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Jason Peretz on CRM Hygiene for Finance

Jason Peretz, CBO of Galley, talks about the importance of CRM hygiene, how to get your data in shape for finance, and how RevOps can help bridge the gap between sales and finance.

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Episode Summary

It’s safe to say that CRM software is one of the most vital business tools today, and most companies nowadays use it to conduct sales, track finances, and manage customer relationships. However, CRMs can be complicated and difficult to set up and use.

But your CRM should work for you instead of the other way around.

In this episode of The Role Forward podcast, our host Joe Michalowski welcomes Jason Peretz, the Chief Business Officer (CBO) of Galley. They talk about the importance of getting your CRM setup in shape, how to rebuild your CRM from the beginning, and why RevOps can help bridge the gap between sales and finances.

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Featured Guest

Jason Peretz

Chief Business Officer, Galley

Jason is an experienced finance professional with a deep background in both the real estate and restaurant industries. After spending most of his career in corporate finance positions at companies like Jack-in-the-Box, Jason joined Galley early on to help build the ERP for food data.

Key Themes from the Episode
  • Your CRM should work for you, not the other way around. Set it up in a way that makes that happen.
  • The starting point for any CRM hygiene project should be the first customer record.
  • Finance shouldn't take on CRM cleanup alone. RevOps is the bridge between finance and sales to help get it done.

Episode Highlights from Jason Peretz

10:32 — It takes time to get a CRM in shape

“The catalyst was Mosaic and also having an analyst — having someone to help me because cleaning up a CRM is no joke. You have to go back and recreate your whole company from day zero — from the first sale — because if you don’t do it that way, then it’s still not going to pull the data correctly.”

21:50 — Tracking ARR is more seamless with a clean CRM

“First of all, it saves so much time because I did spend a lot of time pointing people to spreadsheets and to information and whatnot. Now it’s super easy because I just make everybody a Mosaic account, and I’m like, ‘Here it is. Don’t ask me any more questions. Here’s the number, and it’s just right there.’ So it’s really easy. There are no questions like what’s our NDR? What’s our gross dollar churn? Blah, blah, blah. I haven’t had a question, actually, in the last month about that.”

29:45 — Establish CRM hygiene as early as possible

“You’re always going to learn so much, especially in these situations — starting early at a company and just seeing the growth and being there for the growth. But I would definitely start the process of setting up the CRM and updating the CRM early because if you have to do it the way that we did… And probably, I bet you 80%–90% of companies, especially startups are — I think I said 50% before and I’m pretty sure it’s more. You don’t think about these things in the beginning, and then when you have to recreate the past, you really kick yourself, and you’re just like, ‘Wow, why couldn’t we do this before?'”

Full Transcript