ChChaapter pter ChChaapter pter 66 66 DespiteDespite the upfrontthe upfront time tiamnde afindna nficnaial nccomial mcomitmmenittsm, eanllts ,s tartall usptarts ups shoushold mualdke m inavekes itinnvegs intin CgRM in ,C andRM , iandnves itinnvegs itinn ogn ien earloney ,earl a topy, a priorit top priority. y. This chapterThis chapter will s whowill s howyou w yohu wy. hy. Five Challenges Every Startup FacesFive Challenges Every Startup Faces In overIn overa dec aa dedec ofade worki of working bothng baotht and at wandith wfasitht-gro fast-growingw sitnagrt usptasrt, ups, there are fivethere are five com mcomon cmhoan cllenhgealles neveryges every start supta fartuceps fa: ces: 1. Fast hiring and expansion means that siloed data isn’t 1. Fast hiring and expansion means that siloed data isn’t accessible by new employees.accessible by new employees. 2. Investors expect data, and founders have none.2. Investors expect data, and founders have none. 3. There’s no insight into the effectiveness of the sales team or, in 3. There’s no insight into the effectiveness of the sales team or, in some cases, salesperson.some cases, salesperson. 4. Lack of data means no ability to make educated decisions.4. Lack of data means no ability to make educated decisions. 5. Sophisticated sales and marketing hires expect a CRM, and 5. Sophisticated sales and marketing hires expect a CRM, and startups don’t have one.startups don’t have one. The goodThe good news n iews, a sCRM is, a can CRMhelp can helpyou over you coverome thecome these obsset acoblesstac. les. The Founder Silo DilemmaThe Founder Silo Dilemma In theIn btheegi nbningegin,ning while, while found foerunds areers s areellin sgelli thengms theelvemsselve, theirs, theircom com- - pany,pan andy, theirand theirprodu product, theyct, theyare a alsore raalsopid rlyapi ledalyrn leinagr nabinogu abt wohuat tw thhe at the markmaret neeketd nees. Thisds. iThiss gre ias t,gre beact,a usbeec aitus helpe it shelp avoisd a thevoid pitf thea llpitf of aall s ofta rtua sp tartup creatingcrea a perfeting a perfect procduct prot ducthatt n tho oat nneo o actnuae allyct uawanllyt ws.ants. A challengiA challenging bnyprog bducyprot ducof understandi t of understnandg theing mather kmaetplrkaetplce: aThcee : The immenseimmense amou antm oofu infornt of mainfortionma otionn ea orly-n eadarly-optingadopting clien tcslie anndts the and ma therk maet, rket, in general,in general, is tra ppeis tradppe in fod undin foerunds’ heerads.s’ he Thiads.s bThiecso bmeecso promesb lepromableticma as tic as a starta usptart begiup nbegis ton gsa toin gtraacintio trnac antiodn hire and q hireuickl qyu, iscinklcy,e s einacrlye eeamrlyployee employees s have no have no way ofwa ay ofcce assicncegs thesingse the inssighte inssight. s. UsingUsi a nCgRM a CliRMke Saliklesfore Salesforce eacrlye eonarly help on shelp preves prevent thisnt prothisb lepromb. lem. FounFoudersn adersnd employeesand employees auto maautoticamallyti caloglly e logma ilesma andils dandocum doecumnts, elinkte s, like objectioobjection-hanndli-hanngdli sheetng ssheet ands coanndtr coactns,tr athctas,t athrea te aasreily e asseilyarc sheabarcleh abby le by any employeany employee. e. BuildingBuilding a digit a adigitl, easilyal, easily sear csheeadrc knohedw knoledgewle basdgee basas eyo asur yostaurtr usp tartup beginsbegins to sc atole s ecnabale elesnab nelesw nehirews hireto quis toc klyqui sceekly every see every ema ile maandil caandll call that tookthat tookplace pl withace witha custo a cmustoer —m eveer —n eve connversations th conversationsat hthaappet hanppeed inn ed in 7272 7272