a sale. At that point, I took away their permission to edit it. Where that restriction sits is the product.Thu, 17 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/a-working-product-is-a-very-convincing-way-to-avoid-selling/https://hecsanchez.com/en/writing/a-working-product-is-a-very-convincing-way-to-avoid-selling/I postponed outreach for Zaplink because I thought larger customers would want their own WhatsApp number. None had asked. A customer you haven't spoken to can have a surprisingly detailed requirements list.Wed, 16 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/before-you-automate-a-process-watch-someone-do-it/https://hecsanchez.com/en/writing/before-you-automate-a-process-watch-someone-do-it/The first proposal builder I made for The Woods looked like the proposal itself. I eventually removed it. "Prepare a proposal" is a reasonable description of a task, and nowhere near enough to build the thing that does it.Tue, 15 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/the-first-version-of-your-product-includes-you/https://hecsanchez.com/en/writing/the-first-version-of-your-product-includes-you/One click creates a client's deal stages, properties, and workflows. Then we check the setup fits the team that will use it. The customer's experience includes the work you do around the product.Mon, 14 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/your-biggest-competitor-might-be-a-spreadsheet/https://hecsanchez.com/en/writing/your-biggest-competitor-might-be-a-spreadsheet/At The Woods, every customer file had its own WhatsApp group and a proposal could take a day to assemble. Before you replace someone's spreadsheet, ask what moving would cost them.Thu, 10 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/when-you-can-build-almost-anything/https://hecsanchez.com/en/writing/when-you-can-build-almost-anything/I nearly built a marketplace for personal trainers because I didn't want to pay for a workout app. What stopped me was never whether I could build it — it was the work that would have arrived afterwards.Wed, 09 Sep 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/anatomy-of-an-mga-tech-stack/https://hecsanchez.com/en/writing/anatomy-of-an-mga-tech-stack/The technology decisions an MGA makes in its first two years will either carry it to $100M or force a rebuild at $40M. This piece maps the actual systems, costs, and architecture patterns at three stages of growth, with 19 sources cited.Tue, 14 Apr 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/the-delivery-illusion/https://hecsanchez.com/en/writing/the-delivery-illusion/Why busy teams feel stuck, and how to measure what actually moves the product. The gap between output and outcome is expensive precisely because it looks like everything is working.Wed, 04 Feb 2026 00:00:00 GMThttps://hecsanchez.com/en/writing/why-your-team-slowed-down/https://hecsanchez.com/en/writing/why-your-team-slowed-down/Teams don't slow down because people get lazy. They slow down because well-intentioned checks compound, until preventing mistakes costs more than the mistakes did.Wed, 28 Jan 2026 00:00:00 GMT