In this episode of The Revenue Cafe Podcast by Breadcrumbs Hot Takes Live, Andy Mowat, CEO of Gated, discusses the future of CRM, suggesting that the next CRM will be a data warehouse. He shares his experience in scaling companies and the limitations of traditional CRM systems. Andy highlights the flexibility and analytical power of data warehouses, as well as emerging tools that offer more flexibility for reps. The presentation concludes with recommendations for investing in data literacy, upgrading the data stack, and reevaluating metrics to adapt to this future engagement.

HIGHLIGHT QUOTES

Your Next CRM is a Data Warehouse - Andy Mowat: “I fundamentally do believe that the next your next CRM will be a data warehouse. I don't necessarily mean that your reps will log into that, but when you put the core data model into a data warehouse, you can do a lot more things that I just described on the previous page. The way the system your reps log into, it's not going to be Salesforce anymore. Imagine if you can roll a UX for your team that's not necessarily locked and loaded with your data model. It becomes a lot more flexible.”

Investing in Data Literacy and the Modern Data Stack - Andy Mowat: “If you believe this world is coming, what are some of the things you can do? One is just make sure that you've invested in your team's data policy. I would say at Box, we had a course for SQL that anyone in the company could take, so we just had a much more data fluid company. Number 2, invest in your data stack. There are tools that can help you get there with a little bit less complexity, things like boost up or sinkery. Finally, rethink the metrics that you're holding your team accountable to, such as pipeline coverage, sales cycles on renewals, and identifying churn or contraction ahead of time.”

You can find out more about Andy in the link below: 

• LinkedIn: https://www.linkedin.com/in/amowat/

HOST: Gary Amaral

GUEST: Andy Mowat

Breadcrumbs Podcast