E.78 - You Can’t Forecast What You Can’t See - Rachit Kataria on CRM’s Blind Spot

Most sales teams are flying blind.In this episode of Making Revenue Tick, Richard Washington sits down with Rachit Kataria - Co-Founder of Centralize and Y Combinator alum to unpack why traditional CRMs are failing revenue teams, and how Centralize is building an entirely new category around visibility, relationships, and deal execution.Rachit’s journey from Meta engineer to startup founder is grounded in one truth: sales is about people, not pipelines. And yet, most CRMs treat deals like databases - not dynamic conversations.This episode dives into the reality of what founders and sales leaders are struggling with:Forecasts that miss by a mileReps who are single-threaded and out of syncDeal data scattered across Slack, Gong, email, LinkedIn, and nowhereA complete lack of visibility into who matters, who’s missing, and what to do nextCentralize is solving that.This is the founder’s perspective - from building community in college, to working on billion-user scale at Meta, to betting everything on a startup built around the idea that deals are won at the individual level.If you’re a founder navigating messy go-to-market motions, or a sales leader tired of trusting gut feel over data, this conversation is for you.What you’ll learn:Why sales leaders are operating blind, and how to fix itWhat YC teaches you about building for revenue, fastHow AI can finally make relationship data actionableWhy unlocking your company’s network might be your biggest growth leverWhat it really takes to build a company from zero, as a founderRachit’s not just building a product = he’s building a category. And it starts with flipping the script on how we think about customer relationships.Subscribe for more founder conversations on what it takes to scale smarter, and make revenue tick.Connect with Rachit Kataria:https://www.linkedin.com/in/rachitkataria/Learn more about Centralize:https://www.usecentralize.com/Hosted by Richard Washington, Founder @ Tick Talenthttps://www.ticktalent.comRead Growth Magnet on LI: https://www.linkedin.com/newsletters/growth-magnet-7083793079794556928/