Four seasoned founders, and a lot of easy decisions to revisit.
FAIVE helps organizations in regulated industries adopt AI. When the four co-founders started the company, one of the first questions was how to track their own pipeline.
“The easy answer was ‘let’s make an Excel sheet.’ It’s also the worst possible answer. We realized it as soon as we started filling out the first cells.”
A CRM built around the R.
Per’s reason for choosing Capable comes down to one letter. FAIVE wanted a system for learning from the relationships they build with clients and partners, not one for keeping tabs on each other.
Same CRM, different ways in.
As Michael Clausen puts it, “each individual in FAIVE works differently with it.” As a team, they’ve settled into a weekly rhythm.
- MondayPipeline review, together. Afterwards, Claude asks to add the updates it picked up to the opportunities they discussed.
- FridayThe week, summarised. What happened, and the open tasks for the next one.
- MonthlyA step back. Which conversations led to which outcomes, and where to dig deeper.
That’s the review done. Add what we discussed to the opportunities.
I picked up four updates for Nordlys Pharma. Approve the ones you want saved.
“The result is that client relationships stay at the center of the conversation. Not the cold, hard data.”
92% of the updates, without opening the CRM.
Michael uses Capable every day, and barely opens it. Most of what lands in his CRM comes in through MCP, written by his assistant rather than typed by him.
“Capable is the orchestrator of our CRM knowledge. It works mostly as our CRM database. I prefer never to touch it.”
He works in a sales assistant he built himself. It reads his email, calendar, Teams and LinkedIn, along with FAIVE’s own intelligence briefs, and works in steps. It also helps him put a value on each opportunity and weigh the risk, and it only moves a deal to the next stage once he approves.
- 01CollectEvery source, pulled together.
- 02EvaluateThe assistant helps him weigh what it found.
- 03Michael decidesHe adds his judgment before anything is saved.
- 04Saved to CapableWritten in, structured by MEDDPICC.
The format, the builds and the models are FAIVE’s own. Capable is where it all lands, as the shared record the rest of the firm works from.
Two ways of working. One record.
Together, the team reviews Claude’s suggestions after the Monday meeting. On his own, Michael lets his assistant do the writing. Both end up in the same CRM, kept up to date without anyone sitting down to do data entry.
“We’re thrilled to have found a CRM partner who sees it the same way: fighting to build and scale the product, while still making time for hour-long conversations about how we use it and fixing bugs faster than we can find them.”